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The SALES conversation most accountants avoid.
Happy Frye-Day. And before we get into it: today is Juneteenth. Worth a pause.
Now, something I should have said louder, sooner. I haven't been opinionated enough about sales. Every accountant does it. And there's a proven tool and method to do it well.
Accountants talk about sales the way most people talk about going to the dentist. They know they should. They keep putting it off. Spoiler: you're already doing it. You just haven't built the system around it.
Q2 ends in 11 days.
What does your pipeline actually say right now?
Sales is just education. The CRM is what makes it repeatable.
Every firm owner I know is having sales conversations. Coffees, referrals, demos, intro calls. The ones hitting their numbers aren't more talented or better connected. They track it. When I was running Timber Tax, I ran a real HubSpot pipeline. At any point I could tell you what I wanted to close that month and where I actually stood. Set a clear revenue goal for the year. Track it weekly and monthly. Then forecast vs. actual isn't a December surprise. That's not a big-firm move. That's just being intentional.
Being intentional is what separates the people who execute from the people waiting for business to come to them.
What to do:
- Get a CRM. I use HubSpot. The free tier is enough to start. The tool matters less than using one consistently.
- For every deal: log the lead, set the next step, make sure you know who the decision makers are and whether they're bought in.
- Set a revenue goal for the year. Break it down monthly. Track forecast vs. actual every week. Not at year-end when there's nothing left to adjust.
Coming Up
BDO Alliance area meeting, Tampa, FL — June 25–26. I'll be on a panel. If you're attending, come say hi.
Canopy webinar — June 23rd, virtual. Send me a DM and I'll pass the link.
From the feed
How I'd explain Canopy's Close Automation to my grandmother. And to fellow accountants: less app-hopping, real health score of your client's books right in your portal. Read on LinkedIn
PSA before your next conference: nobody goes to play Where's Waldo. Update your LinkedIn photo. Practical checklist inside. Read on LinkedIn
Why I changed my mind on Canopy. And what Ledger Sync opens up for tax practices that weren't bookkeeping shops. Read on LinkedIn
Helpers worth following
Two people who have done this right. Systemized, repeatable, professional. I've seen it firsthand.
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Joe Holloway
Built intentional sales methodology into how he operates every day. I met Joe when we were both at Pilot running sales. He's the real thing. Worth following what he's doing.
Connect with Joe on LinkedIn
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Logan Graf
Done the same work on the sales side of running an accounting firm. If you want to see what a professionalized sales motion looks like in this industry, look at what Logan has built.
Connect with Logan on LinkedIn
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Hit reply and tell me what your pipeline looks like right now. Or if you even have one. No judgment. Most firm owners are starting from the same place.
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Luke
Connect on LinkedIn
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#LookForTheHelpers #accounting #tax #advisory #billing #firms
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