Knowing a client’s financial performance is a critical component of selling at the executive level. Yet, a recent survey of sellers by FinListics and our partner Revegy reveals while 32% believe they're making some progress on that front, almost 50% believe their understanding needs significant improvement. This article prescribes a remedy to combat sellers’ apprehension called Curing Sellers’ Fear of Finance (CSFF). Its benefits include the abilities to identify new buyers, better focus on your solutions’ business and financial benefits, and engage in more relevant client dialogue.
