Only 11% of CFOs felt that salespeople always or very often did their homework
Convert more sales at the business end of the funnel. Sell to the CFO.
We know that you can prospect, we know that you can sell. You don’t need to “hustle” or “show more commitment”. We lift the lid on the decision-makers who can derail your deal that you will never get to meet. In only two days, you can optimise your presentations and proposals to close on your economic buyer, and ensure they get that internal sign-off!
Why should you sell to the CFO?
When a sales professional engages with a business to sell a product or service, they will, by training, engage with various stakeholders in the business to ensure that needs are met and the solution truly offers value.
Once that is done, a new conversation begins regarding pricing, commercial terms and long-term financial impact. If the sales professional is lucky, they are involved in that conversation; however, often, they are not – so we have to consider this risk when we submit our proposals.
Principles of the programme
The dynamic between a salesperson and a finance leader is not a traditional one. The CFO has no need or desire to be sold to, however their approval and signature is the single most important part of closing the deal. We have, through years of enterprise sales boiled it all down to three core principles:
Preparation
Your economic buyer may be focused on securing that new piece of equipment or software to make their division run smoother, but the CFO is concerned with the big picture financial goals like revenue, working capital or savings within the business. Do your homework, and sing to the choir.
Precision
Present them with the information they need in the format they wish to see it. You can use your own financial partners within the business to help – but you must be accurate! A trustworthy presentation will allow you to present your value proposition how you want it to be seen.
Partnership
Let’s be honest. You are done selling, and they do not want to be sold to – however, you have a responsibility to help each other. The CFO has to choose which project to progress when they have multiple options available, work with them to support a decision which can boost your bonus cheque.
How it works
Join us at Bootcamp
2 Days to close more business in Ireland's best locations
Spread over 1.5 days in a great location, our programme provides the ideal environment for top-level performers to develop their skills.
Learn about the CFO, what they care about and how to speak their language
What is the role of the CFO or Financial Director, what keeps them awake at night, and what kind of things can turn them off your deal?
Workshop your deals, leave the session ready to close business
This isn't a talk shop, come with your deals, and let's make them stronger so that you can close.
Meet our team
James Perry
Career & Examination Coach, Speaker, Chartered ACCOUNTANT
James works with the next generation of financial leaders to develop their ability to engage with stakeholders across the business. As an experienced financial controller, he can identify data which makes the difference.