How To Be Successful At Sponsorship Sales
How To Be Successful At Sponsorship Sales

Author: Allen, Sylvia

Publisher: Trafford Publishing

Published: 2010-07-28

Total Pages: 230

ISBN-13: 1426977484

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Where do you find money in today's money-tight world? If you are a producer of events, community activities, sports, parades, park and recreation activities ... Anything that attracts the general public for recreation ... You should read this book. HOW TO BE SUCCESSFUL AT SPONSORSHIP SALES gives you a roadmap that guarantees your success in finding money for your projects. How do you sell sponsorship? What do sponsors want? How do you determine what benefits are of greatest value to a sponsor? Where do you find sponsors? How do you talk to them? Are you a for profit or non profit organization? This book provides all the tools you need ... even gives you the words to use on a sales call! Sample contracts, how to price your event, where to find guaranteed sponsors for an event...the book them all and more. Written by a professional sponsorship salesperson, Sylvia Allen, the book takes you through the money soliciting/sales process, step by step. Discover how to maximize your selling time while ensuring that you deliver 150% to your sponsors. The book is a staple with colleges teaching event marketing and management. Make it a staple on your bookshelf too.

Developing Successful Sport Sponsorship Plans
Developing Successful Sport Sponsorship Plans

Author: David Kent Stotlar

Publisher:

Published: 2017

Total Pages: 214

ISBN-13: 9781940067223

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Spending on sport sponsorship was projected to achieve 8.7 billion dollars in the first year of the new millennium, up over 14 percent over 1999. From high school sports, to college programs, to the professional leagues, everyone seems to want to be involved in sports sponsorship.

Sponsorship in Marketing
Sponsorship in Marketing

Author: T. Bettina Cornwell

Publisher: Routledge

Published: 2020-03-11

Total Pages: 224

ISBN-13: 1000036863

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Sponsorship of sports, arts or events can be a powerful form of marketing communication for businesses and organizations. This new edition of Sponsorship in Marketing introduces the fundamentals of sponsorship-linked marketing, helping the reader to understand how sponsorship can be planned, executed and measured. Drawing on original research and exploring key theory, best practice and cutting-edge issues, the book fully explains how the sponsor can implement successful sponsorship to achieve communication and engagement objectives. It covers every important conceptual and functional area of sponsorship in marketing communications, including: understanding the technology-led transformation of sponsoring learning about audiences, strategies and objectives leveraging and activation in traditional and social media building sponsorship portfolios and rosters managing and ending relationships understanding public policy and legal issues Every chapter includes international case studies and examples, test questions, and data from real organizations, business, campaigns and events, vividly illustrating the link between fundamental principles and effective practice. This updated edition features a new model of the sponsorship process with an ecosystem perspective, discussion of endorsers and influencers in sponsorship, an introduction to the impact of streaming on sponsoring, and entirely new thinking on sponsorship returns and evaluation. No other book provides such a comprehensive, evidence-based introduction to sponsorship, demonstrating how organizations can connect brands to real life. This is essential reading for all students and practitioners working in sport marketing, sport business, events marketing, arts administration, business communication or marketing management.

A Woman's Guide to Sales Success
A Woman's Guide to Sales Success

Author: Sylvia Allen

Publisher: Trafford on Demand Pub

Published: 2010-10

Total Pages: 188

ISBN-13: 9781426938405

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Women are naturally better at sales than men. This is the primary message of Sylvia Allen's A Woman's Guide To Sales Success. Allen, who has over fifty years of sales experience, made her first sale when she was just twelve years old. Today, Allen is recognized as the leading authority on sponsorship sales. The era of sales in which salespeople charged into the field armed with several standardized closing techniques that they used regardless of the customers' needs is long gone, says Allen. In today's selling environment, which emphasizes building consultative relationships, women in sales have an advantage over men because they are more caring and more attuned to people's needs. A Woman's Guide To Sales Success gives women the confidence and support needed for a successful career in sales. This support is key because, unlike men, women do not have buddy systems in which they can share the challenges, failures and successes they face daily as salespeople. This is an emotional book, explains Allen, because selling is emotional. By acknowledging that sales are emotional and that empathy is women's strength, Allen addresses selling and its challenges in a way that traditional sales books do not.

The Sponsorship Handbook
The Sponsorship Handbook

Author: Pippa Collett

Publisher: John Wiley & Sons

Published: 2011-03-28

Total Pages: 264

ISBN-13: 0470979844

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The Sponsorship Handbook is a practical guide to sponsorship aimed at practitioners both working for sponsoring companies and those searching for sponsorship. Using the tools, techniques, advice and best practice advocated in this book both sponsors and sponsor seekers will benefit from better servicing and activation once a sponsorship is implemented, with metrics that enable data-based accountability rather than hearsay. "Everyone in the sponsorship industry, from the biggest events and properties to the smallest, are benefitting from the increasing knowledge, data availability, metrics and professionalism in using sponsorship. The Sponsorship Handbook is a part of that process which we hope will bring future success and proven sound results to all in the complex and exciting world of sponsorship." —Luis Vicente, Head of Partnerships, Manchester City Football Club "An indispensable reference for any marketer who is keen to build his/her brand using sponsorship; the new ascending way to empower brands." —Faisal Al-Dail, Saudi Post

The Sponsorship Seeker's Toolkit
The Sponsorship Seeker's Toolkit

Author: Anne-Marie Grey

Publisher: McGraw-Hill Companies

Published: 1999

Total Pages: 0

ISBN-13: 9780074707074

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This guide is designed to equip new sponsorship practitioners with the basic theory skills and tools needed to sell, implement and manage sponsorships. It contains checklists, templates and tips to help form a solid foundation on which to build innovative and lasting partnerships.

Routledge Handbook of Sports Sponsorship
Routledge Handbook of Sports Sponsorship

Author: Alain Ferrand

Publisher: Routledge

Published: 2006-12-05

Total Pages: 289

ISBN-13: 1134145292

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This is the first English language text to analyse and explain sports sponsorship in full, looking at law, marketing and business practice Sports sponsorship is a multi million £ industry and is a key subject in degree courses in sports management and sports marketing at undergraduate and masters Packed full of real-world case studies The authors are respected, successful sports management academics, consultants and business professionals Appeals to students as well as potential professional market of CEOs, marketing directors, communications and PR executives, lawyers and brand managers

The Fundamentals of Sports Media and Sponsorship Sales
The Fundamentals of Sports Media and Sponsorship Sales

Author: David J. Halberstam

Publisher: Bookbaby

Published: 2016-04-14

Total Pages: 0

ISBN-13: 9780692488393

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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 a piece of business. PricewaterhouseCooper forecasts media rights and sponsorship will grow to $37 billion annually by 2018. In 2009, sponsorship and sports media rights produced just north of $20 billion. In today's general environment of restrained growth, sports revenue continues to outpace the expansion of many mainstream industries. Sales are the backbone of support for both these revenue sources. Because of these projections, there will be an accelerated need to find and train best-in-class sports sellers. But sports sellers don't have it easy. There are enough emotional challenges to weaken the resolve of even the best salespeople. As such, the text is chock-full of motivational suggestions and stimulating success stories. The book provides counseling to help sellers maintain their emotional equanimity through the crucibles that they tackle regularly. There are chapters on what sellers can learn from great leaders and many tips and tricks to get through gatekeepers and other obstacles. There are also interviews with some major marketing and advertising executives who share their views on a variety of subjects including how new sports sponsorship opportunities are best presented to them and what they consider to be both 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 last chapter covers inspiring cold call successes including the three greatest in sports history; the sale of the naming rights to Barclays for the arena in Brooklyn, the NASCAR sale to Nextel for the naming rights to its cup series and most recently, the multi-million dollar sale by a relative newcomer to the business to Moda Health, covering the naming rights to the Rose Garden in Portland. As a result of this achievement, the seller, Uzma Rawn, was selected to Forbes' top 30 under 30 in the sports space.