Apex HCM Blog

A New Distribution Channel for your SBO

We hear the term “HCM” regularly in our line of work and we usually relate it to “HCM technology”. But why is this important? The definition for Human Capital Management is “a set of practices related to people resource management which are focused on providing specific competencies to an organization in three categories: Workforce Acquisition, Workforce Management, and Workforce Optimization.” … Continued

Four Low-Cost, High-Return Marketing Tips for Your Payroll Service Firm

Statista.com forecasts revenue of payroll service firms in the United States to reach $41.1 billion by 2020 – nearly double industry revenues of $25.7 billion in 2010. This growth suggests immense opportunity exists for the growing number of small and mid-sized payroll software and service firms throughout the United States. But make no mistake – there’s fierce competition for those … Continued

Pat McTamney – Growing My Payroll Business

Last month I received a surprising and pleasant call from my friends at Apex.  Apex nominated me for an IPPA Sales Leader Award recognizing the sales growth of my payroll service bureau, Premier Payroll Services.   If you are not familiar with the IPPA, it’s the Independent Payroll Providers Association, an industry group for hundreds of small payroll bureaus like me … Continued

Three Common Tax Time Scams That Target Payroll

Tax season is upon us. Unfortunately, so is scam season. The Internal Revenue Service recently warned of an expected surge in phishing emails involving payroll direct deposit and transfer scams as well as growing W-2 cons. All three are a form of what cyber security professionals call “business email compromise” (BEC) attacks. They work because they come disguised as emails … Continued

Power Words – And How to Use Them in Sales Emails

In just five minutes, the average person deletes nearly half – 48%, of all emails they receive in a day, often without even opening them. Turns out, the decision to click “delete” is based largely on the words in the subject lines of those emails. Mountainview, California-based productivity software firm Boomerang recently extracted data from some 5 million of its … Continued

Five Things Your Payroll Sales Team Must Know about Prospecting

“Sales is easy,” said no truly successful sales professional ever, especially when it comes to prospecting. In fact, in one recent survey, more than 40 percent of salespeople ranked prospecting as the single most challenging part of the sales process – more so than closing (36 percent) or qualifying (22 percent). Here’s what you should know if your payroll software … Continued

How to Make an Irresistable Job Offer and Land Your Next Great New Hire

In last week’s blog post we talked about how to source, screen, and ultimately hire the right candidate, from our strategic and comprehensive guide “Hiring Sales Staff for Growth: A Tactical How-To Guide”. Great, you’ve found one, now what? How do you ‘seal the deal’ with your new winning candidate? Research indicates there are a few crucial areas to focus … Continued

Three Tips for Interviewing Prospective Payroll Sales Hires

On average, every corporate job opening in the US attracts 250 resumes. But only four to six of those applicants will be considered for that job. That’s where the angst begins not only for the hopeful applicants but also for the hiring professionals tasked with identifying, thoroughly vetting and successfully securing the best prospect. And the stakes are highest when … Continued

Why Conduct and Publish Research?

This week Apex HCM published our latest research, a two-part whitepaper on hiring in the payroll services industry along with a script and guide on how to interview salespeople.  This research project produced our most in depth whitepaper we’ve ever published, over 30 pages in length!   You might ask yourself, “Why the heck does Apex invest such time and resources … Continued