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If I could reinvent ticket sales…

October 10, 2017
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I’ve been writing and thinking about what I think the new world of tickets would look like. And, while change is always slow to come to the industry. If I could wave a magic wand, here are some of the things that I would want a new business model of ticket sales to look […]

September 23, 2017
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Peter Drucker once told a class about how he would practice “ignorance.” This means that he went to each situation with the beginner’s mind or like he had no clue what was going on. In leading a workshop about two weeks ago with some non-profit executives, this idea of “ignorance” struck me in the […]

September 21, 2017
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There is a myth that floats around, especially among people from more analytical backgrounds that goes something like “people should make the right decision if they only know the facts.” This is the sort of thinking that drove the Hillary Clinton campaign. It is the kind of thinking that drives a lot of B2B […]

“The Lost Art of Closing”

Lately I’ve had the chance to read galleys of a lot of sales and marketing books, many of them have had one or two ideas that make them worthwhile. Which when you think about where you invest your time, is a pretty good bargain. But when I got the galley of Anthony Iannarino’s new […]

Is Your B2B Marketing Focused On Value, Or What?

A lot of times marketers think that all marketing isn’t the same. In some ways, we dump B2C in a different bucket than B2B marketing. The thing about it is that no matter what you are selling or marketing, you can know for sure that there is one thing that is consistent: all marketing […]

The One True Measurement Of Your Prospecting Success

We hear a lot of talk about sales, marketing, prospecting, and other revenue generation activities. We hear a lot of discussion around sales stacks and things of that nature. We also hear a lot about things like “call volume,” “reach,” and other metrics that may or may not be meaningful. But I think they […]

Hiring: The Next Big Sports Business Hurdle

I’ve covered a lot of ground on the need for better marketing and smarter selling and improved branding in sports and entertainment business lately. But I have failed to really cover the likely starting point for a lot of these challenges: hiring. Sports seems to have an especially high turnover rate and it isn’t […]

sales

If I could reinvent ticket sales…

Do You Use Ignorance As A Tool?

Modern Buyers Are Irrational…

“The Lost Art of Closing”

Is Your B2B Marketing Focused On Value, Or What?

The One True Measurement Of Your Prospecting Success

Hiring: The Next Big Sports Business Hurdle

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