Sales Training

Sales fragmentation. Never heard of it? It’s the silent killer of the best laid plans of mice and sales teams. 

While many teams are struggling trying to figure out how to relate to their Gen Z employees, others are viewing how to sell to this generation now and down the road.

One area of strength for teams around the country is in premium sales.  

This is great because it allows teams to more quickly get back on their feet from the pandemic’s disruptions. 

The toll that workplace uncertainty and stress take on employees and organizations is huge. Look at these facts:

The past year has brought an enormous amount of change in our lives. How we buy, why we buy, our methods of selecting, and even the approach we want used toward us has been altered dramatically.

The “new normal” being bandied about is in fact not normal at all and not an accurate depiction of the times we live in. Teams must not attach themselves to any one strategy, new or otherwise, but instead remain flexible with plans as the facts change.

Now more than ever, marketers must map all customer touchpoints and position their brands in a way that makes them the obvious choice for customers. If marketers overlook these critical steps, outcomes for their businesses are extremely uncertain.

B2B buyers are screaming out for value. They will spend money when they know they are going to receive value. But we can’t expect that they are just going to see the value. We have to show it to them and make it obvious.

The pandemic has rendered many data sets irrelevant due to changing consumer trends and behaviors. But sports and entertainment organizations can update their insights or start fresh in three simple steps.

As we continue to work our way through the pandemic, two questions are on most of our minds: How will we recover? And what will our recovery look like?

In this brief conversation, we dive into how to pivot and build stronger relationships during this time. We want everyone to look at ways to innovate and not just survive but thrive when venues open for business again.

Phase three of Kathy Burrows’ road ahead for the sports and entertainment industry suggests ideas to motivate some of our industry’s most important groups to interact with us through year-round virtual experiences and unique affiliations.

What is one thing we have learned during our time away from the office? We love curbside pickup for dinner with margaritas included. Grocery pickup is much easier than spending an hour wandering through the store.

Most of the emails I get in my inbox from premium sales reps relate to their clients not seeing returns on their investments. That’s a problem, obviously. If they don’t see the value, then why should they continue to do business with us?

We wine and dine our premium prospects. We sell our prime real estate to them. They “move in”, and we visit them during the season and invite them to some events our team hosts. During the holidays, we send them a gift.

“I’d like to cancel my tickets due to COVID.”

“I’m no longer interested in a ticket package because of the coronavirus.”

Anyone who knows me knows I’m a forward thinker, someone who likes to strategize, plan, and create the future of sales.

Immediately following the suspension of league operations, we asked 200 NHL fans from around the country to identify their favorite teams.

Frederic Aouad was confronted with the challenge of taking his growing sales team and leading them through the most brutal challenge hospitality and entertainment businesses have ever seen.

Crisis. Pandemic. These words are not ones that typically flow off the tip of your tongue. We’re currently in the middle of an ever-evolving landscape in sports business.

More than the immediate needs, this crisis gives us an opportunity to rethink how we are selling and our value proposition when we talk to prospects, as well as gives us a chance to refocus on core principles.

One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate the climate to get to the desired temperature.

With so many companies reducing their workforces, and sales managers being told their employees must work from home, business leaders are facing the challenge of managing and leading a smaller, remote workforce through some of the toughest times i

To stay close to sales and service professionals, Game Face is releasing one free sales training video every day – at least until April 15.

The call came in from a distraught sales rep. “SELL!” their owner kept telling them. “If you want your job, you will close deals. Businesses are open, even if they shouldn’t be. They are waiting for your call.”

In this special industry event, we learn helping is the new selling, especially in present circumstances. Help first. Sell second.

The Boeing 737 was a marvel of modern aviation in the 1960’s. It took bean counters to take a perfectly good airplane and create the 737 MAX-8.

Buried deep inside the ALSD Conference and Tradeshow, a movement has gained traction and momentum. I

At Sports Business Solutions, we have run more than 150 unique sales training and consulting sessions for more than 80 teams across the US and Canada.

Why does sales have a negative connotation? Why do we almost never see kids say they dream of being a salesperson when they get older? Why do sports management seniors often tell us, “I’ll start in sales, but I really want any other job”?

It’s renewal time. What are our steps to get our clients to renew? We get them a great gift. We invite them to an event. We visit them in their suites. We send or deliver an invoice. Yet we still can’t get to that elusive 90%-100% renewal rate.

Many websites and books address “soft skills”. However, I like best the following straightforwar

According to HubSpot, the cost of acquiring new customers has increased by over 50% in the last five

While a sales manager with the New York Mets, I had a one-on-one conversation with one of my top per

According to, the average human being will spend 852 hours in their lifetime brushing their teeth. That is the equivalent of 35.5 days – or five full vacations. Hard to believe, isn’t it?

We’ve all had experiences where we feel a sale is going well, and we feel the momentum gaining. Then, out of the blue, brake lights. Everything comes to a screeching halt.

What if you could know, with a high level of certainty, how likely a client was to say “yes” to your proposal before you even asked for the sale?

The number-one fear of the average American is public speaking. Number two is death.

Customers and businesses that once utilized suites on an annual basis are shifting more towards flexible options.

With all the excitement surrounding professional sports, it’s no shock that pro sports organizations usually attract highly talented and motivated sales teams.