Accounts Payable Automation
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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…
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5 Things to Know About An Advocate and #APAutomation
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It’s funny how small things can make a big difference when you are going from a paper to an automated AP process. I write a lot about doing your homework, and looking internally before looking externally before you automate. However, I really started to think about the project that I have personally done, and what…
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3 Tools of the Sales Teaching Model – #Sales #SaaS #APAutomation
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I believe you have to teach your customer how to buy from you. In this day on instant information, consumers are much more educated. Well… at least they thing they are. The information that customer get isn’t always the best. It could be a matter of which company knows how to optimize their search results…
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Times Are Changing – 8 Quick Tips – #APAutomation
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I like conference season. I look forward to it every year. For those of you that don’t have the joy of going to conferences, the first season starts in late April and goes to the end of June and the second season starts in late September and goes until early November. Changing? What I have…
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Getting to the Why – Vlog! #Sales #SaaS #APAutomation
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Building off the first VLOG where I explained that most sales people want to talk about “how” their offering work, this VLOG help reps stay away from how things work to “why” things work, which is what your customers are most interested in. Want to know more? Buy My Books! To buy the book –…
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7 Reasons You Are Not Getting ROI From AP Automation
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ROI is a tricky thing. If you ask 100 people how to calculate a return on investment for AP Automation, 95 of them will say, what is AP Automation and the other five (accounting professionals) will give you five different answers. I Talk A Lot I do speak at conferences and internally in my company, and…
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How to Establish a New Vendor Approval Process
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Doing anything new can be risky. The risk is taking something that, let’s face it, has worked and it probably not all that bad and changing it to something new. Accounting and finance folks always have to weigh change by a combination of how difficult the change will be and what the impact to the organizations…