Business Development

The Dilemma of the Association Sales Professional

Associations are getting serious about business development right now. I’ve been working in association sales for the better part of 20 years and have begun to see a few things happening. Today there is a real need for biz dev talent, and people...

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How to Best Address the “Stuck Deal”

The stuck deal is the business development experts most frustrating situation. The prospect loved the discussion, wanted a proposal, and now nothing has happened.  Nada.  Not even a response from a desperate email plea. In these situations, I...

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Why Podcast?

More than 144 million people are listening – that’s why.  And, listenership grows year over year – and more people than ever are listening to more than one podcast. The medium is a killer trend for 2019 and the number of associations I’ve spoken...

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Focusing on the Association Chapter

One of the significant trends developing in 2019 is the increased interest by national organizations in strengthening their chapter operations. I’m not saying there haven’t been previous efforts by national groups, but greater attention is being...

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My Top Business Tip

My daughter, Grace is home from college and we were chatting about business and some of things that make you successful. It heartens me that at her age – she has an active interest. But, from our conversation, one aspect came up that is so basic –...

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