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

Customer Engagement

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VP of Sales Enablement in Softwarea year ago

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.

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SVP of Partner & Business Development in Softwarea year ago

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."

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Director of Sales in Retaila year ago

Wow, it's hard to say just one action. Since I have a team that works under me the one thing I have to do daily is assist them. This includes looking at the metrics, assist them as needed to help them complete sales ...read more

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I get asked this question a lot and here is what I recommend:

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How do you gather learnings from closed pursuits from your customers in an B2B environment (post mortem analysis)? We used selective interviews in the past for key gains and losses. Now the discussion whether to use online survey as method had come up and would like to collect a broader perspective.

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VP of Customer Success in Healthcare and Biotecha month ago

Here is our framework for postmortem analysis:
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2. Post sales expansion losses definitely get an ...read more

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