by Murray Cohn – January 2013 Part 1 “I want it all. I want it now.” On a recent team visit I met an entry level ticket seller who’d been there two months. He said, “Murray, I am ready to manage my own staff. I know everything I need to learn about ticket sales.” Laughing,…Continue Reading How to manage the new generation of sellers
by Dan Rockwell – January 2013 Old style leaders are about giving permission to supplicants. Their followers seek permission. It’s an “I/you” rather than “we” dynamic. Leaders have power and followers must ask.[dropshadowbox align=”right” effect=”lifted-both” width=”300px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]”Asking softens a tough request so the other person hears it. Asking signals you want help….Continue Reading The five powers of permission
by Bill Boyce – January 2013 If sponsorship salespeople want to turn advertising agencies into advocates, we must understand their needs like any other relationship. How do we do that? First, understand how an ad agency works. Agencies are divided into three basic functions with whom we interact: account management/client servicing, creative, and media planning…Continue Reading How to turn ad agencies into influencers, allies, and advocates
by Anne Rivers – January 2013 Whose brand is bigger? Knicks or Nets? What happens to teams as they move cities? Do people miss the Seattle SuperSonics? The LA Rams? How about moving the Nets from New Jersey to Brooklyn? Some New Jersey residents may miss the Nets, but the general public and basketball fans…Continue Reading The Nets move to Brooklyn: Brand boon or bust?
by Dan Rockwell – January 2013 As manager, your job is bringing out the best in others by the way you interact with them. Well timed, well executed conversations change people’s lives. Poorly timed, unprepared conversations damage the individual salesperson and the team who interacts with him or her. First: Determine and affirm aspirations and goals….Continue Reading How to change behaviors of salespeople
by Dan Rockwell – January 2013 How can I help? New leaders find giving help easier than receiving help but receiving is necessary. Supporting others earns promotions. Receiving help expands impact and maximizes the talents of others. Doug Conant, author and former CEO of Campbell’s Soup, has a leadership model that centers around the question,…Continue Reading Learning how to lead: Helping
by Jeannette Salas – January 2013 Part 1: Getting the first interview Many candidates applying to job postings don’t realize as soon as they click Send the interviews begin. The minute the potential employer has your name they begin the interview process. If your background matches with qualifications, the next step often includes Googling your…Continue Reading Part 1: How to interview with the pros
by Kirk Wakefield – January 2013 What makes a passionate fan? A passionate fan devotes heart, mind, body, and soul to the team. The consequences of a passionate fan base are increased ticket, media, merchandise and sponsorship revenue to the team. But what are the antecedents to fan passion? What causes fans to be passionate?…Continue Reading What drives fan passion?
by Kirk Wakefield – November 2012 Baylor offers the only business major in Sports Sponsorship & Sales (S3) in the country. About us: The S3 Mission. To faithfully live lives of integrity marked by a strong work ethic in order to influence and transform relationships in the sports industry one person at a time. S3…Continue Reading About S3
by Kirk Wakefield – October 2012 Thanks to Chevrolet and S3 Board Members Dave Nottoli, Steve Flynn, and Jeff Busch, the 2012 S3 Board Meeting marked the first year of the S3 Awards for Outstanding Board Members (Corporate & Team), Outstanding S3 Alum, and Outstanding S3 Writer. Selections were based on those who exemplify the…Continue Reading The Chevrolet S3 2012 Awards