by Tom Parsons – January 2015 Heinz had a commercial with a slogan when I was young, “The best things come to those that wait.” The guy whose friends ditched him because he was waiting on the ketchup to come out of the bottle ended up on a date while the others twiddled their thumbs….Continue Reading Sales Training: The Four Benefits of Waiting
by Angelina Lawton – January 2015 The second screen in sports The ongoing conversation is how to integrate the second screen into the sports industry. More and more, fans spurn attending games to watch events from the comfort of their own homes. As teams and leagues seek to increase revenue, the time has come to fully…Continue Reading Why Stadium Connectivity Presents the Best Sponsorship Opportunity for Teams & Corporations
by Kirk Wakefield – December 2014 At the 2014 Sports Sponsorship & Sales (S3) Board Meeting held at McLane Stadium on the campus of Baylor University on November 11-12, Jose Lozano hosted a panel of fellow brand experts from the S3 Board to discuss, “How brands measure successful partnerships.” Not in the awareness business “We…Continue Reading How brands measure successful sponsor partnerships
by Drew Ribarchak – December 2014 Every sales manager wants the team to sell more full season plans, lower level seats and premium inventory. In-depth metrics allows you to reinforce and hold reps accountable to the goals and objectives your department wishes to achieve instead of saying the basic anecdote of “sell more X.” The…Continue Reading Using In-Depth Metrics to Improve Sales Rep Performance
by John Dillon – November 2014 How do you win corporate partnerships? It’s no secret the world of marketing has become exponentially more complex over the last several years. Gone are the days of screaming your brand message through TV or radio, and expecting to hit exactly the target you wanted. As you look to take…Continue Reading Sponsorships: Win/Win Brand Partnerships
by Brooks Byers – October 2014 The Dallas Mavericks’ George Killebrew, the San Antonio Spurs’ Jeanne Garza and Baylor IMG’s Brian George shared advice and experiences in the sponsorship field at the Baylor S3 Club meeting on October 8th. Courtesy of Fox Sports Southwest and Fox Sports 1, we also provided some lucky Baylor S3…Continue Reading How to Get Into Sponsorship Sales
by Tim Salier – October 2014 Social selling has become increasingly prevalent in the professional sports sales environment. For years, the concept of social media in the workplace has been associated with fears of misuse, poor time management and potential disclosure of proprietary information. However, recent trends have shown that, when used appropriately, social media…Continue Reading 4 Keys to Social Selling
by Chase Jolesch – August 2014 In the last five years, colleges have started outbound ticket sales centers modeled after professional sports. After spending nearly three and a half years working with the San Francisco 49ers and Legends Premium Sales, I received the opportunity to go back to my alma mater and start an outbound…Continue Reading Three things I’ve learned in starting a new collegiate ticket sales center
by Lynda Carrier-Metz – July 2014 Last year a friend recommended a book titled “The Power of Nice,” suggesting it might help in my negotiations. I was surprised by the title, as most negotiation training involves “sticking to your guns” and overpowering the other side. Ron Shapiro, the author, is a very respected sports agent….Continue Reading Sponsorship Negotiations: The Power of Nice
by Kevin Gwinner – July 2014 You probably rely on a variety of benefits when pitching a sponsorship opportunity to a prospect, including things like signage options, hospitality opportunities, media exposure, and activation potential. However, have you considered the value of how well your brand “fits” with the prospective partner? What does research tell us?…Continue Reading 7 Ways to Make Sponsorships Fit