In a down market, sales of business technology slow down like anything else. But some tech vendors are doing better than others in these trying times, driven by how they approach customers with their value proposition and how they substantiate their claims with economic information. Now, more than ever, customers are seeking value justification before they open their purse strings, and the person holding the strings most frequently is the CFO. This White Paper examines best practices in selling to the CFO.

Selling to the CFO (全文)