In B2B sales, closing the deal often comes down to one gatekeeper: the CFO. They’re not just crunching numbers—they’re defending the company’s cash flow, ROI, and risk exposure. So if you’re a salesperson trying to close, you need to speak their language. Charm and enthusiasm won’t cut it. Logic, numbers, and strategic value will.
Here’s how to negotiate with a CFO and actually land the deal.

In the world of B2B tech sales, negotiation isn’t a last-minute price war. It’s a strategic game of alignment, where both buyer and seller are looking to solve a problem, drive innovation, and create long-term value. For technology companies, where deals are often complex, multi-stakeholder, and high-stakes, mastering the art of negotiation can be a true competitive advantage.