MAY 2007 | Volume 2

» Message from the President

» Hook, Line and Sinker: How to Win New Customers

» Digging for Gold: Mining Your Existing Customers
» Getting Ready For Sales

» Master the Science of Sales

» www.communitywealth.com

» Top Ten: Biggest Sales Mistakes
» CRM Software: Nice to Have or Need to Have?
» New and Noteworthy
» SUBSCRIBE Today!

For many nonprofits, the most daunting thing about launching a business is the idea of sales. In this issue, we demystify the science of sales and explain sales techniques adapted for the nonprofit environment, including how to build a sales team, find new customers, and keep existing ones.

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HOOK, LINE AND SINKER: How to win new customers

Forget cold calling. Win new customers by using your existing network, and learn how to tailor your pitch to the customer's needs and to ask questions that increase your chances of getting a "yes."

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DIGGING FOR GOLD: Mining your existing customers

Building better relationships with your current customers – such as learning more about their needs and the work that they do – can help you expand your business, increase referrals, and stay ahead of the competition.

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GETTING READY FOR SALES

Sales and nonprofits may sound like strange bedfellows, but for many charities, selling services or products can mean a more stable and flexible income. Here's how to build your best sales force, help everyone adjust to the idea, and inspire team spirit.

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MASTER THE SCIENCE OF SALES

Despite what you may have heard, sales is more science than art. Experienced salespeople have developed streamlined systems for targeting customers and analyzing and tracking their performance.

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In a study published in the Harvard Business Review, customers list their most common complaints about salespeople. The biggest offenders: poor communication and not following through.

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Whether or not a CRM tool would be a valuable and necessary addition to your organization's sales process can be evaluated with several key questions.

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CWV announces four new team members, three new clients, the launch of an exciting collaboration, and an update on an existing project. Also, a schedule of upcoming conferences and presentations.

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