Your sales process is responsible for landing high-quality clients at high prices. If you’re looking to set up a sales process or optimize one for your firm, check out this podcast episode that discusses 4 different alternate sales processes for your firm.
0:49 – The sales process is the most neglected process I see in most firms, yet it’s arguably one of the most important
1:16 – I discuss the purpose of a sales process and why it’s important
3:15 – This is the most typical accounting firm 3-step sales process
4:36 – Here’s a very long sales process that works well for some firms
5:56 – I share a third sales process that’s a nice happy medium for most firms
6:54 – This fourth process shared is a super short one
7:25 – Here’s which sales process your firm should select
8:35 – Want more tips like this? Join 1000’s of other firm owners who sign up for my weekly newsletter for exclusive weekly tips sent right to their inbox.
Nice job as always Ryan. The only thing I would add to consider incorporating asynchronous video – our sales rep has been testing doing a video recording walking through the proposal vs just sending the proposal via email
Thanks Matt! I like that as a step to replace the call to present options for certain low value deals. For high value deals, I much prefer having a dedicated call to run through it.