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CFO Call

SPIN 12:00DialerAbove threshold2026-09-04

Held the line on price and stayed calm when the CFO pushed. The ROI answer was a range, not their number.

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12:00

Evidence before judgement — click any marker to jump to the moment it came from.

What worked

  • • Did not discount when pressed twice.
  • • Named the payback period without hedging.

Fix these next call

  • • Quoted the generic ROI band instead of computing from their fourteen hires.
  • • Let the call end without a dated next step.

Pro tip

“18 to 24 per cent” is our number. “Two months off a nine-month ramp, fourteen times” is theirs. The second one survives the board meeting.

Next best action

Quantifying Business Impact

Anchor on the figure they gave you, not the case-study average. · about 5 min

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