Mastering Sales Discovery Calls in Accounting: A Proven Process

In this episode of 'Accounting with Confidence,' Beth Whitworth, an experienced CPA and business owner, shares her journey of developing the critical process of conducting sales discovery calls. She emphasizes the importance of vetting prospective clients to ensure a good fit, navigating conversations to uncover potential red flags, and implementing a structured approach that has streamlined her business operations. Beth also discusses tools like Canopy and Ignition that have revolutionized her task management and proposal systems. Tune in to learn how to make your accounting practice more efficient and build stronger client relationships.

00:00 Introduction to Beth Whitworth

01:07 The Importance of Sales Discovery Calls

04:08 Why Vetting Prospective Clients Matters

08:41 Our Discovery Call Process

16:22 Conducting Effective Discovery Calls

24:32 Creating and Managing Proposals

29:55 Onboarding New Clients

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