Smartideas

Helping you qualify, cultivate and prioritize major donors and legacy supporters so you can have fun closing more gifts more efficiently.

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Do major and legacy gift fundraisers need 'sales managers'?

The private sector has sales managers for their revenue generation teams. The nonprofit sector, not so much. Sales managers are responsible for: Meeting sales/revenue and… Read More


How fast do you respond to your major and planned gift donors' needs?

The private sector knows all about responding to leads. They know that: The odds of calling to contact a lead decrease by over 10 times… Read More


How a smile can increase revenue.

One of the best things you can do to generate more revenue is very simple— smile! I know it sounds hokey but think about this:… Read More


Stop whining and do something!

Warning:  This could sound like a political post.  I’m not sure if I’m on the right or the left politically.  Sometimes I agree with one… Read More


Go ahead… Cold call!

Recently someone told me at a networking function that cold-calling was “old-school” and didn’t work. Of course this person admitted he never made a cold… Read More


How to determine which networking events to go to for lead generation.

There are hundreds of networking opportunities in every major city in America – from chambers of commerce to simple clubs and groups. All you need… Read More


Is your business card optimized for marketing performance?

Okay I know business cards have been around for at least a hundred years.  But let’s not forget that they are still one of the… Read More


Why people won't call their leads- a post about sales call reluctance.

Just last week I had two discussions with two different clients that blew me away.  We were talking about the leads my firm generated for… Read More


Ever wonder what the heck your salespeople are doing all day long?

First off, this is not a rant about insecurity or paranoia.  Rather, I’m sad to say that many sales people will take advantage of you… Read More


PAIN! Why you can't sell anything to anyone unless they have pain.

Anyone remember David Sandler?  Not Zig Ziglar, not Tony Robbins, and definitely not Tom Hopkins.  I’m not talking about those famous sales trainers.  I’m talking… Read More


The joy of cold calling- 2 reasons to LOVE doing it! Plus some wisdom from Rocky Balboa

Here are two reasons you should absolutely love cold-calling.  One is mine.  The other is a reason I recently heard from a salesman I interviewed… Read More


Why we'd rather see you call an inactive customer before engaging in SEO marketing.

In my last post I told you why I hated SEO and SEO firms.  But I also mentioned that we (at MarketSmart) recommend you have… Read More


Raise your hand if your marketing and sales teams don’t seem to dance well together.

Marketing and sales efforts working together? NOT! Right? How about this….  Are your marketing and sales teams even talking to each other? We’ve heard it… Read More


When in doubt… ask a question.

The most powerful tool a salesperson possesses is a question. Sure, enthusiasm and creativity will get you pretty far.  Some people can sell ice to… Read More


3 easy recommendations for improving your batting average with cold (or warm) calls.

Don’t “wing-it!” That’s what most sales people do.  They wing-it.  They know they need to make some sales calls to follow-up on leads.  So they… Read More


How to avoid screwing up your leads!

Ok.  I know someone will tell me that I should be more professional and should have titled this post something gentle like “Ways to improve… Read More


The 80/20 rule!!!

I can’t tell you how many times I see people, sales people, marketers and companies forget about the 80/20 rule.  Could it be that they… Read More


The number one thing to do in order to close a sale.

Shut up! Really. I’ll never forget one of the harshest lessons I ever learned in business. I was 22 years old selling advertising space for… Read More


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