Finish 2018 Strong
As the year comes to a close, most folks are wrapping things up and looking forward to some days off for the holidays. To be able to relax and enjoy your time off, it is essential to finish 2018 strong and start 2019 stronger. As a former college athlete, a little...
Frame Out a Winning Brainstorming Session
It’s that time of year when we’re doing a little classic brainstorming on long-range plans and strategic goals. In fact, I’m meeting with a client soon to have just such a conversation, and I want to share a few ways you can map out your approach. It's a simple, yet...
Effective Sales Email Tactics
I’m sure everyone reading this can agree it’s easy to spill content uncontrollably when sending emails to prospects. It’s much easier to throw as much information as you know into emails than taking the time to do research on the company and tailor messaging to their...
Getting Past the Gatekeepers
We had a great discussion today during a morning pep rally about how we engage with “gatekeepers” in the sales process. To be clear, there are two types of gatekeepers: those who call you to get information about your association membership program. And, those who...
Why it’s Essential to Maintain a Positive Attitude in Sales During Q4
For those of you in sales, you may agree at times it can feel like an absolute grind. When things aren’t going your way, it’s easy to get down on yourself and blame others for your mishaps. Conversely, it’s easy to be positive when you’re making sales and things are...
How Are You Preparing for 2019?
Quick – it’s the first week of December – what is your plan of attack for January 1, 2019? For each of my clients, I have a different plan, most of which have been in the works since the end of Q3. The holidays give us a chance to reset and position ourselves up for...
Outsourcing: The Myth Debunked
I feel the need to debunk a big myth about outsourcing. Something I hear regularly is, “We don't want to outsource membership sales because this is such a close-knit family industry.” Well, let's break this down a bit, and I'll share my perspective. First, a trend we...
Dig into the Data for Membership Retention and Engagement Success
Data is key to developing winning strategies around engagement and retention. Data from your CRM and other sources can be utilized in myriad ways. There’s no reason to gather everyone in the conference room and start writing down ideas on a white board without data...
How Would You Rate Your “Best Practices?”
Are your best practices really “the best?” I often think about this when it comes to email messaging and how it supports the goal of making the sale. Whatever your position within an organization may be, we all develop a standard business process. And if you haven’t...
Outlook 2019: Top Association Trends and Predictions – Moery Webinar Series
As you make your plans for next year – plan to attend JP Moery’s next webinar, “2019 Outlook – Top Association Trends and Predictions.” He’ll highlight what’s on the horizon for membership and sponsorship sales, how to cultivate thought leadership to drive your value...