by Tommy Wright – July 2013 Key Account Management Key account management (KAM) may take on a different meaning depending on the size of your organization. Coming from a smaller property, key account management is essential for us to be successful. In comparison to major college and major league franchises who may consider its five…Continue Reading Key accounts: How to compete with the big boys in the NCAA
by Brian George – July 2013 Much of your personal brand is on display via social media, as Ken Troupe shared with us in Establishing Your Personal Brand and What does your Twitter and LinkedIn say about your personal brand. Within the context of premium and corporate sales, let’s explore more what it means to establish…Continue Reading How’s your sense of sell? Defining your personal brand
by Kirk Wakefield – July 2013 Sports franchises may draw some of the less-discerning masses with dollar hot dog night and all-you-can-ingest seating sections, but luxury seats and suite buyers expect intimate personalization. You can’t get intimate with an advertised special or promotion night. As with any other relationship in life, intimacy doesn’t lend itself to…Continue Reading What does it really mean to delight premium customers?
by Jake Reynolds – July 2013 Creating the Right Culture What is culture? We hear the word thrown around in the sales industry about as often as actual sales are being made. Gallup defines culture as “the attitudes that employees have about the environment in which they work.” Every organization defines and creates culture in…Continue Reading Creating the right culture for your sales team
by Blake Cargill – July 2013 Dave Notolli, Regional Sales and Marketing Manager at General Motors, has worked for GM for over 30 years. A graduate of Purdue University, Notolli has enjoyed the automotive business from the moment he became a part of it. The automotive business has a unique, challenging aspect to it because…Continue Reading S3 Leadership Spotlight: Dave Nottoli @GM
by Eric Fernandez – July 2013 Microsoft Surface on the sidelines In May, the NFL announced a ground breaking partnership with Microsoft that would bring interactive features to fans watching at home through the X-box One console (in-game Skyping, split screen to view game feeds with stats and fantasy updates, etc) and provide a significant…Continue Reading Where is the next tech battlefield? Predicting the future of sponsors on the field
by Dan Rockwell – July 2013 All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the problem. Research shows three important consequences related to trust and performance. Overall business performance for organizations is higher when salespeople trust their managers.1 Individual sales performance is…Continue Reading How to build trust in relationship selling
by Jeff Tanner – July 2013 Are salespeople motivated just by the $ sign? Perhaps the greatest myth in sales is that salespeople are only in it for the money, especially when it comes to sponsorships and premium sales in sports. Our research regarding salesperson motivation showed money as the primary motivator for no more…Continue Reading Show me the money? The truth behind effective sales commission plans
by Kirk Wakefield – July 2013 Preparation is the key to selling efficiency Preparation is on anyone’s top 10 list of what makes successful salespeople. Successful preparation is based on asking the customer the right questions. Knowing the right questions is one thing. But knowing the right answers can lead to more sales and more…Continue Reading 3 basic questions you should ask premium seat buyers