Finance and sales teams don’t match up on criteria for deal approvals

This story was originally published on CFO.com. To receive daily news and insights, subscribe to our free daily CFO.com newsletter. While finance and sales staff are ostensibly on the same team, at least from a big-picture standpoint, their perceptions of credit risk tend to differ markedly. For example, in a recent study, about half (49%) of sales leaders said they consider the company size and revenue of a potential B2B customer as a “very important” criterion in their lead-scoring and qualification proc ...