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
S3 Leadership Spotlight: Dave Nottoli @GM
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
How to build trust in relationship selling
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
Show me the money? The truth behind effective sales commission plans
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
3 basic questions you should ask premium seat buyers
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
Bill Boyce NBA D-League Executive of the Year
Bill Boyce has been a great friend and leader in the Baylor S3 community since the launch of the the Dallas Mavericks D-league team in Frisco. The Baylor S3 program selected Bill as one of our Chevrolet S3 Outstanding Board Members in 2012. We’re excited for him and certainly agree the League made an excellent selection! …Continue Reading Bill Boyce NBA D-League Executive of the Year
How did the S3 Report grow over 400% in 4 months?
by Kirk Wakefield – June 2013 Thanks to you, the growth in readership and membership at the S3 Report has been exceptional. Let’s start with who we are and then how we’ve grown. Who are we? The S3 Report launched in January 2013 with a following of no more than 75 members of our S3…Continue Reading How did the S3 Report grow over 400% in 4 months?
Under Armour – The Underdog Story of Sports Merchandise
by Anne Rivers – June 2013 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…Continue Reading Under Armour – The Underdog Story of Sports Merchandise
Three ways to revitalize your franchise’s brand: Leadership Q&A with Kelly Roddy
by Travis Martin – June 2013 Kelly Roddy is President of Schlotzsky’s, a founding partner of the S3 Report. Leadership Challenge: Revitalizing the brand S3 Report: Since assuming leadership at Schlotzsky’s, what has been your greatest challenge as a leader? Kelly Roddy: After joining Schlotzsky’s in December 2007, it was clear the brand needed a…Continue Reading Three ways to revitalize your franchise’s brand: Leadership Q&A with Kelly Roddy
Which comes first: Happiness or success?
by Shawn Achor – June 2013 What is the connection between happiness and sales? Most salespeople tell me it’s an easy question: “When I’m selling then I’m happy.” How could so many salespeople possibly be wrong? Undeniably, we feel happier after a sale, but that common answer is actually holding down our happiness and lowering…Continue Reading Which comes first: Happiness or success?