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Building & Managing a Pipeline

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Before starting this self study program, please go through the instructional document.


  • Building a prospect list
    2 mins
  • Established client list
    7 mins
  • How to manage your list
    12 mins
  • Deals between parties
    25 mins
  • Some kind of activities
    30 mins

Course Description

Are your sales stagnating? 

Are you looking for ways to improve sales performance? 

The answer could be in your sales pipeline.

If there’s one thing that top-performing sales teams do well, it’s managing their pipeline. Building and managing a pipeline is the key to ensuring that all of your business development activities are worthwhile and efficient. 

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your sales prospect lists.

Think about it- you might be the most skilled salesperson at your CPA firm, but if you’re reaching out to the wrong people, your sales skills will have no impact on their desire to purchase your product.

Building a prospect list is essential for establishing a solid customer base as it provides you with a pool of potential customers who could be treated, nurtured, and followed upon.

In this CPE webinar the speaker Ty Hendrickson will answer the following major questions:

  • What does it mean to manage a pipeline?
  • What is the data we can pull from our pipeline?
  • How to ensure making the most out of our business development opportunities?
  • How to determine the size and scope of your prospect list?
  • What are the best practices to set up a CRM?

Learning Objectives

  • To establish the number of prospects for your prospect list.
  • To integrate the 3 types of prospects into a prospect list.
  • To construct your CRM to manage your sales pipeline.
  • To define the 5 sections most used in a CRM.
  • To define how to use metrics from your CRM.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Chief Accounting Officer
  • Cloud Accountants
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA