Category: Sell

The Sales Commandments According to This Disciple

by Carson Heady – April 2013 Sales is a psychology; a profitable sport by which we engage clients, build relationships and seek the perfect balance for the holy sales trinity: customer, company and you.  Without all of these entities in mind, the transaction and stability suffers. [dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]…Continue Reading The Sales Commandments According to This Disciple

Do you need a blueprint for executing sales events?

by Deno Anagnost – April 2013 The secret to success with sales events is paying attention to detail and then follow-through, as we discussed in our first article. Now we get down to specifics of how we executed one of our sales events at the Tampa Bay Buccaneers. Who: We invited 150 of our top premium…Continue Reading Do you need a blueprint for executing sales events?

Here’s a method to turn sponsorship assets into answers

by Bill Glenn – April 2013 Assets or answers? [dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Selling Blind I’m obviously not a big fan of blind, asset-based proposals where it is apparent that the property has no understanding of our brand and what we’re trying to accomplish. We get hundreds of these a week….Continue Reading Here’s a method to turn sponsorship assets into answers

Ticketing technology: How can we reduce barriers for renewals?

by Chris Faulkner – April 2013 As technology rapidly moves forward and clients become more savvy using social media and mobile technology, we need to adapt the way we conduct our ticketing business.  Premium seating, in particular, deals with ample amounts of data from proposals from salespeople, accounts, data, contracts, and paperwork.  With all of…Continue Reading Ticketing technology: How can we reduce barriers for renewals?

Dynamic parking? Who will be first?

by Kirk Wakefield – March 2013 Who started dynamic pricing anyway? Following deregulation in the early ’80s American Airlines initiated dynamic ticket pricing to deal with new low cost competitors. Extra points if anyone remembers People Express. People Express offered a simplified fare structure and was first to charge an extra fee for each checked…Continue Reading Dynamic parking? Who will be first?

Practice? We talkin’ about practice?

by Bob Hamer – March 2013 “We talkin’ about practice, man.” ~Allen Iverson, May 7, 2002, Allen Iverson, 37, was out of the NBA before the time he reached 34. Kobe Bryant (34) spends his off-season making 2000 shots a day. With a rebounder and one ball Kobe can make 500 shots an hour.1 Former…Continue Reading Practice? We talkin’ about practice?

The AT&T Challenge: Innovative teaching tool brings ideas to life for brands and teams

by Darryl Lehnus – March 2013 The AT&T Challenge: The Beginning The AT&T Challenge is the brainchild of Eric Fernandez (BU ’94), then Director of Corporate Partnerships for AT&T. Working in collaboration with Eric and AT&T’s partnership with the Dallas Mavericks, the Sports Sponsorship & Sales (S3) students developed sponsorship activation strategies in a team…Continue Reading The AT&T Challenge: Innovative teaching tool brings ideas to life for brands and teams

How has social media changed consultative selling?

by Ben Milsom – March 2013 “Business is social.  So my number one tip for impressing our recruiters is connect and interact with us on Facebook, LinkedIn, and Twitter” says Monika Fahlbusch, SVP of Global Employee Success at Salesforce.com. We have far more advanced tools than ever to find information about anyone.  For the right price…Continue Reading How has social media changed consultative selling?

March Madness! Selling sports, sponsorships, social media platforms, and your personal brand

by Kirk Wakefield – March 2013 Brittney Griner Sells No one rises above everyone else like Brittney Griner. She’s the tall one in the picture. Brittney has scored over 3000 points (currently 4th all-time) and over 700 blocks (1st all-time, men or women). Brittney sells Baylor sports. Attendance for Baylor’s women’s basketball continues to rank…Continue Reading March Madness! Selling sports, sponsorships, social media platforms, and your personal brand