Top 10 Ways to Inspire Others (and succeed in the business of sports)

Top 10 Ways to Inspire Others (and succeed in the business of sports)
by Frank Miceli – November 2013

Growing up in south Philly

Growing up in Philadelphia a block away from the sports complex I always dreamed of someday working for the Philadelphia Flyers.

As a 16-year old I was inspired by the story of Ed Snider after reading a magazine article about him and his business philosophy.  I just knew working for the Flyers was my destiny. But after writing 44 letters of application and along the way completing my college degree at the University of Scranton, I was still no closer to my dream job. Their 44 kind letters of rejection made it clear I needed to prove myself and bring something more to the table than a college degree

Gaining some success in retail advertising at Gimbels Wannamaker’s, and Strawbridge & Clothier along with a chance meeting working late one night turned into the opportunity of a lifetime. What seemed like a normal Wednesday night preparing Sunday’s ad copy turned into meeting Milt Beaver, a senior executive who later opened the door to my dream job and incredible 18-year career with Comcast-Spectacor.  I was excited every day of work then and every day I go to work now as Senior Vice-President for  Spurs Sports & Entertainment in San Antonio, Texas. I am so very proud to have my name next to the Iconic Spurs logo on my business card and I never take that blessing for granted.

Secret to Success

My secret to success is there are no secrets. As Colin Powell said, “There are no secrets to success. It is the result of preparation, hard work and learning from failure.”

The recipe to success is the same for me as it is for you. I love the word-picture of “Pound the Rock” by the Danish American social reformer Jacob Riis:

“When nothing seems to help, I go look at a stone cutter hammering away at a rock perhaps a hundred times without as much as a crack showing. Yet, at the hundred and first blow, it will split in two, and I will know that it was not that blow that did it but all that had come before.”

What I’ve learned since moving from that street row house in south Philly to one day working for one of the best franchises in pro sports is this: Everything you need to succeed is under your control. All you need to do is inspire others.

What does it take to inspire others?

Here’s my Top 10 list of ways you can inspire others. All of these are completely up to you. Do them and you’ll succeed. As Steve Mariboli says, ““When you are living the best version of yourself, you inspire others to live the best versions of themselves.”

  1. Be passionate.
    • Really.
  2. Have a positive attitude regardless of road blocks.
  3. Make others great around you.
    • Think Tim Duncan.
  4. Be loyal.
    • Loyalty to others builds your brand reputation.
  5. Work hard.
    • “Most people have the will to succeed, but few have the will to prepare to succeed.” ~Bobby Knight
  6. Embrace change.
    • Change is opportunity dressed like a problem.
  7.  Speak up. Be heard.
    • “Only those who dare to fail greatly can ever achieve greatly.” ~Bobby Kennedy
  8. Never stop learning.
    • Like Walt Disney, practice an Hour of Power: 20 minutes learning something new; 20 minutes of meditation, and 20 minutes making someone smile.
  9. Give back.
    • “You can have everything in life you want, if you will just help other people get what they want.” ~ Zig Ziglar
  10. Have fun.
    • At least once a day!

 

The Sports Sponsorship & Sales (S3) 2013 Board Meetings in Pictures

The Sports Sponsorship & Sales (S3) 2013 Board Meetings in Pictures
by Kirk Wakefield – November 2013

[dropshadowbox align=”right” effect=”lifted-both” width=”150px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Look for S3 State of the Sports Sales Industry Survey on December 1, 2013![/dropshadowbox]The 9th annual Sports Sponsorship & Sales 2013 board meeting was the largest to date. Look through the pictures below to find yourself (which is what so many seem to be trying to do these days) or someone else you know.

Awards

The 2013 Chevrolet S3 Awards for outstanding contributions to the S3 program and for exhibiting a WINning attitude were presented by Dave Nottoli (Regional Sales & Marketing Manager, General Motors) to:

  • S3 Alum: Drew Mitchell (Vice President, Corporate Partnerships, Texas Legends)
  • Corporate board member: Bill Moseley (Director, Marketing Communications, AT&T)
  • Team board member: Kris Katseanes (Vice President, Ticket Sales & Service, FC Dallas)
  • S3 Report Writer: Murray Cohn (Vice President, Team Ticket Sales, NBA)

[dropshadowbox align=”center” effect=”lifted-both” width=”450px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ] W = Work ethic  I = Integrity N = Networking relationships[/dropshadowbox]

[slideshow_deploy id=’3354′]

Panels

The board meeting featured Frank Miceli (SVP Spurs) as the keynote speaker, Bill Guertin leading a special training session for S3 students, and three outstanding panel discussions:

  • “Have phone sales gone the way of the Dinosaur?” Moderated by Kris Katseanes (FC Dallas) with panel members Rob Zuer (Rockets), PJ Keane (Astros), Jamie Weinstein (Magic), & Wade Graf (Rangers).
  • “Activation & Engagement: Effective organization & practices in a changing environment,” Moderated by Travis Dillon (The Marketing Arm) with panel members Matt Ward (Astros), Greg Grissom (Texans), George Killebrew (Mavericks), & Jeanne Garza (Spurs).
  • “The Do’s & Don’t of Successful Sales Careers,” Moderated by Murray Cohn (NBA), with panel members Brian Norman (76ers), Paige Farragut (Rangers), Nic Garcia (NBA), & Kris Katseanes (FC Dallas)

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Banquet & Meetings

With over 55 executives representing 44 organizations, Baylor S3 juniors (32) and seniors (22) built relationships and interviewed for internships and full time positions. Thanks to everyone for your support & participation. [slideshow_deploy id=’3388′]

List of Registered S3 Board Member Attendees

Last name First name Affiliation
Apgar Bryan Website Alive
Bell Jody RMC/Pizza Hut
Boyce Bill Texas Legends
Brand Matt Houston Astros
Brum Paige Circuit of the Americas
Burnett John Southwest Media Group
Busch Jeff Jack Morton Worldwide
Cheever Adam AEG Kings/Galaxy
Clark Joe San Antonio Spurs
Cohn Murray NBA
DePoy Lisa On The Border
Dillon Travis The Marketing Arm
Eldersveld Jeff Columbus BlueJackets
Farragut Paige Texas Rangers
Farragut Paige Texas Rangers
Fernandez Eric Media Link
Flynn Steve Chevrolet
Garcia Nick NBA
Garthe Cris Houston Rockets
Garza Jeanne San Antonio Spurs
George Brian IMG/Baylor University
Glenn Bill Breakthrough
Goren Bill Austin Toros
Graf Wade Texas Rangers
Grissom Greg Houston Texans
Guertin Bill 800 Pound Gorilla
Haynes Cody Houston Rockets
Heidtke Jon Fox Sports Net
Horn Leslie Dallas Stars
Hughes Tom NRG Energy
Jolesch Chase Baylor University
Katseanes Kris FC Dallas
Keene P.J. Houston Astros
Killebrew George Dallas Mavs
Kinsey David St. Louis Rams
Leva Joe New York Yankees
Lichty Chuck Orlando Magic
McKenzie Eric San Diego Padres
Metz Lynda Carrier RMC/Pizza Hut
Miceli Frank San Antonio Spurs
Mitchell Drew Texas Legends
Moseley Bill AT&T
Norman Brian Philadelphia 76ers
Nottoli Dave General Motors
Rivers Anne BAV Consulting
Robbins Mike New York Yankees
Sehgal Anita Academy Sports + Outdoors
Spicer Bill Dr Pepper/Snapple
Torres Frank San Antonio Spurs
Vogelaar Mike Daktronics Sports Marketing
Walker Tami Phillips 66
Weingartner Heidi Dallas Cowboys
Weinstein Jamie Orlando Magic
Wright Tommy Legends
Zuer Rob Houston Rockets

Did we miss you? Let us know!

5 Great Sponsorship Activation Ideas

5 Great Sponsorship Activation Ideas
by Lynda Carrier-Metz – November 2014

My experience with successful sponsorship activation has been lukewarm:  Like having one foot in a bucket of cold water and the other in boiling hot. Sometimes we hit it out of the park and other times, well, you get the idea.

Thankfully, I had the opportunity to ask my friends on the All-Star Sponsorship panel and discussion at the Baylor Sports Sponsorship & Sales (S3) annual board meeting what has worked well for them. Thanks to Travis Dillon (The Marketing Arm) for moderating the panel!

Activation Insights

1. Integrate the sponsor into the field of play. Matt Brand, Vice President of Partnerships, Houston Astros, explained, “When a hit ball strikes the ‘fowl (foul) poles’ everyone in the stands gets a FREE Chick-fil-A sandwich. This drives traffic and fan excitement!” Another similar example are the foul poles at the Padres’ Petco Park that look like TaylorMade golf drivers. You might even want to hang a Kia automobile over the center of the court like the Texas Legends.

[dropshadowbox align=”right” effect=”lifted-both” width=”125px” height=”125px” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ][slideshow_deploy id=’3336′][/dropshadowbox]2. Activate via single channels for impact. Greg Grissom, Vice President of Partnerships, Houston Texans: “We ran a promotion for Sonic through a single social media channel (e.g., Facebook) to drive traffic. Fans following the Texans’ Facebook were aware that if the Texans win on Sunday, Tuesday is “Free Slushy Day” at Sonic. The promotion drives secondary sales through increased traffic.”

I’ve found promotions tied to wins and high scores seems to help motivate the team to play better. So, maybe the teams should pay the sponsor for agreeing to do this!

3. Drive retail with the use of the team’s marks. George Killebrew, Vice President of Partnerships, Dallas Mavericks: “Connecting Dr Pepper, Budweiser or Gatorade to case sales in grocery stores to register to win tickets ties two brands together and drives purchases for both!” Using the team’s logo and likenesses always attracts attention in crowded retail spaces.

4. Leverage community support. Jeanne Garza, Director of Corporate Partnerships, San Antonio Spurs: “One of my favorite activation strategies is actually by Pizza Hut. Pizza Hut leveraged their media buys and the goal of giving back to the community. Each January when customers purchase a pizza a portion goes to support the Spurs Youth Basketball League. Both the team and Pizza Hut promote this and everyone wins!”

And we got one more good example from the floor from Steve Flynn.

5. Test-drive. Steve Flynn, Regional Marketing Manager, General Motors: “We integrate marketing and activation at the World Series, Texas State Fair, and other events to do one thing: Get people to take a seat in a Chevrolet and take a test-drive.” Having a singular activation focus that you know results in converting prospects into customers promises a good return on the investment.

Bonus Activation Idea

So, those five are pretty good. Here’s my favorite activation promotion we run at Pizza Hut.

Borrow and build fan passion. We create excitement and gain tremendous fan engagement with the Pizza Hut, “Delivery of the Game” for football and basketball. We deliver pizzas into the stands and the fans go crazy. It aligns with our delivery service and sampling our great pizza. The more that can be given to a variety of sections the better, not just students or the same section each game!

What other ideas do you have? Click the Twitter button below and let us know @BaylorS3, @PizzaHut, #activation.

Learners or lookers: How to tell if sales reps will earn or burn!

Learners or lookers: How to tell if sales reps will earn or burn!
by Kirk Wakefield – November 2013

How do you know the difference between a sales rep who’s going to make it and those who won’t?

Research tell us that one way is to look at whether they’re learners or lookers.

What do learners look like?

Learners  are the sales reps who focus on mastering new situations, exploring tasks, acquiring new skills, and learning from experience, all with an ultimate goal of self-improvement.

How do you know if you have a learner? When learners face a challenge they will:

  1. probe problems,
  2. persist,
  3. escalate effort,
  4. seek feedback, and
  5. seek solutions.

Obviously, you don’t have a learner if they avoid problems, give up, keep doing what they’ve been doing, don’t ask for help, and don’t solve problems.

What do lookers look like?

Some reps just want to look like they’re doing something instead of doing it. They are out to prove themselves to others instead of just improving.

Lookers  focus on appearing competent to others and gaining favorable evaluations. They run away from challenges that might pose the risk of making mistakes. Instead their ultimate goal is positive self-presentation and impression management.

How do you know if you have a looker? When lookers face a challenge they will:

  1. avoid challenging tasks,
  2. withdraw from the task,
  3. set low goals,
  4. make negative ability attributions, and
  5. demonstrate a helpless response.

In contrast, learners will embrace the challenge, set high goals, assume they have the ability to figure it out, and will even want to help others meet and beat the challenge.

What about your staff?

George Killebrew, Executive Vice President, Dallas Mavericks, breaks down the importance of learning and adapting:

George Killebrew
George Killebrew

“Our staff  includes those with us just a short time as well as those who’ve been with us 14 years and even 22 years.  They all realize that they must keep up with the ever changing world of sponsorship–from understanding digital, to mobile, to social media, to all the latest trends.  If they fail to adapt, they become dinosaurs.  This is a fairly young at heart business and you must have the stamina to keep up!  Not just physically working 50 home games each year, but mentally with all the new inventory that comes our way and the changing trends in our industry. Those that fail to adapt, unfortunately have to go.  It’s learn or leave!”

Look carefully at your sales team. Is everyone on board a true learner? What answers would you get if you showed them the five characteristics of learners and lookers and asked, “Which one are you?”

Take action

Do you have a bunch of learners or lookers? Can lookers learn to be learners? What can you do to challenge your group to keep learning?

Click the Twitter or LinkedIn buttons below to share with others and keep the conversation going. Tweet to us @kirkwakefield, @georgekillebrew, #learners!


Read the original research here: Chai, J., Zhao, G., & Babin, B. J. (2012). An Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling. Journal Of Personal Selling & Sales Management, 32(2), 261-274.

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