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Sales and the Transfer of Brand Credibility
I often ask sales people to define the word “sales”. We all know what it means, but it can be hard to define. I think it is important to sometimes reframe what we are doing – take a look at it from a...
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7 Tips for Social Media ROI
Where is the ROI from social media? From a sports marketing perspective – here is where you find the money: Grow your Fan and Follower populations – more eyeballs, more traffic to drive back to your...
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My Interview on 1to1Media.com
I was recently interviewed by Liz Glagowski of 1to1media.com regarding social media and sales. Here is a link to the interview, but I have also included the text below as the site requests that you...
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The Mobile Web is the Future of the Internet
Mobile Market Forecast A report compiled by Morgan Stanley (broken down here by Mashable) predicts that mobile web usage will outpace desktop internet usage by 2015. Now is the time to focus sales...
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Social Media is a Solution Sell
Does that title make any sense? Most sports marketing inventory is sole via a transactional sales model. There is a cost for space – be it in arena, advertising, or website… it’s based on size/time and...
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Drill Down: Social Media Solution Selling
I’m all for short, sharp, blog posts. I touched on some big issues in my last post, and some of the bullets need to be drilled down. Probably the most important aspect of social sales is determining...
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Social $ales Visibility
One of the big challenges that teams are facing when selling social media sponsorships is dollar visibility. The rapid rise of activations in the social space has teams building deals/packages with...
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How To Buy, How to Sell: Advice for Teams and Vendors
I come across both teams and vendors in what I do; and, as a sales and marketing guy, I have a few opinions on selling. But the more I think about ideas surrounding selling, the more it informs my...
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How to Sell Social Media Sponsor Activations
Many teams struggle with selling social media assets. In my opinion there are 2 reasons why: Cultural Issues Skill Gaps A few years ago, I was a fairly lone voice in my position on selling social media...
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Match Assets with Objectives
One of the most common questions I’m asked is, “So, how are we doing?”. They’re asking about their social media efforts. I always reply with the same response, “I don’t know, what are you trying to...
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