Combining new sales with upsells is a more reliable strategy.
By Ty Hendrickson, CPA
“Grow your practice without having to add any new clients!”
I seriously gasped when I saw this headline recently. I thought to myself, “Really? What kind of advice is this?!” I had to read this story to find out just what the author was suggesting and how this could be a good long-term strategy for anyone.
As I read through the article, I was secretly hoping to learn some magic bullet or new idea that would make growth easier on so many people who do not like sales. However, as I continued to read, I became more and more anxious about the strategy that was suggested.
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Milla Austin & Ty Hendrickson
About the Author
Milla Austin (left) and Ty Hendrickson (right) operate The Sales Seed, which provides business-development and sales training to accountants.
Ty Hendrickson is a CPA with almost 20 years of experience in both public accounting and sales. Ty 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. Working in different areas of the accounting industry, Ty recognized that sales and business development skills are a necessary part of the job of a CPA, but also the most underserved in terms of skill development and training. Ty’s passion is to provide the tools necessary for accountants to not only be successful but also enjoy business development. Ty has a bachelor’s degree in accountancy from Transylvania University in Lexington, KY.
Milla Austin is a CPA and CEO who works with accountants to help them strategically build and grow their business. Milla believes that all accountants can increase their business by 15-20% by spending time doing the right activities that will generate revenue. Milla has developed two major sales training programs at Wolters Kluwer and Bloomberg BNA. Since Milla launched her training program at Bloomberg BNA, the company has had continuous grown and hit over their annual goal six years in a row. Milla is a trained sales trainer with specialized training in the sales process, presentations and leadership development. Milla holds a bachelor’s degree in accountancy from Sacramento State University.Click here for more by Milla Austin & Ty Hendrickson