by Excelerate America

​While the holidays are indeed the most wonderful time of year, they're also the most dangerous for businesses everywhere.

During the height of shopping season, hackers are even harder at work, doing their best to illegally obtain important customer data.

Target, Neiman Marcus, and even eBay have all been victims of costly cyber hackers. And small businesses are even more susceptible, even though you may think you're doing enough.

“Protecting my customers' information is my top priority.”
Or
“It's covered through our insurance policy.”

Everyone thinks they're all set or that it couldn't happen to them. Unfortunately, they're wrong.

Having a reliable IT management service can prevent costly data breaches.
In 2017, cyber attacks cost small and medium sized businesses an average of $2,235,000. 

And 60% of small businesses say cyber attacks are becoming more severe and more sophisticated. 

That's why it's so increasingly important to have the right expert tech team, during the holidays and the whole year through.

Of course, small business budgets are always tight.

Comprehensive, quality IT support is worth so much more than what a cyber attack could cost you.

Office Depot OfficeMax Managed IT Services provides the security you need at a price point that also works for you.

They have multiple plans depending on your business needs, concerns, and budget.

Plus, when you’re an Excelerate America customer, they’ll waive the initial set-up fee, a savings of up to $399. 

So, keep your holidays merry and all right.

Protect your customers and your business today with Office Depot OfficeMax Managed IT Services.

​​
by UHY LLP

The Social Security Administration (SSA) increased the maximum amount of wages subject to Social Security tax to $132,900 for 2019 which is an increase of $4,500 from the 2018 amount of $128,400. Employees with wages of $132,900 or greater would pay in a maximum of $8,239.80 in 2019 and the employer would pay an equal amount.

The SSA also announced a cost-of-living adjustment of 2.8 percent for recipients of Social Security benefits. In addition the annual earnings which can be earned before a recipients benefits are reduced is $17,640 before full retirement age and $46,920 once full retirement age is reached. ​

This blog was originally posted by UHY LLP.

​By Sandler Training

Gwen’s closing rate wasn’t looking good; she had missed quota for three consecutive quarters. She asked her manager Eileen for a little help in figuring out what she could do to improve. Among the questions Eileen asked during their one-on-one meeting was this one: “Can I take a look at your proposals?”

The answer was “Yes”. After the coaching session, Gwen quickly passed along all the proposals she had put together over the past ninety days. What Eileen saw gave her pause.

Gwen’s proposals were dense, long, and, for long stretches, virtually impossible for someone who wasn’t an expert to understand. They were loaded with technical details that Eileen felt sure Gwen’s prospects didn’t need and hadn’t asked for, and they each included so many product options and service plans that Eileen wondered how Gwen’s prospective buyers could even understand what she wanted them to do next.

Eileen said, “I have some ideas I’d like to share with you before you put together your next proposal. How would you feel about working on the next offer together?” Gwen, grateful for help, said that would be fine with her.

“IT’S COMPLICATED”

The relationship-status label “it’s complicated” may be popular online…but these words should never drive the offer you pass along to a prospective buyer.

Too many salespeople over-complicate their offers. This occurs primarily for one of two reasons.

Some salespeople convince themselves that they must present complex solutions in order to establish intrinsic value. They believe that the greater the number of elements included in the offer, the greater its perceived effectiveness will be...and the more readily it will be accepted by the prospect. Usually, the opposite is true: a complex, multi-tiered offer is more likely to be perceived as requiring close review from the prospect’s side to make sure everything is in order, and thus more likely to result in a “think-it-over” stall.

Other salespeople overcomplicate their offers to establish financial value. They’re insecure about what they’re charging and are looking for ways to justify the price tag they’ve attached to their recommendations. As a result, they include a number of “value-added” elements which may be helpful, but which are not essential to addressing the prospect’s needs – and which sometimes haven’t even been discussed with the buyer. 

These “value adds” are included for no other reason to bolster the perceived value of the offer… and thereby substantiate the required investment. Usually, they don’t. Gwen, unfortunately, was routinely making both of these mistakes. What she failed to recognize (until her conversations with Eileen) is that prospects appreciate elegant solutions.

Elegant solutions are well-ordered, simple and concise.

Elegant solutions make it easy for prospects to connect your product or service to the outcomes they are after. The easier you make it for them to establish that connection, they more likely you are to make the sale.

FROM OVERCOMPLICATED TO ELEGANT

With Eileen’s help, Gwen began creating solutions that were less complicated, more elegant, and centered on the solutions she had actually discussed with her prospects.

Not only that, Gwen began withholding her proposals until she was certain about the pain the prospect was experiencing, her firm’s ability and willingness to alleviate that pain, the budget available for making that pain go away. And the decision process for allocating that budget. As a result, her proposals were briefer, more direct, and more focused on the key issues she had discussed with her prospects. Her closing ratio improved… and she found that, in some cases, she didn’t even need to deliver a proposal in order for the prospect to say “Yes”!


This blog was originally posted by Sandler Training.