Moery Company

How Are You Preparing for 2019?

Moery Company

Quick – it’s the first week of December – what is your plan of attack for January 1, 2019? For each of my clients, I have a different plan, most of which have been in the works since the end of Q3.

JP Moery’s Association Playbook – Episode 168: Big Trends in Association Content Delivery and Sales

Moery Company

There are a few trends developing around Moery Company content delivery and our sales process, and it’s very exciting, says Host JP Moery. Over the last several weeks, he’s seen growth in content engagement and has observed the sales cycle at the Big Red “M” shorten rather significantly. Here’s why.

Getting Past the Gatekeepers

Moery Company

IStock_Credit:mabe123. We had a great discussion today during a morning pep rally about how we engage with “gatekeepers” in the sales process. To be clear, there are two types of gatekeepers: those who call you to get information about your association membership program.

Dig into the Data for Membership Retention and Engagement Success

Moery Company

Data is key to developing winning strategies around engagement and retention. Data from your CRM and other sources can be utilized in myriad ways. There’s no reason to gather everyone in the conference room and start writing down ideas on a white board without data to support them.

Effective Sales Email Tactics

Moery Company

I’m sure everyone reading this can agree it’s easy to spill content uncontrollably when sending emails to prospects.

JP Moery’s Association Playbook – Episode 163: Why Associations Should Evaluate their Public Affairs Infrastructure, with Stuart Roy

Moery Company

Is your association equipped to manage the next public affair crisis – quickly? How should you best deploy your team and assets when urgent scenarios develop? What’s your narrative on the latest issue?

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JP Moery’s Association Playbook – Episode 167: Top Tips for Generating Winning Collateral Materials for Membership Recruitment

Moery Company

It’s very rare if ever that a prospect says, “Hey, send me your membership information,” and then they sign up off the bat, explains Host JP Moery. But, created and utilized strategically, collateral materials for membership recruitment can significantly benefit your sales effort.

Outsourcing: The Myth Debunked

Moery Company

I feel the need to debunk a big myth about outsourcing. Something I hear regularly is, “We don’t want to outsource membership sales because this is such a close-knit family industry.” Well, let’s break this down a bit, and I’ll share my perspective.

JP Moery’s Association Playbook – Episode 162: The New Landscape for Association Advocacy, with Brian Wild

Moery Company

Associations may need a new playbook, folks. In the last few years, a disruption has occurred which has changed how advocacy will play out going forward, and you must adapt your approach, says Host JP Moery.

2019 Outlook: Top Association Trends and Predictions – JP Moery Webinar Series

Moery Company

As you make your plans for next year – plan to attend JP Moery’s next webinar, “ 2019 Outlook – Top Association Trends and Predictions.”

Maintaining a Positive Attitude in Sales

Moery Company

For those of you in sales, you may agree at times it can feel like an absolute grind. When things aren’t going your way, it’s easy to get down on yourself and blame others for your mishaps. Conversely, it’s easy to be positive when you’re making sales and things are going your way.

When to Fire Your Best Salesperson

Moery Company

I bet I’ve got your attention today with the headline. Let me give you some context. About a month ago, the Moery team came together, and we reconfirmed our values as a company. They are collaboration, dedication, and integrity.

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JP Moery’s Association Playbook – Episode 157: Member Segmentation, with Guests Pete Kaminskas and Patty Leeman - Moery Company

Moery Company

Implementing membership segmentation can significantly benefit your association. This week, Host JP Moery welcomes to the show CompTIA’s VP of Industry Relations, Pete Kaminskas and Moery Chief Analyst, Patty Leeman. Collectively, they’ve observed membership segmentation play out on a regular basis.

JP Moery’s Association Playbook – Episode 164: Secrets Every Association Should Know About Sponsorship Sales, with Elizabeth Johnson

Moery Company

Here’s a dose of reality for associations…. Host JP Moery welcomes to the show Moery Vice President, Elizabeth Johnson who’s been selling sponsorship programs for the past eight years at the Big Red “M.”

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Four Observations for Associations in 2019 - Moery Company

Moery Company

IStock/Credit:Rasica. As you make your plans for 2019 – consider these long-term plays. #1 1 Update your sponsorship programs with new inventory. We’ve detailed through our content on those elements you need to change, and how – but let me give you something to think about right away.

JP Moery’s Association Playbook – Episode 166: What Farming and Sales Success Have in Common, with Julie Divine

Moery Company

Who knew there was a strong parallel between farming and a fantastic sales process? This week, Host JP Moery welcomes to the show, Moery Biz Dev Associate Julie Divine who recently moved her family from Northern Virginia to where she describes as “the middle of nowhere with cows.”

Moery Client Partners to be Honored as DCA Live 2018 Nonprofit Leaders

Moery Company

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JP Moery’s Association Playbook – Episode 165: How Coaching Has Made Me a Better Businessman, with Jordan Weiss

Moery Company

A sports enthusiast, Host JP Moery, knows well the correlations between professional life and sports. Work hard, be on time, be a good teammate. The list goes on. This week JP welcomes to the show Moery Business Development Manager, Jordan Weiss, who’s played sports his whole life.

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How Would Rate Your “Best Practices?”

Moery Company

Are your best practices really “the best?” I often think about this when it comes to email messaging and how it supports the goal of making the sale. Whatever your position within an organization may be, we all develop a standard business process.

Five Onboarding Tips for New Members - Moery Company

Moery Company

The onboarding of new members is the hottest discussion with association membership pros. Association partners are telling me onboarding, and following engagement is just as important as recruitment and retention tactics. Here are five quick tips to develop a successful onboarding program.

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Why I Chose to Work Here - Moery Company

Moery Company

After I graduated college, the idea of job searching was overwhelming. With countless LinkedIn profile visits and a few job interviews in, there were times I doubted if I would truly fit into the “office culture.”

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The Secret to Selling Government Affairs and Advocacy - Moery Company

Moery Company

IStock/Credit:alekseykh. How do you sell government relations as one of the most valuable aspects of association membership? Today, selling advocacy requires a focused and strategic approach. Businesses have specific problems.

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JP Moery’s Association Playbook – Episode 156: Why Do Associations Carry Lapsed Members? - Moery Company

Moery Company

Host JP Moery has watched throughout his career as associations maintain lapsed members who haven’t paid their dues. And, for a very long time, in some cases. Why does it happen? JP breaks down the top 3 reasons and shares some recommendations.

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How to Approach a Potential Sponsor the Right Way

Moery Company

IStock_Credit_Ahmetov_Ruslan. You’re face-to-face with a potential first-time sponsor – what are you going to say? How about nothing? The temptation is to talk about your organization, but ask yourself, what’s the best way to show the sponsor the benefit to their organization?

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Why it’s Essential to Maintain a Positive Attitude in Sales During Q4

Moery Company

For those of you in sales, you may agree at times it can feel like an absolute grind. When things aren’t going your way, it’s easy to get down on yourself and blame others for your mishaps. Conversely, it’s easy to be positive when you’re making sales and things are going your way.

JP Moery’s Association Playbook – Episode 159: How to Cultivate Thought Leadership at Your Association, and Why it Matters. - Moery Company

Moery Company

Thought leadership is a hot topic in business these days, and developing a thought leadership strategy is an excellent opportunity for associations to push membership value.

Maintain Sales Momentum During the Holidays!

Moery Company

The post Maintain Sales Momentum During the Holidays! appeared first on The Moery Company. Business Development Business Practices Sales

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Leveraging Live Events for Membership Recruitment – Moery Flash Webinar - Moery Company

Moery Company

What better place to recruit new members than during a live association event? Key to success is tactical preparation on several fronts. During his next flash webinar on September 6th at 2:30 pm, JP Moery will share three proven strategies to sign new members during your next big conference.

JP Moery’s Association Playbook – Episode 158: Guess Who Was the Worst Salesperson of All Time…? - Moery Company

Moery Company

Host JP Moery openly admits that for a time during his career he was the “worst salesperson ever.” He had so much ego wrapped into the sales process – it was impacting every stage of the game. JP had to change his “mind set,” and he tell you how during his latest podcast.

Moery Set to Launch Flash-Webinars on July 19th - Moery Company

Moery Company

Our monthly webinars have proven to be so popular; we’re taking these to the next level by offering them twice monthly in a fast-hitting, 15-minute format.

JP Moery’s Association Playbook – Episode 151: What I’d Do Differently If I Launched My Business Today - Moery Company

Moery Company

If Host JP Moery could travel back in time and relaunch the Big Red “M,” he’d make some key changes to his approach.

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What I Wish I had Known Before I Accepted My First Sales Job (or, First Job Ever!) - Moery Company

Moery Company

Transitioning from college to my professional career has been one of the most exciting and eye-opening experiences of my life. As a former athlete, my life in college was scheduled down to the hour.

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Are You Asking Your Member Prospect the Right Question?

Moery Company

The Moery team gets together every Monday, Wednesday, and Friday morning for a “pep rally” during which we share updates about business, sales, and our communications efforts. A big topic that came up today is an excellent tip for anyone who’s involved in membership sales.

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JP Moery’s Association Playbook – Episode 153: What Would You Do If Your Members Quit for a Year? - Moery Company

Moery Company

This is a big question, folks. Host JP Moery had a recent conversation with a good friend in the association space, which was extremely intriguing.

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Three Things Your Sponsorship Salesperson Won’t Tell You - Moery Company

Moery Company

Here is a dose of reality. Unbiased, from an outside source – someone you’re not paying (or, you could be if you’re one of my clients, although they know this already!). Here is the chance for someone to be completely honest with you about your current sponsorship program.

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Onboarding New Members – and, Why it Matters! – Moery Webinar - Moery Company

Moery Company

How much time does your organization devote to the onboard of new members? We typically put them on a list and, we just send them a bunch of stuff. Onboarding is one of THE MOST IMPORTANT parts of the membership cycle.

Follow the Technology Trends and Don’t Get Left Behind - Moery Company

Moery Company

Today’s association business environment requires us to stay abreast of ever-evolving technologies, and be ready to pivot. At one time, email was the shiny new sales tool. Now, social media is quickly blowing it out of the water regarding reaching a broader audience.

Three Must-Haves for Successful Membership Recruitment

Moery Company

Istock_Credit:Michail_Petrov96. Successful association leaders will tell you that you can’t take your members’ interests for granted. What worked before to get members to enroll is changing.

Planning to Discount Your Membership Dues? - Moery Company

Moery Company

Recently, I’ve been hearing some discussions centered on membership discounting strategies. Overall, I think it’s something to think more than twice about. And, here’s why: #1 We work hard at our organizations to build up the membership value proposition.

We’re Hiring! Seeking a New Moery Business Development Manager - Moery Company

Moery Company

Job Information: Business Development Manager. Location : Alexandria, VA. Job Status : Full-Time Employee. Job Category : Sales/Business Development. Career Level : College degree. 1 – 3 years of successful sales experience. Industries : Consulting firm for trade associations.

How Farming Has Made Me a Better Salesperson - Moery Company

Moery Company

Membership and sponsorship sales by day, farming by night is where I have recently found myself. And I absolutely love them both. Oddly enough, they are quite similar. So, I started to implement a few of my farming habits into my sales strategy and saw a significant difference.

JP Moery’s Association Playbook – Episode 155: Your Association Business Model Might Need a Closer Look - Moery Company

Moery Company

Over the last 24 months, Host JP Moery has seen an unprecedented need for the evaluation of dues levels, membership categories, and sponsorship inventory and pricing.

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Oklahoma Congressman Lucas Honors the Big Red “M” for IndyCar Sponsorship - Moery Company

Moery Company

Oklahoma Congressman Frank D. Lucas arranged for the American flag to be flown over the United States Capitol, dedicating it to The Moery Company’s sponsorship of a car that will be driven during the Indianapolis 500 over Memorial Day Weekend.