Category Archives: B2B Sales

February 17th, 2014

Overcoming The Fear of Selling to the CFO

selling-to-the-cfo

Overcoming The Fear of Selling to the CFO

Anyone know a good Chief Financial Officer (CFO) joke they’d like to share?

Here’s one. Joe managed a large account that required him to interact periodically with that company’s CFO.  Joe dreaded these meetings, and would prepare meticulously with spreadsheets, slide shows, and any other supporting material imaginable. One day Joe gets a call from his day-to-day contact in the account informing him that a scheduled meeting would need to be postponed because the CFO had a heart attack. To which Joe replied, “You mean he has a heart?”

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April 24th, 2013

4 Changes in Buyer Behavior Driving 4 New Challenges for Sellers

buyer-behavior

4 Changes in Buyer Behavior Driving 4 New Challenges for Sellers

Think about how you would have purchased a car 20 years ago. You would walk onto a dealer’s car lot, kick a few tires, and then be swarmed by sharks pushing you to take a test drive. You might have been armed with a copy of Consumer Reports, Car and Driver or Auto Trader, but those publications only went so deep. For example, if you wanted a review on a dealership’s service department, there was no Yelp available. Now think about how you would buy a car today. As a consumer, would you want to turn the clock back to the 1980’s? Probably not!

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