Starting Friday, watch for Kathy's mailbag! After receiving hundreds of emails weekly asking questions about sports and entertainment sales, leadership, and servicing, I will select one or two to put into a Friday Mailbag blog in which I will answer them to share with everyone. Feel free to email me YOUR questions at: firstname.lastname@example.org … Continue reading Kathy’s Mailbag…
Last week I wrote a blog on why we are losing quality people in sports. Little did I realize the impact it would have...from students to employees to former employees to leadership to CEO's to owners. One thing is certain. We need to fix it. Soon. People's buying habits have changed. Work / life balance … Continue reading Changing the Revolving Door of Sports Sales
No matter where I go, when I ask sales people to describe the good and bad of customers, they always end up talking about the “noisy customers”...the ones who yell, complain, whine about things, and continually want to talk to their rep. Most of the sales reps would like to give these customers up for … Continue reading Who Do We Give Our Attention To…the Quiet Customers or the Noisy Ones?
Moving across country after a million years in one spot is no easy feat! Going through volumes of saved 'stuff' is even worse. One good thing...some of it brings back great memories and helps me remember how I need to be. One of the things I found while going through this move wa a letter … Continue reading Leaders: What Would YOUR Staff Say About You?
Last week's article created a lot of emails to me to ask "how do we get the potential groups engaged?" When it comes to selling, there is never a 'one size fits all.' Why, then, do we try to get our groups to buy into a block, on a date that we often try to … Continue reading What Type of Personal Engagement Do Groups Look For In Their Outing?
As we redefine the season sale, group tickets are becoming more and more crucial as to one of the streams of revenue health of sports. 'Numbers' become very important, and in that focus we lose site of some very important points that can grow our business. What should the focus be? An understanding of what … Continue reading WHAT AM I REALLY SELLING WHEN I SELL A GROUP TICKET?
You send out the notice. You get 5 to 500 applications. You 'have' to hire someone. You are minus 'a body.' Who do you hire? As a leader, you know that you are only as good as the people around you. Ultimately, you want to hire someone who is actually better than you in the … Continue reading Who Do You Hire For a Ticket Sales Department?