các giám đốc tài chính. Người tài chính có thể không chỉ là một trong sáu nỗ lực thành công "Smile khi" bán "được thực hiện. Trong chương này, tôi đã chủ yếu nói về vai trò của Giám đốc điều hành "bán" của mình những ý tưởng, tầm nhìn, chiến lược, như trái ngược với bán knock-on-the-cửa lõi cứng. | HOW TO ACT LIKE A CEO to the CFO. The finance person can t have just one out of six efforts successful Smile when a sale is made. In this chapter I ve mainly talked about the CEO s role in selling his or her ideas visions strategy etc. as opposed to hard-core knock-on-the-door selling. The CEO can be the number one coldcalling hard-core salesperson in the company just because of his or her position. It s like Curt Carter s comment in the beginning of this chapter You can sell to people other s don t even get to meet. Carter talked about getting in the door to meet Ted Turner for a business deal and also former President Jimmy Carter. Carter is the only one in his company who could probably make that happen because he is the CEO. Other CEOs recognize that power and use it. George Russell Chairman of the Frank Russell Company told me a story about the 1974 oil crisis when the price of oil shot up many times resulting in lots of money going to Saudi Arabia. George thought the central bank might need his company s help as the world s largest manager of money managers . So he made a cold call to the Saudi Arabian Monetary Agency Governor. He literally picked up the telephone and with no introduction he made a cold call. The rules then and now are that you must be invited to come to Saudi Arabia. That fact alone would scare most people into inaction. The Governor invited George. Then George found a young Saudi at the University of Oregon to be his translator and together they traveled to have a meeting with the Saudi Arabian Monetary Agency. George was not hired. But as luck would have it the young Saudi took George over to meet his uncle who ran the National Commercial Bank the largest bank in the kingdom. George did get hired there. You never know what things are going to happen from a cold call says George. 158 CHAPTER 9 GO BIG OR GO HOME The CEO s role as a community leader. It s not a significant part of the job. But it is a significant part of who I am. Bernard .
