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For association industry partners (exhibitors, sponsors, advertisers), value can be defined by the desired outcome of a purchase measured against the cost or time required to conduct business with your organization. What area of value creation do you believe is most important to your industry partners in 2021?
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.
Associations are working to pivot, create, re-position and re-launch program offerings for members and industry partners alike. Which phrase best describes your product/program development over the past year?
Organizations across the globe are facing a challenging time for sales/strategy alignment. One key ingredient for revenue strategy is forecasting based on sales pipeline. With the impact of COVID-19, which statement best describes your association’s forecasting approach to 2021?
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.
Return business is the lifeline of all organizations, but working new customers is important to meet and exceed budgets.
Selling in the new 2020 and beyond will require business development skills to evolve and adapt to new market conditions and opportunities.
An association’s value proposition often offers a key point of interest and investment for members and business partners alike.