A wily veteran passed these tips on to me--for any new sales call, ensure the following: • Research the company first • Know your product inside out • Always have a hard copy i...
In the digital world that we live in, people appreciate the personal touch. After an interview, a sales call, a meeting with a customer, anything of that sort, hand write a thank ...
Next week, at the sold-out SMCC Western Sponsorship Congress™ in Calgary, the 2012 Consumer Sponsorship Rankings (CSR 2012) highlights will be released. This proprietary subscript...
Between March and May, I delivered a series of SMCC One-Day Workshops on behalf of the Partnership Group - Sponsorship Specialists™. They were on conducting discovery sessions wit...
Sponsorship marketing and sports marketing are all about selling. The properties sell a program to the brands. Then the brands sell their product to the audience. That is how it w...
Last time, I provided a cross-section of excuses for poor sales performance. Though they are general sales excuses, they can be adapted to, and are very applicable to, sponsorship...
I hear sales excuses all the time. I have probably used a few in my day as well. But all they are is excuses. I once had a boss who told me, "A poor workman blames his tools." Sin...
1. "The product sucks!" My reaction is "Why did you take the job?" You knew what you were selling prior to accepting the job. If you failed to understand the product to begin...