• Sales Process & Onboarding

  • Feb 28 2023
  • Length: 1 hr and 31 mins
  • Podcast

Sales Process & Onboarding

  • Summary

  • In part 4 of our 8-part series, we'll learn how to create a disciplined, consistent process to win and onboard customers.

    Thank you to our sponsor, Avalara! Avalara’s award-winning tax automation solutions help accounting practitioners of all sizes, from sole proprietors to Top 100 firms. Avalara simplifies sales tax compliance with real-time rates, automated returns filing, registrations, tax research and automated tax solutions for specialized tax areas. We live and breathe tax so you don’t have to. Learn more at Avalara.com/Accountants.

    -----------------

    • (00:00) - Filtering out bad clients
    • (00:24) - Welcome to Part 4: Sales Process and Onboarding
    • (03:52) - Pre-Sales Strategy
    • (04:31) - Defining a few key concepts
    • (07:06) - Customers perspective
    • (09:23) - Value and guarantees
    • (15:46) - Pre-sales marketing strategy
    • (17:57) - Thank you to our sponsor, Avalara
    • (19:42) - Sales Process Step by Step
    • (23:30) - The 5 filters of client selection
    • (42:09) - Summary of what these "filters" mean
    • (44:03) - Lets apply this theory to a real world example
    • (48:31) - The why conversation
    • (58:11) - Asking key questions about expectations
    • (01:08:41) - Delivering a proposal
    • (01:11:51) - Some viewer comments
    • (01:15:08) - Onboarding
    • (01:26:49) - Thanks for joining, where to watch live and how to earn free CPE
    • (01:27:44) - 3 exercises to do if you enjoyed this lesson

    -----------------

    Build a Focused Firm Session #4 Slide Presentation
    https://drive.google.com/file/d/1Dorglzauml2LS52ak88ZsHBykGsflUMv/view?usp=sharing

    -----------------

    Join the Focused Firm email list to get notified of future streams and CPE courses:
    https://go.earmarkcpe.com/the-focused-firm

    -----------------

    Get free CPE for listening to this podcast:
    https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d

    -----------------

    Connect with Hector Garcia, CPA:
    Website: http://hectorgarcia.com
    LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/

    Connect with Blake Oliver, CPA:
    LinkedIn: https://www.linkedin.com/in/blaketoliver
    Twitter: https://twitter.com/blaketoliver/

    -----------------

    Download the Earmark CPE App:
    Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728

    Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app

    Show more Show less
activate_Holiday_promo_in_buybox_DT_T2

What listeners say about Sales Process & Onboarding

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.