• How two brothers made it big in pro sports: Colin Faulkner, Chicago Cubs and Chris Faulkner, Denver Broncos

    Note: In this re-release (first posted April 1, 2013), we congratulate Colin Faulkner, and the 2016 World Champion Chicago Cubs, for catching up to brother Chris Faulkner, whose Denver Broncos won the 2016 Super Bowl. S3 Board Member Spotlight Brothers. Friends. Sports. These three words bind Chris and Colin Faulkner together as one of the(…)

  • Spurs Share Values & Insights with Baylor Sports Sponsorship & Sales (S3)

    What can we learn from the Spurs organization? The Spurs were the first organization contacted before the S3 program launched in 2004. We often say that the Spurs organization is “Baylor South,” because so many of the 250+ S3 graduates started careers in San Antonio. Nine members of Spurs Sports & Entertainment (SS&E) engaged in(…)

  • How to Sell Tickets to People Who Won’t Answer the Phone

    Do you answer a call from an unknown number? Neither does anyone else. Americans spend upwards of 4 hours a day on smartphones, but odds of answering an unidentified caller are about one in four. Millennials are even less likely to answer: Phone calls are seen as intrusive, impersonal, presumptive, time-consuming, and annoying. According to Nielsen,(…)

  • Best Ticket Campaign Ideas

    Kicking off the S3 StubHub Ticket Campaign Competition Learning best practices is one of the most valuable elements of the meetings, conventions, and seminars we all attend. To that end, with partnered with StubHub to launch the annual S3 StubHub Ticket Campaign Competition at the 2017 S3 Board Meetings this past January. We’d love to(…)

  • Does Grit Lead to High Performance in Sales?

    What is Grit? Angela Duckworth made an industry out of her own passion and perseverance toward a long-term goal–her definition of grit–and measuring it in others. Controlling for other factors (SAT scores, IQ, self-control, and the Big 5 personality traits), she and her colleague’s research found the grit items (click here to see if you(…)

  • Sports Sponsorship & Sales (S3) Newsletter: The Relaunch

    S3 Newsletter May marked the relaunch of the S3 Newsletter–and the next issue could be starring you! Sign-up here to receive each issue via email, as well as to share news, such as: Moving: From one sports/entertainment related position to another Shaking: Promotions, Awards, or Other stupendous feats of possible interest to readers. In in this month’s(…)

  • StubHub Ticket Insights: Changes in Who, How & When People Buy

    In a league of its own StubHub sells a ticket at least once every second. Over 21 million unique highly qualified buyers visit StubHub every month. Last year (2016), StubHub sold over $4.2 billion in tickets. That total essentially places StubHub in a league by itself, comparable to the NBA or Premiere League and more(…)

  • An Internship Model for Sports Sales, Marketing, CRM & Analytics

    After arranging & supervising hundreds of sports internships for the last dozen or so years, Dr. Darryl Lehnus and I devised a system that works well for us. Ideally, partners provide the internship with the same objective of developing and evaluating talent in view of future employment there or elsewhere. Our partners see intern successes(…)