HomeResearch Articles Surviving the Scrutiny of Finance and Procurement

Surviving the Scrutiny of Finance and Procurement

  • CFOs, along with finance and procurement professionals, play key roles in the b-to-b buying decision process
  • The role of these individuals in b-to-b buying decisions is shifting from ratifier to influencer, with a focus on partnering with buying centers
  • Sales reps must be enabled to engage these types of buyers throughout the buying process
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