You’re in sales, get over it!” – Tom Suddes As fundraisers, we’re in sales! We are selling the vision or the...
“What’s your elevator pitch?” The lore of the elevator pitch comes from the early days of Hollywood when one would...
A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks,...
Brian Tracy, one of the best sales trainers in the world, says that 40% of salespeople don’t close. Jack Canfield,...
Once you’ve made an ask (numbers on the table), the prospect status can be either pending or committed/declined. Pending implies...
“You’re in sales… get over it!” Tom first said this (that I recall) at a workshop in 2001. He had...
Use an Action Forcing Event This one goes back in the memory banks. I can’t remember the project but I...
Some things to think about among team members before you go on a visit. Clarify the goal. It’s paramount that...
I was reading a book this morning called THE DESIGN OF BUSINESS by Roger Martin who is a Dean at...
I was with a University President last week talking about his institution’s Message, Framework, Unique Selling Points, etc. He’s an...
Nick has shared with you some things about an A.F.E. – an ACTION-FORCING EVENT. In the last two weeks, it...
Here is an example of the kind of ideas we’re discussing during this week’s teleseminar series: Campaign Week 2008. THE...
