sales Archives - Page 15 of 24 - Wakeman Consulting Group

Culture…Culture

In talking with a fellow consultant recently, we went down the rabbit hole of “culture." I’m not one that simply buys into the idea of culture as the end all be all, but my colleague made a good point…for certain parts of an organization "culture” is king. Look at the Oakland Raiders in football, NBC […]

Bright, Shiny

Recently I have had the opportunity to speak with people across the sports industry about their best practices in sports and tickets… One amazing thing I found was that despite our embrace of technology and the Internet, some old school sales techniques are giving them a tremendous boost…so things like direct mail, promotions, and phone […]

Social Selling May Not Be All Its Cracked Up To Be

I’ve been doing some reading on sales lately and I know the buzz is all about “social selling.” And, I’m a big advocate of finding ways to generate interest in yourself as much as possible so that you don’t have to do a lot of the less successful forms of selling. But here is the […]

One word questions…

One challenge that all businesses and sales people have to overcome is resistance. Resistance is everywhere. But, too narrow down what I mean by resistance….I am talking about the kind of resistance that keeps you from asking the kind of important questions that uncover what is really going on… Usually, this question takes on the […]

10 Big Challenges Facing Performing Arts As An Industry…

Get ‘Talking Tickets’ my newsletter for people that sell tickets, experiences, sports, and concerts. 5 top stories from the week and a little analysis of why this story matters and what you should be thinking about it. One of the areas I’ve found myself returning to over and over again over the years is the […]

Planning A Sales Funnel

In continuing my thinking about planning for now and the future of your organizations… One challenge that I think needs a lot more thought and planning for is the sales process. Because the need for sales success is a constant in our society and if you aren’t planning for your most likely targets, you are […]

Too complex?

Let’s be honest, most of the time, we like to make things complicated… If we complicate our lives or our business, it makes not meeting our goals much easier. As an example, I have been reworking my sales pipeline because all of the businesses I have run in the past have had a much larger […]