This is an age-old problem. Over the years, CFO’s have often turned down efficiency investments for the wrong reasons – project benefits were not positioned properly.
In addition, the role of the CFO has evolved to being much more of a strategist for most companies.
This makes closing efficiency projects even more challenging. CFO’s are more focused on “strategic investments,” even if the returns don’t meet their internal hurdle rate.
Therein lies the opportunity and the challenge for efficiency sales organizations.
Closing efficiency projects today requires both the Technical Sale and the Financial Sale.
Sales representatives are well trained in this area and have access to substantial internal/external support.
Once the Technical Sale is complete, the effort to close the project shifts 100% to seeking the approval of the CFO.
Sales representatives often receive little, or no training and don’t know where to turn for support.
In creating our Financial Selling Platform, we relied heavily on our experience in:
We train your sales organization in How to Sell to a CFO – it’s an Art and a Science.
The sales techniques learned in training are put into action through our Sales Tools which are designed specifically for CFO’s. They are extremely simple to use. Learn more.
Our Financial Selling Platform is delivered through an initial Boot Camp as well as Ongoing Support consisting of monthly “Deal Talk” and specific Deal Support. Learn more.