How to nurture and support your salespeople in your business to make profits grow.


Since the being of commerce, the salesperson has been a vital part of the finding new sponsors. And the sales person role has changed significantly to match today’s culture.

Many times, event owners merely look for a “…sales people that can sell.”   But are “blindsided” when the salesperson hits a plateau that only nurturing and supporting can fix.

During this presentation, Mike Henry will tell you from first-hand experience the strategies that work in supporting and growing a sales person. As the owner of the business, you will learn how to remove the barriers that limit your salesperson potential and increase your profits. 


10 Steps to Get Corporate Sponsors


Getting funding from corporations may be a great opportunity for your small business, but you can damage your brand if you do not go about it the right way. You want to develop a prospect list of warm leads, prepare a strong proposal, and approach a sponsor, ultimately persuading them to support your cause or program. Here are 10 steps to attract corporate sponsors for your business.

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Sponsoring Outside the Box

Concept of "Think Outside the box" - empty box drawn with chalk on a blackboard

In our regular feature, Sponsoring Outside the Box, we look at sponsorship deals that go beyond the traditional funding model. In this series of articles, we show our users that there are many ways to structure a sponsorship deal and often it can pay off well to think outside the box.

This week we consider Johnson Controls, Inc. The multi-national corporation announced earlier this year that it would continue to support the country’s veterans by renewing its sponsorship of Building Homes for Heroes.

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The One That Got Away

the goldfish and the hook

Talk about kicking yourself! In a recent Wall Street Journal article, an Adidas insider made this startling revelation:

“Adidas distributors wanted to sign Mr. Jordan, says someone who was an Adidas distributor then. But executives in Germany decided shoppers would favor taller players and wanted to sponsor centers, the person says, adding: ‘We kept saying, “no — no one can relate to those guys. Who can associate with a seven-foot-tall guy?”

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Blurred Lines


OK so maybe Robin Thicke and Pharell really did get a little bit more than inspired from Marvin Gaye’s “Got to Give it Up” (see video at end of post). And perhaps the lines truly are blurred between inspiration and infringement.

But our beat is sponsorship and the blurred lines we’re referring to are those between Corporate Philanthropy and Corporate Sponsorship. Which is to say, in many large corporations today, you will find departments devoted to both aspects of corporate giving. And the line between those two departments is often not so clear.

Note to our non-profit readers: always check for both.

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“Premium Dance, Meet Premium Drink”

A Toast with Dry Martini. Cocktail. Splash

LiveNation, the largest EDM promoter in the world, just created a textbook authentic alignment with Smirnoff, by inking a 26-concert  deal with alcoholic beverage company, Diageo, plc. According to a March 12, 2015 Bizjournals article:

“the Smirnoff brand will create fan experiences at each festival, aimed at engaging consumers. In addition, Smirnoff will develop content to share with fans, through both brand- and festival-related social channels, including its Smirnoff Sound Collective. Also included are consumer promotions in both on- and off-premise locations.”

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How to Write Sponsorship Proposals that CLICK!

When writing your sponsorship proposal, imagine having the good fortune of a face to face meeting with the CEO of Campbell Soup, Denise Morrison. How can you connect with this very busy executive in such a way that it clicks …

Writing report
that she’s so impressed with the opportunity your event offers Campbell Soup that she offers to put you in contact with her marketing people that day.

Your sponsorship proposal is all about winning over the decision maker the first time and each time thereafter. From gatekeeper on up to CEO, your written presentation is your sales pitch that may be reviewed time and time again as it makes it up the food chain. Each time it’s looked at, you have to make it grab the decision maker’s attention in such a way that it just clicks.

Here’s how to do it …

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