Adam KayRevenue executive, experienced in scaling early stage startups, fundraising and hiring and developing world-class teams

The Best Approach To Take When New Stakeholders Are Introduced

Name: The Best Approach To Take When New Stakeholders Are Introduced
Uploaded: 2023-10-08T19:49:11+00:00
Duration: 38 s
Channel: Adam Kay
Description: This short transcript excerpt (from Adam Kay's YouTube video) answers how sales teams should handle new stakeholders such as incoming CFOs. The…

8 Oct 2023 · 1 min

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This short transcript excerpt (from Adam Kay's YouTube video) answers how sales teams should handle new stakeholders such as incoming CFOs. The recommended approach centers on improving Champion Development and proactively involving the organization's FP&A personnel on calls to align on financial ramifications — preventing the CFO from being blindsided late in the deal.

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How should the sales team best approach this scenario where you have a CFO coming in or other new stakeholders being introduced? How should they tackle that situation?
A short answer to the question is you need to get better at Champion Development. What I have found to be successful in these situations is most CFOs have FP and A people who keep them informed of the background. And so what I would ask is on our next call, we invite the FP and a person to align on the financial ramifications of this deal. If they do have FP and A people, most of the time they're going to invite them. And now you have more or less solved the problem of the CFO getting blindsided at the end of the deal.