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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Fail more.

“I have not failed. I’ve just found 10,000 ways that won’t work.” – Thomas A. Edison – “Success is stumbling from failure to failure with no… Read More


How to make the initial engagement with a planned giving prospect.

Recently on the Smart Planned Giving Marketers group on LinkedIn, a member of the group asked the following about making the initial engagement with a… 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


How to leave a voicemail while cold-calling or making follow-up calls.

As most of you know, I still believe in cold-calling. That’s because it still works! Sure I’ve had people tell me it’s old-school. But I don’t… 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


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


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


Three things you should never do when making a cold call.

Reading time for this entry: Under 3 minutes. 1- Never start off by saying, “Hi.  My name is (insert name the prospect could care less… Read More


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