Did you catch our ask-me-anything earlier this week?
I had the pleasure of interviewing Gong’s CFO Tim Riitters and asked him YOUR questions about demonstrating ROI, navigating sales pitches to CFOs, and exploring the best practices in the realm of financial leadership.
Here’s a glimpse into just three of the invaluable takeaways that emerged from our discussion:
- There are four main reasons why people buy technology or services: increasing revenue, decreasing cost, risk management/compliance, or improving customer experience. If you’re in a position where you sell to a CFO, it’s important to understand which of these problems your product or service solves for.
- CFOs trust internal champions more than vendors. As a vendor, you should identify the internal champion at your prospective company and empower them with predefined ROI templates and case studies for the CFO.
- Every proposal includes ROI, but few proposals focus specifically on the “R”. When selling to a CFO, help them understand what that “hard return” that they’ll be getting from your product or service is.
Watch the full recording of our session here for countless more of these insightful nuggets of CFO wisdom, and don’t forget to share your thoughts and reflections in the comments section below!