“You could not find a better person to motivate and energize your sales staff. I have known Kathy for many years and throughout that time she has consistently impressed me with her undying energy, positive attitude and belief in what is possible with hard work and a positive attitude. Her knowledge, experience and motivational approach will surely lead to positive results from any sales group.”
Mark Shapiro; Former President, Cleveland Indians; Current President, Toronto Blue Jays
Kathy is passionate about building relationships and sports, so that makes her a great salesperson. However, it’s her passion for people that sets her apart from others as a sales trainer. She truly cares about the development of individuals. No matter what time of the day (or night) it is or how long it’s been since you last saw her, any of her “mentees” can call on Kathy if they need help solving a sales problem or just need advice, in general. She takes a lot of pride in what she does, and she always delivers.”
Kristin Bernert; Sr. VP Business & Basketball Operations, NY Liberty, Madison Square Garden
“Kathy is someone you can trust to get the job done. She seeks creative solutions for situations and stays until the job is completed. Kathy understands the importance of relationship building and takes pride in the solid reputation she has built.”
–Scott Sterneckert; Former Director of Ticket Sales, Cleveland Indians (MLB)
“RESULTS, PRODUCTIVITY, MOTIVATION & LEADERSHIP DEVELOPMENT = KATHY BURROWS. That is the formula for success that Kathy will bring to your sales team. I have had the pleasure of working with Kathy and have been amazed at the positive impact she brings to each organization she works with in the form of building both morale and sales numbers. Kathy is a legend in the WNBA because she consistently accomplishes what other people cannot figure out – how to consistently build ticket & sponsorship revenue. Time & again I have watched her expertly take a deflated sales team and motivate them, inspire them and teach them how to make strong and consistent sales. She builds the team so that each member has ownership and pride in their position, has clear personal and team goals they are working toward and she develops leaders so that the consistent revenue that she brings in will continue after she leaves. Kathy is not only a wiz at selling tickets & sponsorship, she is an “idea factory” which allows her to instruct & motivate your staff on how to build fully integrated campaigns based on the client needs. I have never worked with anyone like Kathy before; her positive attitude, enthusiasm for life and her work ethic are an inspiration and a motivation not only to me but to all that know and work with her.”
Lisa Fusco; former: Madison Square Garden / New York Liberty (WNBA); current: VP Consumer Marketing, JP Morgan Chase
“If you are looking for a way to sell tickets for your team or league, look no further.Kathy possesses all of the qualities that you want in a sales consultant! By combining the ability to bond and lead your account executives, offer up new ideas and close the sales, Kathy ensures you will reach your goals and more! I have never met anyone with more ability to come in as a consultant and make as big an impact as Kathy did. We looked at her as one of our staff…I’m not sure there is a higher compliment than that!”
Amy Scheer; CRO New York Red Bulls FC; former: VP Sales & Marketing NY Liberty @ MSG
Testimonials from workshop alumni:
“I have had the opportunity to work with and alongside Kathy here at Madison Square Garden and you will not find a person who is more passionate about the relationships that she has and wants to build. This is what has set her apart from other sales trainers in the business as she cares about helping others develop and become successful. She is and has been, without question, an unbelievable asset to have in our sales development and in our organization.”
–James DaSilva; Senior Account Executive, Madison Square Garden; current: MLB
“Kathy has been such a great leader, advisor, mentor and motivator during my time with her. Since day one, she has been dedicated to helping every improve and grow their business. She is willing to do whatever it takes to get the job done and she does it well. She clearly knows how to get you started on a path of success, and keep you going.”
–Ebony Jenkins; Group Sales Specialist, Madison Square Garden; current sales professional
“Kathy is an out the box thinker, she takes the simplest things and makes them epic. She is such a people person. It’s very easy to collaborate and learn from her. Her energy level is contagious, when I knew she was going to be in the office it always gave me an extra pep in my step. Her workshops were fun and informative. Kathy is a great motivator. She is very helpful and I enjoyed working with her. Kathy makes the people around her better and she is an asset to any organization she works with.”
-Simone Southwell; Account Executive, Madison Square Garden; current: freelance event professional
“Attention Ticket Revenue Generators,
I met Kathy Burrows in February of this year at the National Sports Forum in Portland. Kathy was conducting a one-hour session on “Supersizing Groups” and I was blown away.
Kathy had created a formula on how to generate huge groups and she provided those in attendance with a detailed road map on how to do it. When I got back to the office I set up a conference call with Kathy so she could share with our sales staff. Our reps were equally impressed and they have used Kathy as a sounding board ever since.
To demonstrate to my reps that Kathy’s methods work I took on one of our Theme Nights that has struggled year over year. I followed Kathy’s steps and with her support generated 750 tickets to a Wednesday night match, an increase of 625 tickets from the previous year.
This November I will institute Kathy’s off season group strategy. I’m confident this will lead to a base of 1200 tickets for each rep in addition to their existing group book of business. As a Department we will add over 14,000 group tickets, a significant increase in revenue.
We have a group business strategy that will work. I’m looking forward to our rep’s having success and for that I thank Kathy. Her experience and positive approach resonates with our young staff. She will make a big contribution to whomever she works with and I would recommend anyone who wants a defined process to maximize their group business to contact her.
Next up for us is to work with Kathy on supersizing season memberships.”
Hugh Hamilton’ Senior Manager, Sales; Vancouver Whitecaps FC
.” I just wanted to reach out and thank you again for all of your effort and the training you provided during my time with the Indians. I was very raw in the beginning, but the training you put us through prepared me to be successful at selling season tickets & become confident in myself. With my current company, I have been given the opportunity to lead the Business Development Team over the past two years. Recently, when I hired my two new reps, I decided to put a training binder together & found myself referring back to your materials & mirroring the setup. It has been great to develop their skillset & see the success they are having on the phones. I also wanted to thank you for forcing us to prospect the second half of our program. Although we all resisted and didn’t have immediate success, you always drilled in the same message. “You won’t be successful at sales if you can’t or don’t know how to prospect”. Not only has this helped me train my team, but it has also earned me respect from my management team. I really owe a lot of my success so far in my career due to your program.”
Mark Stanek: Team Leader, Business Devt. and Analytics, Kaufman Container; prior Inside Sales @ CLE Indians
“I love your posts. They are ‘nudges’ for me and remind me when I struggle of the different ways to work-around issues. Thanks so much for that. It’s like having a sales coach in my office. :)”
Leslie Metcalf, Chicago Wolves
“Just completed first group leaders night, great ideas ad groups committing to nights. Thx to @BFirstpitch for the idea!”
Matthew Dewire, Director, Sales
“Kathy is one of the most inspiring, open-minded and thoughtful person, I have ever worked with besides my boss. I had the pleasure of working with Kathy in supersizing selling training for the WNBA Atlanta Dream this November. As an Account Executive, I learned from Kathy that I am my own small business within a franchise and I need to treat my business, like I would want my workers to do so, to represent my brand . I truly admire Kathy’s level of professionalism, excellence and discipline and expertise to better my career and longevity in the world of sports. Her positive energy and dedication has always inspired me to brainstorm a little longer, work a few minutes later and produce my best possible work. Kathy is a leader and a collaborator. I strongly recommend her for any sports team that’s wants to get the best out of there organization. She is the best in the business”
Clyde Jackson, Account Executive, Atlanta Dream
“Kathy is one of the best minds in the sports ticket sales industry who is willing to go the extra mile for people who reach out to her. I found her on Linkedin and read a lot of her posts and was inspired. I reached out and introduced myself on a message, not sure if I would get a response. She not only answered my questions, but also gave me new things to think about that I didn’t consider. She truly believes in coaching and creating memories for our clients by showing the value of going to sports games. I view Kathy as a great mentor and would recommend her to anybody looking to network in the sports world”
Kyle Snyder, Inside Sales NY Mets
“Kathy is one of the best if not the best mentors out there today. Having the pleasure of working with her and learning from her has been immensely important in helping me, my coworkers and our team to achieve our best and even to do better both as a team and individually. With experience and knowledge of almost every industry related to just about anything, she helps lead those around her and guides them to success knowing when to push a little and when to let go. She thinks outside the box every time and with a smile on her face, she gets others to do so as well helping to create masterpieces that become tradition.”
Anita Levy, former NY Liberty/MSG; current Leading ADP Associates into President Club Performers
“Kathy is delightful, positive, and an incredible change agent. She has a talent of working with and teaching people of all abilities. She values people and the mission of our franchise. She is remarkable”
Danielle Donehew, Executive Director Women’s Basketball Coaches Association, former VP Atlanta Dream
“I worked with Kathy on the Grand Prix of Cleveland. Kathy was instrumental in opening this great event to the African American community. Kathy is great to work with. She brings a lot of energy and open minded thinking to her projects. CAAO was truly blessed the day she walked into the CAAO office.”
William Holdipp Jr., Ex. Director CAAO