Category: Relate

Are Silicon Valley Teams as Data-Driven as You’d Expect?

by Brad Sherrill – October 2017 With Apple’s headquarters right down the street, you would expect the teams in Silicon Valley to be digitally-savvy and data-driven. We were not disappointed, as the teams from San Jose demonstrated how they employ business intelligence to generate revenue. Sharks Leadership Analytics-Driven Flavil Hampsten, Executive Vice President & Chief Marketing…Continue Reading Are Silicon Valley Teams as Data-Driven as You’d Expect?

How far will analytics take You? S3 majors meet with partners at StubHub, Giants, 49ers, Sharks, & Warriors to Find Out

by Brad Sherrill – September 2017 StubHub and Baylor S3 StubHub and Baylor S3 created a partnership to reward motivated, analytically-talented S3 students with an expenses paid trip to the Bay area. The inaugural S3 StubHub Analytics All-Stars group visited San Francisco for three days, gaining valuable interaction time with representatives from some of the Bay’s…Continue Reading How far will analytics take You? S3 majors meet with partners at StubHub, Giants, 49ers, Sharks, & Warriors to Find Out

How to Sell Tickets to People Who Won’t Answer the Phone

*This post was written by Kirk Wakefield – June 2017 Do you answer a call from an unknown number? Neither does anyone else. Americans spend upwards of 4 hours a day on smartphones, but odds of answering an unidentified caller are about one in four. Millennials are even less likely to answer: Phone calls are seen…Continue Reading How to Sell Tickets to People Who Won’t Answer the Phone

StubHub Ticket Insights: Changes in Who, How & When People Buy

by Kirk Wakefield – May 2017 In a league of its own StubHub sells a ticket at least once every second. Over 21 million unique highly qualified buyers visit StubHub every month. Last year (2016), StubHub sold over $4.2 billion in tickets. That total essentially places StubHub in a league by itself, comparable to the…Continue Reading StubHub Ticket Insights: Changes in Who, How & When People Buy

An Internship Model for Sports Sales, Marketing, CRM & Analytics

by Kirk Wakefield – January 2017 After arranging & supervising hundreds of sports internships for the last dozen or so years, Dr. Darryl Lehnus and I devised a system that works well for us. Ideally, partners provide the internship with the same objective of developing and evaluating talent in view of future employment there or…Continue Reading An Internship Model for Sports Sales, Marketing, CRM & Analytics

Sport Business Analytics: A Review of Harrison & Bukstein’s Book

by Kirk Wakefield – January 2017 Business intelligence is old school. Business analytics is new school. Sport business analytics is finally going to school. In the past decade, interest grew beyond the 100 or so nerds at the first MIT Sports Analytics Conference to  sellout crowds (>3000 geeks and wannabes) today. At the same time, courses and programs have emerged…Continue Reading Sport Business Analytics: A Review of Harrison & Bukstein’s Book

The Online Ticket Buyer: By the Numbers

by Kirk Wakefield -October 2016 Nationwide Study of Recent Online Ticket Buyers Efficient and effective salespeople convert ticket buyers into season ticket holders and serve their needs. However, the secondary market is the primary market for many fans who do not differentiate between buying from StubHub, TicketMaster or the team’s website. What do these buyers look…Continue Reading The Online Ticket Buyer: By the Numbers

Help us help you: How to utilize your marketing team to grow sales

by Alexis Sidney – October 2015 Successful sales teams build strong relationships. Client relationships are important. Building strong relationships within the company and specifically with the marketing department is also important. Marketers support revenue generating goals by crafting a strong and memorable message, building an effective and integrated promotional plan, and reaching beyond the typical…Continue Reading Help us help you: How to utilize your marketing team to grow sales

Illustrated CRM: How CRM Process Helps the Sales Process

by Alex Karp – September 2015 Three things will make CRM a great tool for your organization: consistency, ease of use, and documentation of activity. All of these are essential, particularly the last one, if management is going to be able to use CRM effectively. I wanted to share some best practices that I have…Continue Reading Illustrated CRM: How CRM Process Helps the Sales Process

CRM Made Easy: How to Track Account Renewals

by Michael Hurley – September 2015 Are you using your CRM system to project final renewal numbers? Are you able to identify accounts that might be harder to renew? The Way We Were In 2012, during my first renewal campaign  with the Houston Astros working with then Director of Season Ticket Services, Alan Latkovic, our…Continue Reading CRM Made Easy: How to Track Account Renewals