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Story
Change The Way You Think
Story
Altitude (Framework)
Case for Support
Engagement
Team
Commit to Sales
Talent
Teams
Boards
Leadership
Funding
Qualified Prospects
Sales Process
On Campaigns
Relationship-Based Funding Model
Funding Frameworks
Personal
Life as a Journey
Attitude Is Everything
Define Success
Health & Spirit
Social Entrepreneurship
Resources
Campaigns
Frameworks
Sales Resources
Guidebooks
Audio
Video
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"You're in Sales. Get over it!"
- Tom Suddes
Learning Library
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Funding
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Campaign Prep Checklist
Funding
Campaign Prep Checklist
Coming Soon.
Qualified Prospects
Qualified Prospects Overview
Identify Your Prospects
Low Hanging Fruit
Ideal Prospect Profile
Referrals
Magic Formula
Target Sectors
Women Rule
Wealthy Vs. Qualified
Prioritize Your Prospects
Master Prospect List (M.P.L.)
Rate and Rank with the Qualified Prospect Index (Q.P.I.)
Assign Relationship Manager
Find Natural Partner
The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
97/3 Lions, Mice & Antelope
Top 33
Order of Visits
Strategize Your Prospects
The Last Investor (T.L.I.)
Qualify Prospects
On Prospects
The Irrational Investor
The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
What Would It Mean To Maximize This Relationship At This Given Moment?
The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
Sales Team Vocabulary
Sales Process
Sales Process Overview
Predisposition Overview [Video]
How To Get The Visit
Never Make A Cold Call
Memorable Experiences as Powerful Predisposition
“Get To Campus” (G.T.C.)
Just Visit
The Goal of the First Visit
The Discovery Visit
The Presentation
Presentation Framework
Never Answer an Unasked Question
2:1 Rule for Dialogue
Presentation Flow
Only 15 Minutes To Meet With New Prospect
The Open
Power Questions & Transition Questions (PDF Download)
Ask… Listen… Ask… Listen
Just Ask. Just Ask. Just Ask.
How To Ask
What Does An ‘Ask’ Look Like? (A Checklist)
An Ask on the First Visit
The Ask as a Dialogue
Closes
The Steve Jobs Close
The Clueless Close
The Today, Tomorrow, Forever Close
The Napkin Close
The Discovery Close
The Listening Close
What To Do If The Prospect Is Not Expecting an Ask
Ask Everyone for $1M
The Responsibility to Prepare
Follow Up [Video]
Follow Up Within 24 Hours
For Impact Guidebook: Thoughts On Follow Up
On Campaigns
On Campaigns Overview: Guidebook
No More Traditional Campaigns
No More Feasibility Studies
A Campaign Is…
Quantum Leap Culture
9 Guiding Principles for Campaigns
Leadership Consensus Building
Campaign Leadership (No More Committees!)
Order Your Visits Using MO-COs, LEAD-COs and CO-COs
Campaign Prep Checklist
Real Estate Questions
Take A Quantum Leap: A Campaign Manifesto (PDF Download)
Relationship Based Funding Model
Relationship-Based Funding Model Overview
No More Cash To Endowment
The Triple Ask
Funding Frameworks
Funding Frameworks Overview
The For Impact Funding Roadmap
Today, Tomorrow, Forever (T/T/F)
Funding Frameworks Illustrated [Video]