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...
Business Development
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...
Inspired by Valentine’s Day, Don’t forget to K.I.S.S (Keep it Simple, Stupid)
In my experience, the best method for sales and sales communication is just to keep it simple. All too often I see overly complicated proposals, sales communications and especially marketing emails that are over the top, over-explained and...
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...
The Biggest Mistake I Have Made and Continue to Make
I've made a lot of mistakes so far in my sales career. It’s part of the learning curve. Without mistakes, there is no room for growth. Recognizing them and working to fix them is what makes them worthwhile. One of the biggest errors I have made...
Implementing a Key Accounts Program for Association Membership
One of the things my team and I are pretty fired up about for 2019 is selling the key account. Here are a few insights around key account management for association membership. You probably have about a dozen organizations that are larger, more...
A Winning Solution to the Pay-to-Play Sponsorship Dilemma
I want to address a quick topic today in the area of sponsorships. Over the last year or two, I’ve started to see associations accept the idea of having sponsors pay for the opportunity to deliver content – thought leadership. What are your basic...
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...
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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