Selling
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Entrepreneurs and Salespeople – Is There a Difference? #Fintech #SaaS #Entrepreneurship
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When we started AvidXchange in 2000 there was six of us. Now Avid has close to 600 employees. That’s a nice little way of proving Avid’s growth. I get asked why Avid is so successful when other in the same sixteen years died? I take great pride in a picture we have in one of our…
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Best Week Ever! #APAutomation #Sales #SaaS #Fintech
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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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Never Underestimate the Power of Simplify #Sales #Selling #APAutomation #Fintech
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I wanted to add this to the titile “and the negative nature of complexity” but that would make it too long, but it’s is an important aspect of simplicity… complexity. I recently started working with a new partner, which is a lot of fun because I get to learn new things and validate things…
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When You Get Your Deals Can Tell You A Lot! – #sales #selling #fintech
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This was my 26th end of the year as a salesperson/leader/manager/teacher/observer. I started thinking about the fun that happens at the end of the year. It also got me thinking about the end of the quarter or end of the month. In a related slash unrelated thought, it is common knowledge that the best time…
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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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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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Is Cold Calling Dead? #Sales #ColdCalling #SaaS
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In this day of phone screening, email and mobile phone use the cold call is becoming less and less attractive to salespeople (not that it had much of a popularity to begin with). Especially young salespeople who are just starting their careers that may or may not have a history of conversation without using their…
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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…