Selling from WHY - A PEO sales story.

Challenging the standard sales approach to a complex sale like PEO - exploring a new methodology and process - and examining the only question that matters: WHY.

Episodes

Episode 14 - Intro to Human Capital Management

February 28, 2019 • 47 mins

What is Human Capital Management and why does it matter to my prospect and to my sale?

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Episode 13 - The WHY sales technique.

February 5, 2019 • 30 mins

The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!

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Episode 12 - Basics of the HR sale

February 4, 2019 • 49 mins

Diving into how HR is built for most SMBs. What is missing and what opportunities are present for the sales person.

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Episode 11 - How and when to talk Healthcare.

February 1, 2019 • 54 mins

How do we present, differentiate and sell healthcare in the PEO industry!

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Episode 10 - PEO Document collection process

November 14, 2018 • 29 mins

Understanding ways to handle the struggles of Document collection - how can we make it easier on prospects and sales alike.

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Episode. 9 - The Business Analysis

November 14, 2018 • 34 mins

A thorough review of the Business Analysis for PEO sales as the first step in the sales process following the Initial Meeting - what questions do we ask, how do we organize the meeting and what information is crucial to obtain?

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Episode. 8 - Steps of the PEO sales process

November 14, 2018 • 39 mins

In this episode we dive into the PEO sales process - what is the goal of the process, how do we mirror it to our methodology and what are some successful outcomes.

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Episode 7 - Competitive Selling

November 14, 2018 • 20 mins

Today we cover the ways to tackle the competetive selling environment and how we can ensure we win the business without lowering price.

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Episode 6 - Your PEO story

November 14, 2018 • 36 mins

In this episode we examine your PEO story and how you explain PEO to the prospect. How do we use our story to create alignment and collaboration?

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Episode 5 - Running Successful First Meetings

November 14, 2018 • 25 mins

In this episode we uncover some tips and tricks for successful initial meetings and how to be sure you achieve the results you're looking for the first time you meet your new prospect.

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Questions from listeners -

November 14, 2018 • 28 mins

What’s a good first meeting close ratio? How long does a sales process take? What happens if you forget a step in your process? What are the 2 bet eco-systems to partner with?

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Episode 4 - The WHY sales method & whats different

November 14, 2018 • 21 mins

In todays episode we begin to explore WHY a PEO exists and how that creates an engaged prospect

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Episode 3: Examining Internal HR struggles

November 14, 2018 • 23 mins

A deeper dive into the idea of internal employment infrastructure and the way in which a business may attempt to tackle the growing needs of HR in their business.

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Episode 2: Market Impacts Examined

November 14, 2018 • 22 mins

In this episode we dig in to the external and internal impacts of the market place that make it hard for businesses to succeed.

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Selling from WHY - A PEO sales story.

Episodes

.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}Episode 14 - Intro to Human Capital Management

.css-r6mb8g{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:1;overflow:hidden;}Episode 13 - The WHY sales technique.

Episode 12 - Basics of the HR sale

Episode 11 - How and when to talk Healthcare.

Episode 10 - PEO Document collection process

Episode. 9 - The Business Analysis

Episode. 8 - Steps of the PEO sales process

Episode 7 - Competitive Selling

Episode 6 - Your PEO story

Episode 5 - Running Successful First Meetings

Questions from listeners -

Episode 4 - The WHY sales method & whats different

Episode 3: Examining Internal HR struggles

Episode 2: Market Impacts Examined

Popular Podcasts

Episode 14 - Intro to Human Capital Management

Episode 13 - The WHY sales technique.