The Advanced Selling Podcast How to Talk Financial Impact with Kevin Koharki
7 snips
Jun 23, 2025 In this engaging discussion, Kevin Koharki, an accounting professor at Purdue University, dives into the crucial intersection of sales and finance. With a background in investment banking, he clarifies essential concepts like gross margin versus operating margin. Kevin stresses that discussing only payback periods is inadequate; sales professionals should focus on the total cost of ownership. He shares strategies for effectively communicating financial value to CEOs and CFOs, equipping listeners to elevate their sales conversations and position themselves as trusted partners.
AI Snips
Chapters
Transcript
Episode notes
Journey into Financial Training
- Kevin Koharki shares how training employees in financial acumen led to global opportunities.
- A CEO reached out needing help, which expanded into worldwide training engagements.
Financial Impact Drives Buyer Decisions
- Buyers look to see if a product will increase revenue or decrease costs to impact profit.
- Salespeople must understand the buyer's concern with profit and loss to be effective.
Margins Matter Most to Executives
- Gross margin shows profit after production costs; operating margin includes all company costs.
- CEOs and CFOs closely watch these margins to assess company profitability.