I recently saw a quote by Andy Bounds saying that that salespeople choose to “Show up and throw up”, meaning that they talk themselves out of work by  verbally throwing-up all over the customer – “Sit there.  Shut up.  And listen while I tell you all about myself and our company. We were founded in 1922. Here’s what we do and how great our products are, let me tell you all about them…”

Most research tells us that 80% of salespeople don’t sell effectively, as Andy says they simply “Show up and throw up.”

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First things first. Your charity or non-profit organisation (‘charities’) is a not for profit business, but unless you run it like a business you won’t survive. This means having effective processes and systems, bookkeeping and HR functions, amongst others. But the focus of this paper is on effective fundraising (more…)

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