In steady and growing economies, if a sales team doesn’t address money until the end, they’re likely to lose sales. In a challenged economy where capex decisions are delayed every day, avoiding the money conversation will lead to bare pipelines.
In examining 114 office technology acquisitions over the last three years, when money was addressed after the technology solution, the company was six times more likely to lose the deal.
One of the biggest challenges facing office technology sales teams seems to be establishing a relationship, or even a dialogue, with the CFO.
Here are a few fundamental questions you can ask upfront that can bring the elusive financial decision maker into the process earlier:
Need more questions? Talk to LEAF. We are the finance experts, and we can speak the language of the finance chief in the corner office.