Business Development
Association Leadership Tips the Scales for Sales
The way organizations sell has changed forever as a result of the pandemic. More members and clients are looking for sales teams to help guide them through a process while providing insight or challenging their held presumptions about your membership, subscriptions, events and partnerships.
Revenue Renegades: Top Takeaways From Sales Team Design: How Organizations Manage Sales
Top Takeaways from Sales Team Design: How Organizations Manage Sales: Review key takeaways shared and learned during PAR Revenue Renegades meet-up.
This past Wednesday, revenue producers from the association industry came together to chat about the way the sales teams in their organization are managed and structured. Participants discussed the three most common sales team structures and the benefits and drawbacks of each. In the month of May, PAR is focused on great sales teams and the concept of “everyone is in sales” and how it directly affects association revenue.
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Revenue Renegades: Top Takeaways From How to Frame Value in Customer Conversations
Top Takeaways from How to Frame Customer Value in Client Conversations: Review key takeaways shared and learned during PAR Revenue Renegades meet-up.
This past Wednesday, revenue producers from the association industry came together to chat about framing value in client communications. Participants discussed how having an agenda is one of the most important ways to ensure your association’s value shines through with each interaction. PAR members have been sharing ideas and chatting about value proposition in the month of April.
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Poll: Client Communication Methods in 2021
A recent PAR peer meet-up explored client communication in the pandemic, offering many balanced channels and ideas on social, meetings, and other association tent poles throughout the year. Which method has been best for connecting with your clients?
Revenue Renegades: Top Takeaways From Client Communication: Tech, Tactics and Texting
Top Takeaways from Client Communication: Tech, Tactics and Texting: Review key takeaways shared and learned during PAR Revenue Renegades bi-weekly meet-up.
This past Wednesday, revenue producers from the association industry came together to chat about client communication. Participants shared ideas, thoughts and perspectives on all things tech, communication tactics, and even texting as a business development professional. As part of PAR’s April Value Proposition Month, the Revenue Renegades were able to tie in the importance of communicating the association’s value with each outreach, no matter the method or platform.
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Revenue Renegades: Top Takeaways From Building Customer Value
Top Takeaways from Building Customer Value: Review key takeaways shared and learned during PAR Revenue Renegades bi-weekly meet-up.
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Revenue Renegades: Top Takeaways From Sales Calls With Purpose
Top Takeaways from Sales Calls With Purpose: Review key takeaways shared and learned during PAR Revenue Renegades bi-weekly meet-up.
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Top Sales Skill in 2021: OnPAR-Ep6
Ready to gain a variety of new ideas for your team in less than 3 minutes? Watch top association executives from our PAR Leadership Advisory Board answer the question, “What sales skill is most important for client communication in 2021?”
Revenue Renegades: Top Takeaways From Market Questions that Create Results
Top Takeaways from Market Questions that Create Results: Review key takeaways shared and learned during PAR Revenue Renegades bi-weekly meet-up.
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3 Steps to Train Future Producers in the Now: OnPAR-Ep5
Just as professional sports teams develop future standouts, it’s important for our associations to invest in our future producers right now. Keith Daw of McDonell Consulting Group shares 3 ways your organization can confidently develop your producers of tomorrow, today.
Revenue Renegades: 5 Takeaways From Sales Materials that Matter
5 Takeaways from Sales Materials that Matter: Review key takeaways shared and learned during PAR Revenue Renegades bi-weekly meet-up.
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People Focused Follow-Ups: OnPAR-Ep4
It’s easy to feel disconnected from colleagues and partners during this time of virtual communication and events. That’s why we’re addressing the value of people focused follow-ups in this latest OnPAR video short.
Connecting with Business Partners During COVID-19: OnPAR-Ep3
Connecting with business partners has been challenging during COVID-19. Tune into this ‘OnPAR Video Short’ to learn one simple way you and your sales team can start meaningful dialogue that will lead to better partnerships.
PARtners @ Work: Hi-Fidelity Group
Hi-Fidelity is a full-service program development, business development, marketing, technology and publishing company and the focus of this edition of “PARtners at Work.”
3 Steps to Meaningful Conversation: OnPAR-Ep2
Time is valuable to you and your clients. Follow these three steps to make your sales conversations meaningful and purposeful.
Don’t Be a Tommy Too Much: Win New Customers by Keeping It Simple
Have you ever been “unsold” just as you were ready to buy? Nothing can interrupt a deal, booth sale, advertising or sponsorship more than confusing the customer with options and overwhelming them with details (or a lack thereof). Associations offer trusted audiences and resources that our business partners find valuable, but we need to keep our product offerings simple.
Poll: Time Management
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.
4 Steps to Predicting Client Spending Following Covid-19
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…
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Business as Unusual: Evolving Association Sales Cycles Through COVID-19
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.
How to Develop Meaningful Ideas in the Midst of a Changing Association Landscape
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.