About 3 years ago, teams and entertainment venues started jumping on the bandwagon to have their members be part of a "Rewards" system. The hype and selling point was that the airlines did it and so, of course, everyone would love it. But has that been the case? I have worked with teams and entertainment … Continue reading Is YOUR Reward System for Members a True Benefit Or Work for the Member?
While out searching for a house to buy the past 3 days, we reviewed some new builds as well as existing homes. What intrigued me the most was the method of selling. New homes were packaged...they show you a home that you fall in love with, with all the bells and whistles. Naturally, you've already … Continue reading Are You Recommending the Package Or the Ticket?
You have a picnic plaza that sells maybe 1/3 full on average for the year. You have large suites for 35-100 pp that go unused many games. You have unique spaces you try to rent, but find that it's not often used. What to do? This is where brainstorming and creativity meet with analytics and demographics. … Continue reading Reinventing Our Hospitality Spaces In Sports and Entertainment Venues
Is YOUR Sales staff worth investing in each month? Growing in popularity, our Sales Development By the Month program is filling up hours quickly! What does your team get? 2 monthly web classes within the first 2 weeks, a 1.5 hour class with a different topic covered each month, and tactics to put into practice … Continue reading Sales Development By The Month…
It's no secret that selling a full season ticket is getting more and more challenging for most teams. Even a half season gets us excited. So we get excited when it's sold. And then we have to renew it. And that sentence sums it up for a lot of teams...'we have to renew it.' In … Continue reading How Much Do You Value Your Renewals?
I get calls/emails daily asking for assistance in sales techniques, how to hit team numbers, how to get to close, etc. I remind them that every person sells a bit differently. We are individuals who should use our strengths, fine tune our craft, but most of all, we should use the Magic Key. This is … Continue reading The Magic Key to Selling In Sports
Troy Kirby, the Tao of Sports, Dave Wakeman, the Revenue Architect, and myself, Kathy Burrows, Chief Energy Officer for Sales will be hosting “The Revenue Workshop” for northwest sports and entertainment venues! On July 25, join us in Lacey, Washington and on August 7, join us in Sacramento, where the Rivercats will be hosting us. … Continue reading West Coast Friends!!!!!