#59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger
Winning the Challenger Sale
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Is Procurement Going to Stay With Our Sales Process?
I think we've just seen a lot more stringent either like questionnaires or questioning price. And it's hard right because your buyer understands it and even someone in finance might understand it. But now we have this third person or set of people that we have to contend with. So I don't see that going away anytime soon in the next couple of years, it would be kind of like another shift.
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