Category: S3 Conference

S3 Growth Series: Managing the Payroll Sales Cycle | Apex HCM

A broad look at B2B sales suggests that the sales cycle is evolving, no matter the products or services offered. Most pointedly, it’s getting longer – 22 percent longer than five years ago, to be precise – and more complex. In one recent survey 58 percent of responding buyers said their decision process was longer in 2017 than in 2016, … Continued

S3 Growth Series: Short Term Promotions that can Boost Your Sales | Apex HCM

Launching a new payroll service or product to boost revenue? Or is your payroll service bureau satisfied with the status quo? A well planned and implemented short-term promotion may prove just the boost to revenue that you need. Whether aiming to build awareness of new offerings, upsell clients on existing product lines or add to your client base, promotions can … Continued

S3 Growth Series: How Cloud-Based Software is Changing the Software Field | Apex HCM

A survey by Forbes revealed that 74 percent of tech chief financial officers say cloud computing had the most measurable impact on their businesses. That’s no surprise considering the growth of cloud-based software over the past decade. Consider these statistics: Public cloud platforms, business services and applications will reach $236 billion by 2020, having grown at a 22 percent CAGR … Continued

Apex HCM S3 Series: Five Top Traits of High-Impact Sales Organizations

No matter the product or service line, today’s B2B sales professionals compete in a fast-paced, technology-driven environment where buyers have high expectations for quality interactions. That’s certainly the case in the payroll software and service industry. Based on a recent Sales Readiness Group survey of some 400 respondents representing more than 20 industries, 44 percent of which boast annual sales … Continued

Apex HCM S3 Series: Top Traits of a Highly Coachable Salesperson

Statistics show that companies spend upward of $20 billion a year on sales training. But are all those dollars bringing a return on investment? Unfortunately, no. In fact, on average, just 29 percent of new sales representatives hit performance milestones in their first year on the job. Recent research published in the Journal of the Academy of Marketing Science examined … Continued

Apex HCM S3 Series: Five Top Skills for Payroll Sales Professionals

A strong sales force is the backbone of every payroll service bureau. Assure yours performs at its full potential by fostering these top five sales-centric skills. Strategic prospecting: Results of a recent survey showed that more than 40 percent of salespeople polled ranked prospecting as the single most challenging part of the sales process. A clear understanding of just who … Continued

Apex HCM S3 Series: Three Ways Effective Sales Training Reduces New Employee Ramp-Up Time and Saves Your Payroll Service Bureau

Generally speaking, the ramp-up period for a new sales professional equals the length of the sales cycle, plus 90 days. It’s a simplistic, but also very telling formula. Consider this: If your payroll software or service firm’s typical sales cycle is three months, that additional 90 days of training and acclimation means that it can take upward of six months … Continued