Combining PrismHR software with your services provides an immense value to customers. But for prospects, it’s a lot of information and concepts to consume during the sales process. To help simplify the technology component of that equation, we’re rolling out a new set of demo videos.
SMB Challenges and Perceptions Report
When it comes to managing HR, what do small and midsize businesses care about? How are they handling it today? What challenges do they think they have? How is outsourcing HR to a PEO or ASO perceived? These were all questions we sought to answer in a set of research projects. Now we’re making that data available to you.
How “Is-Does-Means” Can Drive Better Conversations with Prospects
This is the second in a two-part series on how to improve conversations during the selling process. You can read part one here. One of the big challenges of selling PEO services to SMBs is that there are lots of misconceptions about how PEOs work, so oftentimes, salespeople spend too much time on things like […]
How Focusing on the “Why” Can Lead to Sales Success
I was working for a PEO and prepared a careful analysis on how the client’s in-house HR offerings stacked up against my company’s offerings. Honestly, I thought it would be a slam dunk. The numbers looked great and we had discussed at length things like how working with a PEO would provide long-term stabilization, deliver […]
Why Demo
If you were asked, what has been the biggest “game changer” for the Human Resources profession over the past 50 years, the answer would have to be technology. Improvements in HR technology has allowed personnel offices to move from paper pushers trying to keep their heads above mounds of benefits renewal forms, PTO request and […]
4 Signs it’s Time to Let Go
One of the hardest lessons to learn in sales is when to walk away from a deal. However, it’s important to realize that not all deals are good deals, and sometimes it’s in your best interest to walk away. Below are some examples when it might be better to move on to the next deal.
Proposal Essentials
After you’ve completed your initial appointment / discovery and demo, it’s time to present the proposal to your prospect. You’ve undoubtedly learned a lot about your prospect throughout the process, and now it’s time to show them how your solution adds value for their business.
Tips and Best Practices for the First Meeting with a Prospective Customer
Now that you have secured the first appointment with a new prospective customer, it’s time to start preparing for the first meeting. This first meeting is critical to showing the value of your services and helping you close the deal and this article provides some tips and best practices for a successful first meeting.
Talk Tracks to Help You Get the Appointment
Once you’ve identified your prospects, it’s time to use the information you gathered profiling prospective customers to help you get an appointment. Here are some example talk tracks you can use to help solidify an appointment with your prospective customer.
Prospecting Tips and Tools
According to the PrismHR 2016 Human Resources Outsourcing (HRO) Trends Report, 25% of PEOs and ASOs identified finding prospects as one of the most challenging stages of the sales process. With that in mind, we’ve gathered some tips and best practices on how to source prospects.
The Importance of Profiling Prospective Customers
Profiling is a practice that can help you discover some basic information about your prospects so you have some background information when you talk to the decision maker. This may seem like an obvious and basic concept but it’s often overlooked during the sales and prospecting process.
Efficiency Sells
As an HR service provider, many of your customers rely on your services and technology to streamline their organization and make it easier for them to focus on their core business. The combination of your services and PrismHR technology brings tremendous efficiency to their organization. Below are some of the key areas that technology (organized […]
Do’s and Don’ts for Demos that Win Business
While you may not need a demo to win every deal, when a prospect wants to see a demo, that is usually a pretty good indication they like what they’ve heard so far in the sales process, and that you’ve done a good job connecting with the buyer.