Winning the Challenger Sale #59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger
Feb 21, 2023
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CFO-Focused ROI Pitching
- Sales pitches to CFOs and finance teams must prioritize demonstrating clear ROI on every dollar spent.
- These finance buyers require a different, KPI-focused conversation than enthusiastic internal buyers.
CFOs Must Connect to Operations
- CFOs must stay closely connected to the operational side of the business to validate ROI claims.
- This operational knowledge enables finance to better support strategic decisions and mitigate risk.
Power of Cost of Inaction
- Emphasizing the cost of inaction highlights losses from inefficiencies beyond immediate cost savings.
- Neglecting process improvements can lead to significant hidden operational costs and missed growth.