When nonprofit leaders hear the word sales , many feel a quiet tension — a sense that selling is somehow at odds with service, equity, and community-centered work. But when selling is done well, it does the opposite. Ethical, mission-aligned selling: protects your team honors your partners strengthens your mission clarifies what’s possible ensures resources match the work creates conditions where students and educators truly benefit Sales becomes a form of stewardship. Let’s

(Fixing Revenue Blind Spots) Every nonprofit leader has looked at a sales pipeline or forecasting sheet and felt a mix of hope, uncertainty, and “I’m not entirely sure what this means.” It’s completely normal. Pipelines are powerful tools for understanding momentum — but they only tell the truth when they’re built on clarity and readiness. Without that clarity, a pipeline can quietly mislead you. Not intentionally. But because the information inside it doesn’t always reflect

Pricing is one of the most emotionally complex parts of nonprofit sales work. We care deeply about children, families, and communities. We want to say yes. We want to help. We want to be accessible. And we never want a price tag to feel like a barrier. Because of that, many nonprofit leaders intentionally underprice their programs. Not out of fear or inadequacy — but out of compassion. But compassion and clarity can co-exist. And to sustain the mission, they must. Mission-ali

(It’s Not What You Think) Many nonprofit teams use their CRM as a digital Rolodex or address book — a place to keep names, notes, and a few reminders. And while that’s a natural starting point, it dramatically undersells what a CRM is capable of helping your team do. When used well, a CRM becomes something much more powerful: ⭐ A CRM is not a database. It is a decision-making engine. A well-designed CRM helps you see: what needs attention which opportunities are healthy where

(Stop Hiring People Pleasers) Many nonprofits make the same understandable mistake when hiring their very first sales or partnerships leader. They look for someone warm, personable, deeply committed to the mission — someone who connects easily, builds quick rapport, and makes people feel comfortable. Those qualities matter.But on their own, they are not enough. And in many cases, they lead organizations to choose someone who is caring and well-intentioned … but not equipped f

How to hire people who can sell — and align with your mission Nonprofits often approach hiring with deep hope: hope that the right person will appear, hope that experience will compensate for ambiguity, hope that good intentions will translate into strong performance. But when it comes to building a sales function — especially one that is ethical and mission-grounded — hope is not enough. The people you hire will shape: how your mission is understood how partners experience y

(And Why It Matters So Much) There’s a moment early in every nonprofit sales conversation that shapes everything that comes after: Discovery. Not the pitch. Not the overview deck. Not the “let me walk you through our program.” Discovery — the moment where we slow down, get curious, and create space to understand what a district is truly navigating — is where mission-aligned selling begins. Many organizations intend to do this well, yet discovery often gets rushed or overlooke

(And Why Both Roles Matter for Your Mission) In many nonprofits, sales and development get blended together.Not intentionally — but because both functions involve relationships, revenue, and communication with external partners. But here’s the quiet truth: Sales and development are not the same job. And when we treat them as if they are, both functions suffer — and so does the mission. Each team plays a different role. Each requires different skills. Each supports the mission

(Explained in Plain, Mission-Centered Language) When nonprofits begin building a sales function, one of the biggest early challenges is knowing who does what. Many organizations hire one person and expect them to do everything: find new partners nurture existing ones manage contracts forecast revenue handle logistics understand product lead discovery support implementation It’s too much for one person, and it dilutes the integrity of the work. The truth is: A healthy, mission

Reframing Sales as Service, Guidance, and Access to Mission Nonprofit leaders are often uncomfortable with the word sales. And it makes sense why. For many, “sales” brings to mind pressure, persuasion, or practices that don’t feel aligned with community, equity, or service. But in a mission-driven organization, sales is not about convincing anyone of anything. Here’s the quiet truth most nonprofits eventually discover: Sales, when done ethically and clearly, is simply the wor