by Bryce Killingsworth – May 2014 Collegiate ticket sales departments continue to expand. Some hired into these new sales positions have training in professional selling, while others may have worked their ways through college internships into the first open position that suits their aptitudes and attitudes. So, whether we are trained to sell or are…Continue Reading Selling Collegiate Sports: Happy Customers = Sales
by Chris Faulkner – April 2013 As technology rapidly moves forward and clients become more savvy using social media and mobile technology, we need to adapt the way we conduct our ticketing business. Premium seating, in particular, deals with ample amounts of data from proposals from salespeople, accounts, data, contracts, and paperwork. With all of…Continue Reading Ticketing technology: How can we reduce barriers for renewals?
by Ben Milsom – March 2013 “Business is social. So my number one tip for impressing our recruiters is connect and interact with us on Facebook, LinkedIn, and Twitter” says Monika Fahlbusch, SVP of Global Employee Success at Salesforce.com. We have far more advanced tools than ever to find information about anyone. For the right price…Continue Reading How has social media changed consultative selling?
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 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?