• Women Leaders In the Business of Sports

    Baylor University welcomes Paige Farragut, Tami Walker, and Amy Pratt to the Sports Sponsorship & Sales (S3) Club’s Women In Sports panel on April 14th. The event will take place at 6:30 p.m. at Baylor University in the Cashion Academic Center, Room 203. The panel will discuss the opportunities and challenges that women face in(…)

  • How to Create Sponsorship Inventory & Activation Out of Thin Air

    After spending more than 8 years in the “Minor Leagues” (4 with Daktronics Sports Marketing and 4 with the Texas Legends), I have learned you can never have a shortage of creative inventory and thinking.  This is especially true in a competitive market space where you are up against all the big boys of the(…)

  • Outbound ticket sales: How to create a sales playbook to maximize sales

    As NCAA programs continue to adopt more revenue-generating practices, activating an outbound ticket sales program appears simple.  Hire entry level sports management grads, provide a desk, phone, and email address, pull past buyer lists and watch the ticket sales role in. While most understand ticket sales is more complex, how many take ALL key aspects(…)

  • What can teams learn from Manchester United? How to hang out with fans on Google+

    Manchester United is a global brand Manchester United, along with Real Madrid and Barcelona, have the most fans outside their own country. They can count on fans in emerging markets, especially Asia and Africa. The Red Devils may be suffering on the pitch currently, with the tenure of David Moyes, Sir Alex Ferguson’s anointed heir,(…)

  • Digital CRM is the New Ticket Sales

    The most eye-popping statistic shared at this year’s National Sports Forum (February 9-11, Dallas) came from Associate Athletic Director and Chief Marketing Officer at the University of South Carolina, Eric Nichols (@ericnichols): A $38,000 digital media budget realized $922,000 in track-able ticket sales. That number is astounding to be sure, but the point isn’t so much the(…)

  • Why You Should Embrace Monday

    Don’t show your hands Meet Willie. Willie lives in Roaring Creek, in the Cayo District of Belize. Willie is a parrot and Willie has a bad attitude when it comes to hands.  Place your hands behind your back, and you can put your face right up to Willie’s face with no problem. He will actually(…)

  • The 7 S’s of Effective Morning Sales Huddles

    Successful sales managers know how to set the stage each day to prepare their sales team to meet their goals. That begins with the morning sales huddle.  Follow these seven essential steps and you’ll  get sales reps prepared for the day with the right mindset. Strategize Effective sales rep huddles should last no more than(…)

Welcome to the Sports Sponsorship & Sales (S3) Report

Welcome to the Sports Sponsorship & Sales (S3) Report

Join the S3 Community to: Participate: Join the discussion on our LinkedIn group: Click here. Access: All current month articles are available for those in the S3 Community. Click here to join. All archives from previous issues are open access. Share. The purpose of the Sports Sponsorship & Sales (S3) community is to share best practices(…)

3 basic questions you should ask premium seat buyers

3 basic questions you should ask premium seat buyers

Preparation is the key to selling efficiency Preparation is on anyone’s top 10 list of what makes successful salespeople. Successful preparation is based on asking the customer the right questions. Knowing the right questions is one thing. But knowing the right answers can lead to more sales and more efficient selling (i.e., close ratios). A(…)

Market (Sell) Like a Rock Star!

Market (Sell) Like a Rock Star!

I got this headline “Market Like a Rock Star” in an email after I read the book Radical Marketing. They were trying to sell me a book about the Grateful Dead. No sale, but it caught my attention. What if I really did market like a rock star? What would that look like? Here are four(…)

Why the new AT&T Stadium is win-win for everyone

Why the new AT&T Stadium is win-win for everyone

Since AT&T and the Dallas Cowboys have been great supporters  of the S3 program since its inception a decade ago, apparently DFW reporters figure I might have some insight into the financial deal between the two on the naming rights. Although I’ve been quoted as saying it’s in the $18-20 million range, that’s purely an educated(…)

Just trust me

Just trust me

Imagine Imagine telling someone: “I’m going to be taking you on a long, dangerous, and difficult trip. There will be times you are likely to be very uncomfortable, and there may be terrible storms. I’m not going to tell you where we are going, why we are going, when we are going, or how we(…)

Who’s your Hottest Lead? How to Leverage Post-Sale Opportunities

Who’s your Hottest Lead? How to Leverage Post-Sale Opportunities

Identifying highly qualified leads can be an arduous, time consuming process. As a result, it is important to maximize every opportunity with your hottest leads. Who is your hottest lead? Instead of looking to the CRM system or hoping for a better leads list, think of your hottest lead as the customer with whom you(…)

How Can Teams Use Social Media To Build Brand, Develop Fans & Tell Their Story?

How Can Teams Use Social Media To Build Brand, Develop Fans & Tell Their Story?

Before the days of social media, the frequency and avenues of touch points between brands and consumers, and teams and fans, were few and far between. Beyond media broadcasts and ads, team slogans printed, and in-venue experiences, the concept of building a brand and using it to develop fans and partnerships was an afterthought. But(…)

Here’s a method to turn sponsorship assets into answers

Here’s a method to turn sponsorship assets into answers

Assets or answers? In this age of branded content, properties offer rights to marks to enhance the ability to create brand context. New digital signage offers better image and really “pops.”  The property’s social media accounts offer scale to create potential value.  All of this is true. But these are assets not answers. Brands seek(…)

How to build trust in relationship selling

How to build trust in relationship selling

All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the problem. Research shows three important consequences related to trust and performance. Overall business performance for organizations is higher when salespeople trust their managers.1  Individual sales performance is better among salespeople who engender high(…)

Top 20 Tips for Blogging and Writing Good

Top 20 Tips for Blogging and Writing Good

Why you should be blogging Your profile picture may be ridiciously good looking and you may already write good like Derek Zoolander. But why should you write anything for others to read? Because you have something to say–and if you work for a team you have a built in audience.  You may not think of(…)

Structuring corporate partnership departments to serve and sell

Structuring corporate partnership departments to serve and sell

Service or new sales first? Every franchise experiencing a significant internal leadership change or external threat like the recent recession sees an immediate focus on new revenue. Understandably, new corporate partners are often expected in order to reconcile revenue projections made during the sales process of a franchise or to deal with a down economy. (…)

S3 Spotlight: Bill Glenn Explains–How to Expand your Skill Set to Advance Your Career

S3 Spotlight: Bill Glenn Explains–How to Expand your Skill Set to Advance Your Career

Bill Glenn is President of The Breakout Group, a boutique consulting firm that creates sales and marketing strategies to challenge norms and produce breakout results for brands and sports/entertainment organizations. His thinking is built on a foundation of deep sales and marketing expertise and both an agency and client-side perspective as it relates to integrated marketing programs(…)