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

23:22

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Highlights

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Episode notes

Is There Resistance to Multi-Year Deals?

03:23

CFOs - What Skillsets Do They Need Now?

03:18

Is Procurement Going to Stay With Our Sales Process?

02:04

Introduction

2min

How Can We Protect Ourself From the Negative Impacts?

2min

CFO Pitch - Can I Spend X Dollars?

2min

CFOs - What Skillsets Do They Need Now?

3min

The Trade-Offs of Investing in Technology in a Downturn Economy

2min

Is Procurement Going to Stay With Our Sales Process?

2min

What's Your Advice to Sellers of Private Equity Firms?

2min

Is There Resistance to Multi-Year Deals?

3min

How to Reduce Costs of Training in a Downturn?

3min

10.

Is Warren Buffett a Genius?

2min

The theme for this month on Winning the Challenger Sale is Selling When No One is Buying. WTCS Host Andee Harris, CEO of Challenger, is joined by Shannon Poole, CFO at Challenger, to discuss the roles CFOs play in executive deals, how they protect a business from negative impacts, and the skillsets a CFO needs to make financial decisions. She also talks about cost of inaction (COI) vs return on investment (ROI), which is more critical to business growth. Shannon offers guidance to salespeople who do most of their business via an organization and the best practices for CFOs. Tune in to learn more about selling when no one is buying.

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