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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

The Leap to Sales is Improved by Trial, Not Time


In general, organizations spend way too much TIME prepping for fundraising. We’ve seen organizations take TWO YEARS to create systems, hire the right people, put together plans.

Two years later, they’re ‘ready to start’. In that time they’ve made ZERO visits. As an organization, they’ve built a culture of ‘getting ready’… not making any visits.

Unfortunately, this never translates into action in the sales arena.

Sales is about speed. It’s about being in the field and modifying your way to perfection. It’s about ALWAYS growing/learning/building – as an individual and as an organization. Sales is about relationships. You don’t build relationships by planning. You build and maximize relationships by talking to people. As you COMMIT TO SALES we would urge you to ‘Engage. Then Plan!” in the words of Andy Grove.

Or, it it helps, give yourself TWO WEEKS to simplify your message and clarify your plan. Then start making visits. The only way to better the plan, get better at sales and (through both) raise a lot more money for your impact is through more TRIAL, not more TIME.

It shouldn’t take you two years to build momentum with a sales plan. It should take you 20 visits. Do the 20 visits… THEN build a model around what’s working. Oh, and as a bonus, you’ll actually HAVE FUNDS to help you build your model because you’ve been in the field selling along the way.