by Charles Johnson – February 2013 Make a hundred calls, cover the phones, get a sale, ask for a referral, and work the sales table. I’m tired of making all these calls! Some people are disrespectful! Why can’t people just say “not interested” instead of hanging up? My boss is getting on my nerves! Why…Continue Reading So you want a job in pro sports?
by Wade Graf – February 2013 Hundreds, even thousands, apply for any ticket sales position opening, flooding LinkedIn, PBEO and Teamwork Online with resumes and contacts trying anything to break in. Some fly to the Baseball Winter Meetings or various sports sales combines in hopes of speaking to any hiring manager willing to listen. If fortunate enough…Continue Reading Is integrity in sports sales a problem?
by Anita Sehgal – February 2013 As organizations continue to utilize sports sponsorships and activation within their marketing mix, they are also faced with the ongoing challenge of ensuring activation is relevant, measurable and engaging for consumers. Leveraging digital marketing and media strategies will enhance sponsorship initiatives in three ways:[dropshadowbox align=”center” effect=”curled” width=”250px” height=”” background_color=”#ffffff”…Continue Reading Leveraging digital marketing and media strategies
by Tyler Epp – February 2013 Service or new sales first? Every franchise experiencing a significant internal leadership change or external threat like the recent recession sees an immediate focus on new revenue. Understandably, new corporate partners are often expected in order to reconcile revenue projections made during the sales process of a franchise or…Continue Reading Structuring corporate partnership departments to serve and sell
by Murray Cohn – February 2013 Last month we began our discussion on how to manage the new generation (Gen-Y) of sellers. We now turn to some specific ideas I’ve gathered from managers on how they help motivate their young salespeople. Maybe offering the double-donut burger (above) as an incentive might work. Well, thankfully we…Continue Reading Part 2: Managing the next generation of sellers
by Wayne Guymon – January 2013 How do sponsors stand out from one another? As advertisers’ marketing and branding objectives expand beyond simple metrics, properties must find new ways to deliver results. Selling strictly media buys or signage assets is no longer sufficient. By developing integrated partnerships, properties can help an advertiser’s messages stand out…Continue Reading The 3 Cs of Effective Media Partnerships
by Murray Cohn – January 2013 Part 1 “I want it all. I want it now.” On a recent team visit I met an entry level ticket seller who’d been there two months. He said, “Murray, I am ready to manage my own staff. I know everything I need to learn about ticket sales.” Laughing,…Continue Reading How to manage the new generation of sellers
by Bill Boyce – January 2013 If sponsorship salespeople want to turn advertising agencies into advocates, we must understand their needs like any other relationship. How do we do that? First, understand how an ad agency works. Agencies are divided into three basic functions with whom we interact: account management/client servicing, creative, and media planning…Continue Reading How to turn ad agencies into influencers, allies, and advocates
by Kirk Wakefield – January 2013 What makes a passionate fan? A passionate fan devotes heart, mind, body, and soul to the team. The consequences of a passionate fan base are increased ticket, media, merchandise and sponsorship revenue to the team. But what are the antecedents to fan passion? What causes fans to be passionate?…Continue Reading What drives fan passion?
by Kirk Wakefield – October 2012 Kelly Roddy is a founding member of the S3 Board. Originally a board members as a senior vice president responsible for marketing and sales (including sponsorships) with the HEB Grocery Company operating in Texas and Mexico, Kelly became the president of Schlotzsky’s, an international restaurant chain, in 2007. Baylor…Continue Reading Schlotzsky’s Supports S3