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169: New Research Rates Factors That Drive Cause Partnership Sales

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Today on Cause Talk Radio, Megan and Joe talk to frequent guest Mollye Rhea, President of For Momentum, an Atlanta-based cause agency. 

On the show, Megan, Mollye and Joe discuss For Momentum’s survey of U.S. nonprofit executives responsible for selling cause partnerships in the Nonprofit Partnership Sales Cycle Research.

We cover:

  • For Momentum’s new research takes on the number one question people ask about cause partnerships: “How long will it take?”
  • The survey included interviews with 50 nonprofits with corporate alliance teams.
  • The survey looked at sponsorships, integrated fundraising and employee directed partnerships.
  • Nonprofits need to give themselves up to 18+ months to close a larger partnership. The more money involved, the longer the sales cycle. Warmer leads can reduce close time.
  • Mollye’s advice on how to work with prospects, especially your warmer leads.
  • How the sales cycle is impacted by your nonprofit’s brand and mission fit and readiness.
  • Why do companies turn down a cause partnership? The #1 reason surprised Mollye! But she has some good ideas on how nonprofits can address this.
  • Mollye’s advice on how nonprofits need to stay proactive, top-of-mind, creative and flexible when pitching cause programs to companies.
  • Should you ask a company to commit to a minimum level of support? How much?

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