Cover photo courtesy of aeonday.
How to use customer relationship management practices to add, build, and maintain relationships with fans.
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(…)
Everywhere we turn these days we are constantly reminded about loyalty. Every business seems to have a rewards program or a loyalty program. Case in point, on a recent shopping trip to the mall I made transactions at four stores and bought lunch. Four out of the five stops asked me to sign up for(…)
How Do You Know it’s Time? Answering these five questions can help you know if it’s time to update your CRM system. Are we fully utilizing our current CRM system? Have we researched new systems? Do we have the budget? Is the new system easy to train? Can we upgrade the system and minimize interruptions in sales?(…)
Every sales manager wants the team to sell more full season plans, lower level seats and premium inventory. In-depth metrics allows you to reinforce and hold reps accountable to the goals and objectives your department wishes to achieve instead of saying the basic anecdote of “sell more X.” The most important metric is total revenue(…)
Are you using your CRM system to project final renewal numbers? Are you able to identify accounts that might be harder to renew? The Way We Were In 2012, during my first renewal campaign with the Houston Astros working with then Director of Season Ticket Services, Alan Latkovic, our “CRM system” was an Excel spreadsheet(…)
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,(…)
How far will analytics take You? S3 majors meet with partners at StubHub, Giants, 49ers, Sharks, & Warriors to Find Out
StubHub and Baylor S3 StubHub and Baylor S3 created a partnership to reward motivated, analytically-talented S3 students with an expenses paid trip to the Bay area. The inaugural S3 StubHub Analytics All-Stars group visited San Francisco for three days, gaining valuable interaction time with representatives from some of the Bay’s sports industry leaders. Thanks to(…)
You are sitting at your desk making sales calls. But now the computer is missing. A pile of 8 x 5 cards is stacked in front of you. Each card contains only a name, address and phone number. Sliding your hand into your pocket for your cell phone, you find only lint. You’re moving into(…)
One of my favorite sales reps said this to me coming out of a CRM training session a few years ago. I think it’s the best analogy I’ve ever heard about CRM training. “Going to CRM training is like going to the dentist….no one really looks forward to going, but when you are done, you’re(…)
Get to know your staff No two sales staffs are going to be exactly the same. No two reps on your staff may be the same. In order to achieve the level of acceptance that you want, you have to make the system do what they want. That means getting to know your salespeople. My(…)
Redefining “Hustle” How do you measure a salesperson’s hustle? From an activity-based and CRM standpoint, is it the number of tracked phone calls, emails, and appointments in a week? What about LinkedIn InMail, Social Media, and text messaging? With the amount of different communication methods available now, does it matter what communication medium salespeople use(…)