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
Welcome to Friday's mailbag...lots of traveling with teams the past two weeks, so just catching up! Let's see what's in store this week in sports sales questions: one has to do with losing customers from an overabundance of team emails and one has to do with needs analysis for season/group/premium/corporate. Read on! "I spend a … Continue reading Kathy’s Mailbag….”Hey Kathy!”
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?
An interview with one pitcher and an article written by another offered great insight as to what constitutes a successful team...both on and off the field. Reviewing both, I realized just how much this also constitutes a successful team in the sales office. In an article written by Andrew Miller, he cited 3 things that … Continue reading Key Sales Tips as Taught By Two Cleveland Indians Pitchers
Welcome to this week's mailbag! We have a group renewal question and an aspiring sports professional question...read on! "We are going through group renewals. We've sent out the invoices, and our renewal rate is only about 15%. We don't seem to get renewals for groups until just before the season starts. Any ideas?" BR, southwest team … Continue reading Kathy’s Mailbag…”Hey Kathy!”
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?