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MEMBERSHIP SELLING AND
SALES MANAGEMENT INSIGHTS

The Important Difference Between Storytelling And Story Sharing
The Conversations You Need To Be Having With Your Membership Reps
Are You Forgetting Something Important?
Your Best Strategy For Ensuring That New Members Stay Engaged
The Gamechanger For More Productive Member Reps
Do You Know What Your Membership Reps Are Sending?
Don't Hang Up Without Leaving A Voicemail
What Defines An Active Membership Sales Rep?
We Have A Challenge For You
Why Monthly Sales Goals Aren't Enough To Track Member Rep Performance
Slow Down For Membership Sales Success
Stop Talking About Your Chamber
Put the Focus on Your Chamber's Mission and See Results
What’s Different About A Holman Brothers-Trained Chamber?
Is It A Good Idea To Invite Prospects To Chamber Events?
How You Can Help Your Membership Reps Knock It Out Of The Park
The #1 Thing Your Membership Sales Reps Need
Is Your Chamber Struggling With Retention?
Balancing Staff Needs & Sales Roles
Which Is Better - Email Or A Call?
Membership Sales Starter Kit - How To Get Started With Process
Selling Price vs Selling Value
How To Get Through To The Decision Maker
Playing The Right Role At Events
What You Need To Know About Researching Prospects
What To Do If You're Having Trouble Creating Urgency For Prospects
I Don't Do Outbound Sales Calls. How Can Holman Brothers Help Me?
Membership Sales Myth - Your Chamber Is The Right Fit For Every Business
Membership Sales Myth - All I Need Is A Great Salesperson
Membership Sales Myth Busting - Who Makes A Good Chamber Member Rep?
Go For The Appointment, Not The Sale, Part 2
Go For The Appointment, Not The Sale Part 1
Don't Hang Up Without Leaving A Voicemail
When Is Enough, Enough?
The Most Effective Way To Evolve As A Membership Professional
Ditch The ''What You Get'' Pitch. Instead, Try This...
The Gatekeeper Isn't The Enemy
Recruiting Notes: What To Capture & What To Do With It
Jot This Down. Recruiting Notes Are Important
You're Spending Too Much Time On Prospect Research
Re-Focus On Major Investors To Move Your Chamber Forward
Still Working Remotely? Six Tips To Stay Focused, Motivated & Productive Amidst The Distractions Of Working From Home
Tame This Time Sucker To Step Up Your Productivity Game
Work Smarter, Not Harder
Holman Brothers' Top 7 Reasons To Utilize Prospecting Message Maps Part 2
Holman Brothers Top 7 Reasons To Utilize Prospecting Message Maps - Part 1
Prospecting Calls Are Alive & Well
''SPIN'' To Win New Chamber Members
9 Things To Remember About Chamber Membership Recruitment In Good Times And Bad
Sincerity Sets The Stage For Building Rapport With Prospects
Use This Subtle Technique To Build Rapport With Prospects
Not Everyone Is Going To Like You
The 80's Called. They Want Those Hard-Close Sales Techniques Back
Three Tips For Improving New Member Retention
The Art Of Persuasion Is Overrated
The Time Is Now To Implement A Standardized Membership Recruiting Process
Managing Membership In An Instable Environment
Questions About Membership Sales & Retention? Bring Them On!
If You Can Measure It, You Can Manage It
Implementing Process Yields Results In Little Rock
Creating A Win-Win Compensation Plan For Member Reps
Is Your Organization Structure Limiting Membership Sales?
How Are You Spending Your Time?
One ''Intangible'' Benefit Of Membership Has Never Been More Tangible
Are You Selling Or Struggling?
The New Normal For Chamber Membership Renewals
Use Message Maps To Make A Better Impression On Prospects
Catalyst, Champion, Convener - It's Time To Tell Your Chamber's Story
If We Could Give Just One Piece Of Advice...
Doing As Much (Or More) With Less
Selling To Retain: Start At The Top
Retain Sponsor Revenue To Protect Your Bottom Line
Shift Your Focus For Successful Post-Pandemic Member Prospecting
Accountability Drives Success In Membership Sales
Why We Don't Recommend Discounting Membership Prices
Prospecting Success Is A Numbers Game
Getting Back In The Game - Next Steps For Prospecting As Businesses Re-Open
What Should I Be Doing? When Can I Sell Again?
Right Now It Shouldn't Be Members-Only
How To Handle Renewals During The COVID-19 Pandemic
Communicating With Your Members During A Pandemic
Chamber Membership Sales & COVID-19
Putting Our Membership Sales Tips Into Practice
Less Pressure, Better Results
Change This One Thing To Make Sales Calls Go Smoother
Recruiting For The Long Run Part 2 - Major Investors
Recruiting For The Long Run Part 1 - Small Businesses
But They Said They'd Join In January
Kick Your Chamber's Bad Hiring Habits In Membership Sales
Urgency Isn't Created. It's Discovered.
You're Doing It Wrong: Staff Vs. Sales Meeting
The Likely Reason Your Chamber Isn't Growing Its Revenue
What To Look For In A Membership Rep - Part 2
What To Look For In A Membership Sales Rep
How Major Investors Can Get A Better ROI From Chamber Membership
Strategies For Creating Lasting Bonds With Major Investors
Retention Hinges On Recruiting The Right Member
The Recruiting Landscape Has Evolved - Can Your Team Keep Up?
Don't Expect To Be An Overnight Success
Asking For Help Just Might Be Helpful
Five Tips To Help You Get Past A Gatekeeper
How To Keep Prospect Conversations Moving Forward
Temper Your Enthusiasm
One Secret To Retaining First Year Members
9 Tips To Write Better Emails
Measuring Progress Beyond Sales Quotas
Stimulating Member Referrals
Extraordinary Session At ACCE - Sharing The Content With You
Probe, Don’t Preach
Was That a Trick Question?
Can You Send Me Information?

What You Need To Know About Researching Prospects

Too many membership sales reps waste too much time doing prospect research. Researching businesses before you attempt a prospecting call is an important step, but if you're doing it right, it should not take a lot of time. Holman Brother Doug breaks down the three things you need to know about prospect research, so you can get off of Google and on to the phone.

 

 

 

 

 

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