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 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
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 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 Kirk Madsen – October 2014 What is leadership? For everything written about leadership and management (an Amazon.com search yields over 1 million books on the topic!), we sure seem to have a lot of questions about what it is and how to do it. One of the questions people in leadership positions get asked…Continue Reading The surprisingly simple little secret to landing a leadership position
by Andre Luck – October 2014 Early in my sales career I knew I wanted to make an impact in young people’s lives, and I felt the best platform for me to do so was as a ticket sales manager. The transition from a successful salesperson to a successful sales manager is an exciting yet…Continue Reading How to successfully transition from sales to management
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 Flavil Hampsten – June 2014 Which matters more: Process or Talent? That’s an easy one. Process always trumps talent. Before you get upset and start defending how talented your staff is and that you couldn’t generate the numbers that you do without them, imagine how much more productive they would be if you gave…Continue Reading Sales Management: Why Process Trumps Talent
by Kirk Wakefield – May 2014 The State of the Sports Sales Industry Survey With your help responding to the S3 Sales Report survey in December (N = 328) and the help of the NBA & Murray Cohn in surveying inside sales and account reps in the NBA and WNBA (N = 391), we gained…Continue Reading Top 5 Things We Learned About Compensation, Salespeople and Their Managers