Move the Middle A Lesson in Sales Leadership Overview Superior performers will perform under any circumstances. Poor sales professionals …
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 …
PEO Client Selection Process
PEO Client Selection Process By: Rob Comeau Overview A well-defined client selection process is necessary to remove ambiguity within …
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 …
A Series of Useful Questions
50 Questions that can change your PEO Overview The right questions can make all the difference when in pursuit …
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 …
Acquisition Growth – Organic Growth Must Coincide
Overview Strategic acquisitions can further a geographic reach, increase revenue and after consolidation synergies are realized, increase net profit margins. …
What is your exit strategy?
WHAT IS YOUR EXIT STRATEGY? Overview: What is your exit strategy? Within the industry as a whole, PEOs as well …
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 …
Sales Force Optimization: forget the 80/20 rule
By: Rob Comeau, CEO of Business Resource Center, Inc. SALES FORCE OPTIMIZATION Ethical numbers speak volumes. If you are …
The cannibalization of commoditization
Selling on price is not the answer If your sales-force is selling primarily on price, it is devaluing your …