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...

Last month, I wrote a Tuesday Morning Commentary on sales statistics and how they can be helpful in making you more successful in sales. From that TMC, I received a ton of feedback on how helpful those stats were, and in some cases, how eye-opening. Many folks asked...

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...

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....

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,...