• Making CRM What Your Sales Staff Wants

    Get to know your staff No two sales staffs are going to be exactly the same. No two reps on your staff may be the same. In order to achieve the level of acceptance that you want, you have to make the system do what they want. That means getting to know your salespeople. My(…)

  • Selling vs. Telling

    Making the pitch Recently I attended a recruiting meeting with a local college football coach where the goal was to get the high school senior to commit to attend his school.  I agreed to attend the meeting after I was sure that I wasn’t breaking any rules and also because I knew I was going(…)

  • Why the Super Bowl Ads Missed the Mark

    Advertisers for Super Bowl 49, at least I’m pretty sure that’s the number we’re on, collectively set the mark for most depressing ads ever. Sure, Fiat, Doritos, Snickers and Supercell did their best to entertain. These are ads we wouldn’t mind seeing again. Others, however, must have been reading the same research report that people(…)

  • Students: Finding your Perfect Sports Business Employer

    Students: Finding your Perfect Sports Business Employer It’s your senior year. You’ve been through hundreds of hours of classroom instruction, completed multiple industry internships, and built your network extremely well. You’ve taken advantage of every opportunity. You are ready to jump head first into a full-time position within the sports business. Now that you’re ready(…)

  • Sales Training: The Four Benefits of Waiting

    Heinz had a commercial with a slogan when I was young, “The best things come to those that wait.” The guy whose friends ditched him because he was waiting on the ketchup to come out of the bottle ended up on a date while the others twiddled their thumbs. In many years in the the advertising(…)

  • Why Stadium Connectivity Presents the Best Sponsorship Opportunity for Teams & Corporations

    The second screen in sports The ongoing conversation is how to integrate the second screen into the sports industry. More and more, fans spurn attending games to watch events from the comfort of their own homes. As teams and leagues seek to increase  revenue, the time has come to fully integrate the second screen into the(…)

  • Who owns your brand? (Hint: it’s not you)

    John Stuart, former chairman of Quaker Oats, said “If this business were to be split up, I would be glad to take the brands, trademarks and goodwill and you could have all the bricks and mortar – and I would fare better than you.” The really valuable asset  any company (or person) owns is the(…)