HomeResearch Articles Surviving the Scrutiny of the CFO

Surviving the Scrutiny of the CFO

  • The global economic recession has once again highlighted the chief financial officer’s role in b-to-b buying decisions
  • The reality is that the financial buyer has always been involved in these decisions, both in good times and in bad
  • Reps and channel partners must be properly enabled to stay in control and navigate the “justifying the decision” stage of the buying process
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