• Increase Season Ticket Renewals by Identifying At-Risk Accounts

    Identifying At-Risk Accounts Many factors go into the buying decision whenever customers receive renewal invoices.  Team performance, usage, cost, and value are just a few of the buzz words we hear every year.  The issue is knowing which accounts will bring these up and how to identify them beforehand. Simplifying the renewal process has been one(…)

  • Illustrated CRM: How CRM Process Helps the Sales Process

    Three things will make CRM a great tool for your organization: consistency, ease of use, and documentation of activity. All of these are essential, particularly the last one, if management is going to be able to use CRM effectively. I wanted to share some best practices that I have gathered from my short time in(…)

  • 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(…)