selling to the CFO. A lot of us have fear about that, certainly a lot of mystery. What do

they care about? How do we approach them? What do they want to hear? That's what we're

going to be talking about today. That and how the managers look at the motives and the

qualifications of salespeople. I know some of you might be in between roles right now,

and I think I've got some surprising answers there for you. I'll sum these up at the end,

but I hope you get a lot out of this interview. Great candidate for the podcast, great leader

came highly recommended, and you'll see why in the interview, certainly knows this stuff.

And comes from a non-sales background, a career in accounting. You wouldn't know it to

talk with them, but that background helps them sell subject matter expert. Isn't that nice?

Let's get into this interview. And if you're already in the course, it's please make sure you're

checking out the office hours. I know you can't make it every other Friday schedule all that stuff,

but they're all recorded. All of them. And they put it back into the course. It's a second to

the last chapter. They're pure gold. We had a great one yesterday. And if you missed it,

I think you'll really enjoy it. Consume them as you wish. Go on a walk, get on that treadmill,

or maybe sit down and study. It's all up to you. Here we go.

Hey, Chris, thanks for joining us today. It's a way of getting started. Give us a little background

on yourself. I absolutely. So it's nice to join you and big fan of you. It seems like a week

doesn't pass that one of my sales reps doesn't send me something of yours. I'll probably do a

little self-reflection on why that is, but it's always positive. It's always positive. It's always

positive, too. A little bit about me, though, I am a father of three amazing children. I have a 10

year old daughter who's going on 16. And then twin eight year old boys who ironically look quite

alike, which is helpful when you lose one. And been married for 15 years, too. And I'll just

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