Accounting Today Podcast
Building a better sales pipeline
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.
20:27
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Quick takeaways
- Documenting the sales pipeline allows firms to gather data, track progress, and ensure accountability as they grow.
- Establishing a centralized system like a CRM and conducting regular reviews help maintain an effective and dynamic sales pipeline.
Deep dives
Understanding the Sales Pipeline
A sales pipeline is a visual representation of the stages potential clients go through from first contact to becoming a client. It helps firms track their progress, identify bottlenecks, and forecast future revenue. Many firms claim to have sales pipelines, but often they are not documented or utilized effectively, especially in smaller firms where processes may be informal. As firms grow, documenting their pipeline becomes crucial for managing growth and ensuring accountability.
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