Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How The CFO's First Question Wins Or Loses The Deal
Most sales teams prepare for the CTO and the legal team, but they leave the CFO completely unprepared. In this episode we look at why the first question from a chief financial officer usually kills enterprise deals before they start. We break down the specific framework operators use to answer that initial query about total cost of ownership without dropping their price. The case study involves a mid-market software provider who lost forty percent of their pipeline because they treated finance as an obstacle instead of a partner.
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