2019 Sports Sales Training Forum

6:30 a.m.
6:30 p.m.

Registration Open

8:00 a.m.

Breakfast Kick Off Introduction and Ice Breakers

  • Bill Guertin, Co-Founder, Chief Learning Officer, Inspiration Sports Business Institute
  • Brett Zalaski, Founder, Empowerment of a Salesperson

Sports Sales Training Forum Co-Moderators

8:00 a.m.
5:00 p.m.

Sports Sales Training Forum

8:05 a.m.
8:15 a.m.

Are You Bold Enough? Five Things You Can Do to Differentiate Yourself in Sports Sales

  • Bill Guertin, Co-Founder, Chief Learning Officer, Inspiration Sports Business Institute
8:15 a.m.
8:25 a.m.

Caring for (And selling to...) Your Clients

8:30 a.m.
9:10 a.m.

10 Mistakes Sales People Make and How to Avoid Them

  • Gary Michels, Co-Founder, Senior Consultant, Southwestern Consulting

It has always been said that, “the best offense is a good defense”. In this session we will explore some of the (common) mistakes salespeople make and discuss how to avoid making them yourself. We will provide specific techniques/ideas to help you become the most powerful salesperson possible. We will dig into how to better yourself mentally and give you the skills to become a more productive salesperson.

9:15 a.m.
9:55 a.m.

Winning with Pipeline Management

  • Adam Vogel, Senior Director – Training & Development, Sports Business Solutions

What if we were able to automate certain processes that impact our ability to stay effective consistently in our profession of sales? This session will uncover the secrets and benefits behind creating a system for approaching your book of prospects. In this session you will learn synergies between your campaigns and your pipeline, the four stages of your pipeline, pipeline prioritization, how to prevent your pipeline from clogging, and the power of intentional touch points.

10:00 a.m.
10:40 a.m.

Body Language to Create Confidence and Close Clients

Being successful in sales is as much about your confidence as it is the product that you’re selling. The most successful sales professionals know how to gain people’s trust quickly, make a great first impression, and convey a confidence that makes it easy for people to like and trust them. It’s easier than you think when you use proven body language techniques to up your sales game and build your confidence.

10:45 a.m.
11:25 a.m.

emPATHy: The Path To Successful Selling & Service

  • Duane Cummings, Co-Founder, The Speakers Guild of America, CEO, The Sensational Group

Great communication is often talked about as a solution to better business results, but rarely does anyone offer actionable "how to" advice. To be world-class in sales and service, you must be an effective communicator. The "path" to that result can be found within emPATHy. In this session, you'll be introduced to the communication skills and strategies rarely taught in formal education and if used properly, will help you get into the head and heart of those you aim to serve or sell. Most people want to create lasting and profitable relationships, they simple lack the knowledge. This session will fix that.

11:30 a.m.
12:00 p.m.

Selling Premium Seats: More than Making B2B Calls

  • Evan Gitomer, Vice President - Premium Ticketing at Van Wagner Sports & Entertainment (VWSE)

You have learned how to sell tickets. You can handle objections, paint the picture, and have mastered the upsell. Selling suites seems like the logical next step, where finding business clients and setting the meetings should lead to the sale. Not so fast. Come learn the reasons why the best seat sellers are not always the best suite sellers and why you might want to adjust your news feed if you hope to be the industry’s next great premium salesperson.

12:00 p.m.
1:00 p.m.

Sports Sales Forum Lunch

1:00 p.m.
1:35 p.m.

Pitch Lab: How to Tell A Captivating Story Like A Stand-Up Comedian!

Learn to be a more engaging storyteller using proven techniques from your favorite comedians like John Mulaney, Tig Notaro and Dave Chappelle. In this session, we’ll dive into the essential elements of telling a great story and how to avoid common pitfalls that make most stories fall flat. Takeaways from the stage will include: storytelling framework to understand why stories work and how to improve yours, the importance of authenticity and vulnerability to tell better stories, and simple tactics to incorporate storytelling into your next presentation.

1:40 p.m.
2:20 p.m.

Prospecting: Drillbit v. Hole

If you're working to win appointments by leading with all the great benefits about your product, service, or team, you're setting yourself up to lose. If you want to sell what John Brown buys, you must see the world through John Brown's eyes; learn a different approach to prospecting to win more appointments.

2:25 p.m.
3:05 p.m.

Communicating for Understanding and Retention

Whether presenting to clients or training your staff, there is a formula to ensure that the information delivered resonates with the listeners and they remember the message. Learn the 4 questions you must answer to connect with every learning style in your audience.

3:10 p.m.
3:50 p.m.

Inspiring The Leaders of Today and Tomorrow

  • Paul Epstein, Director of Partnerships & Leadership Development, BW Leadership Institute

For all existing and aspiring leaders, know what drives you and the leadership behaviors that inspire others.  We will explore the characteristics of what separates the good from the great, while understanding the path from manager to inspirational leader.  The best part, regardless of your existing role, you can start to implement these behaviors immediately to maximize your current path or set yourself up for growth into the leadership ranks.

4:00 p.m.
4:40 p.m.

The End: The Last (and First) Thing You Must Know About Sales

We’re not selling “the experience.” We’re not selling “entertainment.” We’re not even selling “memories.” It’s more than that – much more. Peel away motivational hype and fancy tools. In this session we will strip sales down to its core. If there’s one thing to know – and sell – this is it.

4:45 p.m.
5:00 p.m.

Sports Hack -- Learn about the Power of Video at ALSD

Up your sales game with video and find out how NBA, NFL, MLB, MLS, NHL and more use video to close deals!

5:00 p.m.

Closing Remarks and Debrief

5:00 p.m.
6:30 p.m.

Cocktails in the Tradeshow

6:30 p.m.
7:00 p.m.

Buses Depart for Wrigley Field

7:00 p.m.
9:30 p.m.

Tour and Reception at Wrigley Field