Accounts Payable Automation
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Is Cold Calling Dead? #Sales #ColdCalling #SaaS
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In this day of phone screening, email and mobile phone use the cold call is becoming less and less attractive to salespeople (not that it had much of a popularity to begin with). Especially young salespeople who are just starting their careers that may or may not have a history of conversation without using their…
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Headcount Reduction and Accounting Automation – #apautomation #fintech
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I was recently reminded by a friend in the industry that most of the work that I do appeals to the middle market. I am not ashamed of helping middle market companies automate. I know it’s sexy to have big name logos on your website, but the middle market is where all the opportunities is.…
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Best Week! #APAutomation #Sales #SaaS – #Vlog
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Conference season is over. I have introduced myself back to my family… My kids (especially the 6 year old) are now use to ordering me around and wife is no long asking me who I am and what am I doing in her house. I had the opportunity to speak at 16 different events between…
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Why Marketing and Sales Do The Same Thing Differently #APAutomation #Sales #SaaS
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I am somewhat new to the marketing game. When I started my selling career in 1993 (I really started in 1978, but that’s another story) the idea of marketing was left to the big companies and the companies I worked for didn’t advertise because they had salespeople. The idea was, “why would I want to…
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The Outcome and Impact of #APAutomation
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I tell people who are new to Accounts Payable Automation, whether they are a users, evaluator or salesperson the same thing. I tell them the problem with AP Automation is people don’t know what it is, how it works or the impact that it will have on their organization. Then a pause for a minute…
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Dealing With the Objections They Never Ask – #APAutomation #Sales #SaaS
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By in large salespeople are only as good as their ability to handle objections. Now-a-days people we sell to, especially in B2B sales, are considerably less tolerant of sales tactics or strong-arm techniques. However, if someone says no and offers up reasons not to do business with you, it is part of your job to…
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5 Words That Strike Fear – You Should Stop #APAutomation #Sales
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I am continually surprised how often reps shoot themselves in the foot on deals. Now, don’t get me wrong… the highly skilled ones don’t have this problems, it’s the reps that don’t understand that there is a connection between their skills (and building those skills) and their outcomes. Meaning? The connection between skill building and…
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The Sales Teaching Model and Personal Brand #APAutomation
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I have been writing a lot about the teaching model of selling. The biggest point of the teaching model is you have to be a trusted advisor to your prospective clients. In a way you need to be a skilled navigator to help you prospective clients purchase your product and service. Unintended Consequences From a…
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6 Reasons AP Automation Project Die
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In your corporate life, there is nothing worse than a project that dies. Well many worse is the slow death of a project that never had a chance. I hate to write, but I have been part of those slow death projects where on two occasions the project leader lost their job. Hope I had…
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10 Approval Tips For People Who Hate Approving Invoices
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Hate is such a strong word, but in the real world not everyone in a company has the same passion and attention for approving invoices. For those people here are ten tips that will help them. Tips 10. No Paper – Well I had to start with this one being the AP Automation guy, but…