Posts In Category

From The Editor’s Desk

From The Editor’s Desk

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

Read More
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

Read More
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

Read More
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

Read More
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

Read More
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

Read More
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

Read More
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

Read More
From The Editor's Desk

Thinking into the future, whether it be 10 hours, 10 days, 10 weeks or 10 years, takes practice. We as humans aren’t really expected to play the long game. Especially when it comes to a decade in advance. But forward thinking provides us with opportunities to do so. When you

Read More
From The Editor's Desk

When sales reps network, they should be attempting to gain access to an influencer. Someone who can cause others to buy your product because the influencer helps make the sale. Influencers tend to be the easiest people to gain access to, but rarely get provoked into helping make the sale.

Read More