Ep. 461 - Mike Guiffre (Sports Revenue Consultant)

03/02/15 • 35 min

The world of premium sales at the venue level requires a certain type of perspective on prospective client relations, as Mike Guiffre explains. This doesn't just means hitting the phones hard for 100 calls per day, but a data-driven approach with CRM that helps illuminate exactly who the client is, and what their capacity is as well. Guiffre presents the argument for how data analytics is being performed at the sports/venue level, and where it needs to go in order to improve. Some of those steps require less phone skills, and more information on how to deliver that message correctly in the first place. Twitter: @MjGuff

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Ep. 460 - Brent Jones - Associate AD of Marketing, S. Mississippi)

Brent Jones has been working to meld the duties of marketing and communications into one department at the University of Southern Mississippi. Those tasks entail a plethora of duties, including promotions, communications, licensing, sponsorship fulfillment, branding, advertising, ticket sales campaigns, in game production, fan engagement, video operations, public relations, social media, community relations, the athletic department website, digital assets and the spirit squads for Southern Miss Athletics. Yes, that is a lot to digest, except Jones also oversees departments for sports information, broadcasting, sports technology and video operations, IMG College, LRG, M-Club ( Letter winners association) sports marketing department, digital marketing and creative services. So, basically, Jones has only a short window to chat on the podcast before catching his breath and continuing on. Jones covers the gamut in terms of different ways to attract fans to S. Mississippi as well as live the brand of the institution, and get most departments working together, instead of apart. Twitter: @BrentJones4

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Ep. 462 - Jared Frank (Editor, SEAT Magazine - ALSD)

Jared Frank has edited SEAT Magazine for the Association of Luxury Suite Directors for the past nine years, witnessing changes in the premium market. The ALSD Conference will be its 25th year when it kicks off in San Francisco July 6-9, 2015 and Frank says that some of the best is yet to come. Frank talks about some of the things which have made up the premium space, as well as how the entire industry has developed a feel for luxury seating options. Frank also is very touchy when it comes to the print media, defending its viability vigorously as he puts out a publication with over 100 pages of content quarterly. Frank also shares a few stories about what makes the ALSD a unique family atmosphere, including what happens when a co-worker calls in sick for the first time. Twitter: @JChrstophrFrank