Why Leaders Bring Kathy on-board:
“Kathy’s approach to helping develop strategy for your ticket sales team has proven to be an asset to the growth and development for each representative. When you work with Kathy she doesn’t come in for a few days and disappear, she becomes a part of your team. Her ongoing support for your entire sales team along with her leadership coaching is a tremendous asset at all levels. The results she has delivered with others throughout the industry combined with her own hands on experience made it an easy decision to work with her.”
- Rick Brenner, President Michigan International Speedway
“We brought in Kathy based on recommendations from other organizations that have been successful.
We needed help in terms of bringing our team together and having a plan to increase group sales. After bringing her in we saw why she helps so many teams. She comes in prepared with information about your teams strengths and areas of improvements, she has extensive practical experience in our industry.
She has sold, she has picked up the phone, she has made the follow ups. She has helped our staff realize that we are “experts” in our field and we should therefore we can help address our clients needs based on what we perceive their needs to be, coupled with our experience. Her thoughts on super-sizing groups is fantastic, needs time to implement, therefore you need to ensure you have buy in.
My advice is to take away everyone’s phone when coming into training because you need to really focus and connect with Kathy and her genuine style of teaching. “
“Thanks for an amazing Training Kathy! Folks if you are not utilizing Kathy for your teams sales training you are missing out! She has helped our staff get focused on Super Sizing groups with a great strategy and tactics that allow us to implement our action plan! One of the best trainings I have ever had and we are looking forward to a great 2018!”
- Augusto Cookie Rojas, VP Sales, New Orleans Baby Cakes.
“When you decide to work with Kathy Burrows, you know exactly what you are getting. You are working with someone who has the passion, sales experience, leadership and dedication to work with your sales team in order to uncover untapped potential. Kathy is able to get your team to think differently about how you sell by putting in the time, effort and commitment to understand your team and individual members, and to work with your leadership team and individuals on the sales team to lay out executable plans and processes to get your team to where it wants to be. Kathy takes an interest in your team from start to finish and develops a relationship with your staff that lasts throughout the year.”
- Nick Seckerson, Director Ticket Sales, El Paso Chihuahuas
“Always love “Kathy’s mailbag”! Thank you for putting so much time and effort into this generation! I can’t tell you how many times I’ve looked to someone for advice & simply can’t find it. It is a relief knowing people like you exist!!! Thank you!!!”
Kristin Bernert; Sr. VP Business Operations, NY Knicks, Madison Square Garden
“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
“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 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
“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
“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
- Daniel McDonagh, LA Sparks
“One of the best tidbits I took from our sessions is the 80/20 rule as I’ve even told myself and others that when deals are on the cusp of being done, I tend to get more animated especially in my words/conversations. Today, I asked the right questions, listened to what a client had to say, and followed up accordingly with answers. Before the meeting, I was prepared to talk a lot about hospitality and group tickets but we quickly escalated into larger partnership ideas…all because I listened!”
- Mark Bailey, Manager, Corporate Sales, ISM Raceway
“Incredibly thankful for Kathy Burrows, who took time out of her busy schedule to talk with me about sponsorship, new ideas and inventory, and the sports world in general. Highly reccomend any anyone in the sports business to read her blog and mailbag posts. There are a lot of great people in this industry, and I’ve been fortunate to learn from several of them, Kathy included.”
- Benjamin Garrod, Corporate Sales, Michigan International Speedway
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.”
- Elizabeth Brittain, Customer Engagement Manager, SMG
“Since I followed you yesterday I have been obsessed with your articles! There is great information in them and are all so insightful! As a Marketing/Sales manager for a small junior hockey team, I can apply so much of this to my everyday work! Thank you for doing this and I look forward to future articles!”
- Tyler Novy Springfield Jr. Blues
“Out of all of the trainings we’ve had thus far, your session was most definitely impactful!”
- Kelly Marnin NY Islanders
“A company I work for brought in “consultants” as they called themselves and I have to say even though it is completely different field the knowledge of sales and being a salesperson I learned from you was far more extensive, more helpful, and flat out more right compared to those people. Your professionalism and knowledge does not even compare to the other consultants.”
- Geoff Johnson, former Akron Racers
“I love the ideas that you are always presenting! Plus the thousands of ideas in your mind”
- Patrick Burns El Paso Chihuahua’s
“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
” 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 (current SF 49ers)
“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
“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