“If you can’t sell the CFO, then you’re gonna be really struggling.” – Richard Smith in today’s Tip 1493
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. All this week we’re featuring EnableMinutes from Allego’s new show while I’m out with the family. Today’s comes from Richard Smith. Richard is Allego’s Sales Leader in EMEA and the former Co-Founder of Refract. He’s also a Sales Coach and Sales Author. Here he is:
Richard Smith: There’s a lot of talk about the key buyer this year is the CFO. If you can’t sell the CFO, then you’re gonna be really struggling. There’s definitely a different conversation to be had there. They don’t care about the product. They don’t care about the features. They care about the business case. And that business case may be very different. It may be less about gain. It might be more about how is it gonna save us money. These are things that are really super top of mind. And again, these are things that for a lot of sales teams is new. They’re not used to having these conversations. They may flip that business case conversation, but there’s definitely a more strategic conversation to be had there. A lot of companies, they’re thinking about consolidation. You know, they’re, they’re thinking about how can their salespeople present solutions and options to their buyers. Boils down to a more strategic conversation that sellers have to be enabled and prepared for.
Scott Ingram: To help me thank Allego for all of these great EnableMinutes, click over to DailySales.Tips/1493 where you’ll find links to follow them on your favorite platform. Once you’ve done that, be sure to come right back for another great EnableMinute. Thanks for listening!