Transparency and aligning external and internal sales goals is essential to having successful client relationships.
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Hello and welcome to JP Moery’s Association Hustle Podcast. President of The Moery Company, JP’s mission is to arm today’s associations with insight and strategy to thrive and a progressively complex and competitive business landscape. 21st century associations must move forward with a little bit of hustle and revenue development at their core.
#1: The importance of transparency. Don’t be hesitant to reveal your value proposition challenges to your sales partner.
#2: Focus on the goal, not who gets the credit for meeting the goal. Make sure that the goals of the internal and external teams are aligned.If you hire business development partners, let them do the sales work. If the internal team has separate incentives, it could result in a lack of full collaboration. We had an experience like this, where the point of contact had similar incentives. They were actually keeping leads from us because they wanted to get the credit. It’s not a sin, it’s just not great collaboration.
#3: Communicate at least weekly, if not daily, about sales momentum. And, make it a two way street.
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