#112: Why Sales Is Not The only Team That Can Grow the Business

with Brett Bourgon

Our Guest Mentor:

Brett Bourgon after an accomplished career in IT Sales, Operations and Finance co-founded the finance consulting  house B Inspired Finance Group. Brett brings 20+ years of experience and best practices to organizations that need help in one of our three focused areas: Leadership and Development for Finance; Finance Transformation Engagements; Virtual CFO services for Start-ups and SMB.

Brett also holds CPA and CMA designations and lives in Toronto, Canada with his family.

Key Quotes From the Episode:

“[On his biggest challenge stepping into Sales From Finance] I felt like a spy … I felt that people kind of had their guard up, and their concern so, I had to prove my value in the fact that I was there for real, I was there to help with the business, here are my strengths and also to keep an open mind as there was stuff that I needed to learn to become a better salesperson to be more integrated into the sales community.” [06:37]

“[On getting close to sales team] Just having the mindset that you can add value.” [09:00]

“[On the relative underinvestment in finance staff development] Perhaps there’s still a perception out there that it you’re going to growth the company you’re going to grow it through sales.” [11:33]

“[On how Finance professionals can receive more investment in their development] The more value you show the more the business is going to be willing to invest (in you).” [14:26]

 (Other resources and how to connect with Brett below).

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Key Points From the Episode:

  • Brett deconstructs the biggest challenge of stepping out of Finance into a sales leadership role, but also how we can get more ready to do so.
  • Great practical advice on how finance professionals can get more recognition from their business partners and better control their own image.
  • The importance of mentors and development in climbing our own Mount Everests’.

Time Stamped Show Notes

[02:36] – Brett shares his career journey from public accounting, his CMA designation, jumping into HP, Cisco Systems in Finance and as a partner sales & business development lead, to now helping finance professionals in their careers with B-inspired.

[04:43] – What possessed Brett to go from Finance into ‘the fire’ of leading a Partner Sales Team.

[06:19] – Brett deconstructs the biggest challenge of stepping out of Finance into a sales leadership role.

[07:09] – 3 ways on how Brett practically became more integrated and accepted into the sales community.

[08:57] – Brett shares in hindsight how finance professionals can get more ready for moving into sales roles or more closer to sales teams.

[09:43] – What’s exciting Brett most about his current work.

[11:33] – Why perhaps organisations invest less in the development of their finance staff than say other departments or executives.

[13:23] – Brett gives some practical tips on how Finance professionals can receive more investment in their development.

[15:51] – The main challenges facing Brett’s clients (employee engagement) and how he’s helping them overcome them.

[18:41] – Brett shares some further advice on how we can engage with the business to add value (EQ vs. IQ).

[20:37] – The best bit of advice Brett has ever received particularly if you’re looking for promotion or recognition.

[23:30] – The resources Brett recommends finance professionals check out and in particular why it’s important to have mentors inside and outside of finance.

[25:41] – How best to connect with Brett.

[26:44] – Brett’s parting thoughts and why we shouldn’t climb Everest on our own.

Connect with today’s guest:

Resources Mentioned:

About B Inspired:

We help finance teams develop into inspired leaders.

We help finance organizations transform into valuable, efficient and highly productive advisors.

We inspire businesses by implementing profitable growth initiatives.

 

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