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Issue 11

Fri, 11/04/2011 - 09:30
Ken Troupe

Ticket Sales: Five Reasons You Should Be Good With Social Media

You can be successful in ticket sales if you stay focused on two things:

1. Understanding your customers, and
2. Knowing how to develop new potential clients.

An account executive uses every tool possible to make these two things happen. A good sales rep needs to be good on the phone, adept at starting and holding a conversation, a skilled listener, and use email well. A good sales rep must be organized, understand how to network, and be able to spot trends and new potential sales opportunities. And now a good sales rep needs to understand social media and the importance of being good at using it.

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Mon, 10/31/2011 - 19:22
Tracie Hitz

Interviews in Fast Forward

Looking through resumes is time consuming, especially with as competitive as the sports industry has become in recent years. Because of that, these candidates are more creative with the ways they are trying to stand out, including websites, QR codes, videos and more. They usually have the experience to back it up, as well as references calling on their behalf so trying to weed through these candidates is becoming more time consuming.

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Mon, 10/31/2011 - 12:56
Ben Milsom

Using Internal Messaging to Keep Your Sales Team on the Same Page

In today's world of immediate messaging from every source possible, it is critical that sales people deliver a consistent message to all customers both internally and externally. Our world changes so frequently and information travels so fast that an inconsistent message can alter business practices and can cause more work for the organization.

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Mon, 10/31/2011 - 12:43
Bill Boyce

Eight Simple Steps to Generate ROI on Premium Seats

By Bill Boyce, President, Texas Legends

You need to know how and why premium seats work because it will help you generate a return on your premium seat investment. We all know that to increase sales we need to establish and strengthen strategic relationships through meaningful touch points. A general rule of thumb in selling B2B is that you need:

• 10 contacts to get one appointment
• 4 appointments to get one prospect
• 2 prospects to get one sale

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Mon, 10/31/2011 - 12:36
Flavil Hampsten

5 Tips for a Successful Sales Campaign

Every sales campaign has thousands of moving parts. Challenges abound to coordinate and communicate with all other interested parties. Have you ever tried explaining everything you do to the PR department? To ownership? I have and I’ve found explaining the complexity of campaigns to be very difficult. Therefore, I went back through all of our successful campaigns and synthesized five elements present in each. Regardless of how sophisticated the campaign may be, these five elements remained consistent. While the actions may change for each campaign, the steps do not.

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Mon, 10/31/2011 - 11:56
Don Costante

Developing Successful Contests

This is the second article in our new Event Presentation category, including recent research on successful contests.

It’s amazing for me to see so many contests poorly presented and executed during events at all levels of sport , including high school, college, and professional. Some people say they realize their contests are less than desirable but that’s what their sponsors wanted. Others argue they just don’t have the budget and/or resources necessary to develop successful contests. Regardless of the excuse, the bottom line is every contest you present to the people attending your event represents your brand. By showcasing a contest that does not meet your organization’s standards, you jeopardize your event presentation and your organization’s reputation. I realize this sounds a little dramatic, but the reality is it’s true. Our job is to enhance the experience of those attending our events and prevent people from forming negative impressions regarding our brand.

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