Really appreciate when teams, companies want to take an active approach in the training and make sure areas are covered that they have needs for. Training should never be the trainers way. Just like customers, it is about needs, and fulfilling those needs for a successful experience. Kathy Burrows, Sold Out Seating...Helping Your Team Achieve … Continue reading An Active Approach To Training
What is the number 1 reason we fail in sports sales...or any sales? Lack of follow-up. It's no surprise that according to sulata.net 80% of sales are closed after the 5th to 12th contact. What is that you say? That sounds a bit extreme? Think about it. How often have you called once, had interest, … Continue reading The Importance of “Follow Up” In Sales
When we talk about supersizing groups in a training, I strongly encourage the use of a supersized meeting. Bringing multiple people together can help us achieve the goals we are reaching for. But what happens when not everyone can make a meeting, or have time to leave their office? What often happens is we tell … Continue reading The Value of A Video Meeting In Group, Season, Premium, Retention and Corporate Sales
Wonderful questions from you, our sports sales and retention reps (and even some leaders and customers!) keep coming in weekly. Here is a sampling of this week's mailbag questions, which includes a retention question and the upsell that should have started as the recommendation: "Hey Kathy, I am in Retention for season sales and have … Continue reading May 16: Kathy’s Mailbag; Hey Kathy!
Working with teams, I see a huge mix of styles. Some teams sell 'full menu' Some teams sell focus specific but still have a goal in the opposite area. Some teams are focus specific period. Should we or shouldn't we seems to be the question. If you do sell focus specific, what are the pros and … Continue reading Should Our Sports Reps Focus on Specific Areas Of Sales?
Much energy coming out of the Lancaster Barnstormers in PA as they opened their weekend well despite so-so weather. Always rewarding when staff (thanks John and Mike!) call you to bounce ideas off of an event for a game they are creating in July which looks to be a major event in Pennsylvania! If you … Continue reading Fun Times In Lancaster, PA
My only goal in what I do (assisting YOUR team with 2020 vision and beyond) is to prepare our future of sports...our sales reps. Yes, I do work hard at it. Yes, I am up till 2 a.m. nightly trying to create new methods, more ideas, better leadership methods, more future sales methods, and the … Continue reading At the End Of the Day When You Know You’ve Made a Difference….