Sales
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3 Simple Way to Inspire Employee #Sales #APAutomation
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I wrote the book “The Argument to Automate – How to INSPIRE Not Fire” to help companies/people understand that when you automate the accounts payable process and you are in a middle market company, it’s about using people’s talents not improving the bottom line by headcount reduction. Funny Now that the book has been out…
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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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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,…
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Salespeople and Our Trust Issues #APAutomation #SaaS #Sales
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Trust issues seems to be one of those catch-alls that people seem to explain away complex situations. (Example) “Well, it didn’t work out because they just have trust issues”. I don’t want to use this article as explaining away complex salespeople and selling situations by using trust issues. However, I do believe that trust and…
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Best Week Ever! #APAutomation #Sales #SaaS
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I have been trying to write more encouraging things to salespeople. Especially those of you that have the joy of selling software as a service. You are unable to rely on complex installs and connection to bring value. Therefore we only have our wit and charm when it comes to expressing our offerings. Best Week?…
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It’s Time To Treat People Like Humans When You Sell #APAutomation
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OK! – Raise your hand if you love role play? For those of you that don’t know what this is, you sit in a neutral environment and one person “pretends” to be a customer and the other a salesperson. The point is to simulate a selling situation so you can practice. I am not a…
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9 Things AP Automation Sales People Do To Turn Clients Off
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Watch this: Sales is the same way. We don’t want to make any “big sudden moments” with our customers because we will scare them away. Accounting and finance professionals are already an extremely risk averse group, which is why they are good at their jobs, you don’t want to accidentally propose risk into your relationship. There…
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Looking For Pain In All The Wrong Places – #APAutomation
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Do your needs analysis – however be careful they may not know This is going to be a really difficult. I almost do not want to write about it. If I were a sales consultant looking for gigs in writing an article, I would leave this section out. Do not get me wrong, I have…
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The Teaching Model of Selling – #APAutomation
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There has been a lot of trends in the selling world. In the fifties IBM created the modern sales machine. Strong arm selling was part of our selling history as well as selling features and benefits. Then came solution selling. In solution selling the sales person asked enough question to where the client makes up…
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It Simply Sells Itself #APAutomation
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Continuing with my wanting to make Accounts Payable Automation salespeople better, I thought I would start this week’s article with a praise that bugs me to no end – “It Sells Itself”. It’s Code… “It sells itself” is code for “I would rather not work that hard”. I used to coach a rep that would tell…