Accounting Today Podcast Building a better sales pipeline
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Nov 18, 2024 Sarah Dobek, President and founder of Innovatus Consulting, specializes in helping accounting firms develop effective sales pipelines. She discusses how transitioning sales processes from mental tracking to formal structures can boost accountability and growth. Key topics include navigating each stage of the client journey, the importance of lead qualification, and efficient onboarding practices. Dobek emphasizes that integrating practice management systems is crucial for success, allowing firms to adapt their sales strategies to their unique culture.
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Sales Pipeline Overview
- A sales pipeline visually represents stages from initial contact to client.
- It tracks progress, identifies bottlenecks, and forecasts revenue.
Undocumented Pipelines
- Many firms have undocumented sales pipelines or buying processes.
- As firms grow, documenting these processes becomes crucial for managing growth.
Document for Accountability
- Documenting your sales process enhances accountability and keeps the team focused on growth.
- It also improves revenue forecasting and resource planning.