Sales in the Accounts Receivable Management (ARM) industry is notoriously under-documented. With few resources tailored to the unique challenges of selling collections, recovery, and first-party services, many professionals are left reinventing the wheel - or skipping the critical discovery process altogether.
This session uncovers the most overlooked skill in ARM sales: effective discovery. We'll cover how to ask smarter questions, uncover hidden pain points, and structure conversations that align your solution with the client's business objectives. Whether you're a seasoned sales pro or new to ARM, you'll leave with a clear framework to shorten sales cycles, increase deal size, and win more accounts.