Sales Process & Onboarding

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 Presentationhttps://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.comLinkedIn: https://www.linkedin.com/in/hectormgarciacpa/Connect with Blake Oliver, CPA:LinkedIn: https://www.linkedin.com/in/blaketoliverTwitter: https://twitter.com/blaketoliver/-----------------Download the Earmark CPE App:Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app