The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts is a tutorial in narrative form that provides practical step-by-step instruction on how to develop new Sports sponsors and advertisers.
The last chapter covers inspiring cold call successes including the three greatest in Sports history; the sale of the naming rights to Barclays for the arena in Brooklyn, the NASCAR sale.
Whether it\'s the chief marketing officer of Wal-Mart or the Sponsorship head of Master Card, the guidance they share is precious.
There are also interviews with some major marketing and advertising executives who share their views on a variety of subjects including how new Sports Sponsorship opportunities are best presented to them and what they consider to be both helpful and annoying behavior by sellers.
There are chapters on what sellers can learn from great leaders and many tips and tricks to get through gatekeepers and other obstacles.
The book provides counseling to help sellers maintain their emotional equanimity through the crucibles that they tackle regularly.
As such, the text is chock-full of motivational suggestions and stimulating success stories.
There are enough emotional challenges to weaken the resolve of even the best salespeople.
But Sports sellers don\'t have it easy.
Because of these projections, there will be an accelerated need to find and train best-in-class Sports sellers.
Sales are the backbone of support for both these revenue sources.
In today\'s general environment of restrained growth, Sports revenue continues to outpace the expansion of many mainstream industries.
In 2009, Sponsorship and Sports Media rights produced just north of $20 billion.
Pricewaterhouse Cooper forecasts Media rights and Sponsorship will grow to $37 billion annually by 2018.
There\'s guidance covering the gamut from getting organized, identifying prospects, preparing for the first conversation, commanding the room when presenting a proposal and closing a piece of business.
The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts is a tutorial in narrative form that provides practical step-by-step instruction on how to develop new Sports sponsors and advertisers
