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From The Editor’s Desk

From The Editor’s Desk

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From The Editor's Desk

Referrals tend to give us a lot, without expecting much in return. And often, we live up to their expectations. Consider what that means. Referrers are generating business for us, yet don’t receive anything in return for their services. After a while, those referrers dry up, simply because they see

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From The Editor's Desk

Storing client information is not enough for a CRM in today’s world. Now, it needs to have triggers and workflows, to remind you, as well as help increase, the amount of touches that you have with each client. Think of the amount of birthdays that you’d have to remember for

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From The Editor's Desk

Regardless of the product, there is always a different slice to provide to the customer. If it is in demand, that’s easy to recognize. But even when it isn’t in demand, there is a new piece of inventory that can be created, sold, which fits the specific want, need or

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From The Editor's Desk

Entertainers, such as comedians and musicians, have revenue streams that they do not access or realize. This especially applies to those who have smaller fan bases, who may need that money more than those who are at the top their game nationally or internationally. While some of these local comedians/musicians

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From The Editor's Desk

Questions shouldn’t just be reserved for when you are trying to sell. They should be when you are attempting to learn more. That means asking, whether in sales training or other environments, because the answers provided will go beyond the text in front of you. Often, people don’t want to

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From The Editor's Desk

For an industry that prides itself on professionalism, the sports industry lacks in one primary category: Headshots. The majority of headshots used even by the upper echelon of sports business executives are rarely good. Especially those on LinkedIn. It’s surprising to see how organizations will want to connect with other

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From The Editor's Desk

Sports marketing is a science with a dab of art. Especially when it comes to understanding how to divert fans from one area of the park to the other. Another consideration is how fans choose to arrive at the game, including the mode of transportation that they use. Egress is

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From The Editor's Desk

Ticket Platform RFPs tend to focus on the delivery of basic services, a few different features, and it comes down to price. Exactly the opposite of what we hope our customers do when they view our ticket product, we place on the ticket vendor. Consider the issue at hand though:

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From The Editor's Desk

I’ve been thinking a lot about group referrals recently. The idea of getting more group tickets, as well as different groups, to come out, based on another group’s experience. Think about how group leaders exist: They are built as a point of contact for a specific organization or association. Yet,

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From The Editor's Desk

Renewals can either be order taking or evaluating the sales opportunity. It matters when considering whether the customer is ready to move up the sales escalator. Too often, the sales rep doesn’t want to scare off the customer. They know that they have their money. They know that they are

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