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The Latest Tips For Partners on How To Extend Your Workforce Management Solutions

How to Close Deals with Non-profits That Got Burned in the Past

If you feel like you’re getting the cold shoulder from your non-profit prospects, it could be because they’ve been burned by other HCM vendors in the past. Non-profits need to be very careful with their spending, and they live in a once-bitten-twice-shy reality.

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The Power of LinkedIn for Selling Payroll Solutions

The sales process has dramatically changed with the rise of social media, and it’s imperative for sales professionals to invest their time and energy in engaging with prospects online. Those who know how to leverage social media have a greater chance of closing more deals.

For sales reps in the payroll industry, LinkedIn is the social media platform of choice.

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The Most Human HCM Sales Rep Wins

Imagine your hot water heater breaks down unexpectedly just a few days before your big holiday get-together. The repairman says the appliance can’t be fixed, but he can sell you a new one and install it tomorrow. The only model available on short notice is nearly twice as expensive as your first choice. You can’t help but wonder if he’s just taking advantage of your situation, or if he really has your best interests in mind.

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4 Common Barriers to Closing the Deal — And How to Overcome Them

For many payroll sales representatives, the past year presented difficult challenges to closing sales. Many salespeople had to pivot and engage clients in new and unfamiliar ways. The same quotas needed to be met, but there were more limitations than ever.

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Biden’s Huge Infrastructure Bill Could Mean Huge Deals for HCMs

The buzz around Biden’s massive infrastructure bill continues to grow, and all signs indicate that it’s a matter of when, not if — and whether we’re looking at hundreds of billions, or trillions, of dollars in funding.

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Contractor Central Warms Up a Prospect Who Was Afraid of Getting Burned

Over the past few years, Brumfield Construction has seen a large amount of growth in their company. Much of that growth has been fueled by winning more government funded projects — which is both a blessing and a curse. While government projects pay well, it also means submitting dreaded Certified Reports every pay period.

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The Next Seismic Shift in Customer Acquisition Is Already Here

According to Accenture Interactive’s new report, customer acquisition has begun to see a seismic shift that will impact the way companies relate to prospects and customers. Businesses will need to get out on the cusp of this wave to stay ahead of the competition.

According to Accenture, outperforming companies are embracing a new concept that takes customer experience (CX) to the next level. Accenture calls this the Business of Experience, or BX.

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7 Habits for Top Sales Reps Working from Home in 2021

HubSpot recently reported that 46 percent of sales leaders missed their sales targets in 2020. That puts even more pressure on sales professionals to boost their numbers in 2021. Yet, the way we work has radically changed, and that brings its own stresses and challenges. Whether it’s juggling kids and work, barking dogs, makeshift workspaces, or being stuck in one place 24/7, sales is more challenging than ever.

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Contractor Central Just Became an Even Better Selling Tool

IDI’s Contractor Central has quickly become the solution of choice for construction companies that want to outsource payroll and HR without abandoning their ERP systems. Contractor Central lets employers seamlessly integrate their payroll and ERP data for the first time. The application gives HCM and payroll companies a powerful tool that they can leverage to close lucrative deals with contractors.

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Proven Resources to Build Your Sales Pipeline Fast in 2021

This year’s sales cycle is wrapping up, and I hope it’s been a successful year for you, even in the midst of a tumultuous season. Whether you’ve hit your sales quotas or not, now is the time to turn your attention to 2021. You’ll need to rebuild your pipeline and generate new leads for yourself so you can start the new year strong.

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