Best Week! #APAutomation #Sales #SaaS #Fintech – #Vlog

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 late August and early November, and it was great! Here is a little mash up of an event I did on having the best week of your life. Enjoy!

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 The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Why Marketing and Sales Do The Same Thing Differently #APAutomation #Sales #SaaS

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 spend money on marketing when I could just hire more salespeople?”

Times – Changing

I recently heard a stat that claimed 75% of all buying decisions are already made by the time a consumer picks up the phone and calls a company to inquire about their product. I believe we have the internet to thank for this. I know I personally do this when I am ready for a new car, house… you know major ticket item. I have also found myself doing research on minor ticket times as well… It has become a habit.

The Problem

The big challenge with searching and doing research on something like AP Automation is all in the source. To get good information you must have a good, credible source. One of the biggest sources of research is a company’s website. The problem with that is a company won’t (and sometime can’t) tell you what their short falls are so you can objectively evaluate their software and service. I know this will sound like a personal plug, but this is the reason why I write books, and it’s also the reason why I think my books are popular because it takes a lot more effort and research to get a book published rather than getting a website published.

The Same

I could have spent more time on the problem, but to be clear when you don’t know about something you have a very difficult time researching objectively the pluses and minuses of the offering. This is why sales and marketing do the same thing but different. We are each in the business of teaching. The better we can teach the better we can, in marketing’s case, attract the right type of companies and in sales, work on the right deals. This is the key, qualification. Both sales and marketing has to be excellent qualifiers. Both groups are ultimately judged and how well each qualifies. The notion that a lead from marketing is fully qualified isn’t a possibility in our industry. The reason being, without a conversation, a salesperson is unable to know what the assumptions of the prospective company is. Plus, I like to tell young salespeople this, if we were able to generate fully qualified leads from marketing, why would we need salespeople?

To Be Clear

Sales and marketing do the same thing… teach. The better each is at communicating and diagnosing the customer’s needs the better each will do. The downside of this is, in order to be an effective teacher you really have to know your subject matter. That means, not only your product, which is where most sales and marketers start and stop, but to know how the customer uses the product and services, what the impact to the organization and the landscape of the industry including competition. There is a lot to know before you can teach!

 

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 The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Best Week! #APAutomation #Sales #SaaS – #Vlog

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 late August and early November, and it was great! Here is a little mash up of an event I did on having the best week of your life. Enjoy!

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 The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Why Marketing and Sales Do The Same Thing Differently #APAutomation #Sales #SaaS

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 spend money on marketing when I could just hire more salespeople?”

Times – Changing

I recently heard a stat that claimed 75% of all buying decisions are already made by the time a consumer picks up the phone and calls a company to inquire about their product. I believe we have the internet to thank for this. I know I personally do this when I am ready for a new car, house… you know major ticket item. I have also found myself doing research on minor ticket times as well… It has become a habit.

The Problem

The big challenge with searching and doing research on something like AP Automation is all in the source. To get good information you must have a good, credible source. One of the biggest sources of research is a company’s website. The problem with that is a company won’t (and sometime can’t) tell you what their short falls are so you can objectively evaluate their software and service. I know this will sound like a personal plug, but this is the reason why I write books, and it’s also the reason why I think my books are popular because it takes a lot more effort and research to get a book published rather than getting a website published.

The Same

I could have spent more time on the problem, but to be clear when you don’t know about something you have a very difficult time researching objectively the pluses and minuses of the offering. This is why sales and marketing do the same thing but different. We are each in the business of teaching. The better we can teach the better we can, in marketing’s case, attract the right type of companies and in sales, work on the right deals. This is the key, qualification. Both sales and marketing has to be excellent qualifiers. Both groups are ultimately judged and how well each qualifies. The notion that a lead from marketing is fully qualified isn’t a possibility in our industry. The reason being, without a conversation, a salesperson is unable to know what the assumptions of the prospective company is. Plus, I like to tell young salespeople this, if we were able to generate fully qualified leads from marketing, why would we need salespeople?

To Be Clear

Sales and marketing do the same thing… teach. The better each is at communicating and diagnosing the customer’s needs the better each will do. The downside of this is, in order to be an effective teacher you really have to know your subject matter. That means, not only your product, which is where most sales and marketers start and stop, but to know how the customer uses the product and services, what the impact to the organization and the landscape of the industry including competition. There is a lot to know before you can teach!

 

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 The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

With AP Automation Is It More Software Than Service? #SaaS

With all the talk about the cloud and server-based software, I thought it may be timely to write about software and service as it pertains to Accounts Payable Automation. Not just writing about it as much as answering the question; is AP Automation more service than software?

Software

First, there is no way to automate without software. The thought of taking software or technology out of an AP Automation offering is ridiculous. However the question is not automation without software as much as which is more important, the software or the service. If you are a regular reader of my stuff, you know that I can come across as being anti-tech. It’s not true (ask my wife, she is always questioning my technologies purchases…. “don’t you already have something like that?”). Where people get that I am anti-tech is because I write so much about the human element of automation and the impact of change on the organization that automation has. I always warn people who pay too much attention to the software in the upfront process and not enough attention to the change, you are in trouble. Please get this, however, the software is important. I know that reads as a contradiction, but you all are smart enough to read between the lines to understand that there needs to be a balance when it comes to the features of the software and the impact of the change. The software is the engine that drives automation, The better the engine the faster and more dependable your system will be, that’s why software is important.

Service

The service starts with the company, but it also starts with the companies philosophy. During your evaluation, whether you are starting your automation journey or improving an existing automated process, understanding the service provider’s philosophy will unlock the answer to more software as service. I write a lot about the definition of AP Automation as only being as good as the amount of time that it frees up. To get a little glimpse to the service providers philosophy evaluate the emphases the provider puts on OCR. Generally, the more they “sell” you on the idea of upfront capture the more they will rely on software. OCR being one way, another way to find out how much service you will get with an automation provider is to find out which tasks that provider will completely eliminate. I write a lot about this in The Argument to Automate. I call those tasked that are completely eliminated by automation as hard dollar savings. The more tasks a service provider can take over the stronger the offering. I know services that will correct errors from OCR, apply payments to a website, and stay on hold with utility companies to validate a past due amount. All of there are examples of services that are taken out of your process.

Which One?

It would be easy for me to write that they are both important and leave it at that, but that’s not the kind of writer I am. The answer, It is more service. If you buy into the idea that automation is only as good as the time that is freed up, and you look at service provider’s offerings, beyond the engine of automation the service aspects the provider will eliminate really can add up to make a big difference.

Want to know more? Buy My Books!

The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

The 8 Pitfalls of Accounts Payable Automation – click here to buy