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The Tao of Sports Podcast – The Definitive Sports, Marketing, Business Industry News Podcast

Sports Revenue Analytics veteran Troy Kirby interviews the team behind the teams in Front Offices and Athletics Departments throughout the world, revealing an industry of specialists and minds unseen by the local or national media. Examined in this podcast are current or long-standing industry topics; tickets, business, analytics, moneyball, revenue, finance, economy, sales and jobs of the NCAA, NFL, MLB, NBA, and NHL. Also included are topics surrounding third party vendors, sports business, revenue, marketing, mentoring interns, facilities, managing employees, as well as how to not only break into sports, but stay in the industry long-term. The often-invisible side of the industry is where the Tao of Sports Podcast attempts to pull back the elusive curtain, providing information both to industry insiders and those who want to work in sports.
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The Tao of Sports Podcast – The Definitive Sports, Marketing, Business Industry News Podcast
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Now displaying: May, 2017
May 29, 2017

Samantha Hicks faces the complexity of selling two sports at the same time; The Reno Aces AAA baseball team, and the first year of the 1868 FC USL soccer team. Hicks talks about the "no comps" rule for both teams, in order to keep a steady price point and demand structure for the Reno marketplace. Hicks describes how she engages with her staff, ensuring that some of her brightest account reps and managers are fostered with continual growth, especially in terms of The Aces Sales Academy. Finally, Hicks shares her vision with how to sell to two different dynamically opposite fan bases in soccer and baseball, successfully. Twitter: @SamanthaHicks_

May 25, 2017

Nathan Costa presents context in his thoughts on ticket sales and marketing, working both at the team business services level as the vice president of the American Hockey League, and now as the Executive Vice President of the Springfield Thunderbirds. Costa shares the interesting way that the Thunderbirds were born in 2016-17, but two franchises relocating. Costa describes the challenges of building a credible sales team, amid a past 20-year franchise existence that was 30th in attendance annually. Twitter: Ncosta83

May 22, 2017

Kathy Burrows returns to the podcast after her first appearance two years ago on Ep. 521, ready to discuss how she feels the 100-phone-call-per-day metric has hurt sports sales. Burrows challenges listeners with the idea of what that metric purpose serves, and whether it is misguided in what the end result of sales activity should be. Burrows talks about her refocus on monthly sales training over a one-time training module, in a constant mentoring capacity. Burrows also shares her upcoming projects, such as the Sports Revenue Workshop and Sports Sales Boot Camp, for the summer of 2017. Twitter: @BFirstPitch

May 18, 2017

Anthony Iannarino is a lot of things, but he refuses to be a shill for the tech industry's bias against sales phone calls. Iannarino explains that he feels the vested interest of the few have outweighed the realities of the many when it comes to whether social selling is as effective as phone calls. Iannarino shares his four levels of value, as well as some of the ways that a sales team can drive consensus during their presentations. Twitter: @Iannarino

May 15, 2017

After witnessing a lack of ticketing education cohesion in Europe, Andrew Thomas created his own conference positioned on building up acumen for the sports and entertainment industry. Thomas shares insight into some of the issues surrounding ticket platforms, as well as customer transactions online, including pricing mechanisms which may help or hinder the sales process. Thomas talks about his experience, both in sports ticketing, entertainment/theatrical ticketing, and working for ticket platforms, in terms of what limitations software and box office personnel have. Twitter: @TicketTattle

May 11, 2017

If its gotta be the shoes, then Nick DePaula has a story about it. The Creative Director of NiceKicks.com has been able to take his fans into the behind the scenes look at the shoe industry, shoe contract endorsement deals, and increase the amount of coverage in overall marketing of player brands. DePaula shares his beginnings from 2007, when he served as both Editor-In-Chief and Creative Director with Sole Collector Magazine. DePaula talks about the ZO2 Big Baller Brand of Londo Ball, the pinnacle of Michael Jordan's $3 billion shoe empire with Nike, and the impact on China of Yao Ming on the marketplace. Twitter: @NickDePaula

May 8, 2017

In a rather extensive conversation about data, Roger Tomlinson argues that board members, as well as senior directors, should be establishing protocols of training for their staff at venues. Tomlinson presents his case that box office staff tend to know their customers better than executives, yet tend not to be involved in the data initiatives that are rolled out. Tomlinson talks about ticket pricing, touting and how the value of the ticket is robbed by papering the house. Twitter: @brandinyourhand

May 4, 2017

Angela Gahan breaks down exactly what it takes to bring an entertainment production to Australia, and points out that it cannot sell just in Sydney, but has to be a show that can run throughout the entire country. Gahan specifies on pricing, brand and the art of the presale, where some shows are advance-sold over a year from performance night in order to gain its full audience. Gahan discusses various points of production contention, including travel costs and performers, which can make or break a show's extended run Down Under. Twitter: @gahan_Antix

May 1, 2017

Steve Nudelberg provides an intense sales training work out for anyone looking to maximize how they engage in broadening their relationships skills with a decision-maker. Nudelberg talks about how to make enough "touches" to count, crafting a CRM protocol to ensure that any prospect feels respected, but not sold to. Nudelberg shares his insight into the difference-making conversation skills that he trains in his sessions, ensuring that the prospect is in the right frame of mind during a face-to-face interaction. Twitter: @SteveNudelberg

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