The finance department has more influence on sales success than ever
In many businesses one of the key decision makers is the Financial Director – they are making sure budgets are adhered to, there is a clear ROI and value for money.
What does this mean for your sales team?
• Understand if they aren’t selling directly to the Finance Director they still need to know their pain points and address them in the proposal.
• Be highly skilled to get a meeting with these influencers or – at the very least – ask enough of the right questions to understand what is important to them and address this in the proposal.
• Be highly adaptable to different needs from the array of decision makers in the business.
• Know how to sell to one person while equipping that person to be able to ‘sell it on’ through the business.
Q: What questions do you ask to find out who is weighing in on a proposal and what they need to know? ?
Read more on who else is a vital part of the sales process
What to do
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