Business Dev/Sales

Business Development with Video|

Mix Up Your Business Development with Video

By Gary Braun / September 20, 2021

The business development (BD) process has changed for many companies the past year and a half. Just think, it was not that long ago (although it seems like years) that business developers used to go to conferences and trade shows; visit with prospects and customers, even touring their facilities and…

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Qualify a Lead|

It Takes Money, Access, and Pain to Qualify a Lead

By Gale Crosley / August 18, 2021

Unconscionable sums of money are squandered every year by CPA firms chasing down unqualified leads. Unfocused lead qualification is costly, and it isn’t pretty. Developing and closing an opportunity is difficult, even in the best of times. The added challenge of today’s highly competitive (and slightly skittish) marketplace underscores the…

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Ways to Reach Your Prospects|

8 Ways to Reach Your Prospects

By Rachael McGrew / August 18, 2021

You’ve built your prospect list. Hooray! Stop and pat yourself on the back—that’s a huge accomplishment, and you now have a solid place to start. Now what? What do you do with that list? There are hundreds of places to reach your prospects and millions of ways to do it.…

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Accounting Marketing and Business Development teams working in collaboration to grow their accounting firm.|Accounting Marketing and Business Development teams working in collaboration to grow their accounting firm.|Accounting Marketing and Business Development teams working in collaboration to grow their accounting firm.

Accounting Marketing and Business Development, the Case for Collaboration: Key Takeaways from AAM Summit 2021

By Chris Borkes / August 17, 2021

When looking at the key factors of a high-growth accounting firm, marketing and business development play an integral part. At the 2021 AAM Summit Chris Perrino, Principal of Business Development at Barnes Dennig discussed the importance that accounting marketing and business development collaboration provide to accounting firm growth. He provides…

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Simplify the sales process|

Simplify the Sales Process to Identify Advisory Needs

By Ty Hendrickson / July 15, 2021

Everybody loves a quick win, right? Nothing boosts one’s confidence like getting a meeting with a prospect and finding out that not only do they have a need for your services, but they also have budget and the timing is perfect. This leads to a quick close. The problem is…

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Differentiate Your Firm|

Differentiate Your Firm for the Future

By Chris O'Day / July 15, 2021

It’s spring 2022. You pull into your firm’s parking lot and take a sip of your iced coffee. As you enjoy the hazelnut goodness, you think to yourself, “Everyone is back in the office, and things are finally back to normal. We had to change a lot during the pandemic,…

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5 Best Cross-Selling Tips|

5 Best Cross-Selling Tips from a Dynamic Marketing Team

By Susan Ross Wells / June 16, 2021

Many accounting marketers know there is great benefit when it comes to cross-selling. As with many other business development efforts, having a plan and communicating that plan to those in direct client service roles is critical to cross-selling success. It sounds simple, doesn’t it? But it turns out it is…

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Steps to Cross-Selling|

6 Starter Steps to Cross-Selling (or Cross-Servicing) Your Clients

By Emily Taibl / June 16, 2021

When you are starting out in the accounting marketing profession, figuring out ways to drive new business at your firm can be tricky. Finding ways to contact and nurture cold prospects is daunting. Instead, cross-selling is an often underutilized strategy that can bring in revenue and help you effectively hit…

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Does Client Experience Impact Buying Decisions|Does Client Experience Impact Buying Decisions - social

Does Client Experience Impact Buying Decisions?

By Heather Kunz / May 24, 2021

Is client experience a deciding factor for prospective clients as they consider engaging a new accounting and advisory firm? It seems like a simple question, but marketers and business developers have long struggled to accurately and definitively define the role CX plays in client acquisition. Some of the trouble stems…

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Grow Revenue Using LinkedIn||

7 Steps to Grow Your Revenue Using LinkedIn

By Mark McIntosh / March 17, 2021

In this age of information overload and overcrowded inboxes, how many touches does it take for your prospect to agree to a meeting? Wouldn’t you love to stand out from the crowd, stay top of mind, and get that phone call when they are ready to hire your firm? LinkedIn…

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Featured: Season 4 Episode 1

What a Business Development Executive Does

with Danielle Reynolds, Business Development, Manager with Whitley Penn

A business developer’s day involves a myriad of activities from external meetings with business owners and referral partners to scoping calls for initial client connections.