March 2010

Fire All the Salespeople

by Bill Guertin|March 5th, 2010

sunface13 There is a common problem I see brewing in sports ticket sales organizations across the nation. It started about 18 months ago, and has been spreading like a virus, bleeding organizations dry. I’m not sure where it started, but I know how it can be stopped.

Here’s the problem: We’re allowing the economy to lull our leadership into expecting less from the salespeople who are paid to make things happen. Our managers are taking the “economy” excuse and letting our sales reps use it as a crutch, and it’s weakening everyone in the process.

If you’re an account rep, I have a few telling questions for you:

Did you achieve your monthly goals for either January or February? If not, what happened?

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About Bill Guertin

Bill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.

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Popular Brands Pay a Price

by Gail Sideman|March 4th, 2010

sean dreilinger This week, Tiger Woods’ college girlfriend defended her Stanford sweetheart by talking to Sports Illustrated and golf.com reporter, Alan Shipnuck.

As I read Irene Folstrom’s take on Tiger during their time as motivated college students with many of the same dreams that others enjoy, I was reminded of the huge public and private responsibility that athletes take on when they turn pro. Even coaches face this problem when they get that first big job, especially if they break onto the scene as the anticipated savior of their sport.

Folstrom’s memories of Woods is quite a contrast to what we’ve read and heard about the famous professional golfer in the last five months, if not 10 years. She talks about wistful talks about the future and the way each were grateful to receive free desserts at a Chinese restaurant that they frequented, the complimentary part being a big deal for a couple of college students.

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About Gail Sideman

Twenty years of public relations experience, including 10 in NCAA Division I sports information during which she received national awards for her work, have helped Gail Sideman emerge as a nationally-respected publicity professional in sports, social media and publishing. She is also a veteran support staffer of sports television crews for events that include the NFL, NBA, MLB, NCAA regular and postseason and others. You may learn more information about Sideman's business at www.publiside.com or follow her at www.twitter.com/PUBLISIDE and www.facebook.com/gail.sideman.

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From the Seat of the Scorekeeper

by Lewis Howes|March 2nd, 2010

sarowen (This is a guest article by Cheryl Robinson)

Shoot, pass it, red zone, see the ball, defense, you have to line your bananas up. After a decade of sports management, aka scorekeeper, I’ve heard practically every phrase in sports terminology used to motivate a team or individual, inspire them to do their best and win. Being anything except number one is grounds for feeling like a loser. I have been honored to have been a part of winning teams with extraordinary seasons; one team even played in the televised Division III NCAA Championship Game for men’s basketball. One of the perks is I am the only girl who gets to travel with a group of guys.

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About Lewis Howes

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Sell Your Ideas, Not Tickets

by Lewis Howes|March 1st, 2010

rmcgervey (This is a guest article by Josh Feinberg)

Raise your hand if you are a salesman (you all should have your hands up). We are all in sales, whether you are selling yourself, selling your product or service. Are you in the business of selling ideas, passion, or events? I am…it’s called Minor League Baseball. Sales in Minor League Baseball can come in many shapes and sizes, be it groups, mini-plans, and of course season tickets. More often than not, Theme Nights held at the ballpark will come into play. Try to sell an idea before you attempt to sell tickets.

Theme nights translate into ideas, passion, and events. Is your passion dogs? Then organize a “Bark in the Park” event for fans and their pets. Maybe your passion is music and performing. I have a great idea for your local schools, why don’t you bring your chorus out to sing the National Anthem or “Take Me out to the Ballgame”. I bet there are some Chess fans out there. Use some open space on the concourse to host a chess tournament during a game.

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