Allen Schlesinger swears that he hasn't made a cold call in 5 years, utilizing LinkedIn's Sales Navigator as well as various online tools to get to the decision-maker faster. Schlesinger describes how he has made his successful sales methodology grow while at the Austin Spurs, becoming the first NBADL rep in the league's history to sell over $500,000 in season ticket sales. Schlesinger talks about seeking out alternative information, such as home-buying, political contributions and LinkedIn mutual connections, in order to discover just who he should be talking to about purchasing Austins Spurs ticket packages. Twitter: @ATXSpursAllen
Jack Lucas' podcast episode is bittersweet, as he is retiring after 30 years of operating one of the more successful ticket start-ups in United States history, TicketsWest. Lucas mentions how a 1987 phone call changed his life, while he was teaching music in the Spokane public schools system, and with it brought several facets of electronic ticketing to the Inland Northwest. Serving also as president of West Coast Entertainment, Lucas covers his involvement in bringing Broadway to Spokane, as well as his involvement with Gonzaga basketball, Washington State University and Eastern Washington University.
Ian Taylor presents the narrative on how data in ticket sales revenue generation is utilized in the United Kingdom and European marketplace. Taylor speaks expansively on the inclusion of trackable information on customer behaviors, along with using traditional terrestrial media methodology in order to create more ticket buyers. Taylor speaks about his work at bigdog, which helps Feld Entertainment's events in the UK; specifically brands such as Marvel Entertainment Live shows, toward new and consistent audiences. Twitter: @iantix
Julian Jenkins comes on the podcast to examine whether sports clubs truly understand their fans' KPIs or only the ones that the organization thinks the fans desire. Jenkins shares his two decades worth of knowledge as CEO of European football clubs, as well as his understanding of the digital space. Many times, as Jenkins is mindful of, the top brass don't value digital for revenue generation as much as they should. Jenkins talks also about broadening the discussion when it comes to digital metrics. Twitter: @Julianj1973
Just a year after coming on the podcast (Ep. 624), author Dan Schlossberg is back with his latest book, The New Baseball Bible. Schlossberg covers everything known, and many things typically unknown, about the game of baseball, as well breaks down some of the mythos that have occurred around the sport. This includes whether the candy bar Baby Ruth was named after Babe Ruth (it wasn't), and the numerology around Hank Aaron's uniform number 44 and why Wade Boggs ate so much chicken and had to do batting practice at exactly 7:17 before each game. Schlossberg also gets into a heated discussion about the current state of the game, especially the Hall of Fame chances of the current steroid-era players. Twitter: @Braves1
Dave Shore comes on the podcast to discuss the state of sports radio and sports play by play. Shore has over twenty years of experience in the field of sports broadcasting, including serving as program director for the top sports radio station in Detroit. Part of Shore's presence in Detroit was increasing the amount of local programming hours, and he talks about what makes a great on-air drive the phone calls and ratings. Shore talks about his four years as the play by play announcer for Texas Tech, where he also ran a Sirius XM show with legendary coach Bobby Knight, and how he broached controversial topics through his interview questions. Twitter: @Dave_Shore
Joel Morrison discusses the rise of the KFC Big Bash League and Women's Big Bash League, which has taken Australia by storm, reducing the time spent in an average cricket match from five days to three hours. Morrison explains why the KFC BBL and WBBL had to break those traditions of cricket in order to reach new, younger fan demographics, and have been embraced by the next generation of sports viewership. Morrison talks about the KFC BBL and WBBL decision to go to a city-team structure, and how the marketing effort was completely different from that of traditional cricket. Twitter: @Morrison_Joel
James "JB" Bryant explains his process in discovering new prospective hires through his sales academy, which uses various methodology and testing in order to find the right fit for the group. Bryant talks about his role at the Rapids, and how he works at getting each hire to engage beyond their technology, in order to provide real relationships on calls. Bryant discusses why the B2B sale is so much tougher, specifically when looking at providing presentations, and how he trains his staff to go further into the conversation toward the sale.
Alex Coulson comes on the podcast to discuss the role of sponsorship activation in the sports marketplace, and his assertion at avoiding vanity metrics which tend to take the focus off of digital revenue generation. Executive Director of Sport Industry Group, Coulson oversees SportIndustry.biz, a website dedicated to ensuring that the conversation of sports business education moves forward. Coulson discusses some of the pitfalls of sponsorship, as well as how athletes becoming brands may eliminate their motivation to be politically active publicly. Twitter: @Alex_Coulson
After 15 years selling minor league hockey, Craig Bommer has now stepped into a great sales challenge: radio. Bommer discusses the parallels between the medium of radio and the live entertainment sports landscape, and how to keep selling longer after people attempt to diminish the relevance of both. Bommer talks about how enhancing the live experience, removing the discounting, only went so far because of the pressures from ownership to fill the building with butts in seats. Bommer covers several of the issues facing today's sports sales person, including whether group leaders are becoming more savvy to how much teams rely on their support. Twitter: @craigbommer