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  • 5 Characteristics of the Best Salespeople in Sports

    As an Inside Sales Manager I am often asked what the best salespeople do to be the best.  Fortunately, I’ve had the opportunity to manage or mentor over 100 salespeople so far in my career. I have seen many times what the top performing salespeople have done to separate themselves from their peers.  What makes(…)

  • 5 Best Practices to Create Loyalty with Corporate Partners

    Fan loyalty is at the forefront of every team’s objectives.  Loyalty is defined as “having or showing complete and constant support of someone or something.” Teams build loyalty in many ways: social media, events, player appearances and, of course, winning. Season ticket holders are a prime example of fan loyalty. They are the super fans. Building loyalty(…)

  • Collaborating in Academics & Athletics: Events, Donors, and Development Professionals

    There’s a reason it’s cliche to say college athletics is the front porch of nearly every university —  it’s true, especially for the power five conferences. Game days are a special piece to the puzzle of donor and fan engagement, but only when utilized strategically. Athletic events overflow with thousands of students, faculty, alumni (young(…)

  • 6 Creative Tips to Build Fan Loyalty

    Loyalty programs have been around now for thirty years. The first were travel programs, created initially by Hal Brierly for companies like American Airlines and Hilton. After three decades, we’ve learned a few things about what works and what doesn’t. One of the things we’ve learned: You don’t need a loyalty program to build loyalty(…)

  • Utilizing LinkedIn for Business Prospecting

    My sales philosophy: Better to go after the big fish than waste time fishing for minnows! Anyone can go to the local watering hole, cast a line, and catch small fish. But if LinkedIn is your fishing pole, businesses will be the big fish you are trying to catch. If 75% of B2B buyers do social media research prior to(…)

  • Execution: 7 Essential Behaviors of Leadership in Sales Management

    What is leadership? Leadership is “organizing a group of people to achieve a common goal.” As a leader, you may or may not have any formal authority. You may be the president of your organization or you may be in an entry level sales position. There are many things that determine your ability to lead,(…)

  • You Got the Job in Sports; Now What?

    You graduated from college. Networked with all the right people. Beat out thousands of other candidates. You landed a job in sports! Now what? With all of the articles out there about what to do to get a job in sports, I thought it would be helpful to share some of the things I have learned(…)