by Kelly Cheeseman – September 2013 When the NHL announced in May that they will be expanding their highly successful outdoor game concept showcased by their New Year’s day Winter Classic, many critics asked how much is too much? I’d like to think of it as stepping outside the box, since so much of what…Continue Reading How can leagues and teams build excitement? Step outside your box! Literally.
by Brian Erenrich – September 2013 Co-authored with David Quill. At times it feels as if Generation X and Y have declared “war” on one another. Yet, instead of looking at the negatives (highlighted below), we need to focus on the positives and how we can collaborate. So let’s look at the good, the bad,…Continue Reading GenX and GenY: Tips for working with each other on the same team
by Bryce Killingsworth – September 2013 Connecting Fans What is customer service? Customer service is taking an ordinary situation and making it extraordinary. At Oklahoma State University, we implemented a newly developed retention program to build long-term relationships while providing supreme customer service. The retention program includes four representatives focused on (1) connecting with the…Continue Reading How to create a successful university season ticket holder retention program
by Lynn Wittenburg – August 2013 I got this headline “Market Like a Rock Star” in an email after I read the book Radical Marketing. They were trying to sell me a book about the Grateful Dead. No sale, but it caught my attention. What if I really did market like a rock star? What would…Continue Reading Market (Sell) Like a Rock Star!
by Brian Norman – August 2013 “If you don’t know where you’re going, any road will take you there.” Think about a sales contest you have conducted (or participated in) that was missing something. Perhaps it did not have a specific purpose, was unorganized, anticlimactic, or even ineffective? Rather than using a generic model, create…Continue Reading Three Steps to Creating an Effective Entry-Level Sales Contest
by Brian George – July 2013 Much of your personal brand is on display via social media, as Ken Troupe shared with us in Establishing Your Personal Brand and What does your Twitter and LinkedIn say about your personal brand. Within the context of premium and corporate sales, let’s explore more what it means to establish…Continue Reading How’s your sense of sell? Defining your personal brand
by Kirk Wakefield – July 2013 Sports franchises may draw some of the less-discerning masses with dollar hot dog night and all-you-can-ingest seating sections, but luxury seats and suite buyers expect intimate personalization. You can’t get intimate with an advertised special or promotion night. As with any other relationship in life, intimacy doesn’t lend itself to…Continue Reading What does it really mean to delight premium customers?
by Dan Rockwell – July 2013 All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the problem. Research shows three important consequences related to trust and performance. Overall business performance for organizations is higher when salespeople trust their managers.1 Individual sales performance is…Continue Reading How to build trust in relationship selling
by Jeff Tanner – July 2013 Are salespeople motivated just by the $ sign? Perhaps the greatest myth in sales is that salespeople are only in it for the money, especially when it comes to sponsorships and premium sales in sports. Our research regarding salesperson motivation showed money as the primary motivator for no more…Continue Reading Show me the money? The truth behind effective sales commission plans
by Kirk Wakefield – July 2013 Preparation is the key to selling efficiency Preparation is on anyone’s top 10 list of what makes successful salespeople. Successful preparation is based on asking the customer the right questions. Knowing the right questions is one thing. But knowing the right answers can lead to more sales and more…Continue Reading 3 basic questions you should ask premium seat buyers