by Chris Zeppenfeld – May 2015 One of my favorite sales reps said this to me coming out of a CRM training session a few years ago. I think it’s the best analogy I’ve ever heard about CRM training. “Going to CRM training is like going to the dentist….no one really looks forward to going,…Continue Reading Making CRM training tolerable: The 10 Commandments
by Justin Gurney – April 2015 Does this sound familiar? “Great job Brandon! You made 150 calls today, those will be sure to turn into sales, so keep it up.” “Ryan, wow you set 10 appointments this week leading the way.” “Mark, you were on the phone for 200 minutes today, way to dig in…Continue Reading 5 Tips For Managing in a Social Selling Environment
by Deno Anagnost – April 2015 Is your career in ticket sales just starting to catch fire? Or, are you a seasoned veteran or manager feeling as though your career development is becoming stagnant? Either way, I have four strategies which can take your career and personal brand to the next level. I have been…Continue Reading Four Key Strategies to Make Your Sports Career Flourish
by David Pierce – April 2015 Sport management professors often hear from the industry that we aren’t doing enough to identify and cultivate sales talent. I’ve talked to many frustrated sales managers who are disappointed in the ability of sport management programs to deliver sales talent. While we are still behind where we need to…Continue Reading How Academia is Working to Meet the Demand for Sales Talent
by Brooks Byers – April 2015 S3 Board Member Spotlight: Eric Sudol, Dallas Cowboys Eric Sudol, the Dallas Cowboys’ Senior Director of Corporate Partnership Sales & Service, has worked for the Cowboys organization for eight seasons. Mr. Sudol completed his undergraduate work at Cornell College, before earning joint masters degrees from Ohio University in Business Administration…Continue Reading Eric Sudol’s 3 Lessons From a Career in Sports Sales
by Briggs Webster – March 2015 NRG, the parent company of Reliant Energy, based in Houston sponsors eight NFL teams, as well as the Texas Rangers, Houston Rockets, and the Houston Livestock Show & Rodeo. As a part of sponsoring 8 of the 9 most valuable NFL franchises, we vie to be a relevant part of…Continue Reading 4 Keys To Successful Communication
by Eric Fernandez – March 2015 The NFL announced yesterday (3-23-15) that for 2015 they will lift the 30+ year blackout rule. The blackout rule has been in effect to “protect” season ticket holders. Teams that couldn’t technically sell out the game 72 hours before kick-off would have the game blacked out in their local…Continue Reading Why the NFL is Lifting the Blackout Rule
by Derek Blake – March 2015 Establish credibility Have you ever thought about marketing to the military to drive transactions with your brand and expand your customer base? We began with this idea at La Quinta Inns & Suites three years ago. We started creating a marketing plan, but fortunately decided to first gain some…Continue Reading How national brands can market to the military
by Carson Heady – March 2015 Those moments prior to dialing, pulling that door or entering the board room are like stepping in the batter’s box or breaking the huddle. You formulated a semblance of a strategy, thought (or over-thought!) and now you have to execute the play. But what if I whiff? What if the pass is intercepted?…Continue Reading Getting in the game: Removing and replacing the fear of rejection
by Ben Milsom – March 2015 Making the pitch Recently I attended a recruiting meeting with a local college football coach where the goal was to get the high school senior to commit to attend his school. I agreed to attend the meeting after I was sure that I wasn’t breaking any rules and also…Continue Reading Selling vs. Telling