A
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Avon

Senior Account Executive

Politicker
Executive
Catalyst
+7

Is it just me or are Non profits the most unbearable to sell to?

Ive been in a closing role for about 4 years now and almost every time I have a nonprofit, the people are the absolute worst. Maybe not all, some are lovely altruistic people but about 90% of them are the most entitled, annoying clients ever both during the sales process and as customers. Anyone else feel the same?

Is selling to NPO's the worst?

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✍️ Sales advice
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22 comments

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jefe
Arsonist
8
🍁
They can definitely be a little frustrating. The people are often great, but you're more likely to find DMs that may be less business-minded and quick to decision. There's also usually a lot more hesitation surrounding spending and budgets, which only makes sense.

I haven't seen the entitled part as much, but you do need to guide the through the process and perhaps provide some education.
Avon
Politicker
5
Senior Account Executive
I hear you but its not even the budget piece where I see the entitlement more than for profit businesses. Its just every single part of the deal cycle and even after onboarding where they just constantly expect the Ritz Carlton level service after being given the lowest possible cost thing we can provide to help them not fall apart. Its been this way at my current and my last company. To the point that our VP of Sales and VP of CS have told our marketing org to steer away from campaigns that might bring them in. Just not worth the hassle for the incremental revenue they bring in.
jefe
Arsonist
5
🍁
That's a giant pain in the ass, won't lie.

I'm inclined to agree with your VPs... Don't target them and qualify heavily. You need to guard your (and your company's) time and effort to maximize revenue generated.
ExtremeVibeChecker44
Arsonist
3
Inside Sales
Used to sell CRM software to non-profits.
Non-profit employees often have hearts of golds and brains of mush. They're just more disorganized and unprofessional than traditional industries, and obviously, incredibly price-sensitive.
I wouldn't go back.
jefe
Arsonist
1
🍁
Well put!
js2458
Politicker
6
Enterprise SDR
No money. Nuff said.
Avon
Politicker
1
Senior Account Executive
Lol lots of them have plenty of money. I highly recommend looking up their 990 on propublica if you engage with them. Its all public info
https://projects.propublica.org/nonprofits/
js2458
Politicker
0
Enterprise SDR
I am sure some do. In my experience, most don't (but hey, I am used to selling sales/marketing people high ticket items).
Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
When you're not motivated by Profit, you can afford to be arrogant.
oldcloser
Arsonist
5
💀
I save seals. Fuck you.

Can totally see it.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
basically.

I love it when the windmill and solar people fight it out on who kills more birds.
Revenue_Rambo
Politicker
1
Director, Revenue Enablement
As a non-profit they don’t believe you should make one either.
js2458
Politicker
1
Enterprise SDR
Ha, this made me chuckle out loud on the sales floor. Manager gave me an eye...
Revenue_Rambo
Politicker
0
Director, Revenue Enablement
🤣
SalesBeast
Politicker
1
Sales Leader
Government agencies are pretty shitty as well. But non profits are right up there with them.
Avon
Politicker
1
Senior Account Executive
Yeah I agree. Although my experience with Govt is that its hard to break into, but once you do its a gold mine.
CuriousFox
WR Officer
1
🦊
They have ALL the money too. Lookin at you childrens hospitals 👀
bendandsnack
Politicker
1
Account Exec
Lolll I won't name names but I have a client that's a very well known sporting league that's technically a "nonprofit."
The amount of times the CIO has come to me and said "we don't have money because we're a nonprofit, but we pay in marketing because our brand is so well known" is insane. Due to this he always gets deprioritized, then gets mad because he doesn't get enough attention.
I just had a call with him this week where he was pitching an "application that would change the game of xxxx" where he "looking for a technology partner to invest." "We're coming to you first, but we have a full list of other options if you're not interested" then he insulted our product several times. "No one else is doing anything groundbreaking like this with your product"(his use case was extremely basic).
I then asked him exactly where he wanted investment and he didn't know, he just went back into his pitch.
It was fascinating
Justatitle
Big Shot
0
Account Executive
they can be frustrating and their favorite line "budget is tight you know we are a not for profit." At the end of the day the people there chose to be there because they are non confrontational and wanted an easy gig, this means they don't even know what to ask and have no idea how to play the usual sales game.
Phillip_J_Fry
Opinionated
0
Director of Revenue
State & local gov, education, FED, and Non-profits are always the worst in my experience. All of them spend stupid amounts of money on dumb BS, but will always tell you they have no money.
CadenceCombat
Tycoon
0
Account Executive
Personally, i have no issues selling to non-profits.
Avon
Politicker
0
Senior Account Executive
Ive successfully sold to dozens, they just annoy me way more than my other clients lol. I made this post while very frustrated a certain client.

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