Accounting firms are selling differently these days. Coupled with the profession-wide staffing shortage, firms are becoming laser-focused on their core services, expertise, and capacity to ensure they’re devoting the right time to the right clients. However, many firms’ qualification processes don’t align with their ideal clients – if they even know who that is. Without that insight, creating a strategy that will result in more of the correct type of clients is impossible. We hope you already have established buyer personas, so in this episode of Practical Ideas for Growth, Sarah Dobek and Christian Moises discuss how buyer personas support your sales efforts.