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Time management is a critical success factor for all business development personnel, but many associations include their BD teams in a large amount of non-sales activity.
Creating marketing to support sales efforts can be hard, especially when it’s for a brand-new product or service. We invited Brittany Parrotte, the Senior Marketing and Event Manager at Hi-Fidelity Group, to take us through her project inspirations.
Predicting client spending has always been a challenge. But now, in a COVID-19 world, it’s not only challenging, but increasingly important. Even prior to the arrival of the pandemic, there were more buying options than ever before. Increased options in digital, social, marketing automation and even artificial intelligence…
The always reliable sales cycle — it’s the “Sales 101” staple of prospecting, qualification, needs analysis, proposal, negotiation and … sale! But as the economy continues to evolve during COVID-19, individuals and companies alike are changing not only what they buy, but how they buy it.
Fixed programs have been the cornerstone of association bottom lines for decades producing a similar performance year after year in predictable fashion — until now. So how do we face uncertainty as we approach a new year? Start with a growth mindset on your products and approach.
Return business is the lifeline of all organizations, but working new customers is important to meet and exceed budgets.
Whether change is intended or forced, it’s almost always difficult. In the association world, we like consistency and reliability. Change disrupts that. We operate with consistent models for years, even decades, that allow us to create repeatable operations and sales cycles. It can be easy to fall into a “Why Change?” mindset, pointing to past performance as a measure of success.
Sponsored webcasts are one way to increase nondues revenue, even while so many association products and programs are on the decline. Webvent, a webcast management system, reports that sponsored webcasts are up 20% from last year for their clients. Additionally, Webvent clients have seen anywhere from a 26% to 150% increase in attendance per webcast in 2020.
An association’s value proposition often offers a key point of interest and investment for members and business partners alike.
Get to know PAR Leadership Advisory Board member, Mark Jankowski, in this edition of “Meet a Member” Mark is currently working with a group of 30 CEOs to help develop strategy and grow as leaders and individuals during this challenging time.