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…Read More >
In our “3 Questions” series, we ask top industry professionals to answer three questions within their area of expertise. In this edition, we’re talking about how COVID has shifted the sponsorship paradigm with the Co-Conveners of the Partnership Professionals Network. PPN is a national organization devoted exclusively to improving corporate partnership and sponsorship programs in associations,…Read More >
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?Read More >
In our “3 Questions” series, we ask top industry professionals to answer three questions within their area of expertise. In this edition, we’re talking about…
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.
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.
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.
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.
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.