TOPICS

28 ARTICLES

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28 ARTICLES

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

SECRETS TO SUCCESS IN DIGITAL CONTENT MARKETING: ORGANIC SOCIAL MEDIA FOR YOUR PEO

The digital content landscape for small businesses these days is, in a word, confusing. Since the rise of social media, it has proven itself to be an effective tactic to increase brand awareness, create a sense of community, and generate leads at a relatively low cost. It’s almost a given now that social media will be part of a larger communications strategy, and with good reason — it’s one of the easiest ways to reach potential customers and directly communicate with them. 

BY Rach Komatireddy

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

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

HOW PEOS ARE HELPING SMBS MEET MARKET DISRUPTORS HEAD ON

The modern world is driven by convenience and customization, SMBs included. Digitization, remote-friendly roles, and a generational shift in the workforce all impact today’s employee experience. When this experience is lacking, it can be costly to companies in more ways than one.  

BY David Pearson

August 2023

BUILDING STRONG RELATIONSHIPS WITH CLIENTS LEADS TO BETTER OUTCOMES FOR ALL

A PEO is only as strong as its client relationships. From ownership to worksite employees, we need to be engaged at every level of our clients’ teams. Of course, strong connections between owners and executives build trust that is needed to develop successful relationships.

BY Sam Rathbun

March 2023

ACCELERATING THE SALES PROCESS WITH MARKETING CONTENT

Quality content is the key to a successful marketing strategy. Content published online will extend a brand, position your business as subject matter experts, attract visitors to a website, and convert those visitors to qualified sales leads.  But the role content plays in the sales process doesn’t end there.     The same content that was created to support marketing’s objectives can also be used (or repurposed) to support the sales process and even help accelerate deals through the funnel. Salespeople engage with prospects at various stages of the buyer’s journey – Awareness, Consideration, and Decision-making. 

BY Dean Moothart

February 2023

THE TOOL FOR BUILDING THE BUSINESS CASE FOR PEO

In my last article, we covered the role of the salesperson in the underwriting process and the important documents we need to gain from prospective clients to effectively underwrite them for a proposal. In this article, we are going to talk about something very exciting - your proposal request form. Don’t go too crazy on me, because this is a very important document to effectively build your business case.

BY CLAY M. KELLEY, SHRM-SCP

October 2022

Understanding the Sales Team’s Role In Effective Underwriting

In the early days of the PEO industry, a PEO salesperson only had to submit a census of employee and payroll data, workers’ compensation codes and health plan participation to get a proposal/pricing. There was no underwriting or scrutiny of the prospect’s information, no credit check, no comparisons. Consequently, due to a failure to manage risk, some PEOs went out of business or lost their workers’ compensation insurance or health insurance plans. The PEO industry’s reputation took a hit in some markets.

BY Clay Kelley, SHRM-SCP

August 2022

PEO INDEX REFLECTS UNIQUE ECONOMIC ENVIRONMENT

Looking at this month’s PEO Index, it appears at first glance that gross domestic product (GDP) is taking off and the PEO Index is lagging. However, the unique employment environment of today belies first impressions. 

BY JOHN J. SLAVIC

May2022

LONG-TERM LEAD NURTURING

The prospecting your team does today often doesn’t result in closed business for several weeks or months. How do you keep a prospect engaged for an extended sales cycle? How do you keep your qualified leads from going into a “black hole?”    Longer sales cycles and shortened attention spans are often deal-breakers, but lead nurturing gives you an advantage when it comes to converting prospects and building trust. 

BY DEAN MOOTHART

May2022

Sharpening Your Sales Team’s Business Acumen

The PEO sale is a complex sale. To be successful at selling PEO, salespeople should have a real-world understanding of human resources practices, from hiring to retiring and all the drama in between. They should be knowledgeable about: • Employment regulations; • Workers’ compensation and regulations; • Risk management; • Employee benefits, administration, and regulations; • Payroll, payroll forms, payroll taxes, and regulations; • Time and attendance systems; and  • HR technology. 

BY CLAY M. KELLEY, SHRM-SCP

April 2022
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