by Alex Karp – September 2015 Three things will make CRM a great tool for your organization: consistency, ease of use, and documentation of activity. All of these are essential, particularly the last one, if management is going to be able to use CRM effectively. I wanted to share some best practices that I have…Continue Reading Illustrated CRM: How CRM Process Helps the Sales Process
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 Carson Heady – July 2013 Two governing principles Two governing principles drive sales management success: people and process. The right personnel following the right procedures equal success. The numbers will be there. In Vegas the house always wins because it knows and plays the odds. In the same way, we fail when we don’t…Continue Reading The essential elements of successful sales leadership: Staying ahead of the curve
by Eric Kussin – June 2013 Corey Gaines, head coach of the WNBA’s Phoenix Mercury, runs a fantastic clinic each season for local coaches. A great college and pro player himself, Corey always talks about leaders he played for and the effect they had on him. One of Corey’s favorites is Pat Riley. With Riley, the devil…Continue Reading Empower your players