marketing & sales

why do we accept poor new business results?

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5 critical steps to turn things around.

by domenick j. esposito
8 steps to great

the question to ask is why do so many firms accept poor performance from so many of their partners relative to growth and generating revenue?

more on strategic planning: is it time to manage your receivables like a real business? | profitability requires discipline | pitching vs. pursuing | the top 11 reasons cpa firm mergers fail | growth: the difference between the disruptor and the disrupted? | m&a: sometimes bigger is better | what a value proposition truly is (and isn’t)
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

there isn’t a firm in existence that does not depend on constant growth to be successful and to generate enough profit to pay its staff and partners well.  yet, so many firms accept the old bell-shaped curve argument that they are winning if just 20 percent of their partners are good at generating business.
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building a cpa marketer’s tech stack

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the right tools for the job.

goricki

by bob goricki
skoda minotti

being a cpa firm marketer means that you are often faced with two major limitations: time and budget. unfortunately, i’m unable to create more of either, but i can point you in the direction of tools that can help maximize both.

more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, growth strategies.

at this year’s aam summit, i’ll be sharing 10 of my favorite tools that help cpa marketers work smarter, not harder. while the full list will have to wait until may, i want to share a few “bonus” tools in this blog to jumpstart your post busy season marketing efforts before the conference. all of the tools below are free to try, so get started today!

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content marketing types and tips

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young smiling woman using red laptop in officeonce you’ve created it, maximize it across multiple formats.

by sandi leyva
the complete guide to marketing for tax & accounting firms

you might have heard the term “content marketing.” in professional services selling there is almost always an educational component to the entire selling cycle.

more small firm growth strategies: write your way to expert status | awards can boost your reputation | technical aspects of video and youtube | social media basics for accounting firms | how to maximize online profile sites | build your community reputation | build reputation through credentials, testimonials
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

for example, buyers may not know they need sales tax consulting. they may not know they’re missing out on tax deductions, and they may not know that cloud accounting is better than what they have now.
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12 steps of a successful sales meeting

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here’s a role-playing exercise that can reap real results.

by rob nixon

if you went to a sales training course a few decades ago you would have been educated that “selling is telling.” that might have been the case when product quality was the key differentiator and to sell your product.

more on strategy: how to turn prospects into clients | how to be a guru in sales | are your prices too low? | never charge by a time unit | put your own oxygen mask on first | define client wants vs. needs | mindset is everything | the entrepreneurial accountant: an oxymoron? | growth is all about the clients | change is on the horizon
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you would follow the old formula of f.a.b. – features, advantages and benefits. you were taught to talk about the features of your product, talk about the advantages of the product and then finally (after more talking) you would tell the client the benefits of the product.
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