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From The Editor’s Desk

From The Editor’s Desk

From The Editor's Desk

We speak generally about the organization interviewing the prospective employee, and the red flags that exist sometimes in what the interviewee answers to the interviewer’s questions. But what about when the tables are turned? No one ever suggests that the organization might not be a place that a good prospective

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From The Editor's Desk

Demand drives up a price like nothing else. If you have demand, people will pay more for it. You only get demand by cultivating it. By making sure that people want it more than anything else. Notice how retail is always previewing the next item that is about to go

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From The Editor's Desk

The sales cycle isn’t conversation-based. It’s results-based. It’s great that conversations happen with the client. They should happen, they need to occur. But if they don’t garner results, they are useless. Yet, young sales reps love to chat with their managers about the conversations that they’ve had. Or “things in

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From The Editor's Desk

Whenever I schedule a phone meeting, I attempt to make them 15 minutes. It tells the customer that I’m only going to take up a small portion of their time. Even if I let the conversation run long, they don’t see it as a full half hour commitment. Specifically because

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From The Editor's Desk

Too often, teams create packs without measuring out the service required in order to handle the delivery of the value achieved. Think about a 2-guys-2-pizzas pack to help move 2 tickets at a game. That may end up costing way more in trade value, as well as a person handling

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From The Editor's Desk

You can confuse your audience by introducing too many variables. Too many different mini-packs. Too many different group rates. Cellular companies initiate these all of the time for their customers. Frankly, I find the majority of them confusing. Suddenly, there are friends and family and weekend and free movie pass

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From The Editor's Desk

The secondary market tends to be a mystery to most sports business folks. It’s almost as if they ignore it out of indifference, unsure what to make of it. Let me start off by saying that secondary markets exist all around you, in everything that you do. The difference is

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From The Editor's Desk

Pricing is always an interesting discussion. People tend to use price as a benefit. That typically means a discount. But what is the price of something, truly, if its only to be discounted if no one buys it? Does your price exist only because that is what your competitors charge

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From The Editor's Desk

I’ve worked in some bad systems. There were good people there, but inevitably, bad systems drag down good people. After a while, you start to wonder what you are doing there. Eventually, you aren’t there, and its the end of the road. The problem with bad systems is that they

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From The Editor's Desk

Certain sports have a worrisome estimation of what the future looks like for their survival. Motorsports especially suffers because kids aren’t getting into cars, aren’t as enthused with watching the track. The key to surviving this is to gain heavy investment from parents and their children. Every sport should be

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