Astros – BaylorS3

Best Ticket Campaign Ideas

kirk_wakefield 2017, Sell, Tickets June 17, 2017October 31, 2018Astros, creative, digital, generate, Hornets, ideas, leads, Pistons, relationships, revenue, Sales, Spurs, strategies, strategy, ticket campaigns, tickets

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 this past January. We’d love to have more great submissions for this year’s (January 16-17, 2018) meetings. Click here to learn more.

Finalists for the 2017 competition were Joe Schiavi, Detroit Pistons; Evans Adonis, Charlotte Hornets; Stephen Gray, Austin Spurs; and Adam Martelli and Chase Kanaly, Houston Astros.

Shoot for your Seat

Joe Schiavi, Detroit Pistons

The Shoot for your Seat campaign was an interactive initiative to generate leads through invites from sales staff and marketing communications. Held during an off-season time frame (September), prospective clients were invited to the Palace for a fun four hours of activities. The attendees went through a series of station interactions with Piston personalities, introduction to new stadium food, a photo booth, behind the scenes staff-guided tours and the ultimate opportunity to take a shot from half court to win free season tickets. Phone follow-ups to everyone occurred within three days after the event. The results were dynamic as $100,000 in new sales were generated with an ROI of the event at 8-to-1.

Holiday Pack Mini Plans

Evans Adonis, Charlotte Hornets

The Hornets shared a “Holiday Mini-Pack” campaign that offered great flexibility and a nice Christmas present. The target audience was past holiday pack buyers and potential buyers who connected with Hornets via the email sent or linked the Hornets’ website. Leads were distributed to all sales reps with a window of November 7th thru December 30th to close the 5-game mini pack. Buyers could pick any 5 games for their packages (excluding Golden State). To motivate quick closes the first 300 buyers received a Mitchell and Ness Buzz City hoodie as a gift. The hoodie was a good gift for a friend or family member for Christmas. The campaign created an increase in holiday pack buyers averaging 30 packs a week for the duration of the campaign.

The Ballpark Pass

Adam Martelli and Chase Kanaly, Houston Astros

Some of the hardest MLB tickets to sell are the Monday-Thursday games early in the season. The Ballpark Pass focused on the 10 Monday through Thursday games in May. The primary target audience was millennials seeking a social experience. The value package of $49 includes all 10 games with tickets delivered digitally to smartphones with day of game seat assignment. The rationale behind the digital approach and seat location was that millennials place less emphasis on location and more on social experience. Sending tickets digitally is a common experience for this audience. The success of this campaign was to increase the database in this merging demographic and to increase attendance at low demand games without undercutting season ticket sales efforts. The Astros created 967 passes for almost $50K in new revenue and created an overwhelmingly positive digital experience for the target audience.

College & Career Readiness Game

Stephen Gray, Austin Spurs

The Austin Spurs took a single game approach to focus on middle and high school students. The College & Career Readiness event took a low attendance weekday game and converted it into a new revenue generator. They recruited over 40 colleges and companies to have a presence (booths) on the concourse to interact with the students. The game promotions and halftime encouraged healthy study, eating and living habits. Halftime included the Spurs iconic George “Iceman” Gervin challenging students to stay in school, lead a drug-free lifestyle, and to support anti-bullying. The game sold 2480 group tickets in 2016 and doubled its numbers for 2017. A key to its success is the organizational buy-in at all levels with a complete focus on high school aged demographics and their educational careers.

2017 S3 StubHub Ticket Campaign Winner

Based on a vote of the 65 managers and executives attending the S3 Board Meeting Advisory meeting, the winner was Stephen Gray and the Austin Spurs “College & Career Readiness Game.” Congratulations to the Austin Spurs and their staff for truly creating such a successful event!

Campaigns at a Glance

Below are the overview slides of each campaign. We look forward to your entry at the 2018 January 16-17 S3 Board Meeting! Click here to register.

5 Characteristics of the Best Salespeople in Sports

kirk_wakefield 2015, Sell, Tickets September 1, 2015October 31, 2018Astros, attitude, best salespeople, consistency, Diamondbacks, discomfort, MLB, professional selling, tickets, work ethic 0 Comment

by Andre Luck – September 2015

As an Inside Sales Manager I am often asked what the best salespeople do to be the best. Fortunately, I’ve had the opportunity to manage or mentor over 100 salespeople so far in my career. I have seen many times what the top performing salespeople have done to separate themselves from their peers. What makes these salespeople great?

Attitude

One of the most important characteristics of a successful salesperson is the attitude you bring to the office every single day. Although, being positive and having a smile on your face is important, bringing the right attitude to the office is more than just that. As a salesperson it means fully embracing your role as a salesperson that is tasked with generating revenue for your organization. It means having a confidence and assertiveness that will help you close sales and overcome tough objections from customers. And most importantly it means being in total control of how you react to all situations. One of my favorite quotes that I share with every one of my new hires is from Charles Swindoll that says “Life is 10% what happens to you and 90% how you react to it.” I tell my salespeople that no one else is in control of your attitude but you.

Work Ethic

When I was a sales rep I took great pride in my work ethic. I look to hire salespeople with a strong work ethic as well. Sales is a numbers game. More times than not, the people who put in the most work are at or near the top of the sales board. Come early, stay late, make five more phone calls, set one more face to face appointment, do whatever is needed to put yourself in the best situation to succeed. Hard work is not the only recipe to success, but long term success is impossible without it.

Consistency

It seems simple: Be consistent. Do the little things right every single day. But, it’s tough to do. Consistency requires great discipline. It’s easy to fall into bad habits.

Travis Baker, Inside Sales Manager for the Arizona Diamondbacks says, “There isn’t much that separates the good reps from the great reps on our staff. Because of our hiring process everyone is talented and everyone works hard. So it comes down to day in and day out consistency, as well as a refusal to lose.”

Make a conscious effort to stick to the fundamentals. Do the little things right every day that others do not have the discipline to do. It adds up after a full sales campaign. I always feel more confident in a salesperson’s long term success if s/he produces revenue consistently instead of making a big sale every now and again.

Discomfort

Some of the best advice I ever received: If you are not stepping out of your comfort zone, then you are not challenging yourself to grow.

For most new salespeople, it’s uncomfortable to strike up a conversation with a random stranger. It’s uncomfortable to ask someone you just met (and then tells you no multiple times) to spend thousands of dollars. But, you are tasked with doing this as a salesperson. The fear of the unknown is too much of a risk for some. They play it safe. They stick with comfortable. The best salespeople understand that if they do not take risks–do not get out of their comfort zones–then they will not reach their full potential.

Initiative

All sales reps typically have the same resources at their disposal. They receive the same training, same types of leads to call, and the same products to sell.

Success comes down to what you do with the opportunity. Look at inside sales as more than just another job. The best reps see it as the start to their careers. They are all-in. They give 100% commitment to whatever it takes to be the best. Losing is never an option. When things don’t go their way they don’t make excuses. The best reps proactively seek help from a boss, a mentor, or peers. Even when there’s little overall sales momentum, they find ways to create momentum for themselves and their sales team. During training with new hires I always share a quote from Will Rogers, “Even if you’re on the right track, you’ll get run over if you just sit there.”

How to successfully transition from sales to management

kirk_wakefield 2014, Careers, Lead, Learn, Personal Development, S3, Sales Management, Tickets October 3, 2014November 1, 2018Astros, career plan, development, game plan, manager, patience, ticket sales 0 Comment

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 challenging transition. Fortunately I had great leaders and mentors that prepared me for this step. I wrote this article for salespeople that aspire to one day take the step to sales management. I’ve provided a few tips that helped me along the way.

Management vs. Sales

We hear that the best athletes do not always make the best coaches. The same principle exists in sales. Yet, organizations continue to take top salespeople and rush them into management even if they are not fit to lead. Make sure you step into a management position for the right reasons. There is nothing wrong with being a lifelong salesperson. There are great opportunities to make a lot of money in premium and corporate sales. Very successful salespeople will actually take a pay cut when stepping into their first management opportunity. I have friends in the industry that tell me they enjoy only having to manage themselves day to day opposed to an entire department.

Good Bucket/Bad Bucket

Jason Howard, Senior Vice President of Ticket Sales & Marketing for the Houston Astros, gave me great advice early in my sales career. You will see bosses do a lot of things you agree with and not agree with. As you observe different management styles and actions, put these items into a good bucket and a bad bucket. The good bucket would consist of the things I liked and wanted to make sure I did when I became a manager and the bad bucket would be the opposite. To make sure I did not forget what was going into each bucket I started keeping a journal as new ideas would come to me.

What’s Your Game Plan?

How will you recruit the best talent for your team? What do you want your team to look like? What are your methods to keep your staff motivated? What are your non-negotiables? These questions along with a list of many others are questions you should be thinking about now. Start preparing your business plan now and get feedback from those you respect in the industry. The first time you think through your plan should not be when you are asked to put together a 30-60-90 day business plan as part of your interview.

Hire Tough

The most important thing you can do as a leader is hiring the right people or what the book Good To Great calls “getting the right people on the bus.” Know exactly what it is you’re looking for and never settle on a candidate. During an interview is the very best you will ever see a candidate; they will not all of a sudden be better once they are hired. If there are any doubts on a candidate it is better to pass, as you may regret it down the road if you lower your standards.

What, How, and Why

As a manager it is important to set clear expectations for your team of WHAT you expect them to do, train and coach them on HOW to best do it, and clearly explain WHY you want them to do it. Senior Director of Group & Inside Sales for the Houston Astros, PJ Keene, says,

“Be prepared. The best salespeople want to know why you make the decisions you make. Since they value their own career development, understanding your decision making process is important to them. In order to help progress their careers, think through ahead of time what is really most important to you and be able to explain why you made a decision or why you think a particular direction is the best way to go. Be prepared to answer those questions before your best salespeople ask them.”

When your team knows what is expected, how to do it and why they are doing it they are more motivated and you will see greater results.

Patience is Key

Ralph Waldo Emerson has a great quote: “Big jobs usually go to the men who prove their ability to outgrow small ones.”

Be patient and don’t lose sight of the task at hand. As a salesperson, your number one priority is to generate revenue. Developing leadership skills should come secondary. Don’t jump at the first opportunity. Make sure the values of who you work for align with your values. The bosses you work for and your personal and professional development should be more important than your title, compensation, and the organization. If you are a great leader the right opportunity will present itself. The money will follow. It is okay to be more than prepared for your next step.

How to get a job in sports

kirk_wakefield 2014, Careers, Learn October 3, 2014November 1, 2018advance, Astros, Blue Jackets, break into sports, careers, FC Dallas, Homestead Miami Speedway, Hornets, jobs, Mavericks, promoted, Rangers, sports sales, Spurs, Success, Suns, Texans, work 0 Comment

by Kirk Wakefield – October 2014

How do I get into sports?

How do you get into sports? Once you get in, how do you succeed in sports? The short answer is: Demonstrate a strong work ethic, network and build relationships within sports, and exhibit integrity in all you do.

The somewhat longer answer is to read everything on this page. This is the one-stop shop for any and everything you ever wanted to know about sports careers. Enjoy.

Getting the interview in sports

Everything you ever needed to know about getting the interview, how to shine in an interview, and what not to do in an interview. Written by an HR expert, Jeannette Salas, Houston Texans.

Getting ready for careers in sports

Which comes first: Happiness or success?

Shawn Achor, The Happiness Advantage

Six differences between working in college vs. pro sports (and why they may change)

Rocky Harris, Arizona State University

How much will I earn working in sports?

The S3 Report

So you want a career in sports? Here are a few tips…

Shawn McGee, Homestead Miami Speedway

3 Questions you must answer if you want to work in sponsorships

Matt Brand, Houston Astros

10 Things newbies need to know about the sports CRM world

Chris Zeppenfeld, Charlotte Hornets

How to get ahead in sports

How to get promoted in sports sales careers

Rob Zuer, Houston Rockets

Are you coachable?

Jason Fortune, Texas Rangers

Are you the best around?

Jeff Eldersveld, Columbus Blue Jackets

How’s your sense of sell? Defining your personal brand

Brian George, Baylor IMG College

New kid on the sponsorship block

Clark McCormick, Dallas Mavericks

How to expand your skill set to advance your career

Bill Glenn, The Breakout Group

Practice? We talkin’ about practice?

Bob Hamer, Phoenix Suns

How to recognize & avoid sales burnout

Kris Katseanes, FC Dallas

Top 10 ways to inspire others (and succeed in the business of sports)

Frank Miceli, San Antonio Spurs

Cover photo, Waco Tribune Herald, Rod Aydelotte

Who’s your Hottest Lead? How to Leverage Post-Sale Opportunities

kirk_wakefield 2014, Sell February 1, 2014November 1, 2018Astros, increasing referrals, Pacers, referrals, relationships, sales leads, upselling 0 Comment

by David Pierce – February 2014

Identifying highly qualified leads can be an arduous, time consuming process. As a result, it is important to maximize every opportunity with your hottest leads.

Who is your hottest lead?

Instead of looking to the CRM system or hoping for a better leads list, think of your hottest lead as the customer with whom you developed a high trust relationship that resulted in a sale.

In a recently published study of over 500 sport salespeople,¹ leveraging post-sale opportunities through upselling and referrals was identified as the most important factor driving the success of sport salespeople. This finding was ubiquitous across all leagues and types of salespeople.

Relationships = Referrals

According to Duane Haring, Director of Season Ticket Sales for the Houston Astros, relationship building is the foundation of leveraging post-sale opportunities. “You won’t get any referrals or upsell many clients if they don’t relate to and trust you. Building a strong relationship for the long haul with a client will yield many more referral and upselling opportunities over the life of that customer.”

Setting priorities to upsell

However, some salespeople fail to seize the opportunity. According to Jason Cohen, Director of Consumer Ticket Sales for the Indiana Pacers, “some salespeople don’t prioritize asking referrals and upselling and prefer to choose the path of least resistance.” Cohen noted that salespeople also fail to understand how an organization is structured, the role of the salesperson in a company, and their goals in using the tickets.

What should sales managers do?

Sales managers should assess a salesperson’s competence in leveraging post-sale opportunities by comparing the sales productivity of those who are committed to asking referral and upselling questions to those who do so less often.

Referral Strategies

Be specific. Instead of asking a generic question like “who else might be interested,” narrow the customer’s thinking to a specific area. For example, “who else do you know in your office?”
Refer back to needs analysis. Use facts gleaned in the needs analysis to identify other people in the customer’s social and business network that could use tickets to the game (youth sports coach, human resource manager at work, pastor at church, etc.).
Do your homework. Put yourself in the shoes of the client to understand how their world works.
Leverage social media. Use social media to identify who else is in a person’s business or social network.

Upselling Strategies

Identify new ways to use the product. Get customers thinking beyond the product they just purchased into new ways tickets and experiences can be used.
Remember that people consume sport in social settings. Would the experience be more entertaining with four friends instead of just two?
Bundle. Bundle game tickets with other ancillary purchases like parking, concessions, merchandise, and access to premium areas. Product features such as stored credit tickets and all-you-can-eat options can add to the total sale price.
Know your product. Be able to describe the difference in seating quality between price points. Provide benefits for improving seating quality.

¹Pierce, D., Lee, D., & Petersen, J. (2014). Sport sales personnel perceptions of factors impacting job performance: A factor analysis of sport sales activities. International Journal of Sport Management, 15(1), 71-90.

Photo courtesy of Glotzmeister.

5 Great Sponsorship Activation Ideas

kirk_wakefield 2013, Sell, Sponsorships November 4, 2013November 2, 2018Activation Strategy, Astros, creativity, ideas, Mavericks, Pizza Hut, sponsorships, Spurs, Texans, The Marketing Arm 1 Comment

by Lynda Carrier-Metz – November 2014

My experience with successful sponsorship activation has been lukewarm: Like having one foot in a bucket of cold water and the other in boiling hot. Sometimes we hit it out of the park and other times, well, you get the idea.

Thankfully, I had the opportunity to ask my friends on the All-Star Sponsorship panel and discussion at the Baylor Sports Sponsorship & Sales (S3) annual board meeting what has worked well for them. Thanks to Travis Dillon (The Marketing Arm) for moderating the panel!

Activation Insights

1. Integrate the sponsor into the field of play. Matt Brand, Vice President of Partnerships, Houston Astros, explained, “When a hit ball strikes the ‘fowl (foul) poles’ everyone in the stands gets a FREE Chick-fil-A sandwich. This drives traffic and fan excitement!” Another similar example are the foul poles at the Padres’ Petco Park that look like TaylorMade golf drivers. You might even want to hang a Kia automobile over the center of the court like the Texas Legends.

[dropshadowbox align=”right” effect=”lifted-both” width=”125px” height=”125px” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ][slideshow_deploy id=’3336′][/dropshadowbox]2. Activate via single channels for impact. Greg Grissom, Vice President of Partnerships, Houston Texans: “We ran a promotion for Sonic through a single social media channel (e.g., Facebook) to drive traffic. Fans following the Texans’ Facebook were aware that if the Texans win on Sunday, Tuesday is “Free Slushy Day” at Sonic. The promotion drives secondary sales through increased traffic.”

I’ve found promotions tied to wins and high scores seems to help motivate the team to play better. So, maybe the teams should pay the sponsor for agreeing to do this!

3. Drive retail with the use of the team’s marks. George Killebrew, Vice President of Partnerships, Dallas Mavericks: “Connecting Dr Pepper, Budweiser or Gatorade to case sales in grocery stores to register to win tickets ties two brands together and drives purchases for both!” Using the team’s logo and likenesses always attracts attention in crowded retail spaces.

4. Leverage community support. Jeanne Garza, Director of Corporate Partnerships, San Antonio Spurs: “One of my favorite activation strategies is actually by Pizza Hut. Pizza Hut leveraged their media buys and the goal of giving back to the community. Each January when customers purchase a pizza a portion goes to support the Spurs Youth Basketball League. Both the team and Pizza Hut promote this and everyone wins!”

And we got one more good example from the floor from Steve Flynn.

5. Test-drive. Steve Flynn, Regional Marketing Manager, General Motors: “We integrate marketing and activation at the World Series, Texas State Fair, and other events to do one thing: Get people to take a seat in a Chevrolet and take a test-drive.” Having a singular activation focus that you know results in converting prospects into customers promises a good return on the investment.

Bonus Activation Idea

So, those five are pretty good. Here’s my favorite activation promotion we run at Pizza Hut.

Borrow and build fan passion. We create excitement and gain tremendous fan engagement with the Pizza Hut, “Delivery of the Game” for football and basketball. We deliver pizzas into the stands and the fans go crazy. It aligns with our delivery service and sampling our great pizza. The more that can be given to a variety of sections the better, not just students or the same section each game!

What other ideas do you have? Click the Twitter button below and let us know @BaylorS3, @PizzaHut, #activation.