I think we can all agree that selling sponsorships is no longer about “the sign on a wall.” Several years ago words like activation, engagement and experiential became common in our vernacular and forced “us sellers” to really think about driving a return on objective for our clients. We have evolved from passive sign sellers to creative strategists looking for opportunities for our fans, inside and outside our venues, to touch and feel the products and services our partners offer.
As sales professionals we are tasked with bringing in revenue. However, as organizational players we have an obligation to our fans to enhance the experience at our venues. The blending of these two very important objectives (money and entertaining fans) along with the ability to affect the way our fans interact with and perceive our partners is THE real opportunity.