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With
budgets tight, there is no more important relationship target in the C-suite than the Chief Financial Officer (CFO). If you’re already an accomplished Deep Carpet operative,
you know that the offices of CEO and CFO are always in very close proximity. They
talk to each other constantly. Very few CEOs will buy into any substantial investments
without full CFO concurrence. And yet, CFOs and salespeople aren’t always
totally compatible. Can you say, “Understatement.” Which leads us to the best bargain around for salespeople who want to be educated and gain insights about
the world of the CFO. How about a FREE SUBSCRIPTION to CFO Magazine. It’s yours by simply logging on to CFO.com.
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During the waning days of last December, when
there was a lot of last-minute gift buying going on, all three of Malcolm Gladwell’s books, The Tipping Point, Blink,
and The Outlier appeared in the Top Ten lists of The New York Times. You say,
you don’t own any of them. Well, for a total investment of about $50 for
two paperbacks and one hardcover, you can start your Gladwell collection. More
importantly, you’ll now have at the ready three books which have fascinated a wide range of readers from Fortune 500
CEOs to Major League Baseball third-base coaches for whom Blink has become required reading.
Just as the phrase “tipping point” has become a mainstay of the corporate lexicon, you’ll find many
similar nuggets in the pages of these three tomes which will enhance and strengthen your business acumen.
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One of the budget line items that typically
gets hit hard in a tough year is sales training. Wearing my Grayson Group Director
of Training hat, I want you to circle a couple of dates, specifically April 28, 2009 and October 13, 2009. Our first 2009 Selling In Deep Carpet session is just about fully subscribed with only a couple of spots
yet to be filled. The October session is wide open at this point. Our one-day seminar is all about tips and techniques that actually work in terms of gaining access to C-level
executives early on in the sales cycle. There is no better way of qualifying
a deal than sitting face-to-face with a CFO in a 30-minute meeting. And for those
salespeople who think a CFO meeting is overkill, the $64,000 Question always is, “Is it likely my arch competitors are
calling at the C-level in this account and I’m not?” While guarantees
are hard to come by in selling, hundreds of Selling In Deep Carpet graduates will confirm the value of this program in taking
their “game” to a higher level.
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