Selling to the CFO

Revenue Builders vor 3 Jahren

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36:00

Understanding the CFO perspective is becoming increasingly
crucial to closing deals in today’s economy. This week, we’re
sharing some highlights of the best wisdom shared by financial
leaders on our show.

Tune in as Six-time CFO and Board Advisor Murray Demo, Drift CFO
Jim Kelliher, and Managing Director of Madrona Venture Group Hope
Cochran talk forecasting, budgeting, and what a CFO’s priorities
really are when the economy presents challenges. Whether you’re a
seller, a champion, or a leader, you’ll get a valuable glimpse
into the mind of a CFO on this episode of Revenue Builders.

Here are some key sections to check out:

02:14 Murray Demo on giving the decision-making power to the CIO

20:51 Jim Kelliher on value, forecasting metrics, and accurate
forecasting

29:50 Hope Cochran on balancing forecasts, accuracy, and
transparency

Additional Resources:

Connect with Murray Demo:

https://www.linkedin.com/in/murray-demo-59a31117/

Connect with Jim Kelliher:

https://www.linkedin.com/in/jim-kelliher-8a3100/

Connect with Hope Cochran:

https://www.linkedin.com/in/hope-cochran-96433738/

Help Sellers Chart The Buyer Landscape:
https://forc.mx/3mGU5Eq

QUOTES

Murray on giving the decision-making power to the CIO: “I
would never take a CFO job unless IT reported to me. So in any
software purchase, I felt that if I got too involved too early, I
undermined the CIO, and instead of it being sort of their
decision and their commitment to the success of implementing that
software, because I got too involved in it, I let them off the
hook.”

Hope on balancing forecasts, accuracy, and
transparency:

“I want to establish the ability for everyone to be as
transparent and honest as they can and to take the game plan out
of it. I know that's hard, and I know that there are a lot of
reasons why the game plan comes in, people have career ambitions,
etc. But that's the moment where we can all help each other.”

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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