Feb. 20: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Had almost 20 questions this week as sales reps are seeking ways to overcome obstacles and move a sale forward.  Here are a few of them! "Hey Kathy, How do I create urgency without being dishonest? I keep being told to tell them that there are many people waiting for these seats, but we have … Continue reading Feb. 20: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

How To Lose Your Sports Customer In 10 Easy Ways…

I went to a party store this weekend for inspiration for sales ideas, and instead I found inspiration for 'how not to'...  Looking around you couldn't see a sign for where the line was for checkout. So I went behind others who couldn't find it either and had started a line. Waiting until the line … Continue reading How To Lose Your Sports Customer In 10 Easy Ways…

Feb. 13: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Happy Almost Valentine's Day!  Sports is all about sharing our hearts with fans. Our fans feel passionately about our teams, and take every action personally.  How we make them feel warm and fuzzy for being part of our organization is important. They are more than just a season ticket holder or group or hospitality group … Continue reading Feb. 13: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Sports Teams: Are We Selling to Retain or Selling to Hit Numbers?

As leaders what is the focus we show to our sales reps? What do we talk about daily? Are we managing numbers or coaching our staff? Is our focus for the short-term or the long-term in our reps sales? As reps, are we so eager to hit goals that we push the sale for our … Continue reading Sports Teams: Are We Selling to Retain or Selling to Hit Numbers?

Feb. 6: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

While Cupid may be shooting arrows all over in the hopes to create some great matches, we in sales can't be shooting arrows hoping to hit our mark!  We need to be fine tuned and focused to get where we are going.  Unfortunately, not everyone is in that mode...read on! "Hey Kathy, I love the … Continue reading Feb. 6: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

The Often Missed Sports Sales Offer: The Packaged Sports Sale

What tools do we give our sales reps in their toolkit to offer to clients?  How much do we let them create opportunities?  Do we all too often have them focus on season/partials/groups with an occasional focus on hospitality?  Do we stress at certain times of year more on the season or group only to … Continue reading The Often Missed Sports Sales Offer: The Packaged Sports Sale

Are SMART Goals Dumb For Sports Sales Teams?

As Kit De Luca says in Pretty Woman, "Do ya have a goal? You gotta have a goal." Having goals is key to getting the success we aim for; however, the way we create those goals is also key.  I've had a number of requests from sales reps for help the past month in trying … Continue reading Are SMART Goals Dumb For Sports Sales Teams?