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Harding & Co, Sales Training for Accountants, Professional Services

Sales Training & Coaching for
ACCOUNTING & FINANCIAL SERVICES

Accountants, actuaries and other financial professionals choose their careers based on their strong skills in math and analytics. They likely never considered that to advance in their fields they would be asked to sell. Many have negative perceptions of selling because they lack the knowledge of how to accurately assess the tasks. When these professionals gain an understanding that numbers, processes and genuine intentions hugely influence outcomes for success or failure, they are motivated to control their fate.

Here’s what happens when Harding & Co helps professionals navigate the BD Maze . . .

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Kim’s Story…You don’t always need new ideas to win!


Kim was an account manager at a Big Four Accounting firm.  Her main client was a large insurance company.  Kim finished a data analytics project but was concerned that the COO would take the data and evaluate his next steps internally unless she could share some significant ideas.  Without new ideas, Kim felt there would be no additional work. 

Her Harding & Co coach (who’s actually an accountant!) talked with her the day before her presentation with the COO.  He suggested that she simply share an overview of the lengthy analytics in five minutes and then ask the COO to discuss what he was hoping to now accomplish with the data.  Harding & Co’s coach emphasized that Kim did not have to present new insights with the data to get more work but needed to listen for the COO’s needs.  The COO and his staff talked 80% of the meeting and the COO said it was one of the best meetings that he has had.  He awarded new business to Kim.   Five years later, Kim and her team have generated over $10 million in fees!

 
 
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