Don't be afraid to charge what you believe your sponsorship is worth
"I thought she was going to laugh us out of her office."
That's what one team exec told me when they presented a Founding Sponsor Partnership to a prospective sponsor. The reason he thought that was because the price on the sponsorship was more than double the largest sponsorship the team had ever sold before.
Just two weeks before, I had spent two days with this team helping them craft a Founding Partnership package that truly delivered a huge impact to their sponsor prospects.