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
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
They say timing is everything: That old adage certainly applies to identifying and reaching out to prospective new payroll clients. “Understanding the buyer’s mindset and buying process, including knowing who their influencers are and when they’re going to make major buying decisions is key,” says Misty Blakesley, Director of Sales and Account Management for Apex HCM. Pinpointing these three … Continued
A recent survey of sales professionals revealed that 61 percent of them consider the job harder or much harder than it was just five years ago. Amon the elements of the job they’re finding tougher: Getting in front of prospects and asking for referrals as well as the pain of switching payroll services. The sobering result: Only 24.3 percent – … Continued
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
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
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
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
“I’ve never had an objection to a sales pitch,” said no sales professional in the history of sales professionals, ever. Hesitations, brush offs and outright “No, thank you” responses are to be expected, no matter what you’re selling, including payroll services and software. But an initial objection isn’t necessarily a failure. It’s often an opportunity to learn more about a … Continued
Is every member of your payroll sales staff truly cut out for the job? Probably not, according to the National Association of Sales Professionals. Statistics show that more than half – 55 percent – of people employed as sales representatives are not well suited for this line of work. Further, some 20 to 25 percent of people who have great … Continued