Dealing with the Big Stuff

Dealing with the Big Stuff

I often get asked how I manage big projects. Do you have trouble multi-tasking and dealing with several bit projects at once? Perhaps it is a long sales cycle. I try to live by the following four support tools. I keep the big goal in mind whatever it is—a new house, a...
Overcoming Objectives

Overcoming Objectives

Have you ever heard these lines before: “I don’t have any budget left,” “Sponsorship doesn’t work,” “I already support the organization in other ways.” These are all objections to buying. So, how do you overcome objectives? As Zig Ziglar once said, “Every sale has...
Rocket Science

Rocket Science

What we do in the sponsorship industry is not rocket science or open-heart surgery. Whether we are buying, selling, managing, advising, or fulfilling on sponsorships, it isn’t that complicated—and no one will die if we make a small error. But sometimes we make things...
What Have You Done for Me Today?

What Have You Done for Me Today?

Last month I was working with a new client. They had a pretty “hot shot” sponsorship person. He “knew everyone” in town and was “well connected”. He had just closed a couple of big deals and he was “the employee of the month” two months in a row. He was the superstar....
The Elephant in the Room

The Elephant in the Room

Do you have any elephants in the rooms of your organization? Are there issues that that are big, but for some reason, you are just ignoring? If so, you are not alone. In fact, just about every client we have has at least one elephant in the room. For each scenario,...