The Inches: A Podcast About Sports Sponsorship
The Inches is a podcast about how digital is changing sports sponsorship and marketing. Each week, hosts Nick Lawson and Rich Franklin discuss the challenges and issues faced in sports and event sponsorship. Nick is co-founder of SQWAD, a digital sponsorship activation company, while Rich has over 30 years of sponsorship sales experience and works with Oak View Group, Acrisure Arena, and the AHL Coachella Valley Firebirds. Together they explore the toughest aspects of the sponsorship business and how teams can drive ROI and engagement.
Episodes
Rookie & The Vet: The Value of Impressions VS. Results in Sponsorships
Let's face it, historically the sponsorship world has been primarily built on impressions. The opportunity to BE a part of game day, usually with a logo or on field/court/ice activation.BUT the rest of the advertising world has shifted to a performance model. Results are everything in building your budget.So where do we go from here in the sponsorship world. How do we adapt?On this episode, w
Rookie & The Vet: Chatting Challenger Sponsorship Sales with Phil Andrews of US Fencing
Sponsorship sales is hard enough. In a challenger sport, the deck is stacked against you, usually smaller audiences, less brand recognition, tighter budgets.So how do the best in the game still win?Today, Phil Andrews, CEO of USA Fencing, hands us the blueprint. We break down how to build a rock-solid foundation in challenger-sport sponsorships, the strategies that actually move deals forward, and
Rookie & The Vet: A Sponsorship World Cup Postmortem
The World Cup hit the US (and world). It is said to be the most successful financial World Cup of all time.But who won the sponsorships battle? And how did teams and sponsors keep up with the momentum after the confetti fell?On this Episode, we dive into our thoughts on the sponsorships side and momentum of the World Cup for brands and sports teams.-----The Inches Podcast is a podcast that looks a
Rookie & The Vet: How Timing Affects Every Part of your Sponsorships
Timing is everything in sales. Making sure that you are there when the customer needs you the most. Finding the right timing for recaps. All the way to giving your promotion enough time to work.On this episode of The Inches, we dive into specifically how you can infuse timing into your sponsorship strategy and playbook for success.-----The Inches Podcast is a podcast that looks at sports & eve
Rookie & The Vet: Less is More in Sponsorships
More inventory. More reach. More sponsors....more revenue?Not always.In this episode, we dive into why less can be more in sponsorships, and how you can drive the same revenue with less...but make it more meaningful for sponsors.-----The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affecting the industry and landscape. Hosted by Rich Franklin, VP of P
Rookie & The Vet: Selling Sponsorship when you don't own your Stadium
Many times, we don't own the building we play games in. For sponsorship, that means it can limit how we activate and sell.So how can we get past that to maximize our value and sales for sponsors.On this episode, we dive into ways you can creatively still create value in venue, even when you don't own the building.-----The Inches Podcast is a podcast that looks at sports & event spons
Rookie & The Vet: What NASCAR can teach us about Sponsorships
We've talked about it a ton on this podcast. Sometimes the best inspiration comes from seeing sponsorships outside of your own sport. Sometimes, it involves jumping out of your whole sporting event structure.On this episode, we dive into NASCAR and what we can learn for how the sport and organization activates brand sponsors on race day.-----The Inches Podcast is a podcast that looks at sport
Rookie & The Vet: The Pricing Gap in Sponsorships
The price of sports sponsorships have gone up dramatically over the last 10 years. Which makes sense. Sports have never been more popular and viewed.But what does this mean for the whole ecosystem? And how might smaller teams take advantage of this?In this episode of The Inches, we dive into conversation around how high prices means a fragmented market, and how your brand or team can navigate it.-
Rookie & The Vet: Notes from Coachella Activations for Sponsorships
Coachella & Stagecoach, 2 concerts that consume the city of Indio in the Coachella Valley. The city almost doubles in size across 2 weekends.Brands notice...and they put their creative hats on to stand out and activate.So what can we learn in sponsorships from these activations?Luckily we have boots on the ground with Rich Franklin, and on this episode of the Inches we dive into what he's
Rookie & The Vet: The Slow Death of Passive Sponsorships
The sponsorship model is shifting. Brands want engagement, data, and proof - not logo placements. Not passive inventory.So why do most of what we sell in sponsorships consist of logo placement?In this episode, we dig into why passive sponsorship assets are dying, what's replacing them, and how your team can get ahead of the curve before your next renewal conversation.--The Inches Podcast is a
Rookie & The Vet: Talking Digital with Alex Kopilow
We all know digital inventory is a must have in any sponsorship department today.But how can you build it? How do you price it? How do you manage it successfully?On this episode we have Digital Sponsorship vet and expert Alex Kopilow from SponCon to answer all those questions and more.Check out Alex's sponsorship newsletter, SponCon. A must subscribe in the industry.https://sponconsports.beeh
Rookie & The Vet: Turning Global Sport Events into Local Sponsorship Revenue
It's a big year in sports. Winter Olympics, Summer World Cup, and global events that ignite entire countries.These events build emotion; brands want to be a part of them.But how can your local sports team funnel that excitement into authentic sponsorship opportunities?On this episode of The Inches, we dive into how your team can transform national excitement into big wins for your local spons
Rookie & The Vet: Jersey Patches...How do we sell them/do they belong?
The new inventory sweeping sports in the U.S. over the last decade...jersey & uniform patches.A great awareness piece, but what is the actual value? And how can you make sure that it doesn't clash with the nostalgia of sports?On this episode, we dive into how your team should be thinking about your next jersey patch sale and the brands you pitch to.--The Inches Podcast is a podcast that l
Rookie & The Vet: Our 2026 Sponsorship Predictions.
The new year brings new trends, new things to pay attention to as our industry evolves.We'll never be 100% right, but each year we dive into our predictions for the 2026 year in sponsorships.In this episode, come along with us as we shell out 6 predictions for the sponsorship industry in 2026.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is aff
Rookie & The Vet: Managing Your End of the Year in Sponsorship for Success
The year is winding down. Out of office posts are on the rise. It's a great time to relax and enjoy a bit of a break.But what are a few things that you can do as the year winds down in sponsorship to help jumpstart the 2026 year?In this episode, we dive into 5 things you can do these last weeks of the year to put yourself in a position to thrive as we kick off the new one.--The Inches Podcast
Rookie & The Vet: Insights on Sponsorships from a Premium Event
Premium events are where sports pull out all the stops—energy at a peak, fans fully immersed, every moment engineered to feel unforgettable.But what can teams learn from these marquee moments and apply to their own game-day experienceThis week on The Inches, we dive into a recent visit to the F1 Las Vegas experience and takeaways that can maximize your experience at your own games.--The Inches Pod
Rookie & The Vet: Selling OT & Extra Innings in Sponsorships
We call it free sports. It's overtime, it's extra innings, it means the regulation game time you paid for just got extended.Most of the time, it is one of the most exciting moments in sports.But should that just be a 'given' for sponsors? Or can you sell into this unique space?This week, we dive into how your team can sell overtime assets and the value it can bring to your bran
Rookie & The Vet: Selling your Team's Super Power to Stand Out in Sponsorshops
When you aren't the big dog team in sponsorships, it can feel like you get left out of considerations, meetings, and dollars.So how can we build a strategy to stand out?In this Episode, we dive into a listener question to talk through finding your team's unique edge, building stories around it, and executing it into your sales with brands.--The Inches Podcast is a podcast that looks at s
Rookie & The Vet: The Minor League Focus in Sponsorships
In sports sponsorship, there is usually a big breakdown between minor league and major league teams. Each has its unique benefits and advantages when it comes to selling and buying sponsorships.But what are those advantages for Minor League teams? How can they get the big brand dollars?This week, we dive into how your Minor League team can compete and how your Major League team can take a note fro
Rookie & The Vet: the VICE Category Episode
We have our 'normal' categories. Your Car brand, QSR, Bank, etc., that we all sell into. From an optics & legal perspective, they are all pretty 'safe'.But then, there are those categories that toe the line. That sometimes operates in that grey area.These are our Vice industries.In this episode, we dive into how to manage, de-risk, and align on how you can sell and manage t
The Rookie & The Vet: Managing Licensing in Sponsorships
Your Logo & team IP has value. It is a connection to the relationships you have created with your fan base.So how can you carefully and properly monetize?In this episode, we dive into Licensing and how your team can add them to your sponsorship packages for maximum value.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affecting the industry and
Rookie & The Vet: The Off-Season Magic
Off-season, it's a time to regroup, reflect, and take a bit of a break. Right?Yes, absolutely...but there is also an opportunity to drive more engagement, connection, and revenue for your partners.In this episode of the Inches, we dive into 4 ideas that you can easily execute to help drive more connection and revenue for your sponsors in the off-season.--The Inches Podcast is a podcast that l
Rookie & The Vet: How to close Luxury Brands in Sports Sponsorships
We all know the common categories in sponsorships: QSR, dealerships, tires, etc.But what about that next step up, luxury brands? How can we close those...or even get them to care about our team and sponsorship assets?In this episode, we dive into the strategy your team can execute to find, pitch, and close luxury brands. You'll even find some luxury categories you never knew about.--The Inche
Rookie & The Vet: The Shift to Less in Sponsorships
Trends come and go. But when enough major brands start pulling back on the volume of assets in their sponsorship deals, it’s worth paying attention.In this episode, we explore a critical shift in sponsor behavior: a move away from bloated asset lists toward lean, high-performing campaigns. Brands aren’t looking for more inventory—they’re looking for impact. And that requires a different mindset fr
Rookie & The Vet: Sponsorship & AI - The Brand Angle
We're back at it, diving into the thing shaping our industry. Artificial Intelligence.This time, how are our sponsors and brands using it to measure and evaluate your execution and results?In this episode, we dive into what we're seeing in the industry from a brand perspective and what it means for your property.--The Inches Podcast is a podcast that looks at sports & event sponsorsh
Rookie & The Vet: Selling Sponsorships in a Crowded Market
We've all done it (hopefully). You take a job in a market where you aren't the biggest fish in the pond...or even the 4th biggest.But we still have a property that brings value. So, how do we convince brands when there are bigger entities they can invest in?This week, we dive into a listener question about selling sponsorships in a crowded market and how creativity can take you over the
Rookie & The Vet: Sponsorships & Artificial Intelligence
AI is transforming every industry—and sponsorship is no exception.In this episode, we unpack how artificial intelligence is reshaping the future of sponsorships. From smarter audience targeting to predictive analytics and real-time campaign optimization, we explore the real ways AI will impact how brands build partnerships, prove ROI, and connect with fans.If you work in sponsorship or brand partn
Rookie & The Vet: 2025 Sponsorship Predictions Review
At the start of each year, Rich and Nick share their bold predictions for the trends shaping the sponsorship industry. Now that we're halfway through the year, it's time to check in—what’s holding strong, what missed the mark, and what surprised us?In this episode, we revisit our January picks, break down what’s actually happening in the field, and share what to watch next as the sponsor
Rookie & The Vet: Selling Sponsorships as a Niche, Local Sport
What happens when your sport isn’t on ESPN… but still has a die-hard community?Should you just stick with local sponsors? How can you unlock those bigger deals?We had a great listener question come in this week on this very topic.In this episode, we dive into the unique challenges and untapped advantages of selling sponsorships for niche and local sports. From roller derby to motorcycle racing, we
Rookie & The Vet: The No Topic Episode on Sponsorships
When Rich & Nick started the Inches, it came from chats on sponsorships in Rich's office below Memorial Coliseum in Portland, OR.We would dive into all topics, sponsorships, and sports business with no agenda.Well, this week on The Inches, we decided to take it back to where we started...with no topic.We dive into topics ranging from youth sports investments, the growth of the women'
Rookie & The Vet: When Brands Try Sponsorship Infiltration
If you work in sponsorships, it will happen. A brand doesn't want to sponsor your team directly...so they creatively try and reach your fans without the partnership.How do you prevent this from happening? How can you stop a brand from hijacking the most valuable asset you have as a sponsorship department...your ability to deeply connect with fans?In this episode, we dive into how to identify,
Rookie & The Vet: The Real Value of Sponsorship Entitlements
Sponsorship entitlements are among the most prized assets in our inventory—powerful tools that tie brands directly to the fan experience. But what are they really worth? And how do you sell them without underselling their impact?In this episode, we break down the true value of entitlements, how to position them, and smart strategies to manage and monetize them effectively. Whether you're sell
Rookie & The Vet: Managing Economic Turmoil in Sponsorships
When the Economy Shakes, How Do You Keep Sponsors Steady?Economic downturns aren’t new—and they’re not going away. But when budgets tighten and uncertainty rises, your sponsorship revenue doesn’t have to take a hit.In this episode, we explore proven strategies to maintain sponsor confidence, protect budgets, and even grow partnerships during turbulent times. From messaging shifts to value re-frami
Rookie & The Vet: Back at it with Sponsorship Inventory Management
Are you selling the emotion of sports—or just space on a banner?Sponsors crave passion, loyalty, and excitement—but what they’re really buying is the inventory that gives them access to it.So, how do you make sure your sponsorship assets are actually delivering? And how can you confidently say they’re working?In this episode, we break down how to manage, audit, and optimize your sponsorship invent
Rookie & The Vet: Reach vs. Frequency in Sponsorships
In sponsorships, numbers define our worth—but are all numbers created equal?Does the real value for sponsors come from reaching the largest audience, or is it about engaging the same fans more often?In this episode, we break down the impact of reach vs. frequency, how each influences sponsorship ROI, and how your team should be leveraging them to maximize value.--The Inches Podcast is a podcast th
Rookie & The Vet: Diving into SuperBowl Ads 2025
$800M+ was spent on Super Bowl ads this year. That is an insane amount of money to reach probably one of the most captivated audiences in sports.So, were they successful?In this episode, we delve into the standout & dud commercials from Super Bowl LIX.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affecting the industry and landscape. Hosted b
Rookie & The Vet: Overcoming the 'No Budget' Objection in Sponsorships
If you are in sales, you've been met with this objection. You gave the pitch, you got the proposal ready, then right before it's time to sign...you get this objection;"I don't have the budget".In this episode of The Inches, we dive into how to work through this objection with your prospects, and how you can set up your sales meetings to make it less likely to come up.--The
The Rookie & The Vet: 3 MUSTS for Sponsorship Activations
Gone are the days when a simple logo slap was enough. Today, sponsors expect real fan engagement—activations that create memorable connections.But how do you ensure your activations actually work?In this episode, we break down the three critical questions you must ask to guarantee your activations drive value for both your team and your sponsors. Tune in to learn how to create experiences that go
Rookie & The Vet: 2025 Sports Sponsorship New Year's Resolutions
It's 2025, the new year. A fresh start to reset, refocus, and refresh your sponsorship strategies going into 2025.Each year, Rich and Nick discuss five resolutions you should make in the new year as you continue to grow in the sponsorship industry.In this episode, we dive into the 5 we have for 2025.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital
Rookie & The Vet: 2025 Sponsorship Predictions
We're back at it with our predictions for 2025 in sponsorships. A staple episode for the Podcast.In this episode, we'll dive into 5 predictions we see as most vital for the sponsorship industry for 2025.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affecting the industry and landscape. Hosted by Rich Franklin, VP of Partnerships at the
Rookie & The Vet: 2024 Sponsorship Resolutions Review
Each year we dive into our sponsorship resolutions on the podcast. The question becomes, did the industry keep up with the resolutions we set?In this episode, we dive into our 2024 resolutions and see how the industry held up as we round the year out.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affecting the industry and landscape. Hosted by Ric
Rookie & The Vet: 3 Ready to Launch Sponsorship Activation Ideas
Coming up with ideas for sponsorships can be a bit challenging. We constantly want to create the activation that will bring value to the sponsor...and wow them at the same time.In this episode, we dive into 3 activation ideas you can implement TODAY with minimal investment to move the needle for that partnership you are struggling with.--The Inches Podcast is a podcast that looks at sports & e
Rookie & The Vet: 30 Day Plan after you've closed a new Sponsor
You did it, you signed that new sponsor. The ink is still wet on the contract.What you do immediately afterward sets the foundation for the rest of the relationship. In this episode, we dive into a 30-day plan your team can implement to ensure your new sponsors and team are ready for their activation while building the new relationship.--The Inches Podcast is a podcast that looks at sports & e
Rookie & The Vet: Talking Relationships with return guest Jon Grove
Relationships are the foundation of any sales position. But authentic sales are the key.So how can we maintain and keep authentic relationships with the people we look to work with and sell to?This week we have the return of a great guest, Jon Grove, to chat through the importance of building and maintaining authentic relationships in sponsorships.--The Inches Podcast is a podcast that looks at sp
Rookie & The Vet: How to re-engage after a sponsorship prospect tells you 'NO'
You aren't going to close every sponsor you talk to. It's just a part of the sales job.We will get a lot of 'No' answers.But, that doesn't mean the deal is totally dead. We can still re-engage them for a future deal.So how can we do that authentically?In this episode, Rich & Nick dive into the process of cultivating a No throughout the season to have a better chance to
Rookie & The Vet: Resources for Learning in Sponsorships
We have to constantly be learning in the sponsorship industry. But not just on 'sponsorship' content. It's important to stay open-minded to advice and resources from other industries that we sell into.But where can we find them?In this episode, we dive into our go-to learning resources that we lean on each day and week to keep up with our clients and sponsor's needs.--The Inche
Rookie & The Vet: Diving into Innovation in the Sponsorship Industry
The only thing constant in this world is change. Innovation drives change every season.But how can you harness innovation in sponsorships? And what are we looking at to come next?In this episode, we dive into innovation in the sponsorship industry and how your team can tackle the trends that come.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affe
Rookie & The Vet: How to maximize & sell 'off the shelf' activations to sponsors successfully
We all have those trusted, off-the-shelf activations that are proven to work for certain sponsor categories. But is it enough to just pull them off the shelf and sell them as-is? And how can you effectively sell them across different industries?In this episode, we dive into a listener question about how to creatively customize your go-to activations to deliver more value and stand out to your spon
Rookie & The Vet: When Your Proposal is Off the Mark
Our goal in sponsorship is to find the right balance between what we charge and the value it brings to the partner.But what happens when we are way off the mark? In this episode, we dive into what to do when your proposal is not quite what the sponsor was expecting, and how to navigate that conversation to find a fit.--The Inches Podcast is a podcast that looks at sports & event sponsorship an
Rookie & The Vet: 3 Trends in Sponsorships for the second half of 2024
Sometimes the best way to see & confirm what's happening in the sponsorship industry...is to head to the bar.Connecting with other people working and prospecting deals can help drive our strategy.In this episode, we explore three key trends we've identified through conversations with industry executives. Join us as we dive into what's shaping the future of sponsorships.--The Inc
Rookie & The Vet: Managing Sponsors who are Impatient for Results
In any advertising, results take time. Especially when the buying cycle is long for a sponsor.So how can we manage our sponsor's expectations when they grow impatient for results?This week, we dive into how you can ensure that you and your sponsor are on the same page for results and a timeline to reach them.--The Inches Podcast is a podcast that looks at sports & event sponsorship and ho
Rookie & The Vet: How to successfully build holidays into your sponsorship packages
Holidays have become a staple in sports. From the 4th of July baseball and soccer matches to Christmas being a battle for viewership between American football and basketball.But how can we build them into our sponsorship packages to bring value?In this episode, we dive into how you can maximize the value of your more popular holidays...as well as some of the less-known ones.--The Inches Podcast is
Rookie & The Vet: Building Championship Inventory into your Sponsorships
Playoffs aren't promised...and championships for most teams are a rare privilege.So how can we make sure we're ready as a sponsorship department for when our team gets there?On this episode of The Inches Podcast, we dive into the 3 Do's and Don'ts of sponsorships when it comes to playoffs and championship games.--The Inches Podcast is a podcast that looks at sports & event
Rookie & The Vet: Getting internal buy in from other departments
Many times in sponsorship, we need buy-in from other departments to execute the packages we sell. Whether it's the social media team, facilities, or even game ops...we need them to help and authorize the items we sell.So how can we get them on board with what our sponsors want and need?In this episode, we dive into some ways you can get that internal buy-in before you close your additional s
Rookie & The Vet: Finding Great Sponsorship Prospects In Unusual Places
We've all been there in prospecting. We either have hit a rut...or we're plateauing and struggling to find new business.So where can we find those diamonds in places that few salespeople would look?In this episode, we dive into a few areas and strategies to help you get out of the new business rut while opening new market segments for your sponsorship team.--The Inches Podcast is a podca
Rookie & The Vet: How to deal when a sponsorship pitch/meeting goes bad.
We've all been there. You went into the pitch with a great plan, a great package, and a great feeling this will be a win with a new prospect.And then, it falls flat. You get those stares, frowns, and bewildered looks throughout the presentation.So how can you adjust to potentially save the deal?In this episode, we dive into a few tweaks you can make to ensure that even if a meeting goes sout
Rookie & The Vet: Maximizing sponsorship inventory in your offseason
When we are in season and have full stadiums is normally when sponsors are looking to reach our fans. It's where most of our sponsorship inventory lives.But what about the off-season? How can we maximize our revenue with off-season events WHILE avoiding oversaturation?In this episode, we dive into the perfect ways your team can look at and activate your off-season for sponsors new and old.--T
Rookie & The Vet: How to break into a Sports Sponsorship Job if you are Outside the Industry
You want to work in sponsorships...but the problem is you have been working in another industry for the last 5 years.So how do you make the jump into the industry if you don't have any direct sports sponsorship experience?In this episode, we dive into how you can make the industry switch...and even how to think about hiring an applicant who is outside the industry as a current sponsorship hir
Rookie & The Vet: The Rise of Women's Sports and it's Effect on Sponsorships
With this year's NCAA WBB March Madness, we are seeing the exciting sports and players getting the distribution and attention they deserve. The result is an explosion in viewership rates and popularity.So how will this affect the sponsorship industry as a whole?In this episode, we dive into how we see the sponsorship industry shifting with the addition of another major player in the sports la
Rookie & The Vet: How to Run Successful Recap Meetings in Sponsorships
Recaps are a part of life in sponsorships. Your sponsors paid you money for a service, now it's time to show them the results & value.But are you doing recaps in a way that builds confidence and future business?In this episode of The Inches, we dive into sponsorship recaps and how your team can build a strategy that drives trust with your sponsors.--The Inches Podcast is a podcast that lo
Rookie & The Vet: The Logo Slap Episode
We've all heard the term in sponsorship, Logo Slap....It's a vivid term used to describe simply putting a sponsor logo on an asset and calling it a day, hoping fans will notice it in the stadium.Brands hate it. So why is it so prevalent in our space?In this episode, we dive into what Logo Slap is, why it doesn't work, and how your team can combat it to drive results for your sponsor
Rookie & The Vet: Diving into our BEST & WORST Moments in Sponsorships
When you're in the sponsorship world for long enough, you will have some great days that make you proud, and some worst days that have you rethinking this industry.So what have our best & worst times been?In this episode, we dive into moments in our sponsorship journey, both good & bad, and what we learned from them.--The Inches Podcast is a podcast that looks at sports & event sp
Rookie & The Vet: 2024 Super Bowl & Sponsorship Episode
Love this episode each year, and 2024 SB brought some interesting items and trends.On this episode of The Inches, we dive into how RIch & I saw the Super Bowl this year from a Sponsorship lens.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digital is affecting the industry and landscape. Hosted by Rich Franklin, VP of Partnerships at the Coachella Valley
Rookie & The Vet: How to manage problem clients in sponsorships
We've all had them. Sometimes great clients will turn into problem ones quickly. It is always on us in sponsorships to help guide them through the tough positions they sometimes put us in.But how can we specifically do that for each type of difficult client?In this episode, we dive into Rich's four most common problem clients we see in sponsorship and how to manage each to success for bo
Rookie & The Vet: Staying Connected with Sponsors after the sale
You did it. You closed that prospect. Now they are a bonafide sponsor of your team. The work is over now...right?Nope. In partnerships, it is critical to stay connected with them throughout the year if we want a shot at keeping their business.But what are the best ways to do so without feeling transactional?On this episode of The Inches, we dive into a few key ways you can authentically stay conne
Rookie & The Vet: How To Successfully Do Prospect Research In Sponsorship
Research in sales is key. We can't go into a pitch with little to no understanding of our prospect's business or vision.But how much is too much research? When does it become overkill?We dive into a listener's question to answer how to think about and execute successful research on your prospects in sponsorship.--The Inches Podcast is a podcast that looks at sports & event spons
Rookie & The Vet: Our 2024 New Year's Resolutions for Sponsorship
New Year's Resolutions are a funny thing. While a great way to reset the year, we also somewhat look to predict what is important to us for the upcoming year.So what about sponsorship in 2024?Here are our biggest resolutions for 2024 that your team should be looking out for to increase your results in the sponsorship industry.--The Inches Podcast is a podcast that looks at sports & event
Rookie & The Vet: Navigating Long Term Contracts in Sponsorships
In sponsorships, our job is to generate revenue for our organization through the value we bring to brands.Long-term contracts help us guarantee that revenue across multiple.But how can we drive more long-term contracts with our sponsors? Even better, can we get our 1-year contracts to sign long-term ones?In this episode, we dive into the ins & outs of long-term contracts and how you should be
Rookie & The Vet: 3 Must Ask Questions to Help Set Sponsor Expectations
If we can't understand what a sponsor is measuring us on, how can we expect to drive results for them?Many times though, they won't come out with it. We have to be able to drive the full picture of their expectations for the partnership out of them.On this episode of The Inches, we dive into 3 questions you should be asking before every partnership begins to help you maximize results and
Rookie & The Vet: How to think about in-kind/trade in sponsorships
Trade & in-kind is a part of sponsorship life. And while there can be some benefits to receiving them, there can be consequences if you take too many of them.But how can you manage expectations when your prospect offers up trade instead of cash?In this episode, we dive into how to handle in-kind offers from sponsors, and a few ways you can monetize if you do take them.--The Inches Podcast is a
Rookie & The Vet: How to Tweak your Follow-Up Strategy to Close More Deals
They say it takes 7-10 touchpoints to close a prospect on average. But lately, it seems like follow-ups have fallen flat in sales strategy.So how can you tweak your strategy to make sure your follow-ups don't make you feel like a pest?In this episode, we dive into the perfect follow-up strategy and mindset you can follow to close more deals with sponsorship prospects & renewals.--The Inch
Rookie & The Vet: How to Deal with Sponsor Misalignment
Whether it is on ideals or outcomes, our sponsors must be aligned with our team and fanbase before we sign them.But what happens if we find misalignments for a prospect? What if it is a huge deal financially for our team?In this episode of The Inches, we dive into how to handle sponsor misalignment and how you can work through the roadblocks.--The Inches Podcast is a podcast that looks at sports &
Rookie & The Vet: Qualitative VS. Quantitative Results for Sponsors
Knowing your sponsor's goals for the partnership is the first and most vital part of the prospecting process.But what if the goals they express are all qualitative? What if all quantitative? How do we ensure we are focusing on the right things to make sure that their partnership is a success?In this episode, we dive into how you can uncover both qualitative and quantitative goals from your pr
Rookie & The Vet: Diving Into Casino & Gaming Partners with Jose Garcia
Gaming & casino sponsorship is one of the fastest-growing verticals in our industry.But what do they look for when it comes to sponsoring sports properties?In this episode, we dive in with gaming industry vet Jose Garcia to peel back the curtain when it comes to how he thinks about and buys sponsorships in sports.--The Inches Podcast is a podcast that looks at sports & event sponsorship an
Rookie & The Vet: Reaching the right person in sponsorship sales prospecting
You have a list full of potential sponsors and brands. You're excited to get started reaching out...but then it hits you.You don't know who the right person to reach out to is. How can you make sure you are contacting the right person to say yes?In this episode, we dive into how to identify the right person/ people to contact when reaching out...and a strategy to reach multiple decision-
Rookie & The Vet: How to Handle Unsold Inventory in Sponsorship
If you're in the sponsorship industry, you've been there. The season is fast approaching and you have that outfield sign unsold.So what's the game plan to get value from it?This week, we dive into a game plan on how to manage your unsold inventory to come out on top before the season starts.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how digita
Rookie & The Vet: How To Segment Prospecting In Sports Sponsorships
Being efficient and effective in your off-season sales prospecting is a foundation for hitting your goals in sports sponsorship. A bad plan or execution can leave you with missed revenue.So how can you make sure that you are spending your time wisely each prospecting season?In this episode, we dive into how segmenting your prospecting can help you close more deals this sales season.--The Inches Po
Rookie & The Vet: How to structure your initial sales meeting in sponsorships
You've done the work, made the calls, and got your first meeting with a prospect in sponsorship.But how can you make sure that the initial pitch meeting leads to a close?On this episode of The Inches Podcast, we dive into a winning structure for your sales meetings to help drive more revenue for your team.--The Inches Podcast is a podcast that looks at sports & event sponsorship and how d
Rookie & The Vet: Diving into a younger perspective on sports with Andrew Rush
As sports teams, making sure we understand the viewing and consuming habits of the next generation of sports fans is vital.The only way we can understand is by creating a dialogue with them.On this episode of The Inches Podcast, we dive in with Andrew Rush, a college student majoring in Sports Management, on his consumption habits as a fan and where he sees shifts in the industry coming.--The Inch
Rookie & The Vet: Talking Sponsorship Analytics & Valuation with Joe Casey
How the heck do I evaluate my sponsorship assets? What are they worth? Am I charging too much? Not enough?Thankfully, we have the perfect person to answer those questions as a guest this week. Joe Casey, Senior Director, Analytics, Research, & Valuation at Oak View Group, joins the podcast to dive into all things Sponsorship Valuation.--The Inches Podcast is a podcast that looks at sports &
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