Most failed discovery calls were already lost before anyone said hello. The damage gets done in preparation, days before the call, in...
Archive: How To Ask For Sponsorship
The latest industry news, interviews, technologies, and resources.
5 Discovery Call Mistakes That Cost You the Sponsorship
Most of what kills a sponsorship deal happens weeks before anyone sends a proposal, on the call that's supposed to prevent exactly that...
What Sponsors Wish You’d Ask in the First Meeting (But Never Do)
Sponsorship seekers walk into a first meeting ready to answer questions about their event: attendance, demographics, past sponsors, what's...
5 Discovery Questions That Get a Sponsor to Say Yes
Most discovery calls run through a dozen questions that feel productive, fill the time, and change nothing. Five specific questions move a...
The Discovery Call Script That Turned One Meeting Into a Six-Figure Deal
Most properties treat the discovery call as a scheduling formality, something to get through on the way to a proposal. It isn't. Whatever...
The Word “Partnership” Is Killing Your Sponsorship Deals
Imagine walking into a brand's office and announcing, "We don't do sponsorship. We do mergers and acquisitions." You would be escorted...
Why Sponsorship Teams Avoid Direct Outreach (And What It’s Costing Them)
Most sponsorship teams are not running passive strategies because they have concluded passive strategies work. They are running them...
How Many Direct Outreaches Per Week to Hit a Quarter-Million-Dollar Sponsorship Year?
Two hundred contacts. Forty-five discovery meetings. Fifteen proposals. Five sponsors. That ratio produces a five-sponsor year for a...
Direct Outreach Is the Only Work That Closes Sponsorship Deals
Sponsorship teams spend most of their week on activity that has no chance of producing a signed deal. They polish proposals. They attend...