The Profit Meets Purpose Podcast by Constant Method – Détails, épisodes et analyse

This is the final episode in a three-part series in the fundamentals in understanding nonprofits. The Constant Method team talks talking about the vendor landscape of nonprofits so if you haven’t heard the first two episodes in this series we would encourage you to go back and listen to those episodes. This episode will cover: 1. An overview of the vendor landscape and typical vendors nonprofits will encounter (2:12) 2. How nonprofits evaluate new vendors and how they buy that software (15:16) 3. How nonprofits find the vendors that they buy from (28:56) You can search for nonprofit vendors using Cause IQ here: https://www.causeiq.com/vendors/ Check out the Go Beyond Fundraising podcast here: https://www.pursuant.com/gobeyondpodcast You can subscribe to Nonprofit Quarterly here: https://nonprofitquarterly.org/

In part two of our three-part Nonprofit Fundamentals series, the Constant Method team will talk more about the people who make nonprofits run.

How do the roles & responsibilities of a nonprofit differ from a for-profit company?

Who are the types of people that work for nonprofits?

Who is responsible for the budget and how is it evaluated?

Why are the social and emotional jobs, pains and gains important in understanding nonprofit employees?

Want to know more?

Visit us at constantmethod.com

In this inaugural episode of The Profit Meets Purpose Podcast the Constant Method team will be starting a three-part series diving into the fundamentals of selling-to and supporting nonprofits.

Part 1: What is a "nonprofit?"

Part 2: How important is a nonprofits mission area of focus?

Part 3: Why does the size of an organization matter?

To learn more, visit us at constantmethod.com

Driven by the unprecedented changes to nonprofits and their funding, this episode addresses a sensitive but relevant topic in the tech-for-good space - Ambulance Chasing. How can for profit companies prospect into nonprofits and still win business while maintaining integrity?

Constant Method Co-Founder Mark Cross speaks with Maria Clark, current SVP of Partnerships and Chief Evangelist for GoodUnited and former head of Relay for Life at the American Cancer Society.

• Mark and Maria begin by setting some ground rules for this discussion (4:42)
• Maria talks about the term "Gray Sky Fundraising" (10:10)
• Mark talks about "Ambulance Chasing" (18:32)
• A summary of the "Do's and Don'ts" (36:13)

The list of "Do's and Don'ts" is available at the Constant Method bloghere.

If your team needs help in how to sell to nonprofits during times like these, contact us atconstantmethod.com

We'll be back next Wednesday with a full episode in a new series that focuses specifically on great nonprofit tech sales.

In the meantime here's a mini-episode where Constant Method Co-Founder and Principal Consultant Mark Cross talks about the four essential categories of evaluating nonprofit sales talent.

If you'd like to learn more, visit our website or follow us on LinkedIn

1. The worst sales demos we’ve been a part of (3:30)

2. The difference between Solutions Engineer and Account Executive demos (14:37) 

3. Why prep is so important in the demo process (29:27)

4. How to get people involved in a virtual demo (39:05) 

This episode of the Profit Meets Purpose Podcast is part of our ongoing series in helping to make nonprofit sales people and leaders more effective.  Today we’re focusing on win/loss retrospectives, why they’re valuable, how they work and what can be gained from them.

Along with Constant Method co-founders Mark Cross and Kevin Kreamer, our special guest on this episode is Scott Cross, VP of Sales at iDonate.  

Scott has over two decades of experience in sales and brings a wealth of knowledge around how to leverage win/loss calls to improve sales & company outcomes.

In this episode we cover:

• Why should companies be doing win/loss calls (6:23) 

• What sales teams can learn from combining a win/loss call with a review of the sales process (8:34)

• How a win/loss call should be structured (12:17)

• How to handle difficult feedback from win/losses (23:09)

• What part technology and AI play in the win/loss retrospective (28:03)

• How to get leadership involved (37:14)

  
  

Links or other info:

If you’re a nonprofit interested in how iDonate can help your organization raise more money without more work, you can visit iDonate.com or connect with Scott on LinkedIn.

You can sign up for the latest webinar and access all of their amazing resources at iDonate.com/id-labs

If you’re a company who sells into the nonprofit world and you’d like some help with how to do win/loss calls, we have a free resource template on our website here.  If you want someone to do those calls and analyze the results, please visit us at constantmethod.com or reach out to Kevin or Mark on LinkedIn.

Live from the P2P forum conference in Atlanta, we’re speaking with Robyn Mendez, AVP at City of Hope who offers a unique perspective on prospecting to nonprofits as someone who has worked at several roles in both the nonprofit and for-profit sectors.  

We talk about what nonprofits truly expect when salespeople are reaching out and how to better connect in order to open and win more business. 

In this episode we’ll be covering: 

• Who is doing bad cold outreach and what they’re doing? (2:10) 

• How do BDRs learn the business? (5:56)

• Should we be coaching people to speak about the value in the same way? (12:57)

• How to tip your hand that you REALLY don’t know what you’re talking about (15:53)

• What nonprofits expect from sellers (20:53)

You can join the Walk for Hope here and connect with Robyn on LinkedIn here. 

If you or your team needs help in evaluating your prospecting methods or training and scaling business development teams to open and win more deals, contact us at Constant Method and connect with Mark on LinkedIn here.

This is the second episode as a part of our ongoing series that delves further into the nonprofit sales process.  Today we’re joined by Charlie Lewis, Strategic Accounts Director at Virtuous, who is here to talk about what makes for great discovery and how that helps find and close more qualified leads.

In this episode we cover: 

• Continuous discovery throughout the sales process (2:12)

• Doing your research upfront (9:17)

• What role BDRs play in discovery (18:58)

• How to ask about budget (24:47)

• Inbound vs. outbound discovery (27:20)

• How to get to a “no” quickly (46:02)

If you’re interested in learning more about Virtuous, you can visit virtuous.org, or connect with Charlie on LinkedIn.  

If your sales people need more help in their discovery process, or you want to evaluate if your team is executing a proper discovery, you can reach out to us at constantmethod.com or connect with Mark and Kevin on LinkedIn. 

To help any company selling to nonprofits, here is a link to a free nonprofit discovery resource to download.