Accounts Payable
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With AP Automation, Is Cost The Most Important Factor? – 1 Sad Story.
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I think I would turn off an entire group of readers if I wrote that cost wasn’t important. Cost is the way we establish value for things. Cost helps up benchmark and prioritize projects within the business world. Cost is very important, but today I am going to use a real life example to help…
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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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Competition – The Best and Worst of AP Automation – 6 Points
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Something I say a lot, when working with a company is, if you talk to 20 different service providers about Accounts Payable Automation you will get 20 different answers (or opinions) on the definition of automation. The definition itself is not the problem, but if you don’t have a common ground (like a definition) then…
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Calm Seas Don’t Make Good Sailors – #APAutomation – #Fintech – #Sales
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I am late to the Walking Dead movement, so I made a pledge that I would catch up thought Netflix while riding my bike. Don’t worry it was a stationary bike. I was well into achieving my goal when I came across an episode where the crew was in a prison and in the beginning of the…
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The 12 Days of Accounts Payable Automated Christmas
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On the first day of automation my service provider gave to me a paperless process in my office On the second day of automation my service provider gave to me, two progress reports and a paperless process in my office On the third day of automation my service provider gave to me; three workflows, two…
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With Workflow Should I Eliminate Steps? #APAutomation
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When I think of eliminating steps I always think of George Costanza and the step skipper. Enjoy: There Is A Thought When Automating Accounts Payable there is a thought that you need to create as few approval processes (workflows) and steps as possible. This is a good idea because it comes from the notion that…
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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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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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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…