marketing – BaylorS3E

The Sports Strategy & Sales (S3) Program Expands!

kirk_wakefield 2019, About S3, Careers February 27, 2019July 21, 2022analytics, Baylor, business, careers, college, CRM, jobs, major, majors, marketing, program, S3, Sales, sports, strategy, university 0 Comment

When the S3 program launched in 2004 we were—and are—the only academic program in a business school devoted to developing talent aimed specifically at generating revenue in the business of sports. After placing more than 270 professionals in sales and analytics positions we see even greater demand for Baylor S3 graduates. Notable S3 alumni in management and executive positions at scores of professional teams, corporations, and agencies now mentor, train, hire, and advise students right alongside us, as do many outstanding professionals from coast-to-coast.

As we look forward to the next 15 years we must set the stage for success for those who follow. Much has changed in the past 15 years. Think about it. After the first graduating class of S3 majors in 2006, the iPhone was introduced in 2007. This mobile revolution transformed how fans search, buy and go to the game. Augmented and virtual reality are changing how fans engage with our experiences and sponsors. Venues are beginning to use facial recognition as admission.

With the onslaught of data and digital selling, properties and brands recruit and pay for the talent to manage and analyze data to more effectively and efficiently reach fans where they are—which is mostly (online) on their phones, tablets or desktops. The most productive organizations invest heavily in technology capabilities (in-house and/or outsourced) to enable the salesforce to connect and engage with fans in ways we couldn’t even imagine even 10 years ago.

Our position has always been at the forefront leading the way into the future. In keeping with our WINS values, we need more hard-working, integrated, relationship-driven, spirited people to join us.

Missing Talent

The advantage and disadvantage of the S3 major in the Hankamer School of Business has been its exclusivity. The most successful students consciously committed to a career in the business of sports no matter what the costs. That is still the case. As a side note—conscientious commitment to excelling in your craft, to your career, is still the price to be paid for success no matter the business. Companies still buy from people who know where they are going.

At the same time, S3 missed potential sales superstars. Great salespeople love to keep options open. Not wanting to be constrained to sports, they didn’t take the chance to be sold themselves. The Vice President of Sales at the San Antonio Spurs, along with many executives at other teams, often say, “Hey, just let me have a chance to talk to them!”

S3 missed out on problem-solvers keen to manage and analyze data to answer big questions businesses have in a digital-first marketing world. Marketing majors with a double-major with MIS, Accounting or Finance took their talents elsewhere. The Wide World of Sports has been slow to get up to speed. But, like every company today, they now demand more highly skilled analytically-minded graduates to close the gap.

Opening the Doors

S3 majors have always been well-rounded. Salespeople understand analytics and analysts understand sales. All understand the importance of living lives of integrity. Having integrity means having the courage to face the demands of reality. The reality is sales-oriented students thrive in the sales courses. Analytic types want the freedom to build out technical and quantitative skills.

Recognizing these realities, and the realities of marketplace demands and opportunities, the S3 program has moved to open courses to all Marketing majors. Students may choose an emphasis in S3 Sales (MKT 3310 and 4341) or S3 Analytics (MKT 4342 and 4360), plus an internship, for a total of 9 hours. They can still take all S3 courses (15 hours) if they use additional upper-level business electives. All S3 students selecting one of the two areas of emphasis will complete an internship in sales or analytics in the summer after the junior year. Read more here.

Internships

Our stock & trade has always been internships at the highest levels of professional sports, as well as associated brands and agencies. As Colin Faulkner, Senior Vice President of the Chicago Cubs, famously said in our first S3 promotional video, “In sports, to get a job you need experience. But to get experience you need a job.” Internships provide the job that provides the experience that gets you started in your career in sports.

We will continue placing students in internships for those that declare an S3 emphasis and take the sales or the analytics courses in succession during the junior year. Others may take the courses and interview for internships and positions as available, with priority going to declared S3 program students.

Graduates in the 2021 class and beyond may submit their declarations as S3 program members by completing this form.

The S3 Club

Further priority for internships and positions is given to those active in the S3 Club. The S3 Club will continue under S3 faculty advisement but will be wholly and completely run by students, supported by an S3 Alumni Advisory Group. The objectives of the club will continue to be to network with sports business executives and to learn more about relevant careers.

The End Goal

With the end in mind, our vision continues to be to instill integrity in the business of sports & entertainment. What’s changed? Nothing, except we want more students to catch the vision, to consider the opportunities, and to join us! We’ve removed every obstacle to keep superstars from exploring business careers in sports. Want to talk some more?

Interested in sports sales? Contact Darryl_Lehnus@Baylor.edu

Interested in sports marketing analytics? Contact Kirk_Wakefield@baylor.edu

How national brands can market to the military

kirk_wakefield 2015, Sell March 19, 2015October 31, 2018agency, brand building, brand equity, credibility, hiring veterans, marketing, military marketing, strategy 0 Comment

by Derek Blake – March 2015

Establish credibility

Have you ever thought about marketing to the military to drive transactions with your brand and expand your customer base?

We began with this idea at La Quinta Inns & Suites three years ago. We started creating a marketing plan, but fortunately decided to first gain some insight from a few companies who best knew the military. Among others, we reached out to USAA to seek input. What we learned changed our plans and ultimately helped us build a strategy that would change our company’s culture.

Our simple idea to market to the military shifted to the creation of a holistic, enterprise-wide strategy built upon six pillars. Marketing became one of the last pillars. What we learned is that we first needed to build credibility with the military. And, the quickest way to do that was to start hiring veterans, military spouses and military caregivers. That became our first pillar and key driver in our strategy. Over the last few years, La Quinta has hired over 500 veterans and military spouses.

Deciding to hire members of the military community was an easy decision. Lieutenant Colonel Justin Constantine (@Constantine_Jus), US Marine Corps, Retired, a wounded warrior, inspirational speaker and leadership expert, provided us with this insight: “Hiring a veteran or military spouse gets your company a trained and proven leader, an exceptional team player, and someone quick to solve problems with innovative solutions.”

Build an enterprise-wide strategy

An enterprise-wide strategy requires a strong foundation.

A Community Outreach program was one of the first pillars established to build meaningful partnerships with the military. La Quinta selected a handful of military non-profits to support – including the Fisher House Foundation, Armed Services YMCA and Operation Homefront – by donating time and in-kind support. The idea was to give back at the local level – having our 10,000+ employee base volunteer with these (and other military) non-profits.

Tish Stropes, Director of the Fisher House “Hotels for Heroes” program, stated “La Quinta figured it out right off the bat – getting employees to volunteer and support the military in various communities. It helped them build credibility with the military community which in turn benefited them in countless ways.”

Additional pillars were created including sourcing from small veteran-owned and military spouse-owned businesses. And, La Quinta worked with a Department of Defense program called Vet Fran, to create pathways for veterans to become La Quinta franchisees.

After building out these pillars, La Quinta implemented their military marketing efforts. We created a unique tier within our loyalty program called “Military Rewards” offering veterans, active duty service members and military spouses a variety of benefits including a 12% discount. The final pillar is a recognition program whereby every hotel-level employee is expected to say, “Thank you for your service,” to the military members that stay with us.

Credibility equates to brand loyalty

So, here’s a quick recap about embracing the military:

Get senior level buy-in at your company and create an enterprise-wide approach giving every employee the opportunity to participate in the effort.
Start off with hiring veterans, military spouses and caregivers. Their talent is unparalleled.
Find ways to give back to military non-profits or veteran service organizations in your local communities.
Expand your initiative to include other parts of your business –including the marketing team.

So, the question may be – why the military? The simply answer is: it’s not only the right thing to do, but also the smart thing to do.

Making Connections: Contact Puts the Ball in Play

kirk_wakefield 2014, Experiences, Luxury Suites & Premium Tickets, Sell, Sponsorships, Tickets May 1, 2014November 1, 2018marketing, salespeople, sell, selling, selling products, selling services, selling sports, Success, winning 0 Comment

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 ball, following through and studying results to adjust for future shots. Business and sales are no different; prospecting and approaching connections to build relationships must be handled with the same finesse.

As with all facets of sales, the quality of each leg of the process determines quantities of successes. Fashioning the optimum game plan for narrowing our search for prospects, garnering attention in the proper way, reaching out with maximum effectiveness and showing why you or your product is supremely relevant inches you closer to your goal line. Like charging down the field, each possession’s objective is to manage plays effectively enough to get as close to that end zone as possible. We will not reach it every time, but the more masterfully we operate each play and possession, the better our chances.

Three things you must do to win

[dropshadowbox align=”right” effect=”lifted-both” width=”350px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]“Networking is what landed my most prominent directing roles. As a filmmaker, networking is of utmost importance and it is truly all about who you know when it comes to securing interviews. Diversifying the groups I was networking with rather than just one core group made all the difference; taking initiative, starting conversations – you never know where they will lead and deals are made over conversation, coffee and meals.” Bart Elfrink, Director & Cinematographer[/dropshadowbox]From looking to land a job to attempting to market a product or service, it is vital to:

make authentic connections,
showcase unique attributes, and
improve their lives.

Ultimately, you want to prove that your target audience would be better off with what you have than what they have now or have to choose from.

Examine your playing field:

What experience or attributes are being sought in the arena you wish to conquer?
What do you or does your product offer that ensures you are uniquely qualified to fill a gap?

These are the strengths you highlight as you grab attention and carry on throughout the selling process. Learning your audience’s needs through analysis and questions is step one; showcasing how you fill the gap best is the rest. Realize that you and your product are up against considerable odds; this does not rule out victory, but means you must work smart and understand this contact sport.

How to connect

[dropshadowbox align=”right” effect=”lifted-both” width=”350px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]“If you don’t put yourself out there, you will never know your fullest potential. Network and connect with everyone (and I do mean everyone) you know as will often be surprised to find what opportunities lie within the those you are closest too as well as farthest away. Connect and engage, talk and share, give and get – it is how trusting and long-term business relationships and strategic partnerships grow.” Laura Wiley, Principal/CMO of Marketing Lift[/dropshadowbox]Connecting today has a different feel with the prominence of social media and ability to quickly pinpoint your target decision maker; with a simple search we can locate VP’s and CEO’s and attempt to make contact. That said, anyone can make contact, so you must ensure your contact counts. Utilization of sites like LinkedIn grant you access to all the movers and shakers across every industry:

Build your network strategically by casting a wide enough net of individuals who could serve as decision makers or point you in the right direction.
Aim high, specifically in small-to-mid-sized businesses where a CEO will be more apt to accept your overtures.
Do it with distinctive, classy flair. Don’t use the generic LinkedIn request.
Never pin all your hopes on just one person for a job or sales decision. Formulate multiple plays across all pertinent companies and industries so you are prepared for whatever obstacles you encounter.

How to approach

Approach requires just as much thought. Using your own conversational style, the approach might go something like this: “Mr./Mrs. X – It is my hope this note finds you well. With your expertise in _____ and our mutual interests, I believe you would be an excellent person with whom to share ideas and learn from. I would be honored to be part of your network.”

Whether by LinkedIn or email, supplanting the generic, average introduction will get your note noticed where others land in the penalty box of the virtual trash can. From there, timely follow up within a matter of days thanking them for the connection and requesting advice on the industry to gain access to them will have far more success than pushing a product or asking for a job up front.

Casting a wide net also means:

researching local networking events,
utilizing your existing network to meet new prospects (i.e, referrals), and
leaving no stone unturned as you put your best quality foot forward in meeting and greeting new contacts with whom to form mutually beneficial relationships.

Like any part of the game, prospecting and connecting determine how far the ball carries, and are integral in your quest to circle the bases.

Cover photo courtesy of Tate Nations.

S3 Spotlight: Bill Glenn Explains–How to Expand your Skill Set to Advance Your Career

kirk_wakefield 2014, About S3, Sell, Sponsorships February 1, 2014November 1, 2018activation, branding, consultative selling, consumer, insights, marketing, research 0 Comment

by Justin Pipes – February 2014

Bill Glenn is President of The Breakout Group, a boutique consulting firm that creates sales and marketing strategies to challenge norms and produce breakout results for brands and sports/entertainment organizations. His thinking is built on a foundation of deep sales and marketing expertise and both an agency and client-side perspective as it relates to integrated marketing programs in sports and entertainment, including big data and program analytics. Glenn has a both a Bachelor’s in Journalism and MBA in Marketing from the University of Missouri.

Build a Skill Set Foundation: Start with Sales

Glenn’s career started as a Marketing Associate with GTE (now Verizon) where he had three, six-month assignments in direct marketing, product management and sales. Although he doubted sales would ever be something he enjoyed, the brief experience felt like such a great fit he remained in B2B “consultative” sales and sales management for the next ten years.

Over this time, Bill learned the critical importance of blending strong customer relationships with a keen understanding of the assets you’re selling:

Great relationships uncover business needs while asset knowledge delivers the best client solution.

Understanding this dynamic is the key to any successful business strategy. Through this experience, he was able to learn how sales and marketing are co-dependent functions in delivering client success. Additionally, Bill says, “Sales taught me the importance of having a broad knowledge base and understanding how all the parts of an organization work together to enable revenue.”

Build the Bridge: Understand How Sales and Marketing Work Together

After 10 years in sales, Glenn wanted to extend his skill set to brand marketing and marketing communications. He took over trade show marketing and strategy at GTE and was able to learn how messaging and technology at an event can deliver product value in a different context and what value this communication channel offers a field sales organization.

Bill quickly transitioned to leading GTE’s sports marketing and sponsorship group, where he leveraged his prior roles to understand how to leverage partnership assets in unique ways to produce value for both consumer and B2B target segments. His sales experience offered credibility and improved his productivity when interfacing with business and consumer-related field sales teams.

Balancing the objectives of multiple organizations in this sponsorship role yielded a solid understanding of the company’s overall brand strategy and also improved the effectiveness of sponsorship investment. With this knowledge he was able to determine the best values in a sponsorship package.

Focus on Results: Learn About (and Learn to Like) Data

Having a strong understanding of sales and brand marketing, Glenn decided to extend his skill set (adding research/analytics) and perspective (agency side) in joining The Marketing Arm where he launched the agency’s first Insights and Analytics practice. In this role, he learned how to leverage primary and secondary research and measure program performance using statistical models to help clients understand the impact of marketing strategy and programs. It was a tremendous experience in learning how to find meaningful data points to both support and direct marketing and sales strategy.

Build Value: An Extended Skill Set Yields New Perspectives and Experience

Today, Bill is putting all these skills to use in consulting with brands and sports/entertainment organizations in creating integrated programs and building sales and marketing strategies that make a difference.

Merrill Dubrow, President and CEO of M/A/R/C Research, says, “Bill has a very diverse background having been on both the client and agency side. Very few people have the ability to offer clients sales and marketing expertise, including analytics, as well as an agency/vendor perspective.” Dubrow went on to say, “When dealing with clients, having been one of them, he is able to quickly gather keen insights thanks to this varied experience and perspective.” Dubrow’s comments reinforce how well Glenn knows sales and marketing and how extending your skill set over a career can pay dividends both personally and professionally.

Have Desire: To Learn

As an Adjunct Professor of Marketing, Glenn mentors many students and young professionals. He says, “I just try to get students to think differently. The first 5-10 years of a career should be spent getting a broad base of perspectives and by extending your skill set through experience.”

Glenn says he hears many say they “want to work in sports” but that desire depends heavily on understanding sales and marketing. He continued, “It is much easier for me to teach someone the sports business than it is to teach marketing and sales skills. The latter, for the most part, is developed through experience.”

Glenn also coaches students to concentrate less on who they’re working for and more on the role their current job will play over the course of their career. In other words, what’s your dream and what perspectives and experience will enable you to reach that destination?

Market (Sell) Like a Rock Star!

kirk_wakefield 2013, Experiences, Lead, Luxury Suites & Premium Tickets, Marketing, Relate, Sell, Sponsorships, Tickets August 1, 2013November 2, 2018crazy, Grateful Dead, lead, Madonna, marketing, personality, rock star, Sales, Steve Jobs 0 Comment

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 that look like? Here are four ways I’ve come up with so far. Feel free to tweet more to the list (@lynnwitt) or comment below.

1. Rock stars have larger than life personalities.

Most rock stars (think Ozzy & cats, Bon Jovi & hair, Madonna & sex) have VERY large personalities. Some trait or characteristic they exploit to the fullest becomes their trademark.

We can do that in sales & marketing. Figure out the one thing you can hang your hat on and roll it out big time. Go with the largest “personality” your company has. For you personally, what one thing do you want customers and colleagues to know you by? Don’t hope they catch it. Make it central to who you are and what you communicate.

2. Rock stars are considered crazy.

You hear about it all the time. Rock stars are nuts. Troubled. Deemed crazy. And in this case, usually they are.

But in marketing, we can be crazy in a good way. We can dare to do things that people deem unconventional. I watched an old video of Steve Jobs. The commercial at the end of the video is what sticks with me. Look at people like Jobs that the world called “crazy” and look at what they accomplished because they didn’t listen to the World.

3. Rock stars love what they do.

In Radical Marketing, the Grateful Dead talk about their passion for their music. They grew bigger than life but it was always about making music.

Do you love what you do in sales & marketing? Because if you don’t love it, how can you expect your customers to love it. Passion is contagious.

4. Rock stars dress the part.

When it comes to attire, rock stars GO BIG or GO HOME! When you are a rock star your “outfit” is as much of your personality as you are.

I attended an Aerosmith concert and Led Zeppelin opened for them. Those dudes STILL have the outfits, the beards and the long hair long long after they hit 60 years old.

When it comes to marketing your product, what is the packaging? How are you presenting it? Are you putting your best foot forward and giving your audience something to remember you by?

What about you?

Well, that’s it. I don’t want to be a ROCK STAR but I’d like to market like one. If you’re going to be a rock star in sales & marketing, what other tips do you suggest? Click the tweet button below and let me know (@lynnwitt)!

Photo cover thanks to KennySun. Led Zeppelin picture thanks to Jonathan Bayer.

No…A Four Letter Word

kirk_wakefield 2013, Sell, Sponsorships May 1, 2013November 2, 2018clients, corporate partnerships, marketing, serve, services, sports 0 Comment

by Shane Hildreth – May 2013

Think back to your childhood.

You’re playing with your friends in the front yard and a four letter word comes flying out of your mouth just as your mom walks outside. And just like that, you’re grounded.

You knew you shouldn’t have said it, but it’s just a word…What’s the big deal?

Well, when it comes to servicing corporate partners, “NO” is a four letter word. You should treat this word as the worst four letter word you can think of. Think of your corporate partner as your mother.

Dealing with the impossible

Suppose a client asks you to run across the field during the middle of a game waving the company banner. Your initial answer should be, “Wow, that would be awesome, wouldn’t it? Let me check with our marketing department and see what we can do.”

Go to your team to discuss what the client would like to achieve and come up with alternatives. Your client probably understands the original request is unlikely and will appreciate you presenting viable options.

The role of partner services is to activate the contract in a positive and timely manner. Putting up road blocks potentially harms the overall relationship. Direct the conversation away from what you can’t do. Focus on what you can do. Turn the conversation from negative to positive.

How to say, “Yes I no.”

Every good sales person needs an alternative to the word “no” to signal you are considering the client’s concerns.

“Let me check with my boss.”
“Let me check with our marketing department.”
“Let me check with our league office.”
“I’ll need to see if that piece of inventory is available.”
“Due to another contract we might be limited in what we can do.”

These examples buy time to come up with options to help clients achieve their marketing goals.

[dropshadowbox align=”center” effect=”lifted-both” width=”550px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]“Our success with athletic sponsorships is tied directly to the relationships we have with our sports representatives. We view them as an extension of our team.

My job is not merely to say “Yes” and “No” to prospective projects, but to ask, “How can this partnership be mutually beneficial?”

A good sports representative understands that and pitches projects accordingly. When we work with someone we trust and believe is truly there to help our company succeed, the possibilities for collaboration are endless.”

Brianne Bruner, Regional Sales and Marketing Manager, Wells Fargo Bank Houston[/dropshadowbox]

Fight for your client

[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]

When presenting an idea to a sponsor saying, “ I understand your goals you are trying to achieve, here is another solution we have seen done before that has been successful,” you add value to the partnership.[/dropshadowbox]When you know that there is no way a particular request could ever happen, you still need to show you are fighting for your client’s best interest.

If you tell your client no immediately, it means that you are not fighting for them.

At the end of the day you should be fighting for your clients to get them everything they need to make the partnership mutually beneficial. You are the internal negotiator for them with your team. You work for them just as much as you work for your property.

Welcome to the Sports Sponsorship & Sales (S3) Report

kirk_wakefield About S3, S3, The S3 Program January 3, 2013November 2, 2018marketing, MLB, MLS, NBA, NFL, NHL, pro sports, Sales, sponsorship, sports 0 Comment

by Kirk Wakefield – January 2013

Join the S3 Community to:

Participate: Join the discussion on our LinkedIn group: Click here.[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#F5F6CE” border_width=”1″ border_color=”#dddddd” ]Content Categories:

Selling Sports: tickets, experiences, sponsorships, premium/VIP
Leadership: Leadership Freak and guest columns
S3 Spotlight on alumni and board members[/dropshadowbox]

Access: All current month articles are available for those in the S3 Community. Click here to join. All archives from previous issues are open access.

Share. The purpose of the Sports Sponsorship & Sales (S3) community is to share best practices with each other. Content is written by members of the sports industry to share with the industry. Share freely! If you have content ideas, please contact the editor (Kirk_Wakefield@Baylor.edu).

Network. The S3 Advisory Board and contributors are among the most respected in the business of professional sports. Join our community (free) and connect with leaders and learners in the industry.

Spread the word. More great content is coming from the Baylor S3 Advisory Board & our partners at Baylor University. Click on members’ names to view their LinkedIn profiles.

Team/Organization	S3 Report Contributor	See their 2013 posts in:
MLB: New York Yankees	Dan Rosenthal	May
MLB: New York Yankees	Nick Forro	July
MLB: Philadelphia Phillies	Derek Schuster	February
MLB: San Diego Padres	Eric McKenzie	June
MLB: San Diego Padres	Jeremy Walls	December
MLB: San Diego Padres	Tyler Epp	February and December
MLB: Texas Rangers	Jason Fortune	September
MLB: Texas Rangers	Katie Morgan	September
MLB: Texas Rangers	Wade Graf	February
MLS: FC Dallas	Kris Katseanes	October
MLS: Houston Dynamo	Bryan Kraham	April and November
NBA: Atlanta Hawks	Corey Breton	April
NBA: Atlanta Hawks	Mitch Ried	November
NBA: Charlotte Bobcats	Chris Zeppenfeld	June
NBA: Charlotte Bobcats	Flavil Hampsten	March
NBA: Cleveland Cavaliers	Damion Chatmon	December
NBA: Dallas Mavericks	George Killebrew	October
NBA: Dallas Mavericks	Jeff Brown	August
NBA: League Office (TEAMBO)	Murray Cohn	January and February
NBA: Orlando Magic	Jamie Weinstein	August
NBA: Phoenix Suns	Bob Hamer	March
NBA: Washington Wizards	Jake Reynolds	July
NBA:Philadelphia Sixers	Charles Johnson	February
NBDL: Texas Legends	Bill Boyce	January
NBDL: Texas Legends	Drew Mitchell	June
NFL: Denver Broncos	Chris Faulkner	April
NFL: Houston Texans	Greg Grissom	August
NFL: New York Jets	Russell Scibetti	November
NFL: Tampa Bay Buccaneers	Ben Milsom	March
NHL: Columbus Blue Jackets	Drew Ribarchak	May
NHL: Columbus Blue Jackets	Jeff Eldersveld	August
NHL: Dallas Stars	Brad Alberts	December
NHL: Dallas Stars	Matt Bowman	October
NHL: LA Kings (LA Galaxy)	Kelly Cheeseman	September
NHL: Los Angeles Kings/AEG	Aaron LeValley	April
NHL: New Jersey Devils	Eric Kussin	June
NHL: New Jersey Devils	Krissy Keen (S3 ’09)	November
NHL: Phoenix Coyotes	Ken Troupe	February
Racing: Feld Entertainment	Ryan McSpadden	July
University: ASU	Rocky Harris	April and December
University: Baylor	Brian George	July
University: IMG College	Shane Hildreth	May
University: Temple	Todd Pollock (S3 ’06)	December
Academy Sports + Outdoors	Anita Sehgal	February
American Airlines	Dawn Turner	May
AT&T	Bill Moseley	March
BAV Consulting	Anne Rivers	January and June
Chevrolet	Steve Flynn	July
Fathom Delivers	Steve Kessen	October
Fox Sports San Diego	Wayne Guymon	January and October
JGraydon Sports	John Burnett
Leadership Freak	Dan Rockwell	Monthly
Legends Hospitality	George Manias	September
MediaLink	Eric Fernandez	July
Pizza Hut	Lynda Carrier Metz	November
Reliant Energy	Tom Hughes	September
The Marketing Arm	Bill Glenn	April and August
Website Alive	Bryan Apgar (S3 ’08)	May

S3 Board Member Spotlight: Kris Katseanes, FC Dallas

kirk_wakefield S3 Spotlight, Work ethic January 1, 2013November 2, 2018FC Dallas, hiring, management, marketing, MLS, Sales, salespeople, soccer, work ethic 0 Comment

by Travis Martin – January 2013

Kris Katseanes, Vice President of Ticket Sales and Service for FC Dallas, has been an invaluable member of the S3 Advisory Board. Because of Kris’ leadership and willingness to mentor the careers of young people entering the profession, Baylor’s S3 program annually places interns and new employees with FC Dallas.

Each fall semester Katseanes visits the Baylor campus to interview S3 students for internships the following summer. For most juniors this is the first real interview with a team. Katseanes helps calm the tension as students walk into the one-on-one interviews. As with other on-campus interviews with board members, students meet with the S3 Program Director, Dr. Darryl Lehnus, to help learn for the next interview.

All the students who meet with Mr. Katseanes quickly learn about his opinion of the value of hard work. His strong work ethic was instilled in him since he was a boy. Growing up on a potato farm, hard work was the only way to go when your day starts at 4:00 am.

One demonstration of this kind of dedication came one afternoon when Katseanes found inefficiencies in the team’s database. Salespeople were wasting time and it was clear the system needed organizing. Since the team did not have a specific person assigned to the database, Katseanes took it upon himself to work from 7:00 pm that night to 7:00 am to clean up the leads in the system. This not only helped them gain more sales, but gained admiration around the office for making everyone’s life easier.

Along with integrity and networking, work ethic represents part of the Baylor S3 W-I-N acronym instilled in students. Katseanes believes we reap what we sow and luck finds people who work hard. For young professionals, the best way to improve your career is to volunteer for anything and everything. This puts you ahead of the person next to you and gets you noticed by the right people.

“But, you have to be careful,” Katseanes says. “I see young professionals always looking to the next step so much that they can’t be content with the current. The grass isn’t always greener on the other side, so find a place where you can be happy.”

Vice President of Marketing, Communications & Strategic Planning FC Dallas — Kelly Weller

“He’s fair, creative, solution and result oriented,” said Kelly Weller, Vice President of Marketing, Communications & Strategic Planning with FC Dallas. “Everyone has a chance to succeed with him. They are given all the tools, resources and time to perform their best to not only hit their individual goals, but to help achieve the overall objectives of the company. He’s one of a kind in my book!”

Katseanes loves working with the S3 program because of the leadership the program offers to its students. At FC Dallas, Katseanes has developed a leadership development program that helps employees set written goals with measurable results and deadlines. Katseanes enjoys working with the the S3 professors and S3 graduates, because the emphasis is on preparing to enter a career and not just get a job.