In this episode of Deep Dive For Impact, Nick introduces the concept of a "sales model" and what it means for a fundraising organization to commit itself to sales. We then walk through some guiding principles that a member of a fundraising team can use at any time to help them build a sales culture and make their team more efficient and effective.

• 0:00-3:53 Introduction
• 3:53-18:36 Prerequisites for a functional sales team
• 18:36-24:02 Principle #1: Drive toward the ask
• 24:02-29:16 Principle #2: Maximize relationships at this given moment
• 29:16-34:38 Principle #3: Spend more time with better prospects
• 34:38-37:17 Principle #4: Celebrate decisions
• 37:17-40:06 Principle #5: Don't make decisions for your prospects
• 40:06-44:16 Bonus principles/considerations
• 44:16-47:13 Closing thoughts