original

The 50-Part Audio Series with a step-by-step self-study program for building a business development infrastructure in your accounting firm.

Voiced by the author, Martin Bissett

This is a supplement to the Handbook. Click here to buy both the Handbook and the Audio Series... and save.

$49.95


Bissett square

The 50-part Audio Series supplement to the Business Development Handbook here.

Delivering bite-sized nuggets of guidance and inspiration voiced by the author himself.

Sample the first three episodes
Click to open the mp3 in a new browser window and listen as it streams. Or, right-click and “save as” to download.

  1. Introduction to Part One (00:38)
  2. Selling the Whole Time (04:52)
  3. We’re Always Selling (03:24)

Click here to download the complete episode guide (PDF)

Click here to buy both the Handbook and the Audio Series and save!

Episode Guide

Part 1

  1. Introduction to Part One (00:38)
  2. Selling the Whole Time (04:52)
  3. We’re Always Selling (03:24)
  4. Closing the First Sale (04:39)
  5. Why Is It So Difficult to Sell? (04:48)
  6. Recurring Fee Apathy (03:58)
  7. What About the Next Generation? (03:41)
  8. Consistency is Success (03:17)
  9. Building the Pipeline (03:16)
  10. Grading the Opportunities (03:08)
  11. Next Actions (02:02)
  12. Case for the Pipeline (02:08)
  13. Undercharging (07:08)
  14. Website Promises (03:11)
  15. Perception is Reality (03:32)
  16. Opening the Conversation (05:33)
  17. N.A (02:56)
  18. Case for the Sales Director (04:27)
  19. C.C.O.U.N.T.S (08:50)
  20. The First Meeting (09:57) 

Part 2

  1. Introduction to Part Two (00:27)
  2. The Ultimate Question (04:16)
  3. Signs of Interest (02:57)
  4. The Next Meeting (03:49)
  5. Between the First and Second Meeting (03:10)
  6. Preparing and Rehearsing the proposal Document (7:53)
  7. Resolving Concerns (05:44)
  8. Pricing (3:32)
  9. Closing and Getting Paid (03:36)
  10. Second Thoughts (03:02)
  11. The Stalling Concern (01:56)
  12. The Misunderstanding Concern (01:33)
  13. The Irrelevant Concern (02:09)
  14. The Real Concern (01:30)
  15. Calculating Growth (03:23)
  16. Building a Proactive System, Part One: Referrals (02:26)
  17. Building a Proactive System, Part Two: Fee Follows Value (01:41)
  18. Building a Proactive System, Part Three: Scoring (02:31)
  19. That’s What They All Say (03:02)
  20. Planning Ahead (05:25)
  21. Facing Your Fear (03:05)

Part 3

  1. Introduction to Part 3 – The Key Takeaways (00:27)
  2. Closing the First Sale: The Equation (01:02)
  3. What Prevents the Hunger? (03:35)
  4. The Initial Meeting (00:40)
  5. The Strong Proposal Document (01:10)
  6. Resolving Concerns (01:07)
  7. Closing and Getting Paid (00:57)
  8. Qualifying the Pipeline (00:51)
  9. Avoiding the Major Faux Pas (04:52)

$49.95