It didn’t all change in March 2020. Not really. The UK high street has been in the throes of a gradual revolution for decades. From the rise of ecommerce, to the birth of mobile, social commerce, and a growing emphasis on experience, change has been underway for a while. In fact for many, the pandemic has acted as a wake-up call. Digital transformation was no longer a ‘nice to have’ but a matter of survival. Necessity sparked innovation and customers are enjoying more flexibility and conveni ...
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continue reading
Content provided by David Millay. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by David Millay or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
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How to Sell Experiences Over Tickets w/ Kathy Burrows
Manage episode 317155181 series 3272603
Content provided by David Millay. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by David Millay or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
In this episode, Kathy Burrows, president and owner of Sold Out Seating, joins David to discuss strategies and tactics to shift from selling tickets to selling experiences. Selling an experience doesn’t mean selling the pomp and circumstance and atmosphere around the game, but delivering a game day experience that fits each customer. To implement that shift, Kathy and David dive into new benchmarks, how to develop and mentor sales staff and how to personalize an event experience for different segments.
Show Notes
2:40 From Nursing to Founding Sold Out Seating
6:19 Applying Care Plans to Sales Strategies
7:46 Throwing Out the ‘100 Calls a Day’ Metric
12:52 Coaching Leaders to Coach Sales Staff
16:33 Holding Effective 1-on-1 Meetings
19:40 Shifting Mindsets from Service Staff to Sales Staff
24:28 Handling Customer Complaints
25:18 Offering Different Experiences for Different Customer Segments
30:02 Combating Staff Limitations
34:20 Embracing Tech to Drive Business and Customer Experience
41:00 Building a Part-Time Sales Team
46:46 Kathy’s Favorite Sales Tactics
-----
Want more from Kathy? Check out her blog or books:
Potato Chip Ticket Sales
Potato Chip Leadership Skills
Connect with Kathy on LinkedIn and Twitter
-----
Connect with Host, David Millay:
Connect w/ David Millay on LINKEDIN: https://www.linkedin.com/in/davidmillay/
Follow David on INSTAGRAM: https://www.instagram.com/david.millay/
Follow David Millay on TWITTER: https://twitter.com/DavidMillay
139 episodes
Share
Manage episode 317155181 series 3272603
Content provided by David Millay. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by David Millay or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
In this episode, Kathy Burrows, president and owner of Sold Out Seating, joins David to discuss strategies and tactics to shift from selling tickets to selling experiences. Selling an experience doesn’t mean selling the pomp and circumstance and atmosphere around the game, but delivering a game day experience that fits each customer. To implement that shift, Kathy and David dive into new benchmarks, how to develop and mentor sales staff and how to personalize an event experience for different segments.
Show Notes
2:40 From Nursing to Founding Sold Out Seating
6:19 Applying Care Plans to Sales Strategies
7:46 Throwing Out the ‘100 Calls a Day’ Metric
12:52 Coaching Leaders to Coach Sales Staff
16:33 Holding Effective 1-on-1 Meetings
19:40 Shifting Mindsets from Service Staff to Sales Staff
24:28 Handling Customer Complaints
25:18 Offering Different Experiences for Different Customer Segments
30:02 Combating Staff Limitations
34:20 Embracing Tech to Drive Business and Customer Experience
41:00 Building a Part-Time Sales Team
46:46 Kathy’s Favorite Sales Tactics
-----
Want more from Kathy? Check out her blog or books:
Potato Chip Ticket Sales
Potato Chip Leadership Skills
Connect with Kathy on LinkedIn and Twitter
-----
Connect with Host, David Millay:
Connect w/ David Millay on LINKEDIN: https://www.linkedin.com/in/davidmillay/
Follow David on INSTAGRAM: https://www.instagram.com/david.millay/
Follow David Millay on TWITTER: https://twitter.com/DavidMillay
139 episodes
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Similar to Making the Fan
It didn’t all change in March 2020. Not really. The UK high street has been in the throes of a gradual revolution for decades. From the rise of ecommerce, to the birth of mobile, social commerce, and a growing emphasis on experience, change has been underway for a while. In fact for many, the pandemic has acted as a wake-up call. Digital transformation was no longer a ‘nice to have’ but a matter of survival. Necessity sparked innovation and customers are enjoying more flexibility and conveni ...
…
continue reading
Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
…
continue reading
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…
continue reading
News and insight from the business world. Download the podcast via the BBC Sounds app.
…
continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
…
continue reading
Wharton faculty and industry leaders discuss their latest research, books, and relevant business topics. Hosted on Acast. See acast.com/privacy for more information.
…
continue reading
Some Goodness is hosted by Richard Ellis, a seasoned sales leader passionate about inviting top business minds to share their wisdom. Each episode is only 15-20 minutes, perfect for your commute or workout.
…
continue reading
The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
…
continue reading
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