Today's episode, I think, is both unique and insanely valuable for a couple of reasons.

One, if we're in B-to-B sales, we get orders, meaning that people typically don't pay with a credit

card or cash. They pay with a purchase order or some kind of signed agreement.

And then we have the arduous chore of trying to get it booked internally, having all the things that the internal system requires for them to book it

and recognize that revenue so that we get paid on it.

Now, we come into a quondrum in that the people who give us the order also take orders themselves,

but everybody wants to use their own process, their own terms and conditions, their own paperwork, their way of doing things.

And yet, internally, we have our own way of doing things. So today, we have the pleasure of

talking with a CFO. And we talk over these issues. Now, this is not a salesperson, and this is a very unique episode. And at times,

it may not be what you're used to, and I get that, but stick with it. Fast forward if it's not

gaining your attention. But listen, because if you're able to get orders booked internally easier,

your life is better. If you sell to CFOs or sell to financial people or you sell B2B,

on the other end, you need to understand where the CFO fits in, where things like the word budget, what does it really

mean? Sign-offs. Who can sign off on buying something without getting further approval,

the economic buyer? And this is something that's so misunderstood and oversimplified and platitude it to death in B2B sales and

so few people understand it. If you're in winning the complex sale, I did a whole office

hours on this. I posted it just the other day,

and you'll see additional content in there to give you exactly what the CFO wants to see.

And part of the course is helping you get these deals going through the system like clockwork instead of getting stuck

and us following up and not really understanding where it is. Oh, they're going to stick with status

quo. That's not a conscious decision. It's just too hard to get it done sometimes. And I think that office hours

alone paid for the course. The people were really excited and start to understand why I'm teaching

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