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How to Build a Nimble Long-Term Sales Tax Strategy

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1.5 CPE credits
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Sales tax is so much more than a percentage calculated on sales and remitted to the state.

Sales tax directly impacts the bottom line and touches every aspect of the business. Sales tax professionals have to understand the details of how the business is run from contracting to marketing to invoicing to operating processes (and beyond) to do their jobs well.

Sales tax is layered, complicated, and nuanced. A tactical approach to managing it will only get you so far and stress you out unnecessarily.

There is power in preparation and strategic thinking. This webinar will lay out all the key considerations you need to include in your company’s long-term sales tax strategy, so you can be responsive to changes, whether they are forced upon you by the government or opportunities for growth within your business.

You’ll learn how to create strategies for pricing, contracting, and geographic expansion that minimize the impact on the business related to sales tax. Understanding your business and industry and how the tax laws apply allow you to be nimble as your business changes.

Who should attend?

This webinar is intended for financial and operations personnel—including tax, general accounting, accounts payable, sales, tax technology, purchasing and credit—who deal with sales and use tax as part of their responsibilities. This webinar is also intended for remote sellers, including online sellers, and sellers making sales into multiple states. General practitioners are also appropriate for this course, with minimal to no experience.

About the Instructor

Diane L. Yetter, President & Founder, YETTER and Sales Tax Institute

Diane L. Yetter is the “Sales Tax Nerd TM” as well as a strategist, advisor, speaker and author in the field of sales and use tax. She is president and founder of YETTER Tax, a sales tax consulting and tax technology firm in business since 1996. She is also the founder of The Sales Tax Institute, which offers live and online courses to educate business professionals about sales and use tax.

More About Diane L. Yetter

About the Instructor

As vice president of regulatory analysis and design at Sovos, Chuck Maniace lives and breathes tax. For him, job No. 1 is ensuring Sovos customers remain fully compliant as rates, rules and requirements change around them. When Chuck signed up to become an indirect tax expert more than 20 years ago, he had no preconceived notions about his work garnering significant public attention. Today, Chuck is a respected industry voice routinely appearing in publications such as the Wall Street Journal, Forbes, and Bloomberg. He has been listed among Accounting Today’s Top 100 Most Influential people for five years.

More About Charles Maniace

“Keep it coming! Webinar content is actionable and highly relevant to my day to day work.”

Additional Details About the How to Build a Nimble Long-Term Sales Tax Strategy Webinar

Development of any strategy begins with envisioning where your business intends to be in one, five, or ten years down the line. If you plan to release new products and services or sell into new markets, your sales tax strategy must lay the groundwork to account for it today and be adaptable enough to grow with your business and the changes of tomorrow.

When it comes to a long-term sales tax strategy, your goal is to develop one that improves efficiency and adaptability while reducing the risk of potential audits.

For changes inside your business, like product launches and geographic expansions, your sales tax strategy must include key considerations and questions to ask from the outset. For example, let’s say your company has only been selling goods and now decides to offer services related to the goods, such as installation, service agreements, and consulting. What steps must be taken to ensure you have the best outcome for sales tax? First, you need to ensure cross-department communication is strong so that you, in the tax department, are immediately aware of any new initiative so you can make adjustments for sales tax. You may need to make changes to license agreements, contracts, and invoices to support the new services.

Your sales tax strategy must also account for changes outside your business – government legislative changes. You need to have a robust legislation tracking mechanism in place so you can quickly modify any relevant process should new legislation impact the taxability of your products or services. Sometimes you may have to put systems in place for legislation that might not stick because of a pending lawsuit or speculation about a repeal. An adaptable long-term sales tax strategy acknowledges that this can be the cost of compliance and weighs the costs (time, money) and benefits (audit protection) of putting a system in place for potentially temporary legislation.

Join this webinar to start building a long-term sales tax strategy in your company that is tailored to your business and industry and is reactive to the ever-changing sales tax landscape. 

Your Teaching Staff

This 90-minute live webinar is taught by sales tax experts Diane Yetter of Sales Tax Institute and Chuck Maniace of Sovos. Diane and Chuck will teach you how to put together a comprehensive and nimble long-term sales tax strategy so you can guide your company with confidence. You’ll learn all the key internal and external considerations you’ll need to include to reduce risk.

During the Q&A portion of the webinar, you can get answers to your specific sales tax strategy questions directly from Diane and Chuck.


Learning Objectives for this Webinar Include:

  • Learn how to engage with non-tax departments within your company to explain the impact of their decisions on sales tax.
  • Understand strategies for rectifying business actions that adversely impact business partners (like customers and vendors) from a sales tax perspective.
  • Discover how to manage product launches and expansions, including the key questions you need to ask to adjust processes and documentation for sales tax purposes.
  • Learn how sales tax can impact your company’s pricing strategies for products and services.
  • Find out strategies for monitoring law changes so you can react swiftly in order to minimize risk and unnecessary costs for your company.
  • Learn crucial considerations for geographic expansion, whether it’s into a new state or country, so you are prepared to manage new sales tax obligations and registrations.
  • Discover how to work with the legal department to develop a contracting strategy that accounts for how sales tax is charged.

CPE Information:

Webinar attendees can earn 1.5 hours of CPE credit in the “Taxes” field of study

Prerequisites: This course requires no prerequisites or advance preparation.

Program Level: Basic

Delivery Method: Group Internet-Based



Additional Information about CPE

Cancellation/Complaint Policy

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