As a Sales Re-Energizing, I use the 4 areas of Strengthfinders to bring it to life. One of the areas is Influencing...how we close, how we communicate, how we get to where we ultimately want to be with what we say. Sales reps often look at me as if it is unnatural to choose our … Continue reading Influencing In Sports Sales Was Just Taught To Me By A Landscaper
Promotions. Everyone wants to be a leader. Everyone's goal is to be a manager or director. That day comes. And then? How often have you seen someone get promoted (often times only because they sold the most...wrong reason!!!) and start their new position with no guidance, no background, and no support system? They are to … Continue reading Most Sports Teams Promote Their Sales Staff to Leaders This Time of Year…and Then?
I had a wonderful invitation by Mike McAdams, Director of Ticket Sales for the Chicago Cubs Spring Training Complex, to have a Starbucks (chai tea will win my heart anytime!), conversation and a look at the complex. After a brief second in which the final game of the World Series from last year passed before … Continue reading Great Example of Making Your Sports Sales All About the Customer at the Cubs Spring Training Facility
A common thread I am starting to hear is, "we spend more time in meetings that keep getting called then we do actually selling or trying to set meetings with clients." When asked what the meetings are about, the answers vary: We just changed the sales process...again... Knee jerk: we need to get more sales … Continue reading Sports Sales: Are Your Department Meetings Exceeding Your Prospecting Meetings?
How often do we see our leaders trying to force culture, speaking in what they feel is a correct, precise manner; creating a rah rah speech that sounds good but has no heart, and when push comes to shove, sees themself as doing all they could, but they just don't have the right staff to … Continue reading The Best Way to Build Culture and Lead a Team…As Shown to Me By the Manager of a Local Brewing Company
Send your sports / entertainment sales / service / leadership questions for this week's Kathy's Mailbag which will answer on Friday. Send to: firstname.lastname@example.org
Picture: Washington Post When the team is doing well, it's a lot easier to sell/renew our clients. Talk generally revolves around playoffs/who else we can acquire/what do you think they'll do in the off season, etc. When the team is average, or worse, below average, conversations become much harder. Questions from clients/prospects become more pointed. … Continue reading How Do You Transition Your Sports Sales/Renewal Objections To Get Them Over the Fence…aka Lesson Learned From Being a Mom