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Issue 7

Mon, 07/09/2012 - 16:32
Todd Pollock

Maximizing [Group] Sales Efforts

As a sales manager, when was the last time you fully evaluated all of your products and the associated benefits? How is what you’re doing compare to others in this industry?

Sports sales executives and managers tend to stick to the basics when it comes to perks included with a fan’s purchase. Full season tickets, partial plans and group tickets all represent a vast majority of revenues, in addition to single game tickets. We focus so much on adding benefits to ticket packages that the rest of our customers, who spend a significant amount of money, may be neglected.

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Thu, 07/05/2012 - 14:04
Kirk L. Wakefield

Talent is never enough

Dan Rockwell writes one of the Top 100 Leadership & Influence blogs, continually hitting home with articles that "help leaders reach higher in 300 words or less."

If nothing else, Dan gets straight to the point. But I also promise you'll be a better leader if you follow his words of advice. You'll soon find yourself sharing his columns with other managers. So, courtesy of Dan, we present a sample of his work "Talent is Never Enough," suitable for the 4th of July

Follow Dan at his blogsite (http://leadershipfreak.wordpress.com) or Facebook page (https://www.facebook.com/LeadershipFreak).

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Thu, 07/05/2012 - 13:26
Bill Boyce

How to talk about what prospects want and show them how to get it

In The Psychology of Selling, Brian Tracy advises salespeople to become their buyer's favorite DJ on their favorite radio station WIIFM (What's In It For Me). He says that if you do this buyers will line up to buy from you. And if buyers line up to buy from you, you will be the star at the top of the sales board, drive luxury automobiles, live in a gated community, give coveted gifts to friends and family, and become financially independent. But to tune into WIIFM, you need to talk about what buyers want and show them how to get it.

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Thu, 07/05/2012 - 10:46
Drew Mitchell

How to shorten the time from “Send” to Yes (or No!)

Like most sales professionals, you probably find yourself constantly asking “How can I get these people to make a decision!” You just spent a month trying to get a prospect together for an initial meeting. You performed, by industry standards, what you consider a flawless needs analysis to determine what the company needs. You put together a proposal with all the pretty photos and illustrated how this package will help them accomplish those goals and objectives you identified.

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Thu, 07/05/2012 - 09:53
Ken Troupe

How big is your digital business card? Four things you need to know about social media networking

Many things have changed since I first began my career in the sports business, but the one thing that may have changed the most is networking. Back in the day if you were in the sports ticket sales business, you would find yourself at any number of different networking events around town. The local Chamber of Commerce was high on the list, but don’t forget about Toastmasters or the morning business networking breakfast. So much fun right? But it was still good networking because your job was to get your business card in the hands of as many potential ticket buyers as possible.

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Mon, 07/02/2012 - 09:54
Kurt Esser

The Last Step

As a kid in seventh grade I would tell my friends that I was going to be a college athletic director. I wasn’t entirely sure I knew what an AD did and certainly my friends, family and guidance counselors didn’t know. No one knew where to start and now I am not sure how to finish.

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