Ty Hendrickson is a CPA, sales expert, and co-founder of The Sales Seed where she helps accounting firms grow through the integration of sales principles. She worked as an accountant at firms ranging from small to large prior to moving into the accounting technology sector successfully building sales training programs for both Wolters Kluwer and Bloomberg BNA achieving record sales successes. Shownotes:Why accountants struggle with salling and what it takes to become more comfortable with the word 'sales'A simple question to challenge accountants with who feel that selling should not be part of their jobWhy firms with marketing and business development resource should still expect their people to win workThe reasons why accountants and other technically smart professionals can be good at sellingThe key differences between marketing, business development and sales for accountantsWhy marketing people in a professional firm should actually not be sellingWho is the best person in an accounting firm to actually be doing the selling and closingQuestions an accountant should ask themselves to develop a work winning or business development strategyHow to strike a balance between finding business for yourself and for others in your accounting firmWhat dictates how coachable and willing to learn an accountant or CPA can be around winning new businessThe importance of sales frameworks to help accountants be more confident and effective in sellingWhy working in specialty areas, sectors or niches actually makes new clients easier to findA 5 step sales process that will help accountants, CPAs and service professionals win businessThe real difficulty accountants have in identifying a niche or target client to go afterHow the business development and networking game has changed how professionals win businessThe big problem with LinkedIn and what accountants should actually doing on thereWarmer ways for accountants to reach prospects than cold callingTop tips to get prospects to switch from their current accounting advisors to you and your firmWhy compliance is still necessary for accountants but advisory services are much easier and more profitable to sellThe importance of the right culture in a professional firm to give people the support they need to sellWhy poor culture is a big reason professional firms are struggling with recruitment and retentionHow leaders in accounting firms can identify and support more junior people who want to do business developmentWhy just trying to grow more revenues from an existing client roster or portfolio is not the best way to growWhy your value is not the products and services you deliverThe factors that should help an accountant define their ideal client

Ty is a contributing expert in the accounting industry and has spoken at conferences and events hosted by Accounting & Financial Women’s Association, Association for Accounting Marketers, Alliott Group, CPAmerica, CCH User Conference and more. You can find her articles and insights featured in CPA Trendlines and the AFWA blog. Ty is based in Lexington, KY where she lives with her CPA husband and her two red-headed sons. Contact Ty here:https://www.linkedin.com/in/tyhendrickson/If you want to kick-start your business development activities, download our free guide on how to add 100 new prospects in just 1 month here: https://thesalesseed.com/100-prospects-1-month