Selling to Target Accounts to Close More "A" Clients
Thursday, November 21, 2024
Webcast or Webinar, Online
11:00AM - 1:00 PM (opens at 10:30AM) EST
2Credits
Technical Business
Registration is Closed
Online registration for this course is now closed. Please contact the Member Service Center at (800) 342-3197 if you wish to inquire about registering.
Members
$89.00 Regular Price
Non-Members
$119.00 Regular Price
Course Type: Webcast
Course Code: 24/CX44547
Level: Basic
Vendor: CPA Crossings, LLC
Field of Study: Business Management & Organization
Overview:
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.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
Major Topics:
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
Major Topics:
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