// Industries

Bring Accounting Sales Training to Your Firm

Give your team the training and coaching to master accounting sales.

Accounting sales used to be simpler. Partners at firms networked, developed relationships, and built thriving tax and audit practices. But things have changed.

Complexity at accounting firms is ever-increasing with services that range from tax and audit to technology software and services, management consulting, operations consulting, and financial services, including investments, benefits, and insurance.

This presents a challenge for professionals who are responsible for developing new business. Accountants frequently don’t have the broad range of sales skills needed to capture new business or protect from competitor inroads, especially in the face of new technologies and lower-priced competitors.

RAIN Group understands accounting sales and what it takes to produce measurable results to grow the whole firm. Through training, we work with your professionals to develop the skills that matter most to lead generation, expanding accounts, and selling accounting services.

BDO
Horne
spry_roughley_logo
Wolf & Company
KPMG Logo
Krost

Business Development Strategies for Accountants

Your firm has a major impact on the success of your clients, but it’s up to your accountants to communicate that value. The question is: do they know how?

At RAIN Group, we'll work with your accounting firm to build a business development strategy that gives your team a common language and the skills to master selling accounting services.

Differentiation

Differentiation

Your logo isn’t enough. The best firms find a way to break through the noise and tell stories that resonate with clients.

Prioritize Prospecting

Prioritize Prospecting

Too many firms deprioritize business development—if they make time for it at all. Savvy firms build BD into their operations and make it as important as billable work.

Build Better Opportunities

Build Better Opportunities

Don’t waste your time on low margin, low-value compliance work—be proactive in selling additional service lines to your client base and create new opportunities that pay.

Grow Pipelines

Grow Pipelines

Don’t sit back and wait for clients to come to you. Establish practices for accountants to grow their pipelines, win new clients, and cultivate new introductions.

Accounting Sales Solutions

Consultative Selling

Your firm’s accountants represent you, and their conversations with clients can win or lose new work. Give your accountants a strong foundation of business development skills, including training on leading masterful sales conversations, uncovering needs, crafting compelling solutions, overcoming objections, and closing deals.


Foundations of Consultative Selling
Foundations of Consultative Selling

Consultative Selling

Your firm’s accountants represent you, and their conversations with clients can win or lose new work. Give your accountants a strong foundation of business development skills, including training on leading masterful sales conversations, uncovering needs, crafting compelling solutions, overcoming objections, and closing deals.


Sales Prospecting

Prospecting

Accountants frequently don’t have the time or desire to develop new clients. Client delivery is a priority, and “sales” is a dirty word. In RAIN Sales Prospecting, professionals learn to sell the way buyers want, while also learning the technical skills of list building, buyer research, campaign development, and appointment setting.


Strategic and Key Account Management

Selling more to existing accounts is a huge untapped opportunity for revenue growth. Your accountants need the knowledge to recognize cross-selling and up-selling opportunities and the relationship strength and trust to make proactive recommendations. Teach your accountants to rethink how they approach account expansion.


Strategic and Key Account Management
Strategic and Key Account Management

Strategic and Key Account Management

Your relationship managers need the skills to identify hidden growth opportunities within accounts. Increase cross-selling, up-selling, and internal referral generation so your team is selling your bank’s full set of products and services.


Insight Selling

Insight Selling

Faced with increasing competition, accountants need to bring value to clients and prospects in every interaction. This starts with prioritizing collaboration, challenging buyer thinking, and inspiring clients to take action. Train your accountants to think more deeply about their clients’ businesses to make the biggest difference for them—and you.


Learn more about our full suite of business development programs to help your accounting business developers succeed.


Experience Success Like Our Clients

BDO Generates Over $16 Million in Pipeline Activity Following Customized Training Program

For years, BDO in Brisbane, a leading global accounting and advisory firm, has partnered with RAIN Group to provide business development training for its partners, directors, and senior managers.

BDO worked with RAIN Group to develop the next stage of its business development training lifecycle—a program designed for smaller, symbiotic groups of people across the Partner/Associate Director/Senior Manager level.

Now in the third year of the program, BDO has witnessed exceptional results.


BDO

Results:

  • $17 million in new pipeline generation and activity across 36 people
  • Improvement in knowledge sharing and internal networking
  • Normalization of business development as an everyday habit

Awards in Accounting Sales

Bronze 2022 Stevie Winner - Business Development Achievement of the Year

with HORNE

Bronze 2022 Stevie Winner - Business Development Achievement of the Year

with BDO

Transform Your Team with Business Development Training

Learn how we can help your accounting team develop the skills to generate leads and expand your accounts.


Experience RAIN Group's Training in Action.