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

Too Much Listening Could Be Killing Your Deals

Everyone knows that multitasking doesn’t work. But did you know that also applies to multi-listening?

Patrick Winston was a professor at MIT for over 50 years. One of the school’s most popular professors, he was known for his rule of engagement — a simple, non-negotiable classroom policy: No laptops, no cell phones. It’s a rule that HCM sales representatives should practice in every sales call.

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Biden’s Infrastructure Act Means Big Sales Wins for HCMs in 2022

President Biden scored a major win when he signed his Infrastructure Investment and Jobs Act into law on November 15. But it was also a win for payroll sales representatives who are looking to land big deals with construction companies in 2022.

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Upselling Opportunity with IDI’s Punch Times Integration Solution

Flix Brewhouse was having issues with the way their point-of-sale system recorded employees’ breaks. Duplicate entries and classification errors were causing conflicts with the time-and-attendance system, creating major compliance concerns. Their payroll administrator, Kelly, feared that they would have to undergo a painful switchover to a new POS system, or deal with an expensive customization to their existing POS.

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How to Write a Follow-up Sales Email That Gets Results

Writing a follow-up sales email is an emotional activity. As an HCM sales representative, you’re always moving very quickly, and you feel the pressure to get the next deal closed fast. It’s imperative to advance your prospect onto the next step, or cut your losses and move onto the next lead.

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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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