Business Development
Showing 61-69 of 69.
Time is valuable to you and your clients. Follow these three steps to make your sales conversations meaningful and purposeful.
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.
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.
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.
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.
Selling in the new 2020 and beyond will require business development skills to evolve and adapt to new market conditions and opportunities.
You’ve made it through the hiring process and your new hire is ready to start contributing. Great! However, what happens next can be even more challenging than the hiring process itself. You’re ready for your newest employee to start delivering results quickly, while they are working toward familiarizing themselves with your company.
It’s the common denominator amongst us all: We get 24 hours each day. In our personal life, we are told to appreciate our time, not to take it for granted. In our professional life, we are urged to utilize every bit of it — to wisely manage it to obtain an edge against our competitors, and ultimately gain back more time in our personal life.
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