Tag Archives: Sports

What do the Top 20% of Sponsorship Sales Execs do differently? (2 minute read)

After 18 years of experience working with a number of organizations and several top sponsorship sales executives, I’ve narrowed it down to a pretty simple matrix that articulates what the top 20% do differently. The best sponsorship development executives focus on creating relevant stories that resonate with brands.   Sure, it’s easy to sell the obvious…warm, cozy, low-risk assets that are simple to quantify

Read more

Selling Sponsorship in less than 850 words (2 minute read)

Last time I checked, there wasn’t a manual for selling sponsorship; and how could there be when every sponsorship by its very nature is fundamentally different. Based on my experience, the best sponsorship development executives use a balance of creativity combined with the persistence, patience and relationship building skills that you would find in a traditional sales person. Most of these executives

Read more