• Leadership Challenge: Take Time to Develop the Trust Tree

    When a leader at any level transitions to a new role with a new organization, and inherits an existing staff, there are bound to be trust issues between the two parties. To grow the trust tree as a new leader you must follow three steps: Take a personal interest, appreciate unique perspectives, and be vulnerable. When trust(…)

  • Sponsorship Negotiations: The Power of Nice

    Last year a friend recommended a book titled “The Power of Nice,” suggesting it might help in my negotiations. I was surprised by the title, as most negotiation training involves “sticking to your guns” and overpowering the other side. Ron Shapiro, the author, is a very respected sports agent. His book shares how anyone who(…)

  • 7 Ways to Make Sponsorships Fit

    You probably rely on a variety of benefits when pitching a sponsorship opportunity to a prospect, including things like signage options, hospitality opportunities, media exposure, and activation potential. However, have you considered the value of how well your brand “fits” with the prospective partner? What does research tell us? Research we’ve done shows that a(…)

  • Six Brand Activation Ideas that Soar

    Over my years at American Airlines I was fortunate to be part of some great brand activation campaigns.  The following is a list of my favorite sports and entertainment marketing activations and other moments in general (in no particular order), followed by how partnerships can adopt some of the same ideas.  1. Up In The(…)

  • Customer Service: The Difference Between Good and Great Salespeople

    Congratulations you closed the sale!  You unveiled your prospect’s needs, made your pitch, put their concerns at ease and they bought! That great feeling of accomplishment sets in, you high five your teammate, ring the bell and count your commission.  You closed the sale – what a thrill!  Job complete right?  Well maybe for the(…)

  • 3 Questions You Must Answer if You Want to Work in Sponsorships

    Whether you want to work in the Wide World of Sports Sponsorships, or really any competitive field of business, you’re going to face someone like me in the interview process. I always ask these three questions in the interview: What are you not good at? How do you plan your daily/weekly schedule? How do you(…)

  • 10 Things Newbies Need to Know About the Sports CRM World

    I get this call/voicemail at least once a week from other sports teams…it goes something like this: I’ve had this conversation hundreds of times, so I thought it would help to summarize those talks in one spot: 1.  The job market for CRM is growing rapidly.     If you’re an aspiring CRM wanna-be for a team,(…)

Customer Service: The Difference Between Good and Great Salespeople

Customer Service: The Difference Between Good and Great Salespeople

Congratulations you closed the sale!  You unveiled your prospect’s needs, made your pitch, put their concerns at ease and they bought! That great feeling of accomplishment sets in, you high five your teammate, ring the bell and count your commission.  You closed the sale – what a thrill!  Job complete right?  Well maybe for the(…)

Part 2: Managing the next generation of sellers

Part 2: Managing the next generation of sellers

Last month we began our discussion on how to manage the new generation (Gen-Y) of sellers. We now turn to some specific ideas I’ve gathered from managers on how they help motivate their young salespeople. Maybe offering the double-donut burger (above) as an incentive might work. Well, thankfully we have better ideas than that. I(…)

How to create a successful university season ticket holder retention program

How to create a successful university season ticket holder retention program

Connecting Fans What is customer service? Customer service is taking an ordinary situation and making it extraordinary. At Oklahoma State University, we implemented a newly developed retention program to build long-term relationships while providing supreme customer service. The retention program includes four representatives focused on (1) connecting with the fans, (2) moving fans through the(…)

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(…)

What makes a great ballpark?

What makes a great ballpark?

My favorite is AT&T Park. You don’t have to love baseball to love going there. And that really is the business issue: How do you build or maintain a park that attracts people who don’t really care about baseball? The Cubs aren’t spending $500 million in renovations because baseball fans don’t love Wrigley. They’re concerned(…)

March Madness! Selling sports, sponsorships, social media platforms, and your personal brand

March Madness! Selling sports, sponsorships, social media platforms, and your personal brand

Brittney Griner Sells No one rises above everyone else like Brittney Griner. She’s the tall one in the picture. Brittney has scored over 3000 points (currently 4th all-time) and over 700 blocks (1st all-time, men or women). Brittney sells Baylor sports. Attendance for Baylor’s women’s basketball continues to rank near the top in the nation,(…)

How can sales & marketing get along?

How can sales & marketing get along?

I’m often asked how sales & marketing should work together and if they can. There always seems to be tension between the two in most sports organizations, even though fundamentally they should be integrated. Since I spent eight years selling tickets before crossing over into the world of marketing, the answer seems pretty simple to(…)

Bill Boyce NBA D-League Executive of the Year

Bill Boyce NBA D-League Executive of the Year

Bill Boyce has been a great friend and leader in the Baylor S3 community since the launch of the the Dallas Mavericks D-league team in Frisco. The Baylor S3 program selected Bill as one of our Chevrolet S3 Outstanding Board Members in 2012. We’re excited for him and certainly agree the League made an excellent selection!  (…)

The five powers of permission

The five powers of permission

Old style leaders are about giving permission to supplicants. Their followers seek permission. It’s an “I/you” rather than “we” dynamic. Leaders have power and followers must ask. I/you leadership is disengaging and dis-empowering. Successful leaders do more than give permission, they get it. Permission answers the question, “Is it ok with you if we talk about(…)

Using Pinterest, iTunes, and LinkedIn: How to engage fans and increase revenue

Using Pinterest, iTunes, and LinkedIn: How to engage fans and increase revenue

What do teams in the United States have to learn from Italy’s AS Roma? Pinterest In Europe, AS Roma became the first football club to use Pinterest. AS Roma boards include: Iconic photography from their history A board with images of every player Official club videos Individual boards for merchandise (men’s clothing, women’s clothing, children’s clothing, hats, bags,(…)

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(…)