Sports Sales Mailbag Continuing Conversation from This Week: Changing Groups from Category to Territory

There has been a lot of discussion, emails, and inquires from teams here and abroad that I have received about the Sports Sales Mailbag Question from Aug. 21 concerning changing the group sales from category to territory. With the responses I have had many teams who are saying 'knee jerk' reactions are hurting them as … Continue reading Sports Sales Mailbag Continuing Conversation from This Week: Changing Groups from Category to Territory

August 21: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

You do realize we only have 4 months left to get those holiday presents!  Where has the year gone???? In order to get those above presents, we need to make sure we are making money! In order to do so, we have questions...so read on and let's help all of you sell smarter! "Hey Kathy, … Continue reading August 21: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Sports Sales: When Does the Renewal Process Start?

Many teams out there right now are in the process of renewing season tickets.  Benefits are being discussed, letters are being emailed out, 'stuff' is filling everyone's inbox telling them to renew.  Our goal is to get numbers in and revenue in.  We rush to close them and add to those numbers.  As departments, our … Continue reading Sports Sales: When Does the Renewal Process Start?

August 14: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

I love your sales questions.  It shows you want to grow and get better. I still ask questions.  The day we stop, we may as well change careers....so please feel free to continue to ask..... "Hey Kathy, We have only 2 groups over 500.  My question:  should I have the team work on coming up … Continue reading August 14: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Drop In Or Setting a Meeting…Which Builds the Relationship?

I had a great talk with someone the other day who told me about his experience with a sales rep.  He was at work, extremely busy, when a sales rep walked in and wanted to meet. He explained to her it was not a good time but Monday's they are closed and that would be … Continue reading Drop In Or Setting a Meeting…Which Builds the Relationship?

Aug. 7: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Very unique questions coming in this week.  What's so exciting about it?  Those younger than the leadership team are starting to see sports differently...they are asking good questions. They are creating good ideas.  The future of sports is evolving.  How about we listen? "Hey Kathy, We are a major league team (I know there are … Continue reading Aug. 7: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Sports Sales: The Difference Between a Telemarketing Call and a Sports Sales Call

  I've received a lot of calls and emails the past couple of months over the 'importance' of a perceived two areas:  making a lot of calls and closing as quickly as possible on calls.  The word 'telemarketing' is popping up in nearly all of these conversations as that is what the reps feel like. … Continue reading Sports Sales: The Difference Between a Telemarketing Call and a Sports Sales Call