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. 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 business.
PricewaterhouseCooper is forecasting that sports media rights and sponsorship revenue will grow to $37 billion annually by 2018. Sales are the backbone of support for both. In view of this, there will be an accelerated need to find best-in-class sports sellers.
The book includes interviews with important sponsorship heads who share their views on a variety of subjects; how new sports sponsorship opportunities are best presented to them and what they consider to be helpful and annoying behavior by sellers. Whether it's the chief marketing officer of Wal-Mart or the sponsorship head of MasterCard, the guidance they share is precious.
The book provides counseling to help sellers maintain their emotional equanimity through the crucibles they face regularly. As such, there are chapters on what sellers can learn from great leaders and many tips and tricks to get through gatekeepers and other obstacles.
Cold calling is not only the soul and fiber of effective selling; it’s the lifeblood of sales success.