SaaS
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All I Want For Christmas Are Two More Deals – #selling #sales #saas #fintech
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My youngest daughter recently lost her two front teeth just in time for Christmas. As I was trying to figure out what to write about this week, I thought of “wanting more” (like teeth) and what that means in selling. More? When I was younger and first starting out the “more” that I wanted was…
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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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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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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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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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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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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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6 1/2 Things to Know when Getting More Time in Accounts Payable
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I got a funny feeling that I am writing too much about time. Not just time… but time benefits of Accounts Payable Automation, gaining time in AP, and how to use time that Automation frees up. Just The Facts Well, I did some research and found that I have written 3 articles in the last month…
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To Fail or Not Fail – That is the Question? #Sales #APAutomation #SaaSSales
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We had a saying in our company… I haven’t heard it in a long time. I think it’s because we are getting bigger and we are less comfortable admitting our failures. We used to say that we would like to, “Fail early and fail fast. Early and Fast? For an early stage start-up with no cash,…