The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. THE SECRET TO SELLING TO THE CFO AND OTHER EXECUTIVES
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Jul 8, 2025 Chris Tomp, a former CPA and Deloitte tax accountant turned fintech sales leader and ex-firefighter, shares his journey. He talks about selling to CFOs, CFO risk aversion and tech adoption, overcoming imposter syndrome, using curiosity and cross-training, hiring for drive and coachability, and tailored outreach that focuses on what's in it for finance.
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Treat Sales As A Practice Not Hacks
- Sales is a practice that requires repetition, judgment, and continuous improvement rather than tips and tricks.
- Break sales into small drills and rehearse atomic elements to get measurably better.
From 78-Hour Tax Weeks To Top Rep
- Chris Tomp left a 78-hour-per-week tax role after realizing he wanted a different life balance.
- He transitioned into solution consulting, started cold-calling, and became a top sales rep.
Be Genuine In Your Sales Approach
- Be genuine; avoid imitating stereotypical sales personas that trigger imposter syndrome.
- Find your authentic voice early to build real customer connections and trust.