Being Emotional- Pollen

Posted on April 17, 2026 by directimpact

The pollen is really high on this end. My wife Teri really likes it because my eyes water and she says it’s the only time I get emotional. Whatever!

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Questions- Introduction Call

Posted on April 10, 2026 by directimpact

When talking with a prospect for the first time, here are some probing questions for new membership management software:

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Happy Easter

Posted on April 3, 2026 by directimpact

As we move into Easter weekend, I thought I would share encouraging scripture from Ephesians 3: 20-21. “Now to him how is able to do immeasurably more than all we ask or imagine, according to his power that is at work within us.”

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Leveraging Upcoming Events

Posted on March 26, 2026 by directimpact
Good afternoon,
I have had success using the following messaging to generate meetings in the chamber market. We could use this same approach for the upcoming AMS Demo Days, Super Forum and MMC+Tech events.
For example:
John,
 
I read your profile on the (Insert Association) website and just left you a message. Given your role as VP Membership, I wanted to reach out with an invitation that might interest you.
 
We’re heading back to MMC+Tech in DC this year to share how our Membership Management Software stacks up against (Insert AMS) and the specific ways we’re helping associations boost member engagement and drive additional revenue.
 
If interested, I would like to schedule a brief 20-minute introduction call to see if we may be a match for (Insert Association). From there, we can decide whether or not you want to see a personalized demo in DC or Virtually.
 
Here’s more on how we are serving associations…
 
With gratitude,
RJ
Finally, some interesting insights from a recent Marketing podcast.
Pratfall Effect- If you or your company have a less than perfect rating, you are more believable. No software, person or product is perfect! 4.8 instead of 5. Retention Rate of 95.4. Also, negative numbers create more engagement. Retention Rate Down 17% until started using engagement tools.
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Discipline of Market Leaders

Posted on March 20, 2026 by directimpact
Good afternoon,
I read a book a few years ago called The Discipline of Market Leaders. The book proposed that an organization had to choose whether to focus on Product Leadership/Best Product, Operational Excellence/Best Total Cost or Customer Intimacy/Best Total Solution. I am pursuing a market for a client and all signs point toward focusing on Customer Intimacy. Stay tuned to hear about whether or not we have the discipline to implement this strategy.
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Pop Out and Pop In

Posted on March 13, 2026 by directimpact
Timed Pop-ups are gaining more and more traction these days. You stay on a page for a certain period of time and a Pop-Up shows up with a special offer pertaining to the that page. Maybe we can have the Spring Forward Gift Landing Page show up if a prospect lingers on our demo page or other content. Just a thought.
As salespeople and prospect development specialists, we are always trying to Pop-in at the right time. We have intelligence tools in place to try and gauge if a prospect is in the market and would be willing to open the door to our Pop-in visit. Today’s Reach Desk webinar, creates the opportunity for us to be more welcoming and less threatening when arriving at the door to engage. Think about it, how nice is it when somebody visiting shows up at your door with flowers or some other gift.
So yes, we now have at our disposal Pop-up and Pop-in tools that can create emotional attachment which can lead to deeper and more meaningful conversations.
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Revenue Scales from Discipline

Posted on February 13, 2026 by directimpact
The following is a LinkedIn post about scaling revenue from discipline.  I really like #4 because an opportunity without actionable next steps is merely an idea, a wish, or a distraction. This leads to opportunities that stay open for far too long. #3 is something I need to constantly work on. Low revenues and lack of any executive direction usually mean bad deals and I should not set up an introduction call. #5 is one of my super powers.
Here you go:
Revenue doesn’t scale from talent.
It scales from discipline.
Stop confusing great reps with scalable sales.
Most teams break when they grow because:
But scale only happens when behaviors are non-negotiable.
Here’s what must stay consistent as teams grow:
1. Preparation
2. Problem-first selling
3. Qualification discipline
4. Next-step clarity
5. Consistent follow-up
6. Honest forecasting
Sales teams don’t scale by working harder.
They scale by protecting what works, every time.
Process beats heroics.
Every single time.
For all of us- It’s not that we don’t know, but always need to be reminded.
Bonus Marketing Idea– What if we put a Remind Me button next to our Register Now button. Maybe we would grab some prospects that are on the fence about attending.
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Digging Deeper

Posted on February 6, 2026 by directimpact
Digging Deeper
I took a little risk while doing my outreach calls  this week and dug deeper. One of the prospects shared her bio on the company’s web site. Her mantra, “At the end of the day, know you did the right thing.” I dropped this into the Subject Line- Did I do the right thing. She responded and we are on our way to deepening the relationship.
Wisdom Nuggets
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Speed vs Control

Posted on January 30, 2026 by directimpact
I sat in on a software demo this afternoon and we uncovered quiet a few pain points. The prospect was at a lower level, but when pitching Enterprise/Software products, you need to build the narrative from the ground up. I know for a fact that the CEO at ABC wants to leave it up to his people to bring him the pain points that a new solution will solve. With that said, I thought the following post communicates some good points:
Here you go:
SMB sales is speed. Enterprise sales is strategy.

Same product. Completely different game.

Here’s what most people get wrong:

They try to sell to enterprises like they’re SMBs.
Fast pitches. Quick closes. One conversation.

That’s not how big deals work.

SMB motion:
→ Talk to the CEO or problem owner directly
→ Win on timing (catch them when it hurts)
→ Close fast or walk away
→ One decision maker, one conversation

Enterprise motion:
→ No single buyer exists
→ Multiple stakeholders with partial authority
→ Decisions move through layers
→ You need context before you need a champion

The real difference?

SMBs reward you for showing up at the right moment.
Enterprises reward you for bringing the right information.

When you sell to SMBs:
Timing beats everything. If the pain isn’t fresh, move on.

When you sell to enterprises:
Start at the bottom. Talk to operators and managers first.
Build the narrative from the ground up.
Then bring it to decision makers with proof.

Bottom line:

SMB = speed wins
Enterprise = control wins

Know which game you’re playing.

When talking to Membership Coordinators and Managers ask Simple questions like, Is renewing your membership easy? Is generating a report easy? Is joining easy?
Finally, I heard a preacher say this week, Most people don’t fear Public Speaking, they fear Social Judgement.
Stay warm, but not comfortable. That’s how things get done- outside your comfort zone.
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Human Connection

Posted on November 14, 2025 by directimpact
You cannot automate human connection. You cannot AI your way into trust. You can build follow up systems that make people feel seen, heard, and valued. Simplify the process. Ask more questions. Be a Guide or as I like to say a Concierge. You are the differentiator.
Have you thought about what you are going to send your customers and prospects this Thanksgiving? If not, just send me something;)
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