Tuesday, September 15, 2020
9:30 am-12:30 pm Central Time
$200 Member / $250 Mon-member
CAE Hours: 3
Limited to 25 participants.
Even in the best financial times, generating non-dues revenue is an essential activity for every association, and your sponsors, exhibitors and advertisers are savvy buyers with high ROI expectations. Association professionals in charge of selling and managing these relationships often have limited sales experience, and sales is not typically their favorite hat to wear. Add COVID-19 to the mix, and financial uncertainty, staff layoffs and possible deep marketing budget cuts make the sales process more difficult than ever.
This interactive workshop is geared toward professionals who need to fine tune their sales approach, understand the latest trends and expectations from the advertiser, sponsor and exhibitor community, and learn how active listening and being empathetic can help those relationships for the short and long term.
At the end of this session you will be able to:
- Craft, discuss and act on the unique value proposition your association has to offer
- Align your offering with what advertisers, exhibitors, and sponsors expect in return for their investment, and understand how to pivot and offer creative new options that fit reduced marketing budgets
- Ensure your website and collateral fully support your sales efforts
- Better prioritize your actions for a bigger topline result
Additionally, you will walk away with checklists and other sales tools for your next pitch!
Carrie McIntyre, Customer Experience Officer, The Wyman Company
Carrie is one of those unique individuals that loves sales (in spite of some painful experiences). She has sold for and to associations, as well as selling to Fortune 500 companies. Include her babysitting business in middle school and her waitressing gigs in high school/college, and she’s been selling for a looong time and loves helping others enjoy sales more.
Charles Popper, President, The Wyman Company
Charles has more than 20 years of experience working with trade and professional associations, optimizing their revenue generation, publishing and communication efforts. Over the course of his career, Charles has served in various senior management roles, building sales and business development teams across all product and service offerings.
A graduate of Florida State University, Charles is a frequent speaker and member of ASAE, FSAE and TSAE. He lives in Orlando, Florida, with his wife, daughter and two Rhodesian Ridgebacks, while his older daughter is away enjoying college life. He enjoys cooking and exercise and, when time permits, Netflix binge-watching.
Please email firstname.lastname@example.org if you have any questions.