Tag: Sales

Getting in the game: Removing and replacing the fear of rejection

by Carson Heady – March 2015 Those moments prior to dialing, pulling that door or entering the board room are like stepping in the batter’s box or breaking the huddle. You formulated a semblance of a strategy, thought (or over-thought!) and now you have to execute the play. But what if I whiff? What if the pass is intercepted?…Continue Reading Getting in the game: Removing and replacing the fear of rejection

What to do when you’re the new boss

by Matt Bowman – October 2013 Anyone in the sports business very long knows one may have to relocate to advance one’s career.  While certainly not a requirement, top executives have made a few stops in different cities in different sports and with different organizations throughout their career.  It can be an exciting but daunting…Continue Reading What to do when you’re the new boss

S3 Alum Spotlight on Katy Gager

by Justin Pipes – October 2013 Katy Gager (Baylor S3 ’08) is a Senior Account Executive at The Marketing Arm an agency based in Dallas, Texas. She represents and manages AT&T’s brand through corporate sponsorship of professional & collegiate sports properties in the Southeast Region. Willing to move Katy transferred to Baylor for the S3 program…Continue Reading S3 Alum Spotlight on Katy Gager

Have phone sales gone the way of the dinosaur?

by Kris Katseanes – October 2013 Consider these changing dynamics of society: More than 2/3 of event tickets are purchased online The increasing number of homes with no land line, relying exclusively on cell phones: Must consider legal solicitation rules/challenges Increases chances of reaching someone in the middle of another activity as opposed to at…Continue Reading Have phone sales gone the way of the dinosaur?

S3 Back to School

by Kirk Wakefield – September 2013 Our Back-to-School September issue of the S3 Report includes two articles focused on selling NCAA sports: Bryce Killingsworth (Oklahoma State University) explains how and why their innovative STH retention program has been successful. Read more… Brian Erenrich and David Quill (both with Aspire at Georgia Tech) report on how…Continue Reading S3 Back to School

Dealing with frustration in sales

by Dan Rockwell – August 2013 The way you deal with today’s frustration reflects the leader or the salesperson you’ll become tomorrow. Frustration is an alarm clock; a spotlight pointing: a match burned too long. Frustration is a gift that says pay attention. Don’t get frustrated with frustration. Frustration is feedback on decisions and relationships. Frustration’s goal The…Continue Reading Dealing with frustration in sales

Market (Sell) Like a Rock Star!

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!

Three Steps to Creating an Effective Entry-Level Sales Contest

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