Page 46 - Citrix Cloud Services Positioning – how to position cloud services vs. on-premise (Module 2)
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Why financial selling is so important?
More or less, all proposals will land on the desk of a CFO
CFO’s / Finance / Purchasing will assess and appraise any proposal and ultimately approve
or reject the solution or suggest alternatives that offer better value to the company
Most companies & government departments apply some form of
financing standards and programs to most of their solutions and projects
You need to be a part of the financial discussion to move up
the value chain/secure sales
Most sales people do not involve any financial stakeholders from the beginning of
the sales cycle, which is key to deliver value to them
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