In the sales world, there is such thing as an ‘assumptive close’. This is where a sales person ASSUMES the...
The For Impact Funding Roadmap has been built, tested, and refined in working with thousands of organizations to raise over...
The absence of strong Funding Rationales (a.k.a. your reason for needing funds) likely means your organization is not maximizing relationships....
This is an excerpt from the forthcoming For Impact Guidebook about Leadership Circles. Every organization should have some form of...
When a Qualified Prospect asks, “How can I help?” you need to have a clear answer. The fact that most...
I’m constantly trying to get people to think about what it means TO ENGAGE! I think we’re taught how to...
Like predisposition, follow-up requires a specific strategy. Too often, wonderful presentations/asks/sales visits are wasted because there is no follow-up. A typical...
Leigh Steinberg is a sports agent who represented the No. 1 overall pick in the NFL draft a record eight...
A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks,...
A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks,...
A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks,...
Reposting this nugget based on several recent coaching calls about ‘Activity vs. Productivity’ and Sales Team FOCUS. Here is a...
