Episode 6

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Published on:

17th Jun 2021

Inside the CFO's Office: Decoding Financial Decision-Making in Sales

In a special episode of 'Sales Chaos Theory,' we venture into the strategic world of financial leaders to uncover what CFOs truly seek from vendors in the decision-making process. "Inside the CFO's Office: Decoding Financial Decision-Making in Sales" provides a rare glimpse into the priorities, expectations, and decision-making criteria of CFOs when evaluating potential partnerships and investments.

This episode features an in-depth interview with a seasoned CFO, offering listeners an opportunity to understand the financial considerations that influence the acceptance or rejection of vendor proposals. Discover the key factors that build trust and credibility from a financial perspective, including transparency, ROI projections, risk assessment, and the alignment of products or services with long-term business goals.

Learn about the non-negotiables for CFOs during negotiations, the importance of clear and compelling value propositions, and how vendors can effectively communicate their offerings to meet the stringent demands of financial leadership. Our guest shares insights into the critical elements of proposals that capture their attention, the role of data in substantiating claims, and how successful vendors tailor their approach to resonate with the financial objectives of their clients.

Whether you're a sales professional aiming to refine your pitch to financial decision-makers or simply curious about the financial vetting process in corporate sales, "Inside the CFO's Office" offers valuable perspectives to enhance your approach. Tune in to navigate the complexities of selling to one of the most influential figures in the buying process and unlock the secrets to securing their buy-in for your solutions.

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About the Podcast

Sales Chaos Theory
Using Agility Selling to Think and Sell Differently
Embark on a journey through the dynamic and often unpredictable sales world with the Sales Chaos Podcast. Here, we peel back the layers of complexity in the sales industry, offering you a front-row seat to an audio experience like no other.

What to Expect:
- Insightful Discussions: Listen to Tim and Brian as they dissect the complexities of the sales world, offering tangible strategies and insights.

- Expert Advice: Benefit from the wealth of experience our hosts and their distinguished guests share.

- Real-world Solutions: Discover actionable tips and techniques to apply directly to your sales role.

-Diverse Topics: No stone is left unturned from customer engagement to adapting to market shifts.

Who should listen?
The Sales Chaos Theory Podcast is tailored for everyone in the sales arena - whether you're a battle-hardened sales veteran or a newcomer. Our content is designed to empower sales professionals across all levels with the confidence to tackle the complexities of their profession.

About your host

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Brian Lambert, PhD

Dr. Brian Lambert is a vanguard for customer-centric business strategies and excels in spearheading digital transformations. His collaboration to align technology, process, and behavioral systems across various functions is pivotal to his team’s success. As a practitioner and leader, he accelerates digital transformation by aligning people, processes, and technology with customer-centric experiences, laying the groundwork for cohesive and adaptive organizations to thrive in the digital economy.

Globally recognized as a practitioner, leader, consultant, adviser, and strategist, Dr. Lambert’s expertise spans technology, sales, product management, and marketing. His adaptive career encompasses profound expertise in technology, big data, application development, marketing, sales and sales management, sales enablement, and operations.

As an International practitioner, consultant, and host of the Digital Flight podcast, Brian's influence extends through his foundational work in non-profits and academic contributions. He emphasizes the importance of digital innovation and customer focus in today's business landscape.

Digital Transformation | Digital Strategy | Digital Podcast