Special Bonus: Within the First 20-Minutes of This Audio, Davy Reveals his Insider-Secrets on how to Stop Senior Management From Slashing Your Training & Development Budget so You and Your Team can Attend More Conferences to Achieve Better Results!

*If you cannot make the live conference calls, register anyway because I’ll send you the replays*

Just use the form below to enroll now to be sure you are 1 of the 97 who get to play in the ‘credit and collections sandbox’-

How these calls came about-
1. Many of you contacted me, asking me to set up small, interactive conference calls for Business Credit and Collections pros.

2. I agreed to host the calls with a few co-hosts (and cover all of the costs) to help you and our peers.

3. These calls are not what you’re used to, I do not have a canned presentation (those of you that know me well already know this about me). They are your calls, driven by your agenda, and your questions.

My friend Anthony Mitchell, CBA from Rochester Midland Corp. has this to say- “I just wanted to take a moment to compliment you on the conference call…I loved the on-the-fly format…In my opinion that is what separates the old pros from the newbie’s- the ability to answer questions without preparation!”

Conference call highlights-
* You get exclusive access to me and my private network of Credit and Collections professionals

* Calls are scheduled whenever I have time to conduct them (when I’m not on the road speaking), they last about 30-minutes

* If you cannot make the live calls, register anyway because you’ll still get to listen to the replays

* You can even download the calls to your computer, iPod, or another MP3 player

* No need to wait for the next ‘scheduled’ teleseminar or webinar or the next credit conference that ‘may’ cover your current challenge

Bottom line, more ideas = more success, right now!
These 30-minute conference calls provide you with exclusive access to me and my private network of Credit and Collections professionals…ready to tackle your toughest challenges- right now!

Remember, it only takes one idea to completely turn things around and change your business forever, not to mention lowering your anxiety and stress levels, too! There’s no reason to tackle your challenges all by yourself!

PS: Yes, I’m OK if you invite your friends/associates to join us on the calls. I only ask that you have them enroll by using the form below so I can manage the 97 inbound lines (first come, first served).

What to do next-
I’ve made it real  simple, just use the form below to enroll now to be sure you are 1 of the 97 who get to play in the sandbox-

Share your thoughts about the calls, leave a comment-

By: Davy J. Tyburski, the CREDIT and SALES Connector™

In order for your organization to maximize its revenue and cash performance, building and maintaining a solid and positive relationship between your CREDIT and SALES teams is key. Personalities or characteristics play a big role in building the relationship. Credit Service professionals who identify the similar characteristics and take the necessary steps to capitalize on them will become more successful.

Credit and Collections-

Let’s begin by identifying the characteristics or personalities of credit services professionals. They…

1. Make very few mistakes
2. Are usually cautious, careful and very realistic
3. Are very direct
4. Are very consistent and sometimes predictable
5. Are real go-getters
6. Love winning
7. Enjoy challenges

Salespeople-

Our friends on the sales side of our business have some unique characteristics as well. They…

1. Expect quick results
2. Enjoy trying new things
3. Are always looking for opportunities
4. Are risk takers and have a “do whatever it takes” mentality
5. Real go-getters
6. Love winning
7. Enjoy challenges

Have you noticed that above and beyond our differences, we have three characteristics in common? CREDIT and SALES professionals are real go-getters, we love winning and we enjoy challenges. This is where the magic really begins. Ask yourself in what ways can I leverage these similarities? Remember, in negotiations at home or in business, we begin with what we agree on, or in this case, our similarities.

Getting it Done-

Help a salesperson’s “go-getter” personality by assisting him or her in driving more sales for your company. Call one of your salespeople and say, “Hey (fill in the blank), this is Davy Tyburski from the Credit and Collections department, your sales numbers looked great last month, congratulations on a great month! I am calling you about ABC customer. I understand you are trying to generate $500,000 of revenue this year.  The reason I am calling you is to see what I can do to help you increase it to $750,000? Would you like to hear more about it?”

What’s the salesperson going to say?  They’re already thinking about $500,000 and now you are going to help them achieve $750,000! The salesperson should ask YOU to lunch to learn more about this win-win strategy. Think about how you can help deliver more value to the sales team, specifically, how can you help them drive more revenue?

• Maybe you know a person that works for that customer
• Or maybe a friend of a friend that may be able to help your salesperson
• After you reviewed the financials of the customer, maybe you could raise their credit limit
• Ask yourself, “What can I do as a credit services professional to help drive more revenue for the company?” Then let sales know what it is!

CREDIT and SALES professionals love winning and we enjoy challenges. Look for fun and exciting ways to help build teamwork and cooperation between the teams. Here’s an example, the Vice President of Sales and the Vice President of Credit Services get together and come up with a new profitability challenge for a slow cash quarter. Winners receive prizes, rewards and recognition for outstanding performance. Work with your top sales executive and create revenue AND cash contests that reward great CREDIT and SALES performers. Remember, this has to be done together as a joint effort, one team, one vision…Profitability!

Focus on the similarities to achieve greater levels of success within your organization. Use these ideas to catapult your organization ahead and strengthen your CREDIT and SALES relationship! Remember – you get what you focus on.

Good Selling and Great Collecting!

Davy Tyburski is the Founder of CREDITandSALES.com. He’s an author, business consultant and International speaker with 20+ years of real-world leadership experience across various business functions. Davy is known as, The CREDITandSALES Connector™ because of his impressive results in leading both Credit and Sales teams. He is the author of The Insider’s Guide to a Strong CREDITandSALES Relationship.

He is also co-author of the international book, The Best Kept Profit Secret: The Executive’s Guide to Transforming a Cost Center Into a Profit Center. Other co-authors include Abe WalkingBear Sanchez, Declan Flood, Luis Eduardo Perez, Greg Jerralds, and Simon Groves (contributing editor).

He has presented his proven strategies and techniques to many individuals, companies and organizations including Master Lock, Atradius, the Walt Disney Company, Kellogg’s, Medtronic, the National Association of Credit Management (NACM), Mizuno, Goodyear, Manpower, and Microsoft to name a few.

Davy has held leadership positions in: Business Credit and Collections (Accounts Receivable), Sales, Customer Service, Operations, Process Excellence, Corporate Communications and Training.

His track record of success includes many awards and accomplishments: Recipient of the Prestigious CEO’s Award of Excellence (selected over 2,000 other employees), Reduced DSO 59%, while revenue increased 50% during the same period, Awarded Outstanding Performance six times, Drove down operating costs as a percent of revenue in excess of 30%, Two-time member of the President’s Inner Circle and President’s Club, Realized double-digit increases in customer delight survey results.

Davy is available for media interviews, speaking engagements, on-site training/consultations, and teleseminars/webinars. Davy can be reached at http://www.CREDITandSALES.com.

Last month on Thanksgiving day, my family and I were honored to have two awesome Air Force trainees over to our home to celebrate one of my favorite holidays…Thanksgiving.

They are from Iowa and Virginia and have been away from their families for quite some time. We enjoyed having them and were reminded of how blessed we are (along with all Americans) to have such awesome men and women serving our great country.

We sometimes take for granted the freedom and other benefits we all enjoy, including calling anybody we want when we want to (these guys can only do that once a week for a few minutes). During this holiday season, let’s all remember to thank the members of our awesome military and their families for everything they do for us!

Please take a moment to post some of the things you do to honor our military personnel, post a comment now!

By: Davy J. Tyburski, the Credit and Sales Connector™

In order for your organization to maximize its revenue and cash performance, you should build and maintain a solid and positive relationship between the Credit Services and Sales teams. As a Credit Services professional, using the C.A.S.H. system to help strengthen this relationship will give you a can’t-miss return on your efforts.

What is C.A.S.H.?

As we know, CASH is king–it helps the company do great things for your customers, its employees and shareholders. Cash can also be the foundation of a mutually beneficial relationship between your team and the Sales team. Consider C.A.S.H. when you are working to strengthen your Credit Services and Sales team relationship:

C…Communication: You should consider new ways to communicate with the sales team. Get creative! Challenge all forms of communication including phone conversations, voice mail, email messages and especially reporting. Communication should be delivered in ways that salespeople can easily understand.

A…Appreciation: “Thank you for (fill in the blank).” They are small words, with a big impact. Always remind yourself and your team that appreciating the efforts of the sales team is key in strengthening your relationship. By expressing your thoughts in writing with a card or handwritten note takes just a moment, but it definitely takes appreciation to the next level.

S… Support: Try to identify with the sales team during challenging times. Look at obstacles you may be facing as opportunities to improve a business process or the overall relationship with the sales team or the customer.

H… Honesty: A key component of any relationship is honesty. Knowing and providing all of the information relating to a specific issue is a must to ensure the right decision is made. Sharing only part of the information can lead to disaster for current or future relations.

By applying C.A.S.H. your Credit Services and Sales team relationship cannot help but prosper.

Good Selling and Great Collecting!

Davy Tyburski is the Founder of CREDITandSALES.com. He’s an author, business consultant and International speaker with 20+ years of real-world leadership experience across various business functions. Davy is known as, The CREDITandSALES Connector™ because of his impressive results in leading both Credit and Sales teams. He is the author of The Insider’s Guide to a Strong CREDITandSALES Relationship.

He is also co-author of the international book, The Best Kept Profit Secret: The Executive’s Guide to Transforming a Cost Center Into a Profit Center. Other co-authors include Abe WalkingBear Sanchez, Declan Flood, Luis Eduardo Perez, Greg Jerralds, and Simon Groves (contributing editor).

He has presented his proven strategies and techniques to many individuals, companies and organizations including Master Lock, Atradius, the Walt Disney Company, Kellogg’s, Medtronic, the National Association of Credit Management (NACM), Mizuno, Goodyear, Manpower, and Microsoft to name a few.

Davy has held leadership positions in: Business Credit and Collections (Accounts Receivable), Sales, Customer Service, Operations, Process Excellence, Corporate Communications and Training.

His track record of success includes many awards and accomplishments: Recipient of the Prestigious CEO’s Award of Excellence (selected over 2,000 other employees), Reduced DSO 59%, while revenue increased 50% during the same period, Awarded Outstanding Performance six times, Drove down operating costs as a percent of revenue in excess of 30%, Two-time member of the President’s Inner Circle and President’s Club, Realized double-digit increases in customer delight survey results.

Davy is available for media interviews, speaking engagements, on-site training/consultations, and teleseminars/webinars. Davy can be reached at http://www.CREDITandSALES.com.

By: Davy J. Tyburski, the Credit and Sales Connector™

In order for your organization to maximize its revenue and cash performance, building and maintaining a solid and positive relationship between your Credit and Sales teams is key.

Credit Service professionals who begin this relationship on the right foot achieve greater levels of success as compared to those who do not. In this article, we will cover some key strategies and techniques that will pave the way to a strong and healthy relationship with a new salesperson.

WIIFM

You’ve heard this adage many times, “What’s in it for me?” It is also true in the case of a new salesperson, you must think, “What’s In It For Them?” Do you remember your first few weeks as a Credit Services professional? You focused on the things that mattered the most to you, right? Meeting and greeting the most important people inside and outside of your organization and you also focused on the tasks and processes that would bring you the most benefit.

It is no different for a new salesperson. Remember, the things that matter most to salespeople are their customers, their revenue, their commissions and their bonus checks. With that said, you should focus on providing information, reports and process overviews that will help them in these key areas. You must keep in mind a salesperson’s goals, motivation and work habits, while sharing a little bit about the Credit Services side of the business.

Sharing the Details

But not too much detail, remember salespeople do not want stacks of paper and large spreadsheets, just give them what is absolutely necessary in order for them to succeed in generating more revenue!

1. Customer information-

a)    A 12 month history of the revenue performance of their assigned accounts

b)    Also include the “payment history” on the accounts

c)    Inform them who on the Credit Services team is responsible for their accounts and schedule a lunch or conference call to begin the process of open communication

2. Revenue information-

a)    When and how you inform them of potential credit holds

b)    The problems you deal with from the “other” salespeople and what they can do to prevent the same issues that slow down your revenue recognition processes

c)    Credit limits versus actual revenue for their assigned accounts. This may help them target the appropriate customers that can actually pay for your products and services

3. Bonus and commission checks-

a)    Outline the benefits of getting involved early in the collection process. No customer payments = No future Bonus or Commission checks

b)    Provide credits issued for the last 12 months for their assigned accounts, as this could impact their bonus or commission checks moving forward

Continue to think of what elements of the process the salesperson is involved in (or should be involved in) that, if done correctly can expedite the booking of revenue review these main points.

Use these ideas to catapult your organization ahead and strengthen your CREDITandSALES relationship! Remember – you get what you focus on.

Good Selling and Great Collecting!

Davy Tyburski is the Founder of CREDITandSALES.com. He’s an author, business consultant and International speaker with 20+ years of real-world leadership experience across various business functions. Davy is known as, The CREDITandSALES Connector™ because of his impressive results in leading both Credit and Sales teams. He is the author of The Insider’s Guide to a Strong CREDITandSALES Relationship.

He is also co-author of the international book, The Best Kept Profit Secret: The Executive’s Guide to Transforming a Cost Center Into a Profit Center. Other co-authors include Abe WalkingBear Sanchez, Declan Flood, Luis Eduardo Perez, Greg Jerralds, and Simon Groves (contributing editor).

He has presented his proven strategies and techniques to many individuals, companies and organizations including Master Lock, Atradius, the Walt Disney Company, Kellogg’s, Medtronic, the National Association of Credit Management (NACM), Mizuno, Goodyear, Manpower, and Microsoft to name a few.

Davy has held leadership positions in: Business Credit and Collections (Accounts Receivable), Sales, Customer Service, Operations, Process Excellence, Corporate Communications and Training.

His track record of success includes many awards and accomplishments: Recipient of the Prestigious CEO’s Award of Excellence (selected over 2,000 other employees), Reduced DSO 59%, while revenue increased 50% during the same period, Awarded Outstanding Performance six times, Drove down operating costs as a percent of revenue in excess of 30%, Two-time member of the President’s Inner Circle and President’s Club, Realized double-digit increases in customer delight survey results.

Davy is available for media interviews, speaking engagements, on-site training/consultations, and teleseminars/webinars. Davy can be reached at http://www.CREDITandSALES.com.

By: Davy J. Tyburski, the Credit and Sales Connector™

In order for your organization to maximize revenue and cash performance, you must build and maintain a solid and positive relationship between the Credit and Sales teams. As a Credit Services professional, one of the most effective ways you can help strengthen your Credit and Sales Relationship is to give the sales team more time to sell to your customers.

Sticking to What Matters Most
In some organizations, the sales force may spend up to 50% of their time on non-sales related activities. These activities can simply be defined as; time not spent maintaining or increasing revenue for the organization. In other words, focusing on low-payoff activities that add little to your bottom line.

Low-payoff activities can include unnecessary phone calls or e-mails to the wrong team members within your department. For instance, a salesperson might call into the department and speak to the wrong individuals, or even worse, get transferred to a number of team members before finding the right person to resolve his or her issue.

The How-To
You can give the Sales team more time to sell by creating a ‘Who to Call For What’ guide for your department. You have two options: Option #1 is to print a hard copy and assemble it in a 3-ring report type binder (a thin, soft cover binder). And option #2 is to post the information on your organization’s internal website (Intranet).
Try to incorporate both pieces, as it gives the sales team better access to the information.

If you choose to publish it in a hard copy format, be sure to print on both the front and back of each page. This will keep your finished product thin and very easy to use. It should not exceed fifty pages (25 sheets of paper). And don’t forget to encourage the sales team to carry it with them in their laptop bag or briefcase for easy access.

I’ve already created a template for you; visit the CREDITandSALES.com Continuing Education page to learn more.
Your guide’s content should include:

1. A written overview (two paragraphs maximum) of your department’s role and responsibility to the organization, your department’s mission statement, and an outline of the benefits you provide to the sales team.

2. Organization charts encompassing all levels, from Vice President to Supervisor- include the team member’s name, title and direct phone number or extension.

3. The ‘Who to Call For What’ area should be formatted in four columns- list each team members name (in alphabetical order), title, extension and/or phone number and a two sentence or less description of their responsibilities (be sure to include the duties carried out specifically for the sales team).

4. Key department policies and procedures. For example, outline in a bullet point format your customer collection policy and procedures. Be sure to include the information the sales team needs to know to save them time in processing requests through your department.

5. Key forms or other paperwork the sales team uses to conduct business with your department.

6. The last step is to create a keyword index in the back of the guide. This makes the guide very user friendly. After compiling your information, go back and highlight keywords the sales organization may need to reference. The index should include:

* Key word(s)
* Page number(s)
* Team member’s name
* Team member’s extension or phone number

Bang For Your Buck
After the guide is in the final draft stage, set up a meeting with the Vice President of Sales to present it. Be sure to mark it as ‘Final Draft’ and encourage them to provide input to make it even better before it is printed.

The last and most important step is to SELL the finished product to the sales team. Create a memo and inform the sales team why you invested the time to create the guide. Send the memo and guide out to every salesperson and encourage them to offer suggestions for improvement. Include one person’s name and their contact information where suggestions should be sent.

If you decide to post the information on your Intranet, follow the same communication steps outlined above. Emphasize the point it was created to give them more time to sell! To learn more insider secrets to a strong Credit and Sales Relationship, visit http://www.CREDITandSALES.com.

Good Selling and Great Collecting!

Davy Tyburski is the Founder of CREDITandSALES.com. He’s an author, business consultant and International speaker with 20+ years of real-world leadership experience across various business functions. Davy is known as, The CREDITandSALES Connector™ because of his impressive results in leading both Credit and Sales teams. He is the author of The Insider’s Guide to a Strong CREDITandSALES Relationship.

He is also co-author of the international book, The Best Kept Profit Secret: The Executive’s Guide to Transforming a Cost Center Into a Profit Center. Other co-authors include Abe WalkingBear Sanchez, Declan Flood, Luis Eduardo Perez, Greg Jerralds, and Simon Groves (contributing editor).

He has presented his proven strategies and techniques to many individuals, companies and organizations including Master Lock, Atradius, the Walt Disney Company, Kellogg’s, Medtronic, the National Association of Credit Management (NACM), Mizuno, Goodyear, Manpower, and Microsoft to name a few.

Davy has held leadership positions in: Business Credit and Collections (Accounts Receivable), Sales, Customer Service, Operations, Process Excellence, Corporate Communications and Training.

His track record of success includes many awards and accomplishments: Recipient of the Prestigious CEO’s Award of Excellence (selected over 2,000 other employees), Reduced DSO 59%, while revenue increased 50% during the same period, Awarded Outstanding Performance six times, Drove down operating costs as a percent of revenue in excess of 30%, Two-time member of the President’s Inner Circle and President’s Club, Realized double-digit increases in customer delight survey results.

Davy is available for media interviews, speaking engagements, on-site training/consultations, and teleseminars/webinars. Davy can be reached at http://www.CREDITandSALES.com.

What is another great question you ask when interacting with Accounts Payable? Leave a Comment

Let me know how you are connecting your CREDITandSALES teams-Leave a Comment