Sales Process & Onboarding

Sales Process & Onboarding

Update: 2023-02-28
Share

Description

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

Comments 
loading
In Channel
Positioning

Positioning

2022-10-2701:00:55

Business Model

Business Model

2022-11-0201:16:25

Technology

Technology

2022-11-1001:38:16

Sales Process & Onboarding

Sales Process & Onboarding

2023-02-2801:31:12

00:00
00:00
1.0x

0.5x

0.8x

1.0x

1.25x

1.5x

2.0x

3.0x

Sleep Timer

Off

End of Episode

5 Minutes

10 Minutes

15 Minutes

30 Minutes

45 Minutes

60 Minutes

120 Minutes

Sales Process & Onboarding

Sales Process & Onboarding

Hector Garcia, CPA