by Dan Rockwell – September 2013 1. Choose to be known for what’s in your heart. Intelligence and skill matter most when they express your heart. Leaders who bypass their hearts end up cold. 2. Choose small now. Don’t wait for dramatic. Don’t despise small steps that produce small results. Do something small rather than…Continue Reading The Seven Choices of Exceptional Leaders
by Jason Fortune – September 2013 Simple question, one would think. When we ask ourselves if we are coachable, most of us would say, “Absolutely I am.” But let’s dig a little deeper. Would your manager say you are coachable? If so, you will do four things. 1. Be Open Minded. Simple questions you should ask…Continue Reading Are you coachable?
by Kirk Wakefield – September 2013 Our Back-to-School September issue of the S3 Report includes two articles focused on selling NCAA sports: Bryce Killingsworth (Oklahoma State University) explains how and why their innovative STH retention program has been successful. Read more… Brian Erenrich and David Quill (both with Aspire at Georgia Tech) report on how…Continue Reading S3 Back to School
by Dan Rockwell – August 2013 The way you deal with today’s frustration reflects the leader or the salesperson you’ll become tomorrow. Frustration is an alarm clock; a spotlight pointing: a match burned too long. Frustration is a gift that says pay attention. Don’t get frustrated with frustration. Frustration is feedback on decisions and relationships. Frustration’s goal The…Continue Reading Dealing with frustration in sales
by Kirk Wakefield – August 2013 Brands highly prioritize social media engagement when partnering with sports properties. But who are these social media fans? Who are we reaching with the team’s social media? Earlier this year we sampled registered users from a professional franchise (N = 469). The chart below displays the results of a…Continue Reading How would you describe your social media fans to sponsors?
by Jeff Eldersveld – August 2013 What does “best” mean? The word “best” is interesting. While clearly defined in sports with crowned champions, MVPs, medals and trophies, the business side of sports is a little harder to understand. Who is the champion of website marketing? What was the best in-game promotion? Sure, there are awards for…Continue Reading Are you the best around?
by Carson Heady – July 2013 Two governing principles Two governing principles drive sales management success: people and process. The right personnel following the right procedures equal success. The numbers will be there. In Vegas the house always wins because it knows and plays the odds. In the same way, we fail when we don’t…Continue Reading The essential elements of successful sales leadership: Staying ahead of the curve
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 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
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?