Marketing
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Association revenue teams are under pressure to grow sponsorships, exhibits, advertising, and membership without burning out staff or diluting the mission, and many feel stuck in a cycle of chasing any prospect who shows interest. For salespeople and business executives, that scattershot approach can lead to bloated pipelines, complicated one-off deals, and partners who never quite see the value your association delivers.
Intent signals are quickly becoming one of the most important tools association salespeople and business development executives can use to focus on the right accounts at the right time to deliver the right story. These behavioral clues can tell you which prospects, members, and partners are leaning in long before they fill out a form or return your call. Here’s what associations should know about intent signals, why they matter, and how to leverage them to turn hidden interest into revenue.
Is your brand visible to AI? Answer engine optimization is reshaping the selling process — and prospects may have their first interaction with your association before a salesperson knows they exist.
For associations navigating an increasingly competitive revenue landscape, social media can be a powerful tool to drive sponsorship and non-dues revenue.
At PAR’s March virtual workshop, “Become a Social Media Sales Warrior,” practical, field-tested social media success strategies were shared by Justin Goldstein, managing director of corporate and foundation relations at Truth Initiative.
Associations may not always see themselves as major players in the six-figure deal arena, but they should. Read the article to find out how sales and marketing to work in tandem to bring in mission critical revenue.
Carrie McIntyre, Addy M. Kujawa, CAE, DES
“We work with 20 associations across a variety of specialties, and AAOE has set itself apart as one of the best.” That’s a pretty epic testimonial! Especially given how many options industry partners have for…
Episode 3 of PAR’s new podcast, Association RevUP, focuses on sales skills for business development teams. Park Howell of Business of Story points to a notable moment in American history to explain how association sales professionals can sell more by saying less.
Associations aren’t the only entities facing the challenges of a competitive market. The podcast industry, which experienced significant growth from 2014 to 2020, is also reimagining its work while decreasing its workforce. Join PAR as we examine why these top podcasts of 2023 were recognized as the best among more than 4 million shows worldwide… and what your association can learn from them about audience engagement.
When content, marketing and sales teams work together a powerful association ecosystem takes shape. But often these three groups operate with a siloed and disparate approach instead of a strategic one. We interviewed Marlene Hendrickson, incoming AM&P Network president and the Senior Director of Publishing and Marketing for the American Staffing Association, for a publisher’s perspective on a content driven sales strategy.
Relationships are difficult to build but easy to lose. In sales it takes hours of prospecting and multiple outreaches to connect with a new customer, but just a few months of inactivity to lose touch. That’s okay according to Relationships to Infinity author Jason Levin.