AP Automation
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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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What, Why and How Salespeople Struggle – VLOG #SaaS #Sales #APAutomation
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Software as a service and AP Automation sales people hurt themselves by the information they talk about. Find out what that is. Want to know more? Buy My Books! To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy (Also) To get your copy of…
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No Decision Sales and What it Mean – #Selling #Sales #Fintech
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With this article I run the risk of not getting many readers. With articles, I have found the most important aspect is the title, and this title may be more confusing than attractive. Clearing It Up I am a very big proponent of deal indicators. I have a lot of saying around deal indicators, like,…
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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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Is Prospecting Dead? The Art of Creative Prospecting #Sales #SaaS #APAutomation #Fintech
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Maybe I should call this my “Walking Dead” series. I just competed and article that got a lot of attention (I need that as a middle child) about cold calling… answering the question that cold calling is not dead that people just have no idea on how to do it. Prospecting Because of new media and…
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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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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…