Pitching Tips

Baseball’s Opening Day is less than 3 months away, but this is not about how to throw a curveball or change up.  Most sponsorship sales pitches I see consist of a powerpoint presentation and little more.  This is much different than what is found in other areas of marketing.  It is standard practice for traditional […]

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Proposal Tips

This may be a little self serving since I see over 150 proposals throughout the year, but hopefully it will help you as well.  Here is a list of ten tips to consider… 1. Start with the important stuff Use data and relevant information to show why your property is a good match with the […]

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Good Ideas Find Money

By now salespeople should know sponsors are looking for ideas and not just inventory.  However, coming up with ideas is not always easy.  I see a lot of proposals these days and they often leave me feeling disappointed, frustrated and uninspired.  Ninety percent of them look like this; your logo here, logo there, sign, booth, […]

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The Sales Cycle

For those of you in sponsorship sales what you are about to read may be alarming.  If you are not at 99% of your goal by now for the year, there is a good chance you are going to come up short.  I know this may be difficult to hear and your boss definitely doesn’t […]

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Renewal starts on day one…

At many organizations renewal business doesn’t get the attention and reward it deserves.  I realize new sales is often where most growth occurs.  However, for every dollar you lose on failing to renew a sponsorship, you need to replace with one dollar of new money just to get back to even.  You could have a […]

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Summer Watch List

In an effort to keep up with the latest and greatest in social activation, here are some examples from the sports world to check out this Summer. SF Giants @Cafe Once again the SF Giants raise the bar in finding innovative ways to engage their avid fan base with their new @Cafe social media lounge […]

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Keys to great customer service

Companies like Nordstrom, Zappos and Disney are all industry leaders in regards to customer service and employee satisfaction.  When examining what common beliefs and practices they share, it seems like an obvious formula for success.  To begin, they don’t view themselves as sellers of clothes, shoes or tickets.  In their minds they are service providers […]

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Measurement beyond impressions

The increasing demand from sponsors for more comprehensive measurement requires properties to go beyond impression numbers.  For the most part, end of the season recaps include nice photos of the sponsor’s assets along with impression summaries for TV visible signs and attendance figures.  Many properties are using third party vendors such as Repucom or Nielsen […]

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What to watch for in 2013

As we head into a new year, here are a few sports business stories worth keeping an eye on. Mobile, Mobile, Mobile Mobile will continue to grow and dominate the new media conversation.  Advertising dollars are shifting towards mobile and some analysts predict it will surpass on-line as soon as 2014.  (eMarketer estimates U.S. mobile […]

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Activation Best Practices

There is not a one size fits all solution when it comes to activation.  A lot depends on the marketing objectives of the sponsor and available assets.  Sponsors and properties alike are often looking for good ideas on how to make their deals work for them.  Here is a look at what a couple of […]

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