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"All Sales Guys are Liars" with David Boyar | GrowthPulse The B2B Sales Podcast EP25
Manage episode 475121386 series 3485110
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Find out why most CFO's think "Sales guys are Liars".
Navigating the Intersection of Accounting and Sales: Insights from a CFO turned Sales Leader.
In this episode of GrowthPulse, hosts Dan Bartels and Simon Peterson sit down with David Boyar, a former CFO who made the bold leap into software sales leadership.
David shares his unique path from the finance seat to the frontlines of revenue generation—offering a rare perspective on how financial acumen can shape more strategic, empathetic, and effective sales practices.
This episode is packed with real-world insights for sales professionals, accountants, and business leaders alike. We unpack:
• Why empathy is a superpower in sales
• How incentive structures can make or break a team
• The value of professional skepticism in business development
• What salespeople need to understand to earn the trust of finance leaders
• Why investing in yourself is always the best ROI
Timestamps:
00:00 Introduction and Background
01:35 Welcome to Growth Pulse
02:24 Introducing David Boyar
07:43 David’s Career Journey
14:08 Transition to Change GPS
15:36 Navigating Sales and Growth
21:20 Understanding Sales Forecasts
28:53 Sales Forecasting and Validation
30:11 Incentives and Organizational Breakdown
31:06 Australian vs. North American Sales Incentives
32:56 Incentive Plans in Small and Big Businesses
37:42 Challenges in Sales Territories and Lead Management
52:02 Sales Professionalism and Continuous Learning
56:53 Final Thoughts and Advice
#B2BSales #SalesLeadership #GrowthPulsePodcast #SalesStrategy #Resilience #Competitiveness #SalesSuccess #Podcast
Chapters
1. David's Journey from Accountant to Software Sales (00:00:00)
2. How Accountants Approach Business Growth (00:08:40)
3. Sales Forecasts vs Financial Forecasts (00:15:30)
4. The Truth About Sales Incentives in Australia (00:27:10)
5. Territory Management and Lead Distribution (00:43:20)
6. Why Salespeople Need to Understand the Finance Mindset (00:52:15)
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