Kevin Koharki

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.