sales Archives - Page 14 of 24 - Wakeman Consulting Group

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 […]

The Challenge At The Heart Of Declining Ratings And Attendance!

There have been a number of articles floating around in the ether the last week or two that have talked about the decline in attendance, the decline in ratings, and the challenges that are at the heart of tackling these twin issues in a meaningful way. I’ve seen the millennials attention span in regards […]

Your new sexy ticket sales or experience idea is MAGIC!

Another day, another new subscription model idea or ticket package or experiential area that is going to reverse the trend of declining attendance in sports… That’s what the past few months have felt like and it is tough to reconcile the myth and the hype around these ideas with the reality that most of […]

IT Strategy Fails Because….

In talking with executives at IT firms quite a bit lately, I’ve heard quite a few things thrown around as justification for slow growth, lack of opportunity, or stagnation: “We just need to have a conversation and people will get it.” “Our buyers like a deep dive.” “Prospects just don’t get it.” On and […]

Questions to get you started…

Going back to my premise that marketing should be driving sales out the door… Here are a few questions to ask yourself: * What can marketing do to kickstart the sales process? * What action should follow the marketing action? * What role does email play in the sales process? * Do you need to […]

Push Me! Push Me!

Too often decisions are made in a vacuum. This is the case with most marketing decisions. One of the great falsehoods that too many businesses operate under is that marketing is sort of a loss leader and that the best position for them is to be out of the way of the sales force. In […]