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Selling to the CFO: CFO Dragon’s Den

1-Day Interactive Workshop:

PROGRAM OBJECTIVES

Present Your Value Proposition to a Real CFO

In this one-day interactive workshop, you’ll get the unique opportunity to present your value proposition directly to a real CFO. Unlike other sales training programs, this course is taught exclusively by a large company CFO who has made buying decisions at the highest levels. This means you’ll receive feedback from a seasoned executive who understands the unique challenges and priorities of the C-suite.

Target Participants:
Enterprise and Global Account Sales Teams and Support.

Objectives:

  • Learn what CFOs and other Executives look for in a value proposition
  • Know how to demonstrate the operational and financial benefits of your proposal.
  • Discover the 4 things you MUST include in any value proposition.
  • Know how to respond and anticipate the difficult questions from the client CXOs.

What makes us different:
Our workshops are conducted exclusively by a CFO, an Executive who has made the buying
decisions at large corporations–similar to the Client Executives your sales teams will face.

Get Direct Feedback on What Works and What Doesn’t

During the workshop, you’ll receive direct feedback on your presentation skills, value proposition, and overall approach to selling to the C-suite. You’ll learn what works and what doesn’t when it comes to engaging with CFOs and other top executives. By the end of the day, you’ll have a clear understanding of what it takes to build a convincing value proposition that resonates with the C-suite.

Learn from a Seasoned Executive with Real-World Experience

This course is taught exclusively by a large company CFO who has been in your shoes. As someone who has made buying decisions at the highest levels, they understand the unique challenges of selling to the C-suite. You’ll benefit from their real-world experience and gain insights that you can apply immediately to your own sales approach.

Build Confidence and Refine Your Sales Skills

By participating in this workshop, you’ll build confidence in your ability to sell to the C-suite. You’ll learn best practices for engaging with executive gatekeepers, understanding the roles and priorities of different executives, and developing a convincing “executive elevator pitch”. By the end of the day, you’ll be armed with the knowledge and skills you need to successfully navigate the complex world of selling to the C-suite.

Achieve Your Sales Goals and Increase Revenue

Selling to the C-suite can be a daunting challenge, but it’s also an incredible opportunity to achieve your sales goals and increase revenue. By participating in this workshop, you’ll gain the knowledge and skills you need to successfully engage with the C-suite and close more deals at the highest levels. Whether you’re an experienced sales professional or just starting out, this course will help you take your sales skills to the next level and achieve success in the competitive world of B2B sales.

Selling to the CFO: Target Audience

Our “Selling to the C-Suite CFO” course is specifically designed for enterprise and global account sales teams and support staff. We understand the unique challenges faced by these teams when selling to high-level executives, particularly CFOs.

Our training program is tailored to meet the needs of these teams and provides them with the skills and knowledge necessary to successfully engage with CFOs and other C-suite executives. Whether you are an experienced salesperson or new to enterprise sales, our course will help you navigate the complex sales landscape of large organizations and gain access to decision-makers at the highest level.

Our training is particularly relevant for companies selling high-value products or services, as these sales often require direct engagement with C-suite executives. By attending our “Selling to the C-Suite CFO” course, your team will gain the confidence and skills necessary to engage with CFOs, understand their needs and priorities, and build a compelling value proposition that meets their business objectives.

Objectives:

Learn what CFOs and other Executives look for in a value proposition:

Knowing what CFOs and other executives look for in a value proposition is essential for any salesperson. With the Selling to the C-Suite CFO course, participants can learn to create a value proposition that effectively communicates their product or service’s value, differentiators, and competitive advantage. This knowledge will help participants to better understand the needs of CFOs and other executives, making them more effective in delivering their message, and ultimately improving their chances of closing the deal.

Know how to demonstrate the operational and financial benefits of your proposal:

Understanding how to demonstrate the operational and financial benefits of a proposal is crucial when selling to CFOs and other executives. Participants of this course will learn how to identify and communicate the value of their product or service in terms that resonate with CFOs, including financial metrics, such as ROI and cost savings, and operational benefits, such as increased efficiency and productivity. This knowledge will allow participants to craft a more compelling value proposition, increasing the likelihood of getting buy-in from CFOs and other executives.

Discover the 4 things you MUST include in any value proposition:

There are four critical elements that must be included in any value proposition. Participants in this course will learn what those elements are and how to incorporate them into their messaging effectively. These four elements include a clear statement of the problem, a proposed solution, the benefits of the solution, and differentiation from competitors. Understanding these elements will enable participants to create a more persuasive value proposition that resonates with CFOs and other executives, increasing their chances of success.

Know how to respond and anticipate the difficult questions from the client CXOs:

Sales professionals must be prepared to respond to the difficult questions that often arise when selling to CXOs, such as CFOs. This course provides participants with the tools and strategies to anticipate and address those questions. By preparing for these difficult questions in advance, participants can build their confidence and credibility with CFOs, making them more likely to close the deal. Additionally, by being able to respond effectively to tough questions, participants will be better equipped to handle objections and overcome any obstacles to closing the deal.

What Makes Us Different

At Selling to Executives, our workshops are unique because they are led exclusively by a CFO with years of experience in making critical buying decisions at large corporations, just like the client executives your sales team will be facing. Our CFO-led workshops offer a distinctive opportunity for sales teams to learn directly from a seasoned expert in the field, gaining invaluable insights into the mindset of top-level executives and the factors that drive their decision-making.

Our exclusive approach ensures that participants in our workshops receive an unparalleled level of knowledge and expertise, as they learn from someone who has actually been in the shoes of the executives they are seeking to engage with. Our CFO instructor is able to provide firsthand knowledge of what resonates with C-suite executives, what they look for in a value proposition, and how to effectively communicate the operational and financial benefits of your proposal.

Additionally, our CFO-led workshops offer a unique perspective on the challenges that sales teams may face in engaging with client executives, and provide practical strategies and tactics for addressing these challenges head-on. With our guidance, sales teams can learn how to respond to difficult questions, anticipate potential objections, and position themselves as trusted advisors who are uniquely positioned to provide real value to their clients.

Overall, our Selling to Executives workshops are the ideal solution for sales teams who are looking to gain a competitive edge in the increasingly complex world of enterprise and global account sales. With our exclusive CFO-led approach, participants can expect to gain a deeper understanding of what it takes to win the trust and confidence of C-suite executives, and to build truly compelling value propositions that drive meaningful business results.