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
Jason Bitsoff comes on the podcast during a heavy hearted time for Feld Entertainment, with the announcement that the Ringling Brothers Circus will end after 146 years of traveling shows. Bitsoff discusses the nature of the decision to end the shows, but also the way that Feld framed the conversation for its sponsors and fans. Bitsoff talks about how partnerships with Feld Entertainment's many show lines, including Disney On Ice, work toward ensuring that activation is measured through data, as the company looks to bolster relationships with its sponsors through experiences. Bitsoff also presents his background as an adjunct sports management professor at Georgetown, and what future students need educated on most.
Bob Peters will fully admit that he is an old school athletic director at Centralia College. Peters talks about his start, as well as how he has avoided the traps of worry about his own legacy and focused more on the student athletes who have come to the campus. Peters discusses finding his own path as basketball coach and athletic administrator, as well as who he still reaches out to for advice when he is still challenged at his job.
Brad Eckerson focuses on a new dynamic in group sales - tourism operation for the One World Observatory. Eckerson's new role oversees 10 group sales representatives, as well as interacting with several "old school" tour operators who may not have the latest social tools. Eckerson discusses how he tries to keep himself top of mind to anyone building a tour or group in order to get them to One World Observatory, as well as how he sold Disney Theatrical by knowing the brand and living it. Twitter: @BradleyEckerson
Bryan Mayhood will fully admit that he walked into a perfect situation at the Nashville Sounds, as they were finishing off year 2 in a fantastic new ballpark. Mayhood discusses how he helped develop a vision for year 3 and beyond, to ensure that the vitality of the ballpark, as well as fan interest, didn't wain. Mayhood talks about engaging his sales staff, including those he did not hire, in order to build trust and push an energy which ensures that it fosters revenue generation growth for years to come.
Michael Broughton views all sport acquisitions through the lens of driving revenue, and sees various issues with the way that English Premier Football handles its touring mechanisms, especially through the Asian marketplace. Broughton's outspoken views include the issue of short-term gains by certain football clubs in Asia, without the long-term thinking of actual fan affinity toward those same clubs. Broughton discusses how the Manchester United streaming deal to 165 countries is a long time coming, and may finally open up a dormant era of streaming possibilities throughout the football landscape. Twitter: @mbrought9
Amy Jo Martin will concede she was not the first verified person on Twitter. She was the second, due to her work with Shaquille O'Neal, who was the first. Martin talks about the wild west of sports social media, where bringing a humanizing voice to Twitter allowed her to found Digital Royalty, which worked with such brands as Hilton Worldwide, Dwayne "The Rock" Johnson, The Kansas City Royals, Chicago White Sox, The UFC, and the American Red Cross. Martin talks about how her legacy of a New York Times Bestselling Author or having 1.1 Twitter followers compares to her catharsis in Africa with an obsession over delivering clean water to more people through charity, where she learned how having "enough" was, and why she's dialed back the caustic nature of traveling over 200 days a year simply to find joy in the everyday. Oh, and she's having fun with her own podcast, Why Not Now? Twitter: @AmyJoMartin
Tod Caflisch has had an amazing year on the job in Minnesota, bringing U.S. Bank Stadium online, as well as ensuring that a variety of new events have gone off without a hitch while implementing a new DAS and WiFi system. Caflisch talks about his experience at getting everyone in the facility on board, including the marketing team, in order to think broader about what usage will be the top priority for the fans attending the games. Caflisch also discusses his past working for NBA and NHL arenas. Twitter: @TCaflisch