Empowering Accountants to Become Bold Sales Professionals - Accounting Influencers Podcast

Episode 47

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Published on:

25th Apr 2019

Empowering Accountants to Become Bold Sales Professionals

Andy Gole

Andy Gole has helped CEOs, owners and corporate leaders for over 25 years to achieve great sales performance, while accelerating their sales process. During his career, he thoroughly researched virtually all of the popular sales processes. All have their strengths, and their shortcomings. From years of testing and evaluation, he developed the Urgency Based Selling® system, a unique approach founded on philosophies which drive and accelerate human behavior.

Andy contributes original content regularly to Forbes.com and Training Industry, as well as other notable business publications. He is also a frequent speaker on the topics of business development, sales management, and selling process. Shownotes:

  • The two must-ask questions that help accountants land new clients
  • Useful techniques to take your accounting firm’s prospect closing rate from 20% to 80%
  • The impact on your accounting firm of having bold visions and bold behaviours
  • How business development can help with accounting firm recruitment and retention challenges
  • What makes accountants different when it comes to selling
  • What incredible business development people do each day to be successful
  • The easiest and best way to build your accountancy practice
  • Learn about the ‘Magic Moment of Access’ that helps accountants win more business
  • Examples of great telephone call scripts to maximise an accountant’s chances of landing the client
  • Why interest is the proverb of marketing and urgency is the proverb of sales
  • How to jump-start your sales with the Urgency Based Selling system

Andy Gole on the BD Academy Accounting Influencers podcast with Rob Brown

  • Why testimonials can be such a powerful tool to help accountants win work
  • Steps accountants can take to avoid time wasting clients and focus on serious clients
  • How accountants can move safe conversations to serious ones to get real results
  • Why ‘best efforts’ is a losers game and accountants need a ‘do or die attitude’
  • Why accountants need to create a compelling reason for clients to ‘act now’
  • Explore the ‘Heroic Mindset’ endorsed by George Lucas and developed over 1000s of years
  • Proximity bias – what is it and how can accountants avoid the dangers it present s
  • How accountants can adopt a 4-step approving sequence to avoid any client objections
  • Explore the difference between social selling and business selling
  • Learn how to build a list of serious prospects and how to keep in touch with them
  • Discover how making the prospect ‘look up’ can make a good accountant a great accountant
  • Master the tools used by accountants to change their mindset, approach and boost sales
  • Discover why sales culture is paramount in accountancy firms and why leadership is vital.

Andy Gole on the BD Academy Accounting Influencers podcast with Rob Brown

Andy has an MBA in marketing from NYU and taught small business management and selling skills for 8 years at Fairleigh Dickinson University’s Rothman Institute of Entrepreneurial Studies. To learn more about Andy and his unique process, visit www.urgencybasedselling.net or contact Andy:

Phone (1) 201 415 3447

LinkedIn: https://www.linkedin.com/in/andygole1

Twitter: @AndyGole

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About the Podcast

Accounting Influencers Podcast
Host Rob Brown shows accounting professionals and leaders how to be more influential, grow their personal brand and be more authoritative, relevant and high profile in their roles..
The Accounting Influencers Podcast, hosted by Rob Brown, is a must-listen for accounting professionals looking to strengthen their leadership presence, stay informed on disruptive forces in accounting and build credibility within their firms. Geared toward firm leaders, managers, partners and influencers, the show covers key topics like career development, influence, personal branding and interpreting the evolving trends impacting the accounting world. Rob brings his expertise to each episode, offering insights and guidance on how to grow your personal brand and stay strategically important in a rapidly changing profession. Whether you're aiming to influence within your firm or expand your reputation outside of it, this international podcast offers practical advice and forward-thinking insights that will keep you informed and prepared for the future.
Accounting leadership
Executive presence for accountants
Building influence in accounting
Accounting industry trends
Personal branding for accountants
Accounting firm strategy
Accounting business models
Leadership in accounting firms
Talent management in accounting
Authority in accounting profession
Career development for accountants
Accounting firm growth strategies
Influencers in accounting
Accounting firm management
Disruptive forces in accounting
Accounting leadership strategies
Accounting career success
Accounting firm decision-makers
Accounting business trends
Building credibility in accounting

About your host

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Rob Brown

Rob Brown hosts the multiple accounting podcast and chair conferences, panels and events globally for the accounting and fintech profession. He is co-founder of Accounting Influencers Roundtable (AIR) which helps vendors, experts and influencers serve the accounting and finance world. He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, employee advocacy and executive presence. Rob is author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 400,000 times on YouTube. He is a stroke survivor, has epilepsy, is a committed Christian and has a black belt in kickboxing. He is based in Nottingham UK, home of Robin Hood, plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.