34 min listen
#59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger
#59 How to sell to CFOs who are already tightening the purse strings with Shannon Poole, CFO at Challenger
ratings:
Length:
23 minutes
Released:
Feb 21, 2023
Format:
Podcast episode
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.
Released:
Feb 21, 2023
Format:
Podcast episode
Titles in the series (100)
#5 The Territory Plan: How should I prioritize my pursuits and protect my limited time?Listen to hear hosts Mike Randazzo and Jen Allen discuss how Challengers prioritize their pursuits, whether halfway through the year or beginning with a completely new territory. by Winning the Challenger Sale