Technology not only changes the sales person, but also the customer. Sales Hacker Author Max Altschuler explains how the growth of new devices has altered the way that customers are willing to receive messaging and sales propositions, and how new sales people must adapt in order to achieve revenue success in the modern era. Altschuler talks about the investment required by sales managers in order to shift the old metrics of out-dated phone calls per day to new KPIs focused on actually engaging, investing, and building relationships with consumers that can strengthen any company's brand. Twitter: @MaxAlts
The Brooklyn Cyclones represent one of the feats of the modern minor league baseball era in sports marketing. Not only did the franchise establish itself in one of the relics of a bygone time in Coney Island, but it created a stadium landmark that became an anchor tenant in a revitalization of a formerly notorious area for urban decay. Cyclones VP Steven Cohen discusses how the team shot right out of the gates with full stands and happy crowds, establishing itself for over 16 years as one of the perennial success stories of the New York-Penn League. Cohen talks about the image of Coney Island, and how the Cyclones have managed to continue to build more of a family-friendly atmosphere, eliminating some of the stereotypes that used to plague that area during the 1970s to 1990s.
Danita Johnson is a WNBA home-grown ticket sales talent, developing her skills with the Washington Mystics, Tulsa Shock and now as Vice President of Ticket Sales at the LA Sparks. Johnson talks about selling in the Los Angeles market, and creating not just a niche for the WNBA product, but a community-based support system which extends all season long. Johnson shares her thoughts on how to ensure that the perception of what the Sparks are selling on and off the court is comparable to the fan experience of other leagues, as well as how the Sparks foster greater group sales efforts overall. Twitter: @DanitaDJohnson
David Gravenkemper is caught between two wholly different worlds in sports business, the modern day Australian way of selling and the United States version. Gravenkemper took the leap less than a year ago, leaving his Associate Athletic Director position at the University of Washington to held up National Sales for the Australian Baseball League. Gravenkemper discusses the dynamic changes, especially in the way that the ABL sells to its sports fan community, amid membership and personal tastes in specific sports leagues. Gravenkemper talks about his time in his home city of Seattle, both with the UW Huskies and Seattle SuperSonics. Twitter: @DGravenkemper
Temple University's Director of Programs of Sports & Recreation Management Joe Mahan discusses the state of the education side of the industry. Mahan presents his argument to the vital nature of developing a wide-ranging practicum in the field, as well as building connections overall by attending major industry conferences. Mahan talks about why a graduate degree is becoming more important for industry practitioners as well as the limited amount of jobs available as a whole in sports. Twitter: @dr_marshmallow
Director of Season Seat Membership and Group Sales Chris Atack discusses how the conversion from season ticket holders to members began, and how it is has helped continued foster a solid renewal base for the team. Atack mentions that while hockey in Canada is always close to being considered a sports religion, second most may be a Montreal Canadiens' fan. However, selling the Ottawa Senators only two hours away does have its advantages, especially when it comes to targeting those nearby Canadiens fans into the Senators' home ice and converting them into members as well as group leaders. Twitter: @atackc
With over 20 years of sports selling experience in the industry, John Davis has seen various trends come and go. Davis talks about his time in the NFL, MLB, MiLB and NHL at selling the ticket product and driving revenue for teams. Davis discusses how the secondary market has a foothold on specific areas of ticket sales, but also how the fan experience reigns supreme.
The New York Lizards have established themselves as a professional lacrosse dynasty over the past 15 years, winning the Major League Lacrosse championship three times. Jason Velez has been part of that wave over the past 2 years, and shares his vision of where the Lizards have created a foothold with their brand. While the game of lacrosse may be somewhat niche, Velez talks about the opportunities that exist in selling the game to its most rabid fans, the young club lacrosse players in the New York/Long Island area. Velez discusses how he pushes younger account reps toward more efficient sales calls, as well as the dynamics of group sales overall. Twitter: @JasonVelezNYL
Consumer behavior in sports drives revenue, whether it be in ticket sales, marketing or corporate sponsorship. Temple's Assistant Professor Dr. Christopher Lee has taken a deep dive into the examination of what pushes consumers to purchase or stay away from products, as well as the relationships that people have with brands entirely. Lee discusses his research, along with deciphering the attention span of consumers, including Super Bowl commercial value. Lee talks about how the idea of consumer behavior shifting can have a drastic reaction on the bottom line of every sports franchise. Twitter: @ChrisLeePHD
For a couple of years, Lance Tyson and PRSPX has started to shake up the sports sales training model with dynamic B2B and B2C concepts. This has enabled PRSPX to become a major player for franchise sales floors nationally. Tyson discusses the concepts which have separated him from the pack, including his view of tickets, marketing and revenue generation. A former owner of Dale Carnegie Training in Ohio & Indiana, Tyson oversees a team of sports sales trainers with a mission toward pushing the envelope of establishing new B2B concepts in each sports franchise. Twitter: @LanceTyson