TOPICS

37 ARTICLES

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37 ARTICLES

REPOSITIONING THE PEO VALUE PROPOSITION: FROM OPERATIONAL SUPPORT TO STRATEGIC GROWTH

These are strategic outcomes that resonate with growth-minded business leaders. We must ensure the message we’re sending to the market reflects this.

BY CHAD PARODI

October 2025

3 STRATEGIES TO INTEGRATE EOR IN YOUR PEO’S GO-TO-MARKET STRATEGY

PEOs that focus on personalization, sales enablement, and compliance expertise will become indispensable to clients. You can strengthen your clients’ domestic position and build a foundation for global growth.

BY EZRA SCHNEIER

October 2025

MANAGING SALES PERFORMANCE: IT’S EASY WHEN YOU HAVE A PLAN

Weekly or bi-weekly one-on-one meetings should never last more than 20 minutes. Your sales team members should be well prepared to discuss their sales results, expectations and pipeline.

BY CLAY M. KELLEY, SHRM-SCP

September 2025

A VALUE-ADDED SERVICE: HOW TO POSITION THE EMPLOYEE HANDBOOK IN YOUR PEO SALES AND MARKETING STRATEGY

In a crowded market where services often sound the same, your approach to handbooks can be a true differentiator.

BY KRISTEN FRADIANI

September 2025

RETHINKING THE PEO SALES FUNNEL

The world of B2B sales is undergoing a dramatic shift—and the PEO industry is not exempt. In fact, if your pipeline development strategy still relies heavily on traditional outbound tactics and seller-led conversations, you may be missing a significant percentage of today’s buying activity. According to the 2024 B2B Buyer Experience Report by 6sense, today’s …

BY Dean Moothart

June/July 2025

THREE GROWTH CHALLENGES AND SOLUTIONS FOR PEOS

The PEO industry continues to experience rapid expansion, creating new opportunities and challenges for providers. As demand for outsourced HR services grows, PEOs must balance scalability with operational efficiency while also addressing workforce shortages and regulatory complexities. Staying ahead in this evolving landscape requires strategic planning and the adoption of innovative solutions that drive growth …

BY Rick Torrence

April 2025

EDUCATE, RETAIN, & EXPAND: 3 STEPS TO GUIDE YOUR PEO GROWTH JOURNEY

The PEO business has been good. I’ve enjoyed my career in this field, and I am energized to help all parties reap the benefits that a PEO offers. But did you know that only 17% of US companies with 10-99 employees currently use a PEO? A tremendous potential for growth exists in the marketplace, and …

BY Mark Steiger

April 2025

NAPEO’S 2024 PEO AWARENESS SURVEY UNVEILED

Since 2018, NAPEO has partnered with market research firm Povaddo to track PEO awareness among business owners and key decision makers. The 2024 survey found that PEO awareness now stands at 67%, a 48% increase since 2018.

BY Chris Chaney

March 2025

HAVE NO FEAR! THE PROPELLERS ARE HERE!

Propel HR's superhero-driven marketing campaign shows their PEO expertise in action—rescuing businesses from administrative overload, compliance traps, and the fight to retain talent.

BY Robert "Brax" Cutchin

March 2025

THE CRITICAL ROLE FOR PEOS IN MAXIMIZING EMPLOYEE CARE

Amid an ever-shifting set of challenges — from rising costs to changing consumer preferences and generational shifts in the workplace — employers now face a “permacrisis.” The formerly unprecedented has become the norm, ramping up pressure on employers to devise new strategies to safeguard their talent and grow their business.

BY Geoff Vandal

October 2024

SHARPEN YOUR FOCUS: TIPS FOR IDENTIFYING DEALS THAT WILL CLOSE

If you’re struggling with low close rates or stalled deals, be brutally honest with yourself by using these three criteria for each opportunity in your pipeline.

BY Haden Roberts

October 2024

How to Actuarially Drive Sales

Leveraging actuarial skills and data-driven strategies is like having a GPS for your sales journey. It helps PEOs target the right markets, optimize profitability, tailor pricing, and continuously improve.

BY Frank Huang, FCAS, MAAA

September 2024

10 STRATEGIES FOR PEOS TO EXPAND AND THRIVE IN AN EVOLVING BUSINESS LANDSCAPE

In today's rapidly evolving business landscape, PEOs must expand their businesses to thrive and remain competitive. As companies continue to seek efficient and cost-effective solutions for their HR needs, PEOs have a unique opportunity to leverage their expertise and comprehensive services to capture a larger market share.

BY Chandler Thorn

September 2024

MIND THE GAP: WHAT YOU’RE NOT OFFERING CAN HURT YOU

To remain competitive and keep clients, PEOs must address these critical gaps in HR analytics, platform scalability and data security. By enhancing their service offerings in these areas, PEOs will better meet the evolving needs of their HR clients, ensuring sustained strategy, scale, security and satisfaction.

BY Celia Fleischaker

August 2024

EMPOWERING PEOS: THE IMPERATIVE OF EDUCATING MINORITY SMALL AND MID-SIZE BUSINESSES

By educating minority SMBs about the benefits and intricacies of PEO partnerships, we not only foster a deeper understanding of our services but also cultivate trust and transparency.

BY Felcia G. Harris

August 2024

REVERSE ENGINEER THE SALES AND MARKETING PROCESS TO DRIVE MARKETING ROI

The ultimate objective of every marketer is to produce a meaningful and measurable ROI. Unfortunately, having that objective and actually achieving that objective are two very different things. As with any goal and objective, there are three key elements to success – a strategy, a plan, and disciplined execution. But keeping your fingers crossed isn’t …

BY Dean Moothart

June/July 2024

TURNING COMPLIANCE CHALLENGES INTO COMPETITIVE ADVANTAGES: A WINNING MARKETING STRATEGY

By investing in expertise, tailoring solutions, educating the market, highlighting benefits, showcasing success stories, and finding unique and personalized differentiations, PEOs can position themselves as indispensable partners for businesses seeking to navigate complex regulatory landscapes with confidence.

BY Todd LaBeau

May 2024

5 STRATEGIES TO KEEP SALES MOMENTUM GOING

With proper planning, you can keep the sales momentum through the “perceived” slow times. The key is to be consistent, and you will keep the sales momentum going with a healthy pipeline of qualified opportunities.

BY Clay M. Kelley, SHRM-SCP

May 2024

ENGAGING NEW SALES TEAM MEMBERS

As with mastering anything; a golf swing, a musical instrument…any worthy endeavor…training should be continuous and repetitive. The following is an outline of a 30 - day training plan - the operative word here is outline. You will need to make it your own, in content and timeframe - the goal is to help you with the heavy lifting of designing your own plan to increase engagement.

BY Clay M. Kelley, SHRM-SCP

February 2024

STEADY GROWTH IN PEO REVENUE AND WAGES, CLIENT COUNTS REBOUND

The results of NAPEO’s PEO Pulse Survey for the third quarter of 2023 show that PEOs continue growth, although at a slower pace than previous quarters.

BY

December 2023/January 2024

THE PEO INDUSTRY FOOTPRINT: NAPEO’S 2023 WHITE PAPER

During our Annual Conference and Marketplace last month, we unveiled the findings of our latest white paper.

BY Chris Chaney

November 2023

FOSTERING ENGAGEMENT AND INNOVATION IN REMOTE SALES & MARKETING TEAMS

Culture, engagement, collaboration, and innovation have all experienced drastic changes over the past several years. The move many companies made to a remote or hybrid work environment has created a need for new strategies to achieve the same level of production and employee engagement. This is especially true for marketing and sales teams, which traditionally relied heavily on in-person collaboration and innovation sessions.

BY Deborah Brousseau

September 2023

THE MOST OVERDUE ARTICLE EVER WRITTEN: ETHICS IN SELLING PEO

This article is 38 years and over 80 plus PEO Insider articles in the making. Before we get too far in, let’s get a few things straight. One, we’re going to get real. Two, I ain’t perfect, never claimed to be. Three, we do not have to overpromise or be in any way less than 100% honest to be successful in gaining new clients. Four, there are people in this business who need to be fired or need to get out of the business for their predatory sales practices.

BY Clay M. Kelley, SHRM-SCP

September 2023

PARTNERING WITH BENEFITS BROKERS IS GOOD FOR PEOS AND GOOD FOR BROKERS

Benefits broker partnerships can offer PEOs a unique vantage point to harness both growth opportunities and strategic collaboration, wherein both parties can leverage their specialized skill sets to provide comprehensive, value-added solutions to business clients. Understanding which broker partnerships will help you and your clients most is the first step when forming a partnership. 

BY Heather Keefer Saulsbury

September 2023
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