After the first round of the Baylor S3 Pro Day of virtual recruiting with 30 interviewers, 54 of the students rated each of the interviewers, selected their favorite two interviewers, and commented on one that didn’t go as well as hoped. After the second round of S3 Pro Days on March 5 (click here for…Continue Reading The students POV on interviews for internships & careers
Why do parents, teachers, politicians, managers and salespeople continue bad practices? Four reasons and the ways we express them are: We do what was done to us and assume it was best practice. “Look at me, I turned out OK didn’t I?” We lack the depth and breadth of relevant education to recognize bad practices….Continue Reading How Sales Management in Pro Sports Can Catch Up to Corporate America
by Kirk Wakefield – October 2018 Forbes reported before the 2018 season started that clubs planned over 1800 special event promotions, including about 28 giveaways per team on average. The Cardinals (49), Dodgers (42), and Cubs (41) all topped 40 giveaways. The Marlins (11), Athletics (14), and Diamondbacks (15) were the least giving. If you’re…Continue Reading Do MLB giveaways and special events influence attendance?
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?
by Brad Sherrill – September 2017 What can we learn from the Spurs organization? The Spurs were the first organization contacted before the S3 program launched in 2004. We often say that the Spurs organization is “Baylor South,” because so many of the 250+ S3 graduates started careers in San Antonio. Nine members of Spurs Sports…Continue Reading Spurs Share Values & Insights with Baylor Sports Sponsorship & Sales (S3)
*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
by Darryl Lehnus – June 2017 Kicking off the S3 StubHub Ticket Campaign Competition Learning best practices is one of the most valuable elements of the meetings, conventions, and seminars we all attend. To that end, with partnered with StubHub to launch the annual S3 StubHub Ticket Campaign Competition at the 2017 S3 Board Meetings…Continue Reading Best Ticket Campaign Ideas
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
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
by Kirk Wakefield – November 2016 Leave Emotion at the Door In a scene from the movie Ocean’s Eleven, Rusty (Brad Pitt) is teaching Hollywood actors how to play poker. During his lesson on “how to draw out the bluff,” he asks a player what the first lesson of poker is. The answer: “Leave emotion…Continue Reading 4 Keys to Effective Ticket Pricing