3 Sports Marketing Assumptions That We Need To Defeat…

  I’m thinking a lot about change, innovation, and opportunity creation in advance of my trip to Australia to give a keynote at the Ticketing Professionals Conference of Australia in Sydney and to do a workshop in Melbourne. (Want to know more about either, send me an email dave@davewakeman.com)  As I’ve been prepping, I find myself coming back to some …

What are you charging for?

  Here’s a quick one for you: I’ve been doing a lot of thinking about “The Differentiation Gap” lately and what it means for someone to close the gap between how they are viewed and how they feel they should be viewed. Which ultimately is a pricing decision… Worth or cost. I’ve also been thinking about the conversations going on …

Expressing Tangible Value In Your Marketing

  Our marketing comes down to an expression of value. There are two main ways of expressing value to your clients and prospects, tangible value and intangible value. Tangible is physical or measurable. Intangible is often not physical and not something that you can quantify. How do we express value in a tangible way? Here are several different forms of …

Heading into INTIX, Here’s My Thoughts On the Agenda

A lot of people in and around tickets will be heading to Baltimore next week for the annual INTIX conference. I’ll be one of them. So if you are around, check me out. I’d love to meet you. That said, looking at the program, a couple of themes are on everyone’s minds this year and several of them are in …

Price or value…

I wrote a long blog on LinkedIn today about price not being the reason that tickets aren’t selling the way that organizations want them to. I think in most cases salespeople and marketers will fall back too readily on the idea that price is the real objection and that the quickest way to win a sale is to drop the …

You can have price or quality? Which do you prefer?

The key question that we should always ask ourselves when undergoing a marketing analysis or a strategy session is pretty simple: “Do we know who our customer is?” In most cases, the answer is “no.” There are often numerous reasons for this, least among them: The business has been taking the wrong stance when trying to understand their business. The …