COVID-19 accelerated the changes to the association sales process that were already taking place prior to the pandemic’s arrival. As our business development teams work to improve our associations’ bottom lines, closing sales in this new environment is increasingly important and challenging. Ryan Dohrn is a global sales and marketing advisor with a focus on events…

Top Takeaways from Six Figure Engagement: Associations Share Their Approach. 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 how to engage with our biggest clients. Participants reviewed a checklist for big client engagement, and discussed how to keep partners involved year-round.

Top Takeaways from What Your Sales Manager Wants to Know: 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 relationship a sales team has with their manager and what specific key points the sales manager wants to hear from their team on a regular basis. Participants discussed sales goals, measurements and more to conclude PAR’s May theme of great sales teams.

Despite the changes and challenges to our associations, high performing sales teams are able to find ways to continue to work towards revenue health. Watch this week’s OnPAR Video Short as Author Mary Byers, CAE shares her insight into how great sales teams worked to maintain stability in a time of uncertainty during the previous year.

Top Takeaways from Leveraging Creative Conflict: 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 leveraging both internal and external conflict to continue PAR’s May theme of great sales teams. Participants discussed how team conflict can be productive, or limiting and how it’s important to understand common tension.

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.

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.

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…

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.