The Crowdmakers

What is the outlook for the Olympics to be held in Japan in 2021, and what does it ultimately mean for Paris in 2024 and Los Angeles in 2028? In this episode, we explore those questions and more with the person in charge of bringing more than $5 billion in the door between sponsorships, consumer products, hospitality and ticket sales for LA28. Kathy Carter candidly reveals the sales trends to date, how her 15-year role at Soccer United Marketing prepared her for this enormous dual role, how different she wants these ’28 Games to be, and how they’re already shaping up to be different than anything the US or the world has ever seen.

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What’s the secret to success in sports? Steve Chapman learned many of those lessons as a bartender in Alabama and transferred them to the world of hockey. In this candid discussion, Steve reveals what has fueled his drive to excel in sports, the joy of winning a Stanley Cup in a “Midwest values” community, the necessity of “escape hatches”, the details of how the Enterprise Center sponsorship deal took place, the value of networks of people you can rely on, and the net result of loving what you do every day.

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What has happened to Group Sales departments in sports & entertainment in light of the pandemic, and what’s being discussed right now to bring them back? Denise Sicheneder has been a pioneer in growing Group Sales numbers for more than 13 years, as a member of successful sales teams in the NBA, NHL and Major League Baseball as well as with Spinzo, a popular group sales growth and management tool. In this candid discussion, Denise reveals what new and innovative ideas are being brought forward in sports & entertainment venues around the country to reinvent Group Sales.

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History was made when Danita Johnson became the first Black woman (or man) to become President of an MLS franchise, and only the third woman to hold such a position within MLS. In this candid conversation, Danita reveals her thoughts on the opportunities she sees within her new club and with MLS, her responsibility as a groundbreaking Black female in the sports industry, the value of her strong belief in (and equal compensation for) women’s professional athletics, and the opportunities she sees for young people looking for internships in a COVID-affected world.

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Listening to every single employee, from the Chief Executive to the hourly custodial staff, can bring incredibly creative solutions to light. So says David Burke, the brand-new EVP of Sales and Business Development at the Pittsburgh Pirates. Coming from his previous position as EVP and Chief Strategy Officer for Kroenke Sports & Entertainment in Denver, Burke reveals the Pirates’ new top-to-bottom listening philosophy, the potential Group Sales and seating options being discussed, the Pirates’ plan to honor black slugger Josh Gibson in light of MLB’s recognition of the Negro Leagues, and his concern for mental health for everyone in sports.

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What has the pandemic ALLOWED sports to become? Monumental Sports & Entertainment’s Jim Van Stone shares a glimpse inside the boardroom of one of the most entrepreneurial enterprises in all of sports. He discusses the sales impact of the Wizards’ John Wall trade, the challenges of overwhelming fan support for Japanese draft pick Rui Hachimura and Irsaeli Deni Avdija, the Capitals’ Stanley Cup experience, the bright future of gambling and of Esports, the importance of employee talent development, and social justice and diversity/inclusion in one of the most highly scrutinized cities in the world.

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Everyone in sales has a “credibility factor”, and in this episode, you’ll hear from the man who literally wrote the book on how to develop more of it! C. Lee Smith is the President and CEO of SalesFuel, and also the author of the new book SalesCred: How Buyers Qualify Sellers, Smith reveals his Five-Layer Framework for developing deeper credibility in sports and entertainment sales, as well as his extensive research on which industries have the most credibility, and how individual sales reps can ride the wave of the “Shop Small” movement within their own personal account lists. A “must-listen” episode for any sales professional!

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High net worth individuals are often difficult to reach and challenging to sell – until you know what motivates them to buy! Christopher P. Ramey is one of the most highly regarded and most often quoted authorities on best business practices to attract and serve the affluent. In this rare interview, Chris reveals how the sports and entertainment industry can better attract this highly coveted market segment, including a portion of his “8 Laws for Marketing to High Net Worth Individuals.” A must-listen for anyone with luxury suites and skyboxes to sell!

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How are teams and leagues looking at structuring Group Sales in the post-COVID era? Mike Taylor’s success in leading group sales teams has led him to a Senior Director position within the elite TMBO corps of the NBA, having led the Detroit Pistons from #29 in group sales to #5 in the NBA in just 3 years. You’ll hear the options the NBA is exploring right now to “re-invent” the group experience, how Mike’s experience playing pro basketball in Europe helped him in his journey to the business side of sports; why details matter on the road to success; and how new graduates should best position themselves for a career without the benefit of a live internship.

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Not everyone at the highest levels of sports has spent their entire career in the industry! In this candid and insightful session, Sean Ream details how his fascination with forensic science and psychology led him to explore a few non-sports jobs along the way, and how that knowledge factored into his growth in his current position as SVP of Ticket Sales for Kroenke S&E’s 4 properties in the Denver market, including the Denver Nuggets (NBA), Colorado Avalanche (NHL), Colorado Rapids (MLS), and the Colorado Mammoth (NLL).

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