April 30th 2007
Q. As a sales coach, what would you share with a sales executive who is just getting started in the profession and who would like to be great?
A. Master the basics. First, develop and practice asking the right questions. Second, be a great listener. Third, follow up promptly.
Ron Goch, The Telios Group
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April 27th 2007
Q. Okay, you wiggled out of making a pick in the NCAA Tournament – men’s or women’s – and you likely will try to wiggle your way out of making a pick in the NBA Playoffs since you were born and raised in Chicago and the Bulls are in the Playoffs, but you live in Utah, and the Jazz are also in the Playoffs. So, are you going to tell us who you have picked to win the NBA Championship, or are you going to dodge making a pick as you did in March during all the Madness? (more…)
April 26th 2007
Q. What did you think when you heard the Crimson Tide tallied a record crowd of over 90,000 fans for its spring football game this past weekend?
A. Amazing! I’ve worked in the Southeastern Conference, and I’ve witnessed SEC football first-hand for many years, but Alabama fans doubled it’s previous A-Game attendance record when an overflow crowd surpassed the seating capacity of 92,138 last Saturday. It’s simply amazing.
April 25th 2007
Q. You follow women’s basketball, and formerly were at the University of Washington, so what did you think of June Daugherty’s move to the Cougars after being fired by the Huskies?
A. My first reaction was “wow.” Any time a coach makes a transition to the rival school, it’s a tough move for all involved, but especially for the coach who has to return to her old school to play in front of a raucous crowd. (more…)
April 24th 2007
Q. You seem to live a balanced life and have your priorities in order. I have an incredibly busy schedule and find it nearly impossible to schedule a family vacation What’s your advice on how to be loyal to my employer, but equally loyal to my family by making time for family vacations?
A. First, although I try to stay balanced and make the best decisions for my family, I’m not always balanced and my decisions don’t always fall in favor of my family. (more…)
April 23rd 2007
Q. What do you believe the biggest mistake is that young sales people make versus the seasoned successful sales executives?
A. In my experiences with young sales execs, they commonly make the mistake of starting their pitch by telling the prospect about their sports, what they have to sell, and the price. (more…)
April 20th 2007
Q. What college athletic department offers a best practice for cheerleading tryout information on its website for prospective cheerleaders?
A. Check out NC State’s Cheerleading Tryout Information Packet.
April 19th 2007
Q. I recently read a story that women’s professional soccer will return in April of 2008. What do you think of women’s professional soccer re-launching and do you believe it will have a successful comeback?
A. I’ve kept up with the stories about the pending return of women’s professional soccer , and think it’s terrific. The WNBA, which celebrates its 11th year when it tips off this summer, has steadily grown over the years and found success with more independent team owners. (more…)
April 18th 2007
Q. We hear a lot about strategic planning, but I don’t believe we do a very good job of it in college athletics. Could you provide some best practices, a strategic planning template, or other guidelines to get us started?
A. The NCAA put together a great strategic planning document called “Strategic Planning – The NCAA Experience,” which is a 13-page document that should successfully guide you through your strategic planning process.
April 17th 2007
Q. I see many ways people can enter to win tickets and trips, and they must work because a lot of people do them, but we don’t get a lot of people to sign up to win our tickets. Is there something I’m missing?
A. Just as it’s all about the fan’s experience at one of your events, how you position and promote your enter to win contests is also about the experience. (more…)
April 16th 2007
Q. Is there one book that has made a difference or impacted your career in a significant way?
A. No one business book (unlike the Bible, which may be – in my opinion – the greatest business book ever written) has impacted my career. However, books in general (and I’ve invested in many of them over the years; just ask my wife) have certainly complimented the many experiences I’ve had throughout my career. (more…)
April 13th 2007
Q. More sports teams are beginning its season ticket renewal campaigns before their season concludes. There must be benefits to teams by doing this; what are the benefits to this strategy?
A. Quite simply, an earlier start assists sports teams with securing a higher renewal percentage. (more…)
April 12th 2007
Q. We are considering doing an “Ask the Athletic Director” column on our website. What schools are doing this well?
A. There are many schools who offer an “Ask the AD” feature on its website, but here are three you may want to take a look at: (more…)
April 11th 2007
Q. What do you recommend a sports team do to leverage Take Our Daughter to Work Day on Thurs., April 26?
A. First, I’d recommend you consider changing the event to “Take Our Daughters and Sons to Work Day,” which is actually what the day is officially called and you can read more about its 15-year anniversary here.
The “Take Our Daughters and Sons Day” website features a variety of programs and tips to plan your activities.
April 10th 2007
Q. I’m hopeful you can help us score a sponsorship with a local dentist that is interested in sponsoring our football team. We’re looking for a creative way to package a sponsorship for the dentist. Do you have any ideas?
A. You could have the dentist be the presenting or title sponsor of the “Hardest Hit (collision) of the Game,” which could either be a good tie-in with a dentist, collision insurance, an auto body shop, or if it’s a tooth-rattler, you may want to go with a cosmetic density sponsorship.
April 9th 2007
Q. What area of expertise would you recommend going into, collegiate or professional? I know you have experience with both, and if I could do something like that, I think it would be ideal. But, with that said, which level have you enjoyed the most?
A. This is one of those questions I couldn’t possibly answer for you and one you will need to find out for yourself. It really just depends on what you enjoy and what you would like your day-to-day experiences to be. Personally, I enjoy both for different reasons. (more…)
April 6th 2007
Q. What are the most important attributes I can develop to help me have a successful, influential, and sustained career in sports?
A. I believe one of the key ingredients to success and happiness in life is your attitude, and the one you choose to have each day. Many people don’t understand the simple fact that our attitude and circumstances are our choice. (more…)
April 5th 2007
Q. Why do you think women’s collegiate gymnastics and volleyball commonly draw more fans than women’s basketball at most colleges that offer these three sports?
A. I’ve always felt the fan appeal for college gymnastics and volleyball is the fact both sports are not as common to kids and adults. (more…)
April 4th 2007
Q. Do you recommend receiving an MBA or a Master’s in Sports Management? I have heard positive things about both, and was wondering if you could give me a little more insight into the pros and cons of both?
A. Great question and I believe the answer depends on the schools you’re considering and the curriculums, as well as how those classes and requirements match up with what you would like to do in sports. (more…)
April 3rd 2007
Q. I read in a school bulletin that National TV Turnoff Week is April 23-29, and curious if you know of any promotions – or if you could suggest a promotion – sports teams could host related to this special week?
April 2nd 2007
Q. As basketball wraps up and our attention turns to college baseball and softball, what Easter weekend promotions do you recommend for increasing attendance at ball games?
A. The Burlington Bees – whose slogan is “Get Stung by the Fun” – are having an Easter Egg Hunt that includes 5,000 Easter eggs, which the Bees and the Burlington Rotary partnered to make available for kids. In addition, kids will have an opportunity to take a picture with the Easter Bunny at the game. (more…)