Description
Whether you have a pipeline full of opportunities or need to generate more prospective clients, you want to ensure that your team is focused on closing the ideal (or close to ideal) target clients instead of opportunistically closing engagements that use resources but aren't best for the firm. We'll explore ideas to help you be more strategic in your business development efforts and engage in target account selling activities.
Presented by Renee Moelders/Samantha Mansfield
Designed For
All team members involved in selling, cross selling, or marketing to clients. Partners, Directors, Managers, and Marketing professionals.
Objectives
After attending this presentation, you will be able to...
- Identify (or reconfirm) your ideal target client - or sweet spot - for your firm's most important service lines and initiatives
- Distinguish the role of client relationship managers and their objectives in the target account selling process
- Recognize how to use LinkedIn to support your target account selling and business development activities
- Formulate how to effectively manage the target account sales pipeline process to support your team and increase their sales success
Highlights
The major topics that will be covered in this course include:
- List 6 characteristics to identify in your ideal target client
- Recognize the 4 selfish interests that appeal to your ideal target clients
Advanced Prep
None
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Leaders
CPA Crossing Panel
No Biography Available