Buyer Perspective Matters in PEO Sales While most will agree that the buyer perspective matters in PEO sales, I would …
PEO Value Proposition
The PEO Value Proposition After reading this article, your view on what constitutes the PEO value proposition may shift. When …
PEOs Are Not An Alternative Market
PEOs are not the alternative insurance market, they are the evolution of the insurance market.
Move the Middle: A Lesson in Sales Leadership
Move the Middle A Lesson in Sales Leadership Overview Superior performers will perform under any circumstances. Poor sales professionals …
PEOs and Insurance Brokers
Professional Employer Organization A professional employer organization (PEO) is an outsourcing firm that provides services to small and medium sized businesses (SMBs). …
What Do You Offer? – Insight for Sales Professionals
Overview While most of my posts center around the PEO industry, this entry is applicable to other industries as …
The Importance of No in Sales
A sales professional who has trouble saying no will never have complete credibility when they say yes. It may seem …
Don’t Cannibalize Your Channel Partners
Overview Using channel partnerships as part of a go-to-market strategy has advantages. Many PEOs have chosen a channel approach …
Pricing In The PEO Industry
Overview Developing a pricing strategy is often a misunderstood or poorly executed facet of business. Most businesses allow the market …
PEO Sales 101
Introduction Considering a career path in sales within the PEO industry is a smart choice for the right person. …
Elite Sales: Learned or Innate?
Opening Statement People are not born elite sales professionals. While it is true that some may have a predisposition for …
PEO Sales: A Successful Approach
PEO SALES A professional employer organization has a lot of moving parts that impact a client’s business. This can add …
How does a smaller PEO compete in today’s market?
Overview What is your value proposition? If it’s not your people, it’s your offering. If it’s not your offering, it’s …
PEO SALES: Complex multifaceted business solutions delivered in a concise and direct manner
Overview Superior PEO sales is not a regurgitation of your company’s offering. It is a discovery based, solution driven process …
The Driving Force Behind Branding for PEOs
The True Driving Force Behind Branding Overview With all of the time, energy, money and resources spent on branding a …
Channel Sales Development
Business Resource Center, Inc. works with PEOs that are currently under-utilizing a successful channel sales approach to achieve the …
Sales Commissions: Transactional vs. Residual
Sales Commissions: Transactional vs. Residual How a company pays there sales force in an industry that provides an annuitized revenue …
Sales Professional, Where Do You Rank?
A good indicator for any Sales Professional is where their production ranks in each of the above categories. You have probably run …
Check their C.A.R.D. – Evaluating a business development professional
Evaluation of a top tier business development professional. “Check their C.A.R.D.” Whether you are evaluating business development talent to join …