by Kris Katseanes – May 2014 What happened to all the excitement? We all seek to hire highly competent, highly energized, hard-working individuals who invest everything they have in the effort of growing a career in sports. We strive to find individuals who have excelled in life, and are eager to translate that pattern of…Continue Reading The Six D’s of Destruction: How to Recognize and Avoid Sales Burnout
by Carson Heady – May 2014 How to sell: Put the ball in play Fundamental to any activity or sport is to put the ball in play. This necessitates action on the part of the participant(s) and begins with how and when we make contact. On the field, it is about formulating strategy, addressing the…Continue Reading Making Connections: Contact Puts the Ball in Play
by Bryce Killingsworth – May 2014 Collegiate ticket sales departments continue to expand. Some hired into these new sales positions have training in professional selling, while others may have worked their ways through college internships into the first open position that suits their aptitudes and attitudes. So, whether we are trained to sell or are…Continue Reading Selling Collegiate Sports: Happy Customers = Sales
by Mark Washo – April 2014 As NCAA programs continue to adopt more revenue-generating practices, activating an outbound ticket sales program appears simple. Hire entry level sports management grads, provide a desk, phone, and email address, pull past buyer lists and watch the ticket sales role in. While most understand ticket sales is more complex,…Continue Reading Outbound ticket sales: How to create a sales playbook to maximize sales
by Jon Bishop – March 2014 Successful sales managers know how to set the stage each day to prepare their sales team to meet their goals. That begins with the morning sales huddle. Follow these seven essential steps and you’ll get sales reps prepared for the day with the right mindset. Strategize Effective sales rep…Continue Reading The 7 S’s of Effective Morning Sales Huddles
by Lynn Wittenburg – January 2014 I’m often asked how sales & marketing should work together and if they can. There always seems to be tension between the two in most sports organizations, even though fundamentally they should be integrated. Since I spent eight years selling tickets before crossing over into the world of marketing,…Continue Reading How can sales & marketing get along?
by Kirk Wakefield – November 2013 How do you know the difference between a sales rep who’s going to make it and those who won’t? Research tell us that one way is to look at whether they’re learners or lookers. What do learners look like? Learners are the sales reps who focus on mastering new situations,…Continue Reading Learners or lookers: How to tell if sales reps will earn or burn!
by Wayne Guymon – October 2013 Social Media is all fun and no work, right? Those “millennials” are always on their phones, checking Facebook and “LOL’ing” with their friends. It always seems to be “tweet this” and “hashtag that.” I can hardly understand what they are saying sometimes! The truth of the matter is that…Continue Reading Does using social media in selling increase performance?
by Kris Katseanes – October 2013 Consider these changing dynamics of society: More than 2/3 of event tickets are purchased online The increasing number of homes with no land line, relying exclusively on cell phones: Must consider legal solicitation rules/challenges Increases chances of reaching someone in the middle of another activity as opposed to at…Continue Reading Have phone sales gone the way of the dinosaur?
by Jason Fortune – September 2013 Simple question, one would think. When we ask ourselves if we are coachable, most of us would say, “Absolutely I am.” But let’s dig a little deeper. Would your manager say you are coachable? If so, you will do four things. 1. Be Open Minded. Simple questions you should ask…Continue Reading Are you coachable?