What are some strategies or techniques to help sales reps sell to CFOs?

1.8k views3 Comments

VP of Sales Enablement in Software, 10,001+ employees
You must have a basic understanding of the firm's Financial Statements - Balance Sheet, Cash Flow, Income Statement - and what they mean about the company you're attempting to sell into. You can get a lot of that from the Edgar database at https://www.sec.gov/edgar/searchedgar. You can also look up 10K, 10Q, and 8K information.
VP of Sales in Software, 1,001 - 5,000 employees
Articulate your value proposition in a succinct manner (what are their main business objectives, what are the key challenges stopping achievement of objectives, what are the key capabilities that will solve such challenges and how can you enable these in a differentiated manner).
Articulate the benefits and ROI of your solution (cost savings, top or bottom line impact, working capital, efficiency, TCO etc)
Capture customer stories of value realized (not just a value promise but actual attainment of such value).
SVP of Partner & Business Development in Software, 201 - 500 employees
A clear focus on the available ROI always seems to produce much improved outcomes, particularly when their's clear evidence that the math sitting behind it is accurate and not a "stretch."

Content you might like







2.6k views1 Upvote2 Comments