#59 How to sell to CFOs who are already tightening the purse

#59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger

Listen now

Description

The theme for this month on Winning the Challenger Sale is Selling When No One is Buying. WTCS Host Andee Harris, CEO of Challenger, is joined by Shannon Poole, CFO at Challenger, to discuss the roles CFOs play in executive deals, how they protect a business from negative impacts, and the skillsets a CFO needs to make financial decisions. She also talks about cost of inaction (COI) vs return on investment (ROI), which is more critical to business growth. Shannon offers guidance to salespeople who do most of their business via an organization and the best practices for CFOs. Tune in to learn more about selling when no one is buying.

More Episodes

See all »

#107: Mentoring the Next Generation of Successful Sales Leaders

The sales profession has evolved, but one thing has remained the same: the power and importance of mentorship. Where sales leaders once learned in person from each other in unstructured meetings — office banter, going to lunch, connecting at conferences or networking events — many of today’s...

Published 02/27/24

Winning the Challenger Sale

Published 02/27/24

#106: Accelerating Pipeline with a Unified ABM Strategy

What does account-based marketing (ABM) look like in 2024? For most people, they talk about it as a platform, and not a strategy. When you embrace ABM as a critical part of your GTM strategy, you can break down internal barriers and bring marketing, sales and customer together to create the...

Published 02/13/24