Selling Stories

Packaging

Philadelphia Flower Show’s New Sponsorship Strategy

Philadelphia Flower Show’s New Sponsorship Strategy

Flower show enhances on-site experience to reach new audiences and access new sponsors

Arts

How A New Arts Venue Got Its Sponsorship Program Off The Ground

How A New Arts Venue Got Its Sponsorship Program Off The Ground

Carmel, Ind.’s Center for the Performing Arts sees success by creating value exchange with sponsors

Selling

Sales Tips: Veteran Sellers Share What’s Working

Sales Tips: Veteran Sellers Share What’s Working

Creative packages, knowing fiscal budgets and taking an agency-like role are key to securing and renewing deals

Selling

Room For Improvement: What Properties Need To Do Differently

Room For Improvement: What Properties Need To Do Differently

Decision-makers from AT&T, Chrysler Group and other companies share pet peeves when working with properties

Packaging

Riverbend Festival Posts 40 Percent Increase In Sponsorship Revenue 

Riverbend Festival Posts 40 Percent Increase In Sponsorship Revenue 

Regional music fest uses consumer rewards program to build relations with local merchants and access new sponsors

Adding Value

How Two Properties Are Raising The Added Value Ante

How Two Properties Are Raising The Added Value Ante

MLS Chicago Fire places more focus on integrated packages; PGA Tour takes proactive approach to activation

Packaging

Atlanta Track Club Sees Sponsorship Success

Atlanta Track Club Sees Sponsorship Success

Producer of the AJC Peachtree Road Race posts double-digit percentage increase in revenue after honing sales strategy

One-on-one

WWE Bulks Up Sales Initiative

WWE Bulks Up Sales Initiative

New EVP of sales and partnership marketing places more focus on integrated marketing solutions and family-friendly positioning

Motorsports

IZOD IndyCar Series Discovers New Sponsors  

IZOD IndyCar Series Discovers New Sponsors  

Open-wheel racing series signs Discover as its first partner in the credit card category; inks new deals with other companies 

Selling

Tactical Selling: Sponsorship Sales Tips For 2012

Tactical Selling: Sponsorship Sales Tips For 2012

Sales vets share tips and tactics on closing deals in the upcoming year

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