What if someone told you they had a perfect pair of shoes for you? These shoes matched every outfit you owned, highly stylish, extremely comfortable, and would solve all of your shoe problems. They are a fraction of the price of any other shoe on...
https://youtu.be/IqF9JB_H6u0 We've got a really good question this week, "How do I end the year strong?" It's a great question because I always like to lean in to the tape the last few weeks of the year. Let me share with you a great piece of...
https://youtu.be/vUbXtBHMgy8 Hi, welcome to another edition of Ask JP! The question today is, "Should I – or is it a good idea to – send a cold LinkedIn message to set up a meeting?" I feel strongly about this. No. Secondly, I don't think we should...
Here’s a sales tactic that will differentiate you: Use a phone first approach. There’s a variety of different reasons why, one being that it's very effective. We have relied on e-mails to do a lot of the work for us. I still think it's a vital...
Your sponsorship prospectus may look different next year and there’s no better time than right now to put it all together for your supplier community. If you’ve been thinking about offering a full year partnership, this the year to do it. Here are...
https://youtu.be/DzrYFx3bhH4 I had somebody asked me the other day, "How are you changing association sales in the environment that we're in right now? Specifically, as we’re entering Q4?" Be a differentiator with a phone first approach....
There's no doubt that associations have had to adjust, adapt, and pivot this year. This included the need to create new membership and sponsorship programs. Here is a six step plan for selling your new programs: 1. Create a plan. Spell out the...
https://youtu.be/ZP4VA4ojaJQ Today’s question came up during one of our recent sales meeting: "How do you launch a new sales project?" The answer applies whether it's a new membership category or a new sponsorship program. Sometimes, we're...
As a sales representative closing a deal is all about timing. We are all too familiar with the now exhausted expression, "These unprecedented times." The narrative and focus needs to change to, "This unprecedented opportunity." How can we change...
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