The Customer Is Always Right…Except When They’re Wrong

I once fired a 3 year suite lease holder, much to my VP's dismay.  Yep, I did.  We could never please them. They complained each and every game:  the catering wasn't right, the beer wasn't chilled exactly right, the popcorn wasn't crunchy enough, there was a dustball in the corner, the toilet paper wasn't folded … Continue reading The Customer Is Always Right…Except When They’re Wrong

Thoughts From Season Ticket Holders On Talking Points for Sales and Retention Reps

My article on talking points this week seemed to have made a lot of sense…especially to season ticket holders.  I have had responses from more than a dozen season ticket holders about their experiences with either renewals or sales, and sadly, none of them have been stellar.   One gentleman stated, “As a long time … Continue reading Thoughts From Season Ticket Holders On Talking Points for Sales and Retention Reps

July 10: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Congratulations to the World Champions Women's Soccer Team!  May their persistence, focus, and teamwork be an inspiration to girls everywhere!  We are savoring the moment, but let's not forget it a year from now. Let's  continue to grow women's sports. Meanwhile we have questions to make all our teams better! Read on... "Hey Kathy,  Any … Continue reading July 10: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Talking Points: The Value They Bring to Our Sports Sales and Retention Reps

Every sales and retention rep should have their own way of communicating.  That's part of their personality shining through, and it is important that we keep that uniqueness versus using a canned script. The key is to make sure certain points are being addressed, and often we find our reps wandering and missing some of … Continue reading Talking Points: The Value They Bring to Our Sports Sales and Retention Reps

July 3: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

As we get ready to bring in the 4th with a bang and celebrate our country, are we ready to bring in our sales with a bang and celebrate success? Happily, I get hundreds of emails each month from sales reps, leaders and owners with questions about getting better.  This is exciting to me as … Continue reading July 3: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Qualifying Prospects Key to Our Sales Strategy

We all want to be great sports sellers, but why is it some excel better than others? Is it because of 'the luck of the draw' and the leads they get are better? Is it because they push to close more? (selling for the short term).  Or is it because they are able to identify … Continue reading Qualifying Prospects Key to Our Sales Strategy

June 26: Kathy’s Sports Sales Mailbag… “Hey Kathy!”

Summer sports are in full swing and fall / winter sports are gearing up...their busiest time ever!  With that comes questions!  Read on... "Hey Kathy, We are a relatively newer team with a very green staff.  What would be 2 or 3 things we could do best to help them with a strong foundation?"  J, … Continue reading June 26: Kathy’s Sports Sales Mailbag… “Hey Kathy!”