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Last update: 2013-06-30

Tao of Sports Ep. 172 – David Frost (VP of Consulting Services, Total Sports Entertainment)

2013-06-30
Length: 26s

The evolution of college athletics into the world of building proper sports revenue has been a quick one in the last few years. David Frost talks about how Total Sports Entertainment has helped university athletic departments build out their revenue streams, as well as enhance the fan experience beyond the game play. Frost also talks about how crucial that internships and connects are to getting a job in sports for young professionals.

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Tao of Sports Ep. 171 – Evan Dabby (Sr. Director of Supporter Relations & Safety, MLS)

2013-06-29
Length: 31s

The complex world of league stadium security is discussed with Evan Dabby, who oversees the operations of the MLS through its league office. Dabby examines some of the best practices that are used to ensure safety and maintain order, as well as how the MLS has succeeded in facilitating its team’s local supporter clubs in order to ensure that its messaging about fan safety are received. Dabby talks about some of the de-escalation practices that the MLS has built into each team’s staff security in order to ensure a pleasant fan experience for each patron. Twitter: @EvanDabbyMLS

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Tao of Sports Ep. 170 - Kelly Worthen (Sr. Sales Executive, Orlando City Lions USL)

2013-06-28
Length: 28s

Building a crowd isn’t easy, but the Orlando City Lions are doing that in the USL with an MLS launch date in 2015. Kelly Worthen runs a skeleton crew of four full-time employees, trying to develop a crowd in the only outdoor team in Orlando, despite the turbulent weather changes, tourist environment, and a 70,000-seat Citrus Bowl. Worthen talks about how the team achieves a solid price point with its customer base, including using the weather to sell a higher price point in specific areas of the stadium, and developing a great B2B atmosphere for corporate sponsors.

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Tao of Sports Ep. 168 – Alan Stein (President/CEO, SteinGroup, LLC)

2013-06-26
Length: 24s

The owner’s box for two minor league clubs is where you’ll find Alan Stein, who has several partners for the Omaha Storm Chasers and Lexington Legends minor league baseball teams. Stein talks about some of the ways that owners involve themselves both on the partnership and team level, as well as how owners can improve their acumen through Minor League Baseball’s instruction.

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Tao of Sports Ep. 167 – Chris Codington (President, Sports Strategies, Inc.)

2013-06-25
Length: 26s

The discussion of corporation sponsorship activation goes deep with Chris Codington, who examines exactly how to reach the right metrics for business development. Activation from the corporate side doesn’t get talked about as much as it should, but Codington breaks down why businesses spend what they spend on signage, B2B cultivation areas, and other sponsorship activities.

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Tao of Sports Ep. 166 – Jawed Yusufi (Director of Ticket Sales & Operations, Georgetown)

2013-06-24
Length: 29s

The complex world of the CRM is discussed with Jawed Yusufi, who has reorganized two CRM systems at Nebraska-Omaha and Georgetown. While that may appear mundane to the layman, CRM maintenance is going to be one of the largest determinations of revenue driving in the coming years. Yusufi understands this and discusses what to look for in creating the right questions for a CRM, especially in Archtics Paciolan System. Yusufi also offers up a few Farsi translations to the podcast. Twitter: @JYusufi

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Tao of Sports Ep. 165 – Jason Kohll (CEO, Professional Sports Partners)

2013-06-23
Length: 33s

B2B sales by using a sports organization’s game is one of the hallmarks of developing long-term success between a franchise and business brands. CEO Jason Kohll talks about his company, Professional Sports Partners, which helps push business affiliations toward the right sports brands, using his experience with the Houston Rockets and St. Louis Cardinals. Kohll discusses how a suite can develop a 10 to 1 return for clients. Twitter: @JasonKohll

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Tao of Sports Ep. 169 – Ruby Newell-Legner (Founder, Fan Experience Institute)

2013-06-23
Length: 36s

Fan experience is quickly becoming one of the hottest topics in sports business, as teams look to enhance how each customer feels upon a trip to the venue. Ruby Newell-Legner works with several teams and leisure facilities in order to improve every touch point of the customer experience through guest relations, discussing how her 7 Star Service System has increased retention for various teams. Newell-Legner talks about founding her online webinars, The Fan Experience Institute (www.7starservice.com), in order to help mentor those in the sports world at improve the product in the stands and concourses. Twitter: @7StarService

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Tao of Sports Ep. 164 – Jeff Eiseman (President, Agon Sports)

2013-06-22
Length: 33s

Going from a sales staff position to minor league owner in twenty years isn’t easy, but Jeff Eiseman has done that by forming Agon Sports, which oversees operations for the Augusta GreenJackets minor league baseball club. Eiseman talks about his experiences with Mandalay and Ripken Baseball, of why the sports industry is really a sales industry above all else, and what those who want to break in need to do in order to survive long term. Twitter: @Jeff_Eiseman

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Tao of Sports Ep. 163 – Luke Burket (VP of Sales, Evansville Iceman)

2013-06-21
Length: 30s

Luke Burket provides a fascinating case study of what the customer wants compared to what sales staffs focus on, in terms of selling sports. Burket discusses his role within the Evansville Iceman, how his title hasn’t changed his motivations or drive, and how keeping an office close to his staff is one of the key’s to his success. Twitter: @LukeBurket

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Tao of Sports Ep. 162 – Matt McCormack (Director of Brand Marketing, Minnesota Swarm)

2013-06-20
Length: 33s

Every team gives lip service to brand, but really what does that entail? Minnesota Swarm Director of Brand Marketing Matt McCormack discusses ways to reinforce feeling and affinity for a team, as well as how to ensure that the environment around each home game feels branded right. McCormack gets into his own history of working in sports, the ability of mobility, why conferences matter, and why taking that leap of faith on an internship at Fresno State was worth it. McCormack also discusses the worst flying day in US History on 9/11, as he just landed in the Dallas airport as the terrorist attacks began. Twitter: @McCormack20

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Tao of Sports Ep. 161 – Chris Asa (Group Sales Rep, Montgomery Biscuits)

2013-06-19
Length: 22s

Group sales is growing with importance in sports as season ticket sales diminish. Chris Asa sits on the front lines of selling groups on the Montgomery Biscuits minor league team, and gets into the details of how to specifically sell more group tickets, what to target and how to build a true relationship which will garner larger crowds as well as revenue for years to come. Twitter: @ChrisAsa1

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Tao of Sports Ep. 160 – Jake Vernon (President, Get Real Sports Sales)

2013-06-18
Length: 41s

Jake Vernon’s Get Real Sports is one of the third party ticket solutions taking hold in top schools like Butler. Vernon talks about how the third party industry ballooned into almost every FBS property now considering something which would have been unthinkable less than ten years ago, that is contracting-out their ticket sales division and paying commissions. Vernon discusses professional development for his sales staff, ways to help them succeed and methodology toward driving more revenue for each property. Twitter: @GetRealPrez

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Tao of Sports Ep. 159 – Brian Crow (Founder/CEO, Gameday Consulting)

2013-06-17
Length: 22s

Fan experience is one of the main reasons on why people renew or decline to attend live events. Brian Crow’s Gameday Consulting helps teams such as the NFL’s Buffalo Bills, reinvest itself in fan engagement. That means from top to bottom, every touch-point of a fan’s game experience is measured for quality and customer service. As a professor at Slippery Rock, Crowd also talks about the saturation point of sports management degrees throughout the nation’s universities and the fall-out of being book smart, but not game smart in terms of the industry’s future leaders. Twitter: @GameDayBrian

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Tao of Sports Ep. 158 – Jesse Lawrence (Founder/CEO, TiqIQ)

2013-06-16
Length: 23s

The game for ticket reselling and price points in general has changed, and Jesse Lawrence’s company, TiqIQ, provides fans with the best opportunity to seek out the lowest price for the best seats. Lawrence talks about the issues surrounding the resale market, as well as social media in terms of providing information on ticket deals. Questions arise from this conversation: Could a floor be instituted with Internet resale markets? Is it a race to the bottom? Twitter: @TiqIQ

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Tao of Sports Ep. 157 – Adam Haukap (Assoc AD of Sales & Marketing, Oklahoma State Univ.)

2013-06-15
Length: 31s

Oklahoma State is at the forefront of the inhouse ticket sales revolution for college campuses. A lot of that vision comes from Adam Haukap, who talks about what college ticket sales was like prior to 2007 and where it is headed now. Haukap is considered one of the top sales minds in NCAA sports with OKSU stepping further ahead of their peers and hired a ticket analyst, gaining traction for the Big Data information wave that CRMs can reveal. Twitter: @AHaukap

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Tao of Sports Ep. 156 – Gil Pagovich (Vice President, Maxx Sports Entertainment)

2013-06-14
Length: 23s

Personal athlete brand is a huge market, especially with social media, and that’s where Gil Pagovich performs some of his best skills, using his passion for sports marketing and communications to design the right message for his clients. Pagovich, who spent seven years as an instructor at NYU teaching a class called “The Sports Agent” and discusses creating, nurturing and selling an athlete’s brand to the biggest US and Canadian companies.

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Tao of Sports Ep. 155 – Erik Hansen (VP of Ticket Sales, LeHigh Valley Phantoms Hockey)

2013-06-13
Length: 25s

It’s one thing to sell season tickets to an upcoming season, but Erik Hansen has been put in charge of selling out the house two years before the Phantoms minor league hockey team arrives in town. That means phone calls, training as well as motivating staff, and ensuring that specific sales goals are met, waiting for the arena in LeHigh Valley has been built. Twitter: @Kulax40

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Tao of Sports Ep. 154 – Kathryn Jordan (Community Relations Consultant)

2013-06-12
Length: 24s

Player development within professional organizations has been a large component of Kathryn Jordan’s career since the early 1980s. This means finances, life skills, and community relations through player foundations to develop the individual player’s brand. Heading up her own company, KJordan Consulting, Jordan offers brand development, marketing, communications and non-profit management expertise to various organizations.

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Tao of Sports Ep. 153 – Bill Robertson (Sports Communications Strategist)

2013-06-11
Length: 26s

Bill Robertson has initiated strategic communications plans for several sports teams and brings vast knowledge from his days as the head of public relations for four major league teams (Anaheim Ducks, Anaheim Angels, Minnesota Wild, Minnesota Timberwolves). Robertson discusses how going through the Disney Institute helped guide his career further, some of the issues with traditional and social media reach that teams deal with, and how communications departments push a brand further into the public eye.

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Tao of Sports Ep. 152 – Greg Bennett (Co-Founder, Surgence)

2013-06-10
Length: 34s

Greg Bennett separates his company, Surgence, with other sales trainers, because he wants some skin in the game with any staff he helps guide. This isn’t just a system, or presentation, but an intensive amount of indepth sales knowledge from Bennett, who implements dynamic new strategies in order to increase profit. Bennett talks about some of the issues he has with the sales training game, as well as some solutions to both staff development and retention. Twitter: @SurgenceTeam

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Tao of Sports Ep. 151 – Devin Crosby (Deputy Director of Athletics, Kent State)

2013-06-09
Length: 26s

It isn’t just about being good according to Devin Crosby, its about being in the top 20 percent of your department. Crosby, who has served twice as a Deputy Director of Athletics at Towson and Kent State, talks about his role in being second in command of an athletic department. Crosby discusses the mentality of budgets, expectations both personal and professional, and how to build a great career in the world of intercollegiate athletics. Twitter: @DevinLCrosby

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Tao of Sports Ep. 150 – Robert Weese (B2B Sales Coach)

2013-06-08
Length: 24s

Robert Weese starts off the discussion with an examination of what sports organizations can do to improve their B2B sales staff, and ends on a determination of the role of A players amid a sea of B & C players. Its an amazing conversation where the heart of the issue, A players being held back in some cases, has caused massive turnover in sales staffs by their best employees leaving due to C players ruling the roost. Weese goes in-depth into the problematic world where a C player may be the sales manager or supervisor, and ways to ensure that the A players have a reason to stick around. Weese is a sales coach with www.B2Bsalesconnection.com which has been helping executives improve their sales skills online.

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Tao of Sports Ep. 149 – Carrie Neville (Director of Ticket Sales & Fan Development, Cleveland State)

2013-06-07
Length: 25s

Bringing her NBA experience with the Atlanta Hawks to Cleveland State, Carrie Neville talks about how the ticket sales office has transitioned into a full-selling suite. Neville presents several ideas of how CSU’s basketball events are more than just a game, whether that includes concessions, magicians or just fun. Neville discusses her passion for group sales, some of the techniques she uses in order to ensure that the largest group possible comes out, and the great challenge afterward of trying to determine what information aside from the group leader can attained from the rest of those coming. Twitter: @CSU_Vikes

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Tao of Sports Ep. 148 – Mike Ostrowski (VP of Minor League Operations, Cavalier Operating Company)

2013-06-06
Length: 37s

Operating one minor league team would be a normal undertaking, but Mike Ostrowski is responsible for three teams which have overlapping seasons. Ostrowski talks about developing a good sales team, making sure that the brand is extended out, respected, and pushed futher into the community. Ostrowski talks about group tickets, the implementation of dynamic pricing on minor league teams, and the NBADL Canton Charge, which relocated to the Ohio area in 2011.

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Tao of Sports Ep. 147 – Jon Hines (Owner, Idol Sports Marketing)

2013-06-05
Length: 26s

Idol Sports Marketing is responsible for some of the largest one day non-conference college basketball games in the country. Jon Hines has developed a great strategy of bringing some of the top teams in the nation together to face each other, including Gonzaga’s basketball Comcast Battle In Seattle and the Washington State Cougar basketball Hardwood Classic, both at the Key Arena. Hines talks about the implementation and planning process of putting together such a large event, what it takes to ensure that each ticket that can be sold it, and how he prevents losing the college atmosphere by eliminating some of the higher price point seats in order to allow student sections to exist and thrive. Twitter: @IdolSports

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Tao of Sports Ep. 146 – Adam O’Connell (Director of Ticket Sales, University of Akron)

2013-06-04
Length: 25s

Adam O’Connell has the duality of professional and collegiate experience in ticket sales, which means he can see past the rhetoric, discussing what works and what doesn’t when selling sports tickets. O’Connell talks about his tenure with the Fresno Grizzlies minor league baseball team and the Fresno Falcons junior hockey league team, then expands to what Akron is currently doing to ensure that each fan receives the best customer service in the Ohio area.

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Tao of Sports Ep. 145 - Mike Briercliffe (Digital Chief/Social Biz Architect, Next Dimension Media)

2013-06-03
Length: 43s

Don’t go calling Mike Briercliffe an expert, because he doesn’t believe there is one in the world of social media. Briercliffe does have advanced knowledge on how to build a cohesive social media strategy, going from the fast lanes of the Twitter down to the medium slow lanes of Facebook & LinkedIn. Briercliffe shares his social media philosophies on what works, what doesn’t in terms of building a social media fanbase, as well as his love for the Liverpool Premier League club.  Twitter: @mikejulietbravo

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Tao of Sports Ep. 144 –Matt Rogan (Managing Director/Two Circles)

2013-06-02
Length: 31s

Part 2 of UK Sponsorship Discussions focuses on sports teams’ branding efforts in a changing world of revenues with Two Circles’ Matt Rogan. The discussion centers around some of the ways that a team can brand themselves differently from their competition, and then looks at the UK relegation system compared to the US sports team’s amateur draft and salary cap. An interesting conversation on how to work with a brand that may be 200 years old and what to do when fans affect the brand more than the brand affects the fans. Twitter: @MattRoganSport

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Tao of Sports Ep. 143 – Juan Garcia (NBA/WNBA/IBL Agent)

2013-06-01
Length: 43s

Located in Indiana, Juan Garcia shares some of the misconceptions that not only the public, but even the players have about agents. This is an eye-opening account as to what players expect from their representatives, especially when it comes to the player’s personal matters. Garcia talks about the collective bargaining agreement, the NBADL and whether being located in Indiana instead of Chicago, New York or Los Angeles is a hindrance to his agency’s growth. Twitter: @JuanAmg40

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Tao of Sports Ep. 142 –Jeremy Edwards (Founder/Content Director, Activative)

2013-05-31
Length: 32s

Part 1 of UK Sponsorship Discussions on sports sponsorship branding begins with Activate’s Jeremy Edwards, who shares some of the details on how effective branding works for the sports team’s sponsor. Edwards discusses ROI and a good brand message which creates conversation for the team and sponsor. Typically, the focus on branding is what the team can achieve to the fan, but rarely does it go indepth into the customer’s reaction to a businesses’ sponsorship of their team. The conversation also touches on how a team’s roster has now become their own media channels through social media. Twitter: @Activative

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Tao of Sports Ep. 141 – Butch Bellah (Sports Sales Trainer)

2013-05-30
Length: 32s

A former Arena League2 General Manager, Butch Bellah now spends his days developing and training sports sales staffs across the country. Bellah talks in terms of the sports sales person being a craftsman, ensuring that each understands that they should take pride in what they do. Bellah shares his philosophy on starting the work week off right while the competition is struggling, especially on Monday mornings and Friday afternoons, and how make sure that each sales call ends with progress toward a sale, not toward a no. Twitter: @SalesPowerTips

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Tao of Sports Ep. 140 – Kris Katseanes (VP of Ticket Sales & Service, FC Dallas)

2013-05-29
Length: 19s

FC Dallas is one of the examples of why Major League Soccer is starting to take hold in the USA. VP of Ticket Sales Kris Katseanes talks about how forward-thinking the FC Dallas ownership group was in placing the team in the city of Frisco, led by the late-Lamar Hunt. Katseanes talks about what he looks for in staff and the target market for the FC Dallas franchise.

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Tao of Sports Ep. 139 – Ryan Holloway (President, Peak Sports Management)

2013-05-28
Length: 27s

Peak Sports Management is one of the newest corporate sponsorship third party groups servicing collegiate properties. Peak President Ryan Holloway discusses the tricky world of deliverables in a college sports world conditioned to believe in signage, magic wand RFPs and philanthropy masking as sponsorship. Holloway talks about Central Arkansas, Peak’s Sports Management’s flagship property, which has garnered a lot of attention nationally from a striped field concept. Twitter: @PeakSportsMGMT

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Tao of Sports Ep. 138 – Brad Barnes (Assistant Director/Compliance, Texas A & M)

2013-05-27
Length: 31s

Compliance is tricky when it comes to being one of the top schools in the nation, in the Southeastern Conference. Brad Barnes talks about compliance in terms of rules education, how examine both a rule and judgment call, and some of the best practices to working with coaches and administrators in order to ensure that violations are not a norm for a department. Barnes talks about why the NCAA has made some of the rules regarding electronic communication, especially the ban against hashtags on the football field. Twitter: @TAMUCompliance

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Tao of Sports Ep. 137 – Sean O’Neil (Author, BareKnuckle People Management)

2013-05-26
Length: 30s

When it comes to organizational systems and people management, Sean O’Neil wrote the book on the subject. O’Neil talks about some of the misconceptions about why people do the things they do, whether a management style should favor process over people, and how to engage each type of person working within a management structure. Twitter: @BareKnuckleMgmt

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Tao of Sports Ep. 136 - Paul Fruitman (Director of Ticket Sales, Edmonton Eskimos)

2013-05-25
Length: 31s

North of the American Border is one of the top minds in sports revenue generation in Paul Fruitman, who has sold for the Toronto Blue Jays, Halifax Rainmen, Toronto Argonauts, and Edmonton Eskimos. Fruitman understands not only the ticket selling aspects, but also the social media ones, speaking on both in a combination style that separates him from most sports marketers. Fruitman discusses premium seating, sports marketing, and customer service, along with how each person should look at their own career aspirations in the field, especially on whether to move to a new franchise after a certain point in time. Twitter: @Dngitasawngrp

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Tao of Sports Ep. 135 – Brett Sanders (Director of Ticketing & Premium Seating, Xaiver)

2013-05-24
Length: 27s

Brett Sanders has an interesting dilemma, some of his top games are sold out, while others in men’s basketball are a few seats short, leaving a perception that there are no tickets available even when there are. Sanders discusses some of the ways in which Xaiver protects its price point, even when providing discounts, and some of the issues surrounding venues being sold out, yet tickets not redeemed for the game.

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Tao of Sports Ep. 134 – Justin Swanson (Director of Marketing, North Dakota State)

2013-05-23
Length: 25s

Just because a team wins back-to-back FCS national championships doesn’t mean that the job ever ends of the marketing department. NDSU Director of Marketing Justin Swanson discusses some of the issues with being sold out, and maintaining the atmosphere if and when the NDSU football team doesn’t return as national champions of the FCS. Swanson discusses his career choices, how jobs at other schools prepared him along the way, and what he took from each stop along the road. Twitter: @SwanyND

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Tao of Sports Ep. 133 – Herm Sorcher (CEO/Managing Partner, Danbury Whalers)

2013-05-22
Length: 35s

The Danbury Whalers are minor league hockey at its core. CEO Herm Sorcher comes on the podcast to discuss how the Whalers have survived in a league that has seen several members fold and is down to four total for the 2012-13 season. Sorcher talks about the applied sciences of ticket selling and sports marketing, getting into the world of corporate sponsorship as well as community relations, especially when dealing with family fun entertainment.

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Tao of Sports Ep. 132 – Brandon Steffek (Director of Sales, Full House Media)

2013-05-21
Length: 26s

Making the sale is never easy, but it can be harder if teams don’t know who to go after. That’s where Full House Media comes in, explains Director of Sales Brandon Steffek, who goes through the various ways of data mining that have helped the company become a leader in the industry. Steffek talks about going after businesses, showcasing various B2B scenarios that are sometimes overlooked by teams but may be their most valuable premium and group sales. Twitter: @BStefFullHouse

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Tao of Sports Ep. 131 – Drew Bedard (Sr. Director of Brand Management, Bristol Motor Speedway)

2013-05-20
Length: 33s

The discussion of brand goes deep in this podcast episode with Drew Bedard, who talks about just about every way in which a brand is perceived, developed and promoted continuously by a sports team or venue. Bristol Motor Speedway is no different, especially when it comes to several issues which would appear to be easy-wins, like the 55-straight sell-out streak branding which, once snapped, has left tickets available with fans thinking that the event is sold out, thus creating a conundrum of more supply going unused even with the fanbase demand is at all time high. Twitter: @DrewBedard

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Tao of Sports Ep. 130 – Paul Anderson (Founder, NFLConcussionLitigation.com)

2013-05-19
Length: 36s

Paul Anderson is a Midwestern attorney who has handled class action and personal injury lawsuits. He also runs one of the top websites explaining the current NFL concussion litigation, and comes on the podcast to explain exactly what is going on with the entire series of cases being wrapped into one Philadelphia courtroom drama. Anderson discusses some of the misconceptions about the litigation, as well as some of the traps that the NFL has found itself in since the mid-1990s with the publication of CTE findings by the league. Twitter: @PaulD_Anderson

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Tao of Sports Ep. 129 – Shawn Farrell (Associate AD/Compliance, Seattle University)

2013-05-18
Length: 50s

Compliance is an interesting role for any athletic department, typically filled with mystery and the fear of bureaucracy. Shawn Farrell explains a lot of the issues surrounding why the rules are the rules, especially at the NCAA level, and why compliance is necessary for coaches, student-athletes, administrators and fans. Farrell discusses his time as a litigator, his philosophy on working with coaches in order to ensure each has a good outcome with any rules education issue, and mentoring young administrators who are just breaking into the industry.

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Tao of Sports Ep. 128 – Darryl Wolski (NHL/KHL Agent)

2013-05-17
Length: 27s

Darryl Wolski has worked with just about every type of league in hockey, including the KHL and NHL. Wolski talks about the differences of the leagues, what players can expect in the KHL overseas as well as the NHL. Wolski then talks about why certain minor leagues may have more value to players than just dollar signs, and then discusses advising for 15-and-under Bantam Draft prospects in terms of junior hockey and college recruiting.

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Tao of Sports Ep. 127 – Jason Gonella (President, Quickstrike Partners)

2013-05-16
Length: 40s

The forgotten child of sports revenue is sometimes its more valuable member, that being premium seating options. Thought for a long time to be an easy win with high end partners, since the economic crash of 2008, teams have found it harder to sell a premium seat. Jason Gonella talks about the role of premium seating, what exactly those customers are looking for, and how to build up a stronger base of premium seating which is valuable real estate on the seating map. A former VP of Sales for AEG & The Rose Bowl, Gonella has worked in over 17 years in premium seating, his clients include AVP Volleyball, the Los Angeles Angels, MKTG, PrimeSport, Santa Anita Park. Twitter: @JasonGonella

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Tao of Sports Ep. 126 – Sean Callanan (Founder, Sports Geek)

2013-05-15
Length: 40s

Sean Callanan is focused on the growth of the social media market, especially in the world of sports. Callanan’s Sports Geek is responsible for the development of over 1 million Facebook fans for his clients, helping launch Sports DP at the NBA Draft for the Minnesota Timberwolves and a social presence for the Sydney Thunder, Cricket Australia. Sports Geek is about creating a richer experiences for the ever-demanding fan through digital media, and Callanan talks about some of the ways that teams are attempting to meet that demand head-on. Twitter: @SeanCallanan

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Tao of Sports Ep. 125 – David Cieslinski (VP of Sales, Adirondack Sports)

2013-05-14
Length: 29s

David Cieslinski has witnessed just about every type of revenue stream that a minor league franchise has to offer while in Rochester as Adirondack Sports owns both Rochester Rhinos soccer and the Rochester Rattlers lacrosse. Cieslinski talks about stadium operations, marketing and even concessions in terms of how each revenue stream wraps into team’s bottom line. Cieslinski talks about his past experience with the Carolina Railhawks.

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Tao of Sports Ep. 124 – Jim Calpin (President, Paramount Sports Services)

2013-05-13
Length: 28s

Jim Calpin comes on the podcast to talk about the role of franchise ownership, especially when it comes to junior hockey. Calpin discusses some of the problematic issues surrounding ownership, especially when dealing with rookies who don’t seem to understand what they are getting into. Calpin examines team evaluation, including marketing, capitalization and whether certain revenue streams have been watered down by previously bad ownership. Twitter: @JPCalpin

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Tao of Sports Ep. 123 – Brittany Menard (Author, Ticket Brokers Guide)

2013-05-11
Length: 25s

Ticket brokers have been around forever, but it took Brittany Menard to write it all down five years ago and start selling one of the most successful guides on the industry. Menard talks about some of the details that those starting out miss when getting into the ticket broker game, as well as what any person thinking about getting into the business can expect in terms of a return on investment.

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Tao of Sports Ep. 122 – Rob Murphy (Director of Sales & Marketing, Central Collegiate Hockey Association)

2013-05-11
Length: 29s

After 42 years, the CCHA is closing its doors in July 2013, and its member schools will be placed in four different conferences. Rob Murphy has been responsible for the league’s sponsorship growth over the past few seasons and shares some insight into how to achieve activation in amid the economic downtown. Murphy talks about how to engage corporate sponsors, as well as ensure communication with each of the smaller schools about why some of the larger members of the conference such as University of Michigan are gaining more traction with sponsors.

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Tao of Sports Ep. 121 – John Manning (CEO, Pricing Prophets)

2013-05-10
Length: 29s

The best way to examine something is to see how the rest of the world reacts to it and that’s where John Manning comes in. Manning’s pricing principles are based in Australia, but has several years of experience in the Asian markets, focusing on the psychology of why we buy and what value we place upon it. Manning discusses some of the misconceptions that business have on pricing and how to ensure that the true value is reached each time when putting a number on a product’s value. Twitter: @PricingProphets

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Tao of Sports Ep. 120 – Thomas O’Grady (CEO, Gameplan Creative)

2013-05-09
Length: 33s

To say that Thomas O’Grady knows about brand indentity is an understatement. O’Grady discusses his thoughts on branding, logo identification, and how important creative services is to any professional or college team. From 1990 to 2003, Thomas O’Grady served as Sr. VP of the NBA’s Creative Services Division, responsible for a 25-person in-house team that orchestrated the creation of 20 of the 30 NBA team re-branding identities, helping propel NBA licensed product revenues from $180 million in 1990 to $2.5 billion in 2002. O’Grady also was the brand architect behind the WNBA launch, the entire brand identity of the 1995 NBA expansion Toronto Raptors and Vancouver Grizzlies, the NBA.com website launch in 1995, and the 1992 USA Basketball “Dream Team” marketing, sponsorship and brand initiatives.

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Tao of Sports Ep. 119 – Ophir Zardok (Founder, Evento)

2013-05-08
Length: 22s

The ticket sales platform game is changing, and Evento is one of the products which may help change how fans purchase online tickets in the next few years. Half a world away in Tel Aviv, Israel, Evento Founder Ophir Zardok discusses how his product works on Facebook, allowing fans to select tickets right next to their friend’s seats, as well as place purchase announcements on the buyer’s Facebook Timeline. This type of technology works across other platforms, including collaboratively with existing rights holders' ticket agencies, and could change the face of ticketing technology forever. Zardok finishes the episode with a discussion of his charity work, attempting to bring both Israeli and Palestinian children together under the umbrella of sport. Twitter: @ZOphir

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Tao of Sports Ep. 118 – Mark Washo (Founder, PMI College)

2013-05-07
Length: 41s

Mark Washo has influenced a generation of tickets sales representatives with his book, How To Break Into Sports Through Ticket Sales. Washo also founded PMI College, a third-party out-bound ticket sales group with several college properties throughout the nation. Washo talks about his book’s influence, as well as how the world of ticket sales has grown since his time at the Chicago Fire and other other MLS teams, always trying to sell out the house. Twitter: @BreakIntoSports

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Tao of Sports Ep. 117 – David Haney (Sports Marketing Strategist)

2013-05-06
Length: 35s

David Haney is the branding genius behind the NHL’s “Coolest Game On Earth” campaign. Haney discusses how to develop a good brand or repair a sick one. This is very key in the modern age of social media and among fragmented platforms of messaging. How do you get people to feel the right away about your brand? Haney leads with the way with an amazing episode of digging deep into the heart of what branding is, and some of the misconceptions about brand in general. Haney finishes the episode by offering a gift to the podcast and its listeners. Twitter: @DFHaney

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Tao of Sports Ep. 116 – Bill Nielsen (VP of Sales, Scarborough Sports Marketing)

2013-05-05
Length: 28s

Prospect leads are the name of the game in corporate and ticket sales, something that Bill Nielsen has helped provide to various college and professional team sales departments. Nielsen talks about the surveying that is also performed by Scarborough Sports Marketing, helping determine impact of branding as well as price points for sports franchises in the area of fan development.

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Tao of Sports Ep. 115 – Greg Shea (President, Viaero Events Center & Tri-City Storm Hockey)

2013-05-04
Length: 34s

Greg Shea has a duality within his position, not only is he in charge of attracting patrons to the Tri-City Storm hockey club, but also to the Viaero Events Center, located in Kearney, Nebraska. Shea talks about some of the issues with building price points, attracting both concert-goers and Storm games. The Viaero Events Center is west of the major city of Grand Island in the state of Nebraska, beyond that point, the state is populated with small towns with few entertainment options. Shea talks about trying to attract folks east of Grand Island to the Viaero Events Center and what challenges the new 15,000 seat Pinnacle Bank Arena in Lincoln will have on drawing people from that area in the future. Twitter: @GregShea2

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Tao of Sports Ep. 114 – Steve Fall (CEO, The Sports Resource, Inc.)

2013-05-03
Length: 24s

A lot of sports analytics interest has been devoted to the team functionary of improving scouting, but that’s not where Steve Fall’s Sports Resource lies. Fall has been helping agents increase the value of their clients when faced with contract negotiations and arbitration hearings. Fall walks us through the process of showing what statistics matter, where the field is headed and how newer professional athletes and their agents are benefiting from this service. Twitter: @StatsMan

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Tao of Sports Ep. 113 – Matt Beckman (Assist AD of Marketing, Boise State Athletics)

2013-05-02
Length: 34s

Blue turf, a nationally-ranked college football team, a rising NCAA Tournament basketball team, and a flood of attendance doesn’t make Matt Beckman’s job any easier. Beckman has to work with the notion of getting fans to return again in case the team starts to lose, and talks about some of the issues surrounding the rising crest of NCAA sports in Boise. Beckman also discusses select-a-seat nights and his time as marketing director at Gonzaga. Twitter: @MattBeckman_

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Tao of Sports Ep. 112 - Justin Kesterson (Events Manager, Highline Public School Athletics)

2013-05-01
Length: 44s

This is a great episode for those who want to work in sports to listen to because its about wanting it more than the other person. Justin Kesterson has worked in various levels of college and high school athletics, including a Division I, two Division IIs, and now at the high school level, performing every type of duty including: broadcast, sports information, promotion, events management, marketing and corporate sales. Kesterson talks about graduating out of the Seattle University MSAL program during its infancy, being married but living two states away from his wife while working in the wilds of Montana at MSU-Billings as Sports Information Director, and how he continually outworked other interns at Seattle University.

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Tao of Sports Ep. 111 – Adam Schemm (Assist A.D. of Marketing, Univ. of Rhode Island)

2013-04-30
Length: 29s

In the nation’s smallest state, Assistant A.D. of Marketing Adam Schemm consistently goes after the largest possible audience for the University of Rhode Island. Schemm talks about the branding challenges that he faced when arriving at Rhode Island, implementing both a new out-bound sales strategy in-house, as well as building a key fan development unit to retain fans once they’re in the building. Schemm discusses the various ways in which Rhode Island’s ticketing system has grown the fan experience both online and physically at the game. Schemm does mention his past with the Milwaukee Brewers, but still would not give up the contents of the secret stadium sauce recipe, even under duress. Twitter: @AdamSchemm

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Tao of Sports Ep. 110 - Michelle Andres (VP of Digital Media, Baltimore Ravens)

2013-04-29
Length: 31s

The idea of constant content is one of the hallmarks of the NFL Baltimore Raven’s Digital Media division, led by VP Michelle Andres. While this is not common among NFL teams to have so much content going out, Andres talks about the massive benefits of interaction with fans as well as interest growth. Andres discusses the various planning stages of implementing a full week’s worth of content (video, audio, blog posts, facebook, tweets, etc) and how the NFL Draft is one of those “all hands on deck” moments for the entire Digital Media staff.  Twitter: @Ravens

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Tao of Sports Ep. 109 - Chris Petersen (Executive Director, Interstate Baseball)

2013-04-28
Length: 23s

Starting a new baseball league is never easy, but Executive Director Chris Petersen believes he’s found the right mix in the Interstate Baseball League. After a couple of false starts, the league may be starting for an abbreviated inaugural season in August 2013. Petersen talks about the issues dealing with ownership, facility rental, revenue streams such as tickets, corporate sales, and concessions. With so many leagues that have made attempts in the 1990s/2000s which no longer exist, Petersen's goal is to learn from those mistakes in order to present a better, more focused baseball league able to stand the test of time.

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Tao of Sports Ep. 108 - Kevin Barefoot (Director of Sales, Winthrop Intelligence)

2013-04-27
Length: 23s

Analytics is the name of the game, and Winthrop Intelligence (WIN AD) is starting to change that game, especially when it comes to athletic department hiring for coaches and top administrators. WIN AD Director of Sales Kevin Barefoot talks about the concerns of hiring administrators, working through the data streams of contractual obligations in terms of scheduling and large guarantee games, and what the future holds for business analytics in the college sports ranks.

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Tao of Sports Ep. 107 - Mark Tilson (Manager Director, JMI Sports)

2013-04-26
Length: 38s

JMI Sports, Inc. may have bridged the gap between professional and college sports revenue streams. Managing Director Mark Tilson talks about the changing landscape of the industry, how every component of revenue can be recalibrated and enhanced. Tilson talks about several issues facing the sports industry, including the blending of the secondary and primary markets, as well as ticket devaluation and other franchise economic causes for concern.

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Tao of Sports Ep. 106 - Rich Lisk (Owner, ECHL Trenton Titans)

2013-04-25
Length: 38s

The dynamics of sports marketing and franchise revival are the topics of the day with Trenton Titans co-owner Rich Lisk. Operator of Small Change Marketing as well, Lisk talks about the fan development relationship building that the Trenton Titans had to engage after re-emerging from the ashes of a failed New Jersey Devil’s affiliate experiment. Lisk discusses how ticket sales, rebuilding customer relationships, and leading new employees in the changing world of sport. Twitter: @RPLisk_SCMG

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Tao of Sports Ep. 105 - Mike McAdams (IOMEDIA)

2013-04-24
Length: 32s

If you’ve logged onto a team website, tried to buy tickets and witnessed as beautifully rendered map of the arena, chances are, you’ve used Mike McAdam’s work. Head of Business Development at IOMEDIA, McAdams talks about some of the new ways that patrons are interacting with the team, and how having new online features can result in large revenue streams emerging overnight. McAdams talks about his time in the MLS, as well as how the fundamental understanding of selling tickets with a franchise has helped foster growth in IOMEDIA’s application process from vendor to end user. Twitter; @McAdams18

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Tao of Sports Ep. 104 - Jason Behenna (Sports Information Director, Seattle University)

2013-04-23
Length: 1s

One of the infamous “lost episodes” of the podcast has been discovered. Recorded in late November 2012 in Palo Alto right after Stanford defeated Seattle University in men’s basketball, Troy’s former boss, Jason Behenna, talks to him about media relations. Behenna goes over some of the new media duties that he has during the game, as well as what it takes to do a sports information job correctly. Behenna discusses some of his experiences with media, coaches, administration and student-athletes, as well as his philosophies on how a sports information department should be run to reach maximum effectiveness.

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Tao of Sports Ep. 103 - Barry McMullin (SVP, Professional Bull Riders, Inc.)

2013-04-22
Length: 30s

Some of the most dynamic ways to draw an audience come out of the Professional Bull Riders, Inc. Barry McMullin talks some of the ways in which the PBR stays relevant in a fractured traditional media landscape, drawing fans to arenas with a  solid price point strategy. McMullin discusses the difference between PBR fans and others, especially on corporate sponsorship activation. McMullin highlights his time with the NBA and some of the marketing concepts which built the foundation of where he is today.

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Tao of Sports Ep. 102 - David Black (President/CEO, InSource Technology Corporation)

2013-04-21
Length: 42s

The WiFi landscape of stadium technology is so confusing that most people, including Troy, don’t really have a good grasp of it. That’s why InSource’s David Black agreed to be a guest in order to help explain it in laymen’s terms. InSource has been responsible for several major WiFi projects, including the 5,000-seat Lakewood Church and the 40,000-seat, $105 million University of Houston Football Stadium set to open in 2014. Black talks through several of the capacity issues, especially with enterprise data, because it takes a lot to get one small text message from point A to point B. Twitter: @InSourceTech

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Tao of Sports Ep. 101 - Bill Boyce (President, NBADL Texas Legends)

2013-04-20
Length: 21s

One of the NBADL’s premiere franchises sits in Frisco, Texas and is helmed by Bill Boyce. This is his first venture into sports operations, after serving as an attorney for several years running his own practice for thirteen years. Boyce discusses the NBADL’s emergence in minor league sports and some of the ways in which the Texas Legends have gotten noticed, including utilizing corporate imagining on the front of team uniforms for maximum impression affect. Twitter: @Bill_Boyce

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Tao of Sports Ep. 100 - Vykky Hawkins (Social Media Coordinator, Arizona St. Sun Devil Athletics)

2013-04-18
Length: 43s

In the 100th episode of the podcast, Troy sits down with social media guru Vykky Hawkins to talk about social platforms and where the entire scope of digital media is headed. Hawkins talks about what are the best, worst things to tweet, how to ensure quality controls even on breaking news that she may know about two days earlier such as a coaching hire, the UA Grumpy Cat Campaign, Trolls, Catfishing and ensuring that there is a true relationship with the Arizona State fan base. Twitter: @VykkyHawkins

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Tao of Sports Ep. 98 - Mark Smith (MiLB Video Coordinator, Oakland Athletics)

2013-04-17
Length: 46s

Mark Smith sees more digital video in a year than some folks witness in a lifetime. Serving as minor league video coordinator for the Oakland Athletics, Smith uses various technologies to isolate every pitch and swing, helping provide coaches and players with a clearer understanding of the game. Smith talks about entering into sports after military service, working on a personal budget in order to afford the sports intern existence, as well as some of the things that young college graduates do wrong when entering the industry. Twitter: @MarkASmith6

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Tao of Sports Ep. 97 - Justin Kemp (President, ECHL Ontario Reign)

2013-04-16
Length: 40s

Ontario Reign Team President Justin Kemp oversees one of the newer ECHL franchises in one of the newest arenas in the country. Situated in Ontario, California on land that used to be a racetrack, the entire footprint has been developed into a dynamic revenue stream, including a mall, car dealerships and arena. Kemp talks about the ability to draw out fans in the local area, some of the sports marketing tactics he employs, and how to achieve great activation for corporate sponsors.

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Tao of Sports Ep. 96 - Amber Cox (President/COO, Phoenix Mercury)

2013-04-15
Length: 25s

Having the No. 1 selection in the WNBA Draft is never easy, especially when there are three potential game-changers in women’s basketball in that draft class. Phoenix Mercury President/COO Amber Cox talks about the franchise’s top pick as well going after new fans in a constantly changing marketplace. Cox talks about the importance of women’s basketball, how the Mercury’s 2004 No. 1 overall pick, Diana Taurasi, has “street cred with the guys to help the WNBA franchise draw out a continuously strong fan base. Twitter: @MercuryMaven

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Tao of Sports Ep. 95 - Theresa Laurente (Compliance Coordinator, UC Riverside)

2013-04-14
Length: 32s

Compliance is the name of the game for Division-I schools, and that’s where Theresa Laurente has lent her expertise over the past decade both as a student assistant and compliance officer at four different Division-I institutions. Laurente discusses the NCAA rules violation process with Eastern Washington University, including that school’s revival after overturning a 2009 FCS Playoff ban, as well as her time at Ohio State, UTSA, and now UC-Riverside. Laurente highlights some of the reasons why the NCAA enforces the rules it does on current and future student-athletes. Twitter: @TDL253

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Tao of Sports Ep. 94 - Scott Worden (Director of Sales, GetTix.Net)

2013-04-13
Length: 27s

Scott Worden has been on both sides of the vendor-client side of sports ticket sales. Now at the helm of GetTix.Net's sales division, Worden is responsible for ensuring that everything a sports sales department needs is implemented in the GetTix framework. Worden talks about some of the challenges of dynamic pricing, CRMs and ticket sales in general. Worden discusses his career, selling for the Arizona Diamondbacks, Sacramento Kings, and Portland Trailblazers under the direction of legendary ticket salesman Jon Spoelstra in the late 1990s.

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Tao of Sports Ep. 93 - Mike Savit (Owner, NBADL Springfield Armor)

2013-04-12
Length: 27s

Mike Savit has operated several minor league baseball franchises across the country, including the Michigan Battle Cats, Mobile Bay Bears, Modesto Nuts and Augusta Green Jackets, along a team in the Coastal Plain League of the Carolinas. But his heart remains with the NBADL’s Springfield Armor which he founded in New England in 2009. Savit talks about the league’s prospering future, marketing & ticketing concepts, and how to lead employees. Great conversation with Savit as Tao of Sports was his first podcast interview (he was initially pranked into thinking the entire conversation would last 5 hours!).

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Tao of Sports Ep. 92 - Ben Foster (General Manager, Australian Baseball League)

2013-04-11
Length: 44s

Australians have a long love affair with the sport of baseball according to Ben Foster. General Manager of the three-year-old Australia Baseball League Down Under, Foster talks about the highs and lows of a sports just feeling its way into economic stability amid various other popular sports vying for Aussie’s attention.  Foster talks about where the ABL has gone, what the future looks like, and how much history the sport of baseball actually has in Oceania. Note: The podcast was recorded amid the Mexico-Diamondbacks game at Salt Fields at Talking Stick during Cactus League Spring Training in March. Expect a little play-by-play by Foster and Troy, especially when Adrian Gonzalez comes up to bat for Mexico. Twitter: @BFosterABL

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Tao of Sports Ep. 91 - Duane Lewis (Commissioner, Central Hockey League)

2013-04-10
Length: 38s

The Central Hockey League has provided the Midwest with entertainment on the ice since 1992. Helmed by Commissioner Duane Lewis, the league has a strategy of providing fun, exciting games which end in shoot-outs if the games are tied at the end of regulation. Lewis talks about "sticking to their guns" when discussing the shootout policy of settling overtimes, how some markets have been hurt by paper hanger ownership groups desperate for ideas on drawing a crowd, and working with cities to foster the best partnership between a team and arena. Twitter: @CHLProHockey

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Tao of Sports Ep. 90 – Justin Hollander (Director of Baseball Operations, Los Angeles Angels)

2013-04-09
Length: 35s

The game isn’t just a game anymore, as Justin Hollander can attest to. Now, metrics and Big Data have entered the fray, making Hollander’s job of compiling an entire Major League Baseball team’s organizational information into one of his most recent tasks. Hollander talks about the different complexities of his job after graduating from law school and whether never playing professional baseball is something that can be held against him during arguments about player development.

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Tao of Sports Ep. 89 - Ted Santiago (Director of Marketing, Phoenix Coyotes)

2013-04-08
Length: 31s

Ted Santiago is constantly developing new ways to make hockey cool in the desert. That isn’t easy when the team is in Phoenix, which is known as a “paper town” where tickets have notoriously been available to fans without paying for them. Santiago talks about that challenge as the Coyotes have greatly reduced the amount of free tickets per game offered, and some of the methodology behind advertising in general. Santiago discusses the NHL ownership issue, factors in trying to attract new fans to the Phoenix product, and how the entire Coyotes organization has started to gain in-roads in the Arizona marketplace with some challenges still lying ahead.

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Tao of Sports Ep. 88 - Mike Kline (Promotions Manager, Schaumburg Boomers)

2013-04-07
Length: 31s

Independent baseball and its promotions are this episode’s focus, with guest Mike Kline, who discusses how the Schaumberg Boomers work against five major league sports, several other minor league competitors, and still draw a large crowd out to the ballpark each home date during the summer. Kline discusses the promotion meetings, where the only response that can’t be given is “no” and how to effectively use small promotional activities to yield big results on a fraction of the cost. Twitter: @MikeKliner

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Tao of Sports Ep. 87 - Pedro Gutierrez (Gerente de Medios, Liga Mexicana del Pacífico)

2013-04-06
Length: 37s

In one of the more fascinating episodes for the podcast, Pedro Gutierrez talks about the Liga Mexican del Pacifico (Mexico Pacific League) where he serves as media manager. Gutierrez talks about the fight for baseball’s media coverage against the backdrop of futbol’s dominance in South American countries, as well as the International Drafting System and why Cuba is not in a part of the Liga Mexican del Pacifico. Twitter: @pedroagpt

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Tao of Sports Ep. 86 - Dan Migala (Co-Founder, Property Consulting Group)

2013-04-05
Length: 31s

Dan Migala has worked for or advised virtually every level of sports franchises, including organizations in MLB, NHL, NFL, NBA, NCAA, MLS, the LPGA, Cricket Australia and numerous minor league teams on issues related to non-traditional revenue generation, sponsorship, technology and sports marketing. Migala talks about not just breaking into sports, but staying in the industry. Twitter: @DanMigala

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Tao of Sports Ep. 85 - Nona Richardson (Exec. Sr Assoc. AD/SWA, UC Davis Athletics)

2013-04-04
Length: 35s

Nona Richardson has to multitask at her job daily; a mediator of sorts for staff, coaches and student-athletes, Richardson explains some of the intangibles of her job, as well as NCAA compliance issues. Richardson talks about “The Davis Way” moving forward into Division-I athletics, as well as some of the principles that guide the department as a whole.

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Tao of Sports Ep. 84 - Travis Leach (Attorney & NFLPA Agent, Ballard Spahr)

2013-04-03
Length: 29s

The world of sports agents gets demystified by attorney Travis Leach, who talks about not only the representation end but also the financial side of the business. Leach discusses how financial planning, especially with NFL retirees, is crucial, and why agents need to put a lot of good people around their client. Leach also talks about CTE & concussions, a subject he is very passionate about. Twitter: @Travis_Leach

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Tao of Sports Ep. 83 - J Cobb (Co-Owner, Team One Tickets, Inc.)

2013-04-02
Length: 28s

The ticket reselling game tends to get a lot of flack, but J Cobb decided to come on the podcast to dispel a lot of rumors. Cobb talks about the fact that selling to brokers is one of the dirty little secrets of sports sales, as well as ways that brokers tend to not make as much money as laymen might think on the secondary market. Could the secondary market be cornered by Ticketmaster or is there still hope for the small independent brokers? Twitter: @TeamOneJ

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Tao of Sports Ep. 82 - Gary Gelinas (President, Consolidated Sports Holdings International)

2013-04-01
Length: 50s

Gary Gelinas operates several junior hockey league teams and a minor league baseball franchise from his Phoenix desert office - Everett Silvertips, Texas Tornado, Amarillo Bulls, North Iowa Bulls, Peoria Pines. Gelinas has also owned and operated his own franchises in the past: Nanaimo Clippers Jr A hockey franchise, Venom Spring Teams, Vancouver Island Hockey School, and the expansion Nanaimo Timberman Sr A Lacrosse franchise, as well as served as general manager and president of the New Mexico Scorpions of the Central Hockey League. Gelinas knows the sports business intimately, speaking in terms of ticket sales, branding, the infusion of insuring that price points are kept, the viability of ROI with traditional media, branding, and several other key components to building a franchise’s base and successful future.

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Tao of Sports Ep. 81 - Joe Windham (President, Arizona Rattlers)

2013-03-31
Length: 24s

The Arizona Rattlers have one of the most dedicated fan bases in the Phoenix area. Team President Joe Windham talks about fan loyalty to the brand, the ability to push corporate sales activation further than even some of the larger major leagues in the area, and how to hire the best staff. Windham discusses how he mentors young interns and develops a full-fan experience that pushes fans to come back each game despite a lack of local media exposure. Twitter: @AZRattlersPrez

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Tao of Sports Ep. 80 - Sam Gerace (CEO, Flash Seats)

2013-03-30
Length: 36s

Flash Seats is one of the more revolutionary products in ticketing. Sam Gearce has overseen its implementation with the Cleveland Cavaliers, and expanded Flash Seat’s reach into professional and college teams. Gearce talks about dynamic ticket pricing, ticketless entry and some of the other technologies, which Flash Seats will be innovating for the next few years. Twitter @FlashSeats

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Tao of Sports Ep. 79 - Michael Larsen (Director of Ticket Sales & Assistant Marketing Director, Fargo-Moorhead Redhawks)

2013-03-29
Length: 44s

Michael Larsen heads the ticket operations for one of the most successful independent baseball teams in the country, the Fargo-Moorhead Redhawks. Larsen talks about the challenges with attendance, promotions, and how to garner crowds that come back several times over the year. Larsen also talks about what it takes to get into sports, some of the ways in which interns are used by a team in their first job in sports. Twitter: @FMRedhawks

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Tao of Sports Ep. 78 - Nicole Pincus (Director of Corporate Sales, Atlanta Motor Speedway)

2013-03-28
Length: 33s

Nicole Pincus must sell all of her major corporate sponsorship for the Atlanta Motor Speedway on one weekend a year, Labor Day Weekend. Pincus talks about some of the sponsorship opportunities of that NASCAR offers for its fans. Pincus talks about the fan-NASCAR relationship and how that works to ensure corporate sponsorship activation.

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Tao of Sports Ep. 77 - Vern Stenman (President, Madison Mallards)

2013-03-27
Length: 35s

Madison Mallards President Vern Stenman has his work cut out for him. The Mallards are one of the most successful collegiate summer wood baseball leagues in the nation, utilizing several professional team practices in terms of sales and marketing. Stenman talks about the challenges moving forward, as well as the development of two other teams within the collegiate summer wood baseball league, as well as the Madison market. Twitter: @MadisonMallards

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Tao of Sports Ep. 76 - David Higdon (President & Owner, Bakersfield Jam NBADL)

2013-03-26
Length: 34s

The NBADL Bakersfield Jam have an interesting history since the team’s inception in 2006. Jam Co-Owner and Team President David Higdon explains some of the early missteps of the team, along with its resurrection in a unique way. The Jam went from a 10,000 seat downtown arena that they couldn’t fill while losing money, to a 400 seat practice facility in which they now generate a large B2B audience amid no walk-up tickets and a tidy profit. The concept is so new that several NBADL teams are looking to see where the Jam’s experiment is a blue print for the future. Twitter: @BakersfieldJam

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Tao of Sports Ep. 75 - Dr. Barry Kahn, PhD. (Founder, QCue, Inc.)

2013-03-25
Length: 42s

Dr. Barry Kahn founded QCue, Inc., helping foster dynamic ticket pricing’s rise with the San Francisco Giants in 2010. It changed the ballgame, causing front offices to embrace analytics in revenue streams for the first time. Kahn explains how the process of variable pricing works, some of the factors which teams still aren’t doing correctly, and how it can help generate more revenue in a fractionalized world. Kahn does all of this while sitting through the World Baseball Classic at Chase Field, during the Italy vs. USA game. Twitter: @DrKahn

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Tao of Sports Ep. 74 - Ari Kaplan (Manager of Statistical Analysis, Chicago Cubs)

2013-03-24
Length: 44s

Ari Kaplan has been a leading figure in revolutionizing the way that Major League Baseball looks at statistical information. A key leader in the role of analytics, Kaplan has been involved with half of the MLB teams in his 23-year career. Kaplan talks about good data, sampling and the ability to see through the numbers, understanding the intangibles and how to work with great managers to determine scouting and analytic information. Twitter: @AriKaplan1

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Tao of Sports Ep. 73 - Matt Slatus (Director of Corporate Partnerships & Marketing, Camelback Ranch)

2013-03-23
Length: 23s

Matt Slatus has his work cut out for him at Camelback Ranch, the Cactus League Spring Training home of the Los Angeles Dodgers and Chicago White Sox. Slatus has to sell not only against every one of the five professional and two college teams in the Phoenix metro area, but also against 13 other Spring Training competitors, each going after the corporate and luxury entertainment dollar. The fact that Spring Training is less than 10 weeks long also makes things even more complicated. Slatus explains his role with Camelback Ranch as well as working for several years in marketing & sponsorship throughout major and minor league sports. Twitter @MattSlatus

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Tao of Sports Ep. 72 - Dexter Albrecht (Director of Ticket Sales & Promotions, University of North Dakota)

2013-03-22
Length: 25s

At a university where the rival school has won consecutive FCS Football Championships, Director of Ticket Sales & Promotions Dexter Albrecht has managed to push the envelope in collegiate ticket sales. His goal is to continually establish a cohesive ticket sales strategy that ensures UND's success, regardless of whether that is on the football field, basketball court or the ice. Albrecht talks about UND, his time selling tickets for the NHL's Minnesota Wild, and how he got into the business.

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Tao of Sports Ep. 71 - John Mellor (President & CEO, WorkInSports.com)

2013-03-21
Length: 25s

Getting that first job in sports isn't easy, but WorkInSports.com has a few answers on how to do it. Since 2000, company president John Mellor has helped found one of the largest online sports job employment boards in the world. Mellor talks about what it takes to get into the industry, including some of tips on resume, grooming skills and even expectations of the "hockey stick" model. Twitter: @JohnMellor

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Tao of Sports Ep. 70 - Michael Kelly (COO, BCS Championship)

2013-03-20
Length: 30s

Michael Kelly is the newly-hired COO of the Bowl Championship Series in College Football. Charged with operating a unprecedented four-team national championship playoff system, with scores of folks still against the entire BCS voting system in general, Kelly has his work cut out of him. Kelly talks about some of the challenges that he will face upcoming, jumping from the Atlantic Coast Conference as a senior associate commissioner, and where he sees college football headed in the next 8-10 years. Twitter: @MKellyBCS

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Tao of Sports Ep. 69 - Sales Managers Forum (NHL Phoenix Coyotes)

2013-03-19
Length: 43s

The NHL's Phoenix Coyotes have undergone a remarkable transformation in a comprehensive sales effort to prove that hockey can work in the desert. The Forum, a first for the podcast, includes the four Coyotes' sales managers, offers up expertise on the ground floor of the franchise. Guests: Nick Myers (Manager of Group Sales), Lindsay Kray (Manager of Customer Service), Justin Brickner (Manager of New Business Development), and Ian Winklmann (Manager of Inside Sales). Each of the guest offers up a unique view of professional and personal growth within a major league franchise, as well as how to break into sports and stay in after someone gets there.

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Tao of Sports Ep. 68 - Ted Johnson (SVP/CMO, Minnesota Timberwolves)

2013-03-18
Length: 45s

Ted Johnson has made a career out of gathering masses of people to events. Whether that be in his former life as a part of a political machine such as the Clinton-Gore campaign or Minnesota statewide offices, or as the Senior Vice President/Chief Marketing Officer of the NBA's Minnesota Timberwolves. Johnson talks about his career in ensuring brand quality, filling the house during the down times, and how to make a proper marketing effort when attempting to gain footing in a state arena funding fight. Johnson talks openly about some of the ways in which marketing sectors can be opened up further to sports fans in the future.

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Tao of Sports Ep. 66 - Matthew Riley (President, Bakersfield Condors)

2013-03-15
Length: 28s

Bakersfield Condors President Matthew Riley has the task of making hockey cool in the desert. Riley talks about initiating various promotions, including Charlie Sheen Night, taking the Teddy Bear Toss from Canada, and bringing a live Condor to a game only to have the bird break free & sit on the bench for a youtube clip that wound up on ABC’s Good Morning America. Riley talks about the tasks in front of the team in terms of ensuring that Bakersfield is a hockey town despite the arid temperature.

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Tao of Sports Ep. 65 - Bryan Kimbell (VP of Partnerships, Adrenalin)

2013-03-14
Length: 43s

VP of Partnerships & Strategy at Adrenalin, Bryan Kimball has helped some of the largest professional teams in the country realize and re-establish their brand identity with fans. Kimball talks about advertising, fan perceptions, how giveaways can harm a brand’s value, and feel for logos.

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Tao of Sports Ep. 64 - Christine Stoffel (Founder, S.E.A.T. Conference)

2013-03-13
Length: 57s

Christine Stoffel is at the forefront of founding & developing the premier information technology conference in the country for professional teams and college athletic departments. The SEAT Conference has already gained a reputation for engaging IT professionals, working through various issues, as dynamic pricing, WiFi and other technology transform the fan experience at the ballpark.

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Tao of Sports Ep. 62 - Paul LadWig (Sr. Associate AD, Fresno State)

2013-03-11
Length: 32s

Sr. Associate Athletic Director of External Relations Paul Ladwig oversees one of the more dynamic university athletic department revenue streams in the country at Fresno State. Ladwig talks about how the 1990s model of FBS before others made it cool. Ladwig talks about his philosophy on sales, especially reducing the amount of papering the city and how success means team work, thus it starts at hiring the right people.

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Tao of Sports Ep. 60 - Zach Brockman (Sr. Director of Tickets, Myrtle Beach Pelicans)

2013-03-08
Length: 43s

Sr. Director of Tickets for the Myrtle Beach Pelicans Zach Brockman talks about engaging fans and customers long term. Brockman speaks about the methodology behind training his new hires, how as a student of both GameFace, Inc., and Jon Spoelstra’s books, in the world of ticket sales & professional sports.

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Tao of Sports Ep. 58 - Andrew Doeschot (Associate Athletic Director, St. Louis University)

2013-03-06
Length: 41s

Andrew Doeschot has risen through the St. Louis University Athletic Department ranks from his start at the ticket office to his current role as an associate athletic director. Doeschot talks about the ticket sales impact of hiring the late head men’s basketball coach Rick Majerius had on the Billikens. Doeschot also discusses the role of the athletic department within the university’s mission and maintaining expectations while keeping within a budget.

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Tao of Sports Ep. 57 - Ryan McKee (Fan Development Manager, Essendon Football Club AFL)

2013-03-05
Length: 1s

Fan Development Manager Ryan McKee is making every attempt to show Australian Rules Football’s Essendon Club some of the newest promotions to engage fans. McKee talks about his time with the club, the adjustment to the AFL and the country of Australia, as well as discusses his native Canada, detailing his time with the Vancouver Canucks and MLS WhiteCaps.

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Tao of Sports Ep. 56 - Jerry Seltzer (Commissioner, World Skating League)

2013-03-04
Length: 49s

Jerry Seltzer’s father Leo created the sport of roller derby in 1935, but Jerry has carried the legacy as the World Skating League’s Commissioner since Leo’s death in 1978. Jerry talks about some of the different situations in which roller derby managed to draw upwards of 20,000 to 30,000 people to a single event. Jerry also talks about his industry influential decision found BASS Ticketing Systems, eventual working with both Ticketmaster and Brown Paper Tickets. Seltzer discusses how Ticketmaster's issues with Pearl Jam created a backlash in ticketing, resulting in Brown Paper Tickets, which allowed standup comedians like Louis CK and Doug Stanhope to control their own customer base in exchange for smaller service fees. Twitter: @jeryseltzer

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Tao of Sports Ep. 54 - George Stieren (Director of Communications, Miami-Homestead Speedway)

2013-03-01
Length: 38s

George Stieren oversees communications for the final three races in the NASCAR series at Miami-Homestead Speedway. Stieren talks about NASCAR’s involvement with social media, its acceptance of new media, and how to innovate in a world where communication changes daily. Stieren also talks about his involvement with the San Diego Padres organization.

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Tao of Sports Ep. 53 - Brian Killingsworth (VP of Marketing & Brand Strategies, St. Louis Rams)

2013-02-28
Length: 37s

Bryan Killingsworth has one of the most dynamic positions in the NFL today. The VP of Marketing & Brand Strategy for the St. Louis Rams, his task is to alter the perception of each home gameday, reinvigorate fans and ensure a high attendance mark even if the team isn’t winning many games on the field. Killingsworth talks about different marketing & brand affinity concepts he’s employing, as well as his time with the Tampa Bay Rays as Sr. Director of Marketing & Promotions, where the team finally decided to drop the “Devil” from the hometown moniker.

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Tao of Sports Ep. 52 - Russell Wright (Founder, Collegiate Consulting)

2013-02-27
Length: 43s

Collegiate Consulting Founder Russell Wright started out with a simple third-party sales concept for university athletic departments: while other third party sales focused on the big schools, Collegiate Consulting would try to help the small schools as well. Since opening their doors, Collegiate Consulting has serviced over 300 institutions, conferences, and organizations in 45 starts in the U.S., Canada, and the United Kingdom. Wright talks about selling university athletic departments on sales model concepts and the push-back often felt from change.

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Tao of Sports Ep. 51 - Ted Tseng (Director of Sales & Marketing, Denver Outlaws)

2013-02-26
Length: 50s

Director of Sales & Marketing Ted Tseng has his work cut out for him at Sports Authority Field at Mile High. The Denver Outlaws are one of eight teams in Major League Lacrosse but have set massive attendance records in their seven-year franchise existence. Tseng talks about how the Outlaws have engaged non-lacrosse fans to provoke some of the largest attendances in the history of the outdoor sport with upwards of 29,000 or more, and make some of the other local professional teams a little jealous. Twitter: @Tseng44

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Tao of Sports Ep. 50 - Leigh Castergine (VP of Ticket Sales & Service, NY Mets)

2013-02-25
Length: 35s

Mets VP of Ticket Sales & Service Leigh Castergine has been utilizing various promotional opportunities to sell a MLB team & CITI Field to the masses. She talks about the “quiet” section for families with autistic children and her thoughts on selling out the house. Castergine has had a lot of experience with full buildings, also serving in a top sales role for the Boston Bruins, Orlando Magic, Philadelphia 76ers & Flyers during her tenure.

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Tao of Sports Ep. 48 - BJ Pickard (Communications Director, Arena League Football)

2013-02-22
Length: 31s

BJ Pickard operates one of the largest fan engagement operations in professional sports. The Arena Football League's social media efforts rival that of that larger professional leagues, and Pickard discusses where the AFL was in terms of fan support prior to the 2009 lockout and how the AFL has managed to re-engage fans back into the fold since its rebirth in 2010. Twitter: @BJPickard

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Tao of Sports Ep. 46 - Leigh Steinberg (CEO, Steinberg Sports & Entertainment)

2013-02-20
Length: 40s

"Super Agent" Leigh Steinberg has represented some of the biggest athletes in the world of sports. The inspiration for the main character in "Jerry Maguire" and a technical advisor on "Any Given Sunday," Steinberg has represented more than 60 First Round selections of the NFL Draft, including a record eight straight No. 1 overall picks. Now rebooting his representation practice with a NFLPA recertification in the summer of 2012, Steinberg talks about several issues in regard to sports representation, examining several problems facing sport, especially football, regarding CTE & concussion research. Twitter: @Steinbergsports

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Tao of Sports Ep. 47 - Rutger Hoorn (Ticketing Manager, Euroleague Basketball)

2013-02-20
Length: 30s

In Barcelona, Rutger Hoorn oversees ticket sales for Euroleague Basketball's Final Four, which is watched by over 197 million in over 40 countries each May. The Final Four is set to be played in London for the next two years, even though the British are not generally basketball fans. Hoorn talks about the issues facing Euroleague Basketball, some of the differences of American versions European sales models, as well as some of the efforts that the Euroleague is making in order to sell more tickets to their fan base while sharing best practices league-wide.

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Tao of Sports Ep. 45 - Chris Gallagher (VP of Ticket Sales & Service, Cleveland Browns)

2013-02-19
Length: 35s

Chris Gallagher has been helped re-engage a rabid fanbase with its hometown Browns in the last two seasons. Deciding to do his podcast interview while in a vehicle, off the road during a Ohio snowstorm, Gallagher talks about the different promotions, technologies and methods of ensuring quality customer service despite the on-field record whether at the Browns, Miami Dolphins, NHL Panthers. Gallagher speaks on the rigors of moving for the next job, including a stint in New York while reseating fans & high ticket costs in new Yankee Stadium in mid-2009.

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Tao of Sports Ep. 44 - Ross Bjork (Athletic Director, Ole Miss)

2013-02-18
Length: 30s

In less than a year on the job at Ole Miss, Ross Bjork has made a name for himself as its athletic director. His football coach, Hugh Freeze, signed the No. 1 recruit in the nation, defensive end Robert Nkemdiche, only a few months after the team went 7-6 in 2012 compared to a 2-10 in 2011. Bjork details his ideas on leadership during times of highs and lows in an athletic department and talks about some of the major issues facing college athletics, especially those in the Southeastern Conference; particularly the Ed O'Bannon lawsuit with its financial ramifications looming over the NCAA's operations, whether the BCS should split the haves from the haves-nots in several divisions, and how to properly maintain prevent fan expectations from expectations as an athletic director with the reality of the job ahead. Also discussed is Bjork's twitter strategy, why he hasn't logged into his LinkedIn account in over 5 years, the lost art of handwritten notes, and the best practices of networking in the world of college athletics. Twitter: RossBjorkAD

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Tao of Sports Ep. 42 – Steve DeLay (Sports Sales Consultant)

2013-02-15
Length: 40s

He might be considered a ticket heretic by the time listeners are done with this episode. Why? Because Steve DeLay thinks outside the box and provides his opinion contrary to what the norm is. DeLay doesn’t subscribe to the notion of heavy discounting, free tickets or premium items, especially to those single game buyers. A 20-year veteran of sports sales with 1 NBA team, 2 NHL teams, and Mandalay Baseball Properties, DeLay talks about some of his issues with dynamic pricing and whether social media has an ROI.

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Tao of Sports Ep. 41 - Jeff Yocom (Sr. VP Executive Search, GameFace, Inc.)

2013-02-14
Length: 40s

Jeff Yocom leads a staff division focused on finding the next best sports executives in the country for his pro team clients. GameFace, Inc.’s legendary status as a pioneer of training and executive search has created an environment of trust with clients during the placement process. Yocom talks about some of the various models for success, especially good career development and how to ensure sports executives are moving to the right job and not jumping too quick.

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Tao of Sports Ep. 40 - Barry Gibson (VP of Ticket Development, Indiana Pacers)

2013-02-13
Length: 58s

In 17 years, Barry Gibson has amassed a wealth of knowledge on how to sell any type of ticket package. His focus remains on strategy and training of new staff, creating different scenarios in order to ensure that every question is answered by a prospect and no business is not served correctly during the process of a sale. Gibson discusses selling tickets during stints at the Indianapolis Speedway, the Detroit Tigers, The Atlanta Hawks, Sacramento Kings, Durham Bulls, West Michigan Whitecaps and Mandalay Baseball Properties.

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Tao of Sports Ep. 38 - Bill Fagan (Sr. VP/GM, Aspire Group)

2013-02-11
Length: 46s

In 2008, a revolution occurred on the campus of Georgia Tech. The Aspire Group, Inc. became one of the first third-party organizations to assume the ticket selling duties of a college campus. What was viewed originally with skepticism by athletic departments across the nation became the norm in only a few short years. Bill Fagan oversees one of the largest third-party operations and offers up some of the details on how marketing to college sports fans has changed, especially with students, and why proactive ticket selling is important to capture an ever-elusive fan.

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Tao of Sports Ep. 37 - J. Ryan Williams (Sr. Director of Sales Development, AdRoll)

2013-02-09
Length: 27s

One of the newest ways to build ticket retention online is the world of “retargeting.” AdRoll is a San Francisco tech company focused on retargeting that has helped manage several online ticket initiatives for NFL, NBA, MLB, NHL, and MLS franchises. J. Ryan Williams explains exactly what retargeting is and some of the tactics that can be used to generate more revenue out of fans already interested in your product. An added bonus is that he can do the Arkansas Razorbacks “hog call” if you ask him.

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Tao of Sports Ep. 36 - Derek Franks (VP of Sales, Fresno Grizzlies)

2013-02-08
Length: 38s

The Fresno Grizzlies have been one of the most successful franchises in minor league baseball. No small part of that comes from their commitment to sales & promotion, exemplified by Derek Franks and his staff. Franks talks about coming into the franchise right out of college, how the club looks at promotions to the central California area, and some of the various aspects of creating a good sales menu. By the way, if any Grizzlies has information on why a fan keeps inquiring about a certain “Ghostbusters Promotion” that she thinks the Grizzlies are running, Franks would like to talk to them.

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Tao of Sports Ep. 34 - Vince Gennaro (President, Society for American Baseball Research)

2013-02-06
Length: 36s

Vince Gennaro has been president of The Society for American Baseball Research (SABR) since 2009 & has witnessed some of the sweeping changes as Moneyball's influence changed the way those inside the front office's of Major League Baseball teams thought about analytics in general. SABR is set to have its second annual analytics conference in Phoenix, March 7-9, 2013 and Gennaro talks about the role that SABR is having on understanding analytics in sport. Gennaro also speaks about the Baseball Hall of Fame, PEDs, and the historical influence of Jackie Robinson breaking the color barrier. Twitter: @SABR

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Tao of Sports Ep. 33 - Scott O’Connell (Director of Suites & Premium Sales, Minnesota Twins)

2013-02-05
Length: 47s

Scott O’Connell has witnessed many of the changes to Minnesota baseball since the Twins hired him in 1984, including two World Series wins, two different ball parks, and the implementation of CRMs & dynamic pricing. O’Connell talks about the state of ticket sales back in the 1980s, when prospects were overlapped by sales staff several times over and the state of Minnesota sports as new venues come online. As 2012-13 president of the Association of Luxury Suite Directors, O’Connell provides his expertise on the state of the suite marketplace and where he believes it is headed in the next 5-10 years.

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Tao of Sports Ep. 32 - Nic Barlage (VP of Sales & Service, Cleveland Cavaliers)

2013-02-04
Length: 38s

Nic Barlage is part of a fascinating new territory when it comes to the NBA and dynamic ticket sales. Not only do the Cavs dynamically price their seats and/or premium seating, but they also use the same model for their suites while also considering concessions to put in the variable pricing mix. Barlage discusses some of the new enhancements that the Cavs had pioneered, including Flash Seats, which has allowed them to earn the second-highest renewal rate in 2012-13 of non-NBA playoff teams at 89 percent.


A companion to this podcast is a special minicast exclusively for premium subscribers, where Nic Barlage discusses how to implement a proper “pricing communication plan” to a sales staff.

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Tao of Sports Ep. 30 - "Night Train" Veeck (Group Sales Exec., Chicago White Sox)

2013-02-01
Length: 31s

If the name sounds familiar, it’s not your imagination. The Veeck moniker is almost a baseball legend thanks to the efforts of Night Train’s grandfather (Bill) and his father (Mike). But Night Train is no slouch himself, the man learned his crazy minor league marketing as part of The First Family of Fun, working for the family’s Charleston RiverDogs as their sales manager/promotions for 12 years, working everywhere from sales, promotions to the grounds crew and gameday operations. Now at the Chicago White Sox, a franchise that his grandfather once owned, Night Train is a group sales executive with a rising future. Night Train discusses his family history, the story behind his nickname, and what the fans really want when they go to a ball game. Twitter: VeeckAsInWreck


A companion to this podcast is a minicast exclusive to premium subscribers, where Veeck talks "Online Competition"

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Tao of Sports Ep. 28 - Pat O'Conner (CEO/President, Minor League Baseball)

2013-01-30
Length: 37s

Pat O'Conner presented a revolutionary plan for minor league baseball's 160 teams at the 2012 Baseball Winter Meetings. Dubbed "Project Brand," the mandate aims to change how all of the teams market themselves nationally to 5-10 corporate sponsors. O'Conner talks about some of the goals of Project Brand, of how it will effect each team's marketing, revenue streams, and his belief in the "power of one." O'Conner discusses the role of the Player Development Contract Agreement with Major League Baseball which lasts until 2020 in why Project Brand is key to implement within the next year as well as how both MiLB and each minor league team will have to work together continuously to put forth the best possible activation for any corporate sponsor sold.

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Tao of Sports Ep. 27 - Andrew Silverman (Sr. VP of Sales & Service, Miami Marlins)

2013-01-29
Length: 25s

One of the top baseball sales minds in the country is Andrew Silverman. He’s been with four different professional teams; Director of Tickets with the Anaheim Angels; Vice President with the Columbus Blue Jackets; Executive Vice President with the Texas Rangers; and now Senior Vice President of Sales & Service with the Miami Marlins. Silverman knows the ticket game well, discussing dynamic pricing, season & packages sales, smaller ballparks of the future and gives his thoughts on the secondary market, which he sees as the biggest challenge to professional teams.

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Tao of Sports Ep. 26 - Scott Frasnelly (Director of Business Growth & Development, ECHL Hockey)

2013-01-28
Length: 43s

Scott Frasnelly is responsible for the ECHL's new corporate sponsorship agreements and attempts at continually branding itself as the premier AA hockey league in the country. Frasnelly oversees the ECHL's 23 teams, examining how to help each sales staff maximize growth in their marketplace. Frasnelly understands intimately what each team's sales staff is going through, a former member of three of the team's sales staff, rising up to CEO of the San Francisco Bulls prior to joining the league office. Frasnelly talks candidly about the state of the league, where it needs to go, and how corporate sponsorship revenue has changed for all sports teams following the 2008 economic crash.

A companion to this episode is a minicast, available to premium subscribers, where Frasnelly speaks about developing "Marketing Plans" for teams.

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Tao of Sports Ep. 24 - Jeff Higgins (Assoc. Athletic Director/Marketing, UNLV)

2013-01-25
Length: 1s

Jeff Higgins talks about UNLV athletics broadscope through the lens of a marketer, especially how the college basketball & football competes on the Vegas landscape amid the casino industry of The Strip. How does a Division I FBS school sell its product with an entertainment center of free tickets and multi-million dollar marketing budgets? Higgins discusses his time as an NCAA compliance investigator as well as working as a criminal defense attorney for five years, including Death Penalty cases.

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Tao of Sports Ep. 4 - Ken Troupe (KT Marketing)

2012-11-06
Length: 49s

Ken Troupe has 18 years of professional sports experience and was willing to come on the podcast with Troy, talking about some of the newer technologies that have enhanced the sales portion of the sports industry. Troupe is a consultant for several sports franchises, currently the NHL's Phoenix Coyotes, and co-hosts a twitter conversation #social4tixsales about new ticket sales ideas with some of the industry's top performers. From 1996-2008, Troupe work for the Texas Rangers' franchise, moving up from account executive to Sr. Director of Ticket Sales by the end of his tenure. The conversation goes into various areas of how exactly a franchise can generate revenue, have a staff that builds a customer base in the right ways and what operations can do to survive as well as grow in the new economy.

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Tao of Sports Ep. 1 - Matt Harper (Univ. of Oregon Duck Tix)

2012-10-21
Length: 49s

Matt Harper serves as the general manager of The University of Oregon's Duck Tix, an in-house out-bound ticket sales division within the UO athletic department. Harper's extensive experience in ticket sales includes work at IMG-Learfield, Disney Wide World of Sports, & Seattle University Athletics. Harper sits down with Troy Kirby to talk selling philosophies, customer care, season ticket holder retention, and some of the misconceptions of the ticket sales arena. A companion to this podcast is a 11 minute minicast (available exclusively to FREE iOS podcast app subscribers), where Harper discusses leveraging ticket sales and other topics.

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The Tao of Sports Podcast – The Definitive Sports, Marketing, Business Industry News Podcast

Sports Revenue Analytics veteran Troy Kirby interviews the team behind the teams in Front Offices and Athletics Departments throughout the world, revealing an industry of specialists and minds unseen by the local or national media. Examined in this podcast are current or long-standing industry topics; tickets, business, analytics, moneyball, revenue, finance, economy, sales and jobs of the NCAA, NFL, MLB, NBA, and NHL. Also included are topics surrounding third party vendors, sports business, revenue, marketing, mentoring interns, facilities, managing employees, as well as how to not only break into sports, but stay in the industry long-term. The often-invisible side of the industry is where the Tao of Sports Podcast attempts to pull back the elusive curtain, providing information both to industry insiders and those who want to work in sports.

The Tao of Sports Podcast – The Definitive Sports, Marketing, Business Industry News Podcast


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