A fractional CFO explains why you need both business partners on sales calls. If one partner isn't there, reschedule. Otherwise you'll waste time pitching to someone who can't actually decide.
If we can't get that other person on the phone right then and there, I cancel the call. Like, if we're gonna reschedule it to this day, pull up this time with it. Don't let them bully you. And change the frame because they're ready now. They're ready now because they, like, want to be sold to, not because they want to buy. So they can't get the other person on. Get them off the phone because they're just. They're just gonna back out and say, I need to talk to somebody else.
