Donna Kastner, director, expo/sponsor sales and activation, Velvet Chainsaw Consulting, tossing a Catchbox mic to an attendee of her session on sponsorship at Cvent’s Association Meetings Summit in Las Vegas June 18–20.
Making the Sale
4. Sell Selectively Organize your sales efforts around your best customers and their goals, not what you’re selling. “The trend is toward fewer, more expensive sponsorships,” she added. 5. Use Your Leaders Focus the majority of your time on the top 10-25 companies who have the most to offer. Kastner suggested tapping board members and your organization’s leaders for help in finding the right person at these companies. They probably know someone in those top ...
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