The CFO has eyes on a network of complexities inside a successful business, from revenues to reporting, taxes to managing targets. They're looking for some specific things in a sales conversation - things that deliver confidence or that contribute to skepticism. In today's episode I'll break down what the CFO is experiencing and how your leading questions, listening, and especially objection handling must be laser focused on what the CFO needs and wants to hear and know from you to move forward with confidence.