In this episode of Run the Numbers, CJ sits down with ParkerGale Operating Partner Paul Stansik to break down five ways CFOs can help build a better sales engine: making the budget mean something, improving forecasting, sharpening metrics, getting involved in key RevOps moments, and building real trust with sales.
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SPONSORS:
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LINKS:
Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsN
Guest: https://www.linkedin.com/in/paulstansik/
Company: https://www.parkergale.com/
Hello Operator: https://hellooperator.substack.com/
CJ: https://www.linkedin.com/in/cj-gustafson-13140948/
Mostly metrics: https://www.mostlymetrics.com
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TIMESTAMPS:
All verified. Here are the timestamps:
0:00 Preview and intro
2:27 Parker Gale and Paul's role
3:52 Topic: how CFOs build a better sales engine
6:21 1: Make the budget mean something
8:11 Budget segmentation and cleaving the business
10:54 Sponsors — Aleph | RightRev | Rillet
14:08 2: Help emphasize forecasting
17:23 Forecasting as non-threatening co-construction
19:37 Sponsors — EY | SpendHound | Brex
23:06 3: Lend a hand with data and metrics
25:32 Walking sales through NDR levers
27:16 Metrics tied to exit readiness
28:00 4: Get involved in a few RevOps spots
29:04 Pricing, proposals, and quoting
31:22 Kill your SKUs
32:51 Selling with certainty: quote formatting
34:26 CFO letter for enterprise deals
37:37 5: Build a great relationship with sales
37:59 You can't fix a secret
39:23 EQ over IQ for finance leaders
40:41 Recap: all five tips
42:11 Credits
#RunTheNumbersPodcast #CFO #SalesStrategy #FinanceLeadership #RevenueOperations