“If you don’t know where you’re going, any road will take you there.” Think about a sales contest you have conducted (or participated in) that was missing something. Perhaps it did not have a specific purpose, was unorganized, anticlimactic, or even ineffective? Rather than using a generic model, create a personalized strategy that will help(…)
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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(…)
Hundreds, even thousands, apply for any ticket sales position opening, flooding LinkedIn, PBEO and Teamwork Online with resumes and contacts trying anything to break in. Some fly to the Baseball Winter Meetings or various sports sales combines in hopes of speaking to any hiring manager willing to listen. If fortunate enough to grab entry-level positions in inside(…)
Today (9:00 CST) we revealed a new look for American Airlines. I’m asking my fellow board members on the S3 Report and our readers to join me in celebrating this significant step forward in our journey to become a more modern, world class global airline worthy of the name American. And, in anticipation of your(…)
How to break into a mature market The giants of athletic gear (Nike, Adidas and Reebok) traditionally dominated the sports merchandising brand space through partnerships with sports franchises and collegiate athletics. In mature, lucrative industries like this, the question for others is always the same: How do you break into a market that already has strong leaders? In(…)
Cover photo courtesy of aeonday.
Not in the awareness business “We are not in the awareness business,” said Kelly Roddy, President of Schlotzsky’s, which is owned by Focus Brands (Auntie Anne’s, Cinnabon, Carvel, McAlister’s Deli, and Moe’s Southwest Grill). “We are into meaningful relationships and sponsorships provide this,” added Roddy. These sentiments were reinforced by Bill Moseley, Director of Marketing(…)
Post questions to the community This month we introduce the Sports Sponsorship & Sales (S3) forum where you can post questions to others in the community. We encourage you to ask others what works for them in the area of ticket sales, sponsorship sales & activation, sponsorship metrics, sales analytics, CRM, social media, digital media, or(…)
Social Media is all fun and no work, right? Those “millennials” are always on their phones, checking Facebook and “LOL’ing” with their friends. It always seems to be “tweet this” and “hashtag that.” I can hardly understand what they are saying sometimes! The truth of the matter is that social media, when used effectively, can(…)
Anyone in the sports business very long knows one may have to relocate to advance one’s career. While certainly not a requirement, top executives have made a few stops in different cities in different sports and with different organizations throughout their career. It can be an exciting but daunting task to ingratiate yourself with an(…)
People just starting to climb the ladder in this business often ask: How do I become a leader? I do not have ALL the answers, but here are six tips that will help. 1. Learn to follow Say what? I asked you to tell me how to be a leader and you say to learn(…)
Making the pitch Recently I attended a recruiting meeting with a local college football coach where the goal was to get the high school senior to commit to attend his school. I agreed to attend the meeting after I was sure that I wasn’t breaking any rules and also because I knew I was going(…)