Please join us Thursday, October 27, 2011 at 11:30 AM EDT | 8:30 AM PDT | 16:30 PM BST | 17:30 CET for the next complimentary webinar in our Buyer’s Perspective Webinar series.
Have you noticed a new spotlight cast on CFOs and financial decision-makers within your accounts?
Compelled to address growth, capital and cash flow, CFOs and Finance Directors have emerged with far reaching authority and influence in a challenging global economy.
To be sure, when a financial decision-maker agrees to meet, it signals your deal is qualified. Yet, far too many deals stall at this stage. No-decision rates today remain stubbornly high.
This webinar will show you how to present compelling economic rationale to financial decision-makers for justifying investment in your solutions. You’ll learn:
- When in the sales cycle to engage financial leaders
- 4 questions you must be prepared to answer
- Why focusing on ‘cost containment’ limits your effectiveness
- The characteristics, metrics and perspectives unique to CFOs