BlogFeb 08, 2025
Things SCF Sales Teams Must Start Doing Right Away
Stop Selling, Start Storytelling
Nobody wakes up thinking, “Wow, I can’t wait to hear a sales pitch on supply chain finance today!” Your job isn’t to sell SCF; it’s to make your prospects realize they desperately need it—even if they don’t know it yet. Ditch the jargon-packed monologues and start telling compelling stories about businesses that transformed their cash flow, avoided supplier headaches, and unlocked working capital magic—all because of SCF.
Think of yourself as the finance world’s version of a Netflix scriptwriter—except instead of writing about drug lords and Wall Street wolves, you’re weaving gripping tales of liquidity, operational efficiency, and early payment discounts. Make SCF sound like the cheat code to business success (which, let’s be honest, it kind of is).
Attention spans are shorter than ever—if your pitch takes longer than brewing a cup of coffee, you’ve lost them. SCF is already complex, don’t make it worse by explaining every technical detail up front. Instead, perfect a short, punchy pitch that immediately answers three things:
1. What’s in it for them? – (“You get better cash flow without taking a loan.”)
2. How easy is it? – (“Just onboard, plug in your invoices, and boom—early payments!”)
3. Why now? – (“With market volatility, the last thing you want is a liquidity crunch. Let’s fix that today.”)
Once they’re hooked, then you can go all-in on the details.
If you’re still pitching SCF as just another financing option, you’re doing it wrong. Your prospects don’t want “just another tool.” They want solutions that make their life easier, their suppliers happier, and their CFO look like a genius. Frame SCF as a strategic advantage rather than a financial service.
- Instead of saying: “SCF helps businesses unlock liquidity from unpaid invoices.”
- Try: “Your suppliers get paid faster, you get better terms, and your cash flow stops feeling like a ticking time bomb.”
You’re not just offering a solution—you’re future-proofing their business.
Nobody likes pushy salespeople. But everyone loves a helpful expert who makes them look smart. Your new role? Be the SCF guru who understands their business inside out.
Ask them:
✅ “What’s your biggest cash flow headache?”
✅ “How much working capital is locked in your payables right now?”
✅ “Would you rather negotiate better supplier terms or struggle with late payment penalties?”
Get them talking about their challenges. The more they open up, the easier it is to position SCF as the perfect solution (without feeling like you’re selling at all).
The CFO is not the enemy—they’re your secret weapon. If you’re only talking to procurement or finance teams, you’re missing out. The CFO cares about risk, cash flow stability, and balance sheet strength—so speak their language:
- Instead of: “SCF helps suppliers get paid early.”
- Say: “SCF optimizes your cash flow without increasing debt, strengthening your working capital position.”
Remember, the CFO doesn’t just want a sales pitch—they want a strategy that makes them look brilliant in board meetings.
Nobody wants to be the last company stuck with outdated financial practices while competitors streamline their cash flow. Drop real-world case studies of companies leveraging SCF for better supplier relationships, cost savings, and liquidity advantages.
- “Your competitors are using SCF to get supplier discounts and optimize their working capital. Are you ready to let them have the edge?”
- “The biggest brands in your industry are already on board—shouldn’t you be too?”
FOMO works. Use it.
Yes, Zoom meetings and slide decks have their place, but nothing beats actual conversations. Emails get ignored, LinkedIn messages get ghosted—but a well-placed phone call? That still works
- First call? Keep it short and value-driven
- Follow-up? Be persistent without being annoying.
- Ghosted? Send a simple “Just checking if this is still relevant for you?” message. You’d be surprised how many deals get revived just by following up.
Even if you sell SCF perfectly, nothing kills momentum faster than a painful onboarding process. If your clients need to submit 20 documents and wait two months to get started, they’ll bail.
Simplify it:
✅ Fast-track the paperwork
✅ Offer white-glove onboarding support
✅ Provide clear next steps so they don’t feel lost
Your job doesn’t end with the sale—it ends when they start seeing real value.
SCF isn’t just another financing option—it’s a game-changer in how businesses manage liquidity, pay suppliers, and optimize capital. If you believe that, your prospects will too.
So go out there and stop selling SCF—start selling a financial revolution. 🚀
