To all my motorsports staff friends out there...check out what is happening this June at the ALSD Conference in Atlanta...not only tons of knowledge and networking but also a Racing Stand Alone Day! I will be hosting a workshop as well as many others...want to meet up? Contact me: email@example.com and let's plan to catch … Continue reading ALSD Conference Has Racing Stand Alone Day!
As February winds down and some teams are on the last part of their season, some just starting up, the mailbag questions focus on beginnings and endings! Read on. "Hey Kathy... This was my first sports sales job, and I started about a month and a half into the season. They had some internal training … Continue reading Feb. 21: Kathy’s Sports Questions Mailbag…Hey Kathy!!!
Great job by El Paso Chihuahuas to focus on new business development and prospecting...keys to success! March Madness begins with new business!!!!
A few years back when consulting with a team, I was asked to lead and enhance the inside sales program. One of the things I did was stop the reps from calling individual game buyers for the millionth time and start to learn the art of prospecting. I think I was the most hated person … Continue reading 5 Reasons Prospecting Is Important In Sports Sales
Happy Valentine's Day! "Heartfelt" questions this week and also a suggestion! Read on! "Hey Kathy... Do you believe in overall goals, monthly goals, or weekly goals? Not sure how to focus on attaining them." B, west coast Hi B! The answer: All of the above and more. I also believe in daily. Think about it. … Continue reading Feb 14: Kathy’s Sports Mailbag…Hey Kathy!
Somewhere, in the early 2000's, someone decided that setting a revenue goal isn't the answer....setting a stretch revenue goal is. Huh? Let's look at how our revenue goals are set to start with. Generally, a yearly budget is discussed. Each revenue generating department looks at what their piece of the puzzle is and creates their revenue goal. … Continue reading Sports Teams: To Goal or To Stretch Goal…What Is the Answer?
This week's mailbag asks the age old question of 'when do I know I should move on" as well as input for renewals/new season packages and strategy/group packages/premium ideas, etc. Read on! "Hey Kathy! I have been with a team for 4 years now. I went from Inside Sales to an account exec. Nothing has … Continue reading Feb. 7: Kathy’s Mailbag…”Hey Kathy!”