Podcast appearances and mentions of steve delay

Send us Fan MailMost group sales reps are order takers. The buyer asks for a date, the rep says yes, and the marquee game ends up at 55% capacity while groups scatter across midweek nights with no draw. In Episode 170 of the Sports Marketing Machine Podcast, Jeremy Neisser closes out the Group Sales 101 series by breaking down the most strategic piece of the puzzle: building an A / B / C game calendar before the season starts, leading every conversation with marquee dates, and using groups as an attendance strategy — not just a revenue line. This is the mindset shift that turns a good group sales department into a great one.KEY TOPICS COVERED:• Why "what date works for you?" is a strategic mistake, not a customer service win• A real example of a fireworks game sitting at 55% capacity while groups landed on midweek nights• How to build an A / B / C game calendar before the season starts and tape it to every rep's desk• What qualifies as an A date (fireworks, opening night, rivalry games, marquee bobbleheads)• When and how to fall back to B dates — and why C dates should never lead a conversation• How hotels, airlines, and concert venues manage demand-driven inventory and what sports teams can steal from them• Why concentrating groups on marquee games turns 4,000-fan nights into 6,000-fan sellouts• How sellouts compound — local press, social content, repeat group bookings the following season• Why groups are one of the few controllable attendance levers operators actually own• How to bring all three Group Sales 101 episodes together: understand the audience, speak their language, place them strategically• Why most group sales training misses this — focusing on objection handling instead of strategic thinkingTIMESTAMPS:[00:00] – Opening: why placement, not just selling, defines great group sales reps[00:29] – The problem with letting groups pick their own dates[01:35] – "Great group sales reps don't just sell groups, they place them"[02:02] – Why "what date works for you?" hands away scheduling control[03:00] – Buyers default to convenience — almost never the most valuable date for the team[03:30] – A real-world example: a fireworks game stuck at 55% capacity[03:50] – How to prioritize your schedule with A, B, and C dates[04:26] – What makes an A date: fireworks, opening night, rivalry, major promotions[04:55] – When to use B dates as a fallback[05:23] – The rule: always lead with an A date, never lead with a C[05:52] – Steve Delay's principle: make your good dates great[06:18] – Inside a season where concentration on marquee games moved the numbers[07:15] – Hotels and airlines: how every inventory business manages a calendar[07:50] – The grocery store ice analogy — inventory businesses sell into demand[08:13] – Groups as one of the few controllable attendance levers[08:41] – What you can't control vs. what you can[09:09] – The mindset shift: use groups to make good games great, not to fill empty ones[10:04] – The 4th of July fireworks case study — a sellout built off intentional group placement[10:58] – Beyond filling seats: atmosphere, word of mouth, repeat group bookings[11:27] – Tying the three-part series together: audience, language, placement[12:24] – Strategy beats tactics — what most group sales training misses[12:54] – Wrapping the series and what to do next[13:23] – Closing call to action and how to keep the conversation goingCALL TO ACTION:If you've got questions on any of this — building the A / B / C calendar, retraining reps out of order-taking habits, or connecting group sales to your broader attendance strategy — book a 30-minute call at sportsmarketingmachine.com. Happy to dig in.Links Mentioned:Episode 168 - Group Sales 101 — Part 1- Personalization Wins Group SalesEpisode 169 - Group Sales 101 — Part 2 - Apply Friction Test to Your OutreachYour Reps Should Be Closing… Not ProspectingMost teams only reach about 20% of their local market.The other 80%?They're businesses, churches, schools, youth teams, and organizations that simply haven't been contacted yet.That's where we come in.We become an extension of your team, delivering qualified group sales opportunities directly to your reps.Fill out the form on this page and let's see if we can help.QUOTE PULLS:"Great group sales reps don't just sell groups. They place them."— Jeremy Neisser"Nobody wins when groups pick their own dates by default. You're going to have to guide them. Give them three good dates."— Jeremy Neisser"A fireworks game doing 4,000 fans becomes 6,000 with aggressive group sales outreach. That's a different atmosphere, a different per cap, and a more powerful marketing moment."— Jeremy Neisser"You can't control the weather. You can't control your opponent. But you can control where your groups land."— Jeremy Neisser"Groups aren't just a revenue line. They are an attendance strategy. The teams that treat them that way are the ones that create sellouts, not just sales."— Jeremy NeisserEpisode PageRegister for the upcoming July 23 webinar: REGISTERRevelocity Sports Sports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

In this Sports Geek Throwback episode, Sean Callanan interviews Steve DeLay. They discussed how Facebook advertising has changed the ticket sales game. Show notes - https://sportsgeekhq.com/facebook-advertising-in-ticketing-steve-delay

Send us a Text Message.In this conversation, Jeremy Neisser sits down with industry expert, Steve DeLay of the Ultimate Toolkit to discuss the importance of creating a marketing plan that drives revenue for sports teams, the alignment between ticket sales and marketing, the concept of the sellout matrix, and the strategies for collecting email addresses and increasing ticket usage. Additionally, he shares insights on the Ultimate Toolkit program for sports management students and the Unlimited Toolkit for teams.Takeaways:Marketing is essential for driving revenue in sports, including ticket sales, merchandise sales, and concession sales.Alignment between ticket sales and marketing is crucial for creating a well-oiled machine in sports marketing.The sellout matrix is a strategic approach to creating buzz and excitement around games, leading to increased ticket sales and fan engagement.Strategies for collecting email addresses and encouraging ticket usage are vital for maximizing revenue and fan engagement.The Ultimate Toolkit program offers valuable training and resources for sports management students, while the Unlimited Toolkit provides comprehensive support for sports teams.The importance of proactive communication and targeted marketing efforts in driving ticket sales and fan engagement.Chapters00:00 - The Revenue-Driving Power of Marketing in Sports04:47 - The Sellout Matrix: Creating Buzz and Excitement11:49 - Strategies for Email Collection and Ticket Usage34:39 - Comprehensive Support for Sports Teams with the Unlimited ToolkitLearn more about the Ultimate Toolkit courses & Sport Management Classes or email Steve DeLaySports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

Steve DeLay and Michael Brinkman from The Ultimate Toolkit discuss important sports industry topics from this past year and glance into what may be ahead for 2022.

What happens when Bacon Sports and the Macon Bacon join forces? Awesomeness. Steve DeLay, owner of the Macon Bacon, and Tyler Vertin, Director of Marketing for the Macon Bacon, join Bacon Sports Founder Rob Cressy to jam about their newest project that helps sports teams, leagues, and organizations sell more tickets, create better social media content, and create raving fans. What started as a relationship creating a social media strategy turned into a digital marketing resource for an entire industry. How did they make all of this happen? What challenges did they face and overcome? What does the structure of The Ultimate Toolkit: Digital Ticket Sales course look like? To find out more information about The Ultimate Toolkit: Digital Ticket Sales please visit http://www.theultimatetoolkit.com - In each episode of The Sports Marketing Huddle, Rob Cressy, Founder of Bacon Sports, gives a forward-thinking perspective on the world of sports, marketing, entrepreneurship, and personal development and then gives actionable advice on how you can implement it into your business. Our goal of the podcast is to create the best sports marketing podcast and take The Sports Marketing Huddle up to #1 on the podcast charts. One way you can help support the show is by subscribing to The Sports Marketing Huddle and letting your friends who are in the sports and marketing worlds know about it. Your feedback is super important to us. We want to make sure that we deliver value for you and make this the best sports marketing show possible. You can connect with Rob & today’s guest on social media and let us know what you think: Rob Cressy - Instagram: @rob_cressy - LinkedIn: /cressy/ - Twitter: @RobCressy - Facebook: /RobCressyBiz/ - Website: www.baconsports.com Steve DeLay - Email: SteveDeLay@theultimatetoolkit.com - Phone: 702.493.2661 - Website: http://www.theultimatetoolkit.com Macon Bacon - Instagram: @GoMaconBacon - Twitter: @GoMaconBacon - Facebook: /MaconBacon/ Other Awesome Content: Have you ever wanted to create a podcast but didn’t know where to start? If so head to LaunchingPodcasts.com. I created a step-by-step course to help you easily launch a podcast. If you liked this episode then you should also check out another podcast I host called The GameDay Playbook presented by FanFood. We give a forward thinking perspective on sports + technology + fan engagement.

Steve DeLay is the owner of the the Macon Bacon of the Coastal Plain League and Co-Creator of the Ultimate Toolkit a sales + marketing system for front office sports staff. Steve has had a prolific career in sports - spending time working in sales and marketing for several different teams at many different levels including the New Jersey Nets, LA Kings and the Tampa Bay Lightning. In addition to this, Steve played a pivotal role in the success of Mandalay Baseball Properties - helping launch ticket sales and operations for several teams including the Dayton Dragons who have sold out every game for the last 20 seasons. Ultimate Tool Kit Macon Bacon Steve's LinkedIn

Steve DeLay from TheUltimateToolkit.com chats with Sean Callanan about his experience in sales & ticketing and how to fill every seat in the stadium. Full show notes - https://sportsgeekhq.com/podcast/steve-delay-the-ultimate-toolkit/ 

Steve Delay, Author of The Ultimate Toolkit to Sell the Last Seat in the House and Owner of Macon Bacon joins Joe and Tom for a conversation about selling. Steve has More than 20 years of experience in team and college sports, focusing on ticket sales consulting, ticket sales training, sponsorship sales consulting and sponsorship sales training. His experience also includes naming rights deals, sponsor services, concessions relationships and new logo development. Clients include Major League Baseball (World Baseball Classic), the ECHL, numerous NBA, NHL, and minor league teams In this episode, Steve talks about his unique approach to sales, and how he and his team at Macon Bacon are able to outsell their competition. Steve also shares some fascinating advice for people trying to break into sales. Be sure to check out his website at https://www.theultimatetoolkit.com/ The Facts   The CUSP Show is a production by the faculty of Sports Management at Columbia University. You can get in touch with the program on Twitter @CU_SPS_Sports Our presenters are Joe Favorito (@Joefav) and Tom Richardson

The real star of this episode isn't Steve DeLay, it's The Ultimate Toolkit, an 11-workbook effort co-authored with sports marketing legend Jon Spoelstra as a way to redefine ticket sales in the modern age. DeLay explains the various ways in which The Ultimate Toolkit came to form, including the reasons why its important for every franchise and athletic department to take a hard look at their revenue goals and ticket sales staff training. DeLay talks about why The Ultimate Toolkit offers up a lot of sales trainer secrets, including how to conduct group and season ticket sales, as well as boot camps. Delay also covers reasons why revenue generation sometimes remains a mystery to teams and how The Ultimate Toolkit can put each reader on the path to personal and professional success in the sports industry. Twitter: @SteveDeLay2 For more information: http://www.theultimatetoolkit.com

  If you are going to point to one pioneer of revenue development, Jon Spoelstra should be at the very top of the list. Spoelstra has been part of over 1,000 sellouts. Author of one of the most notorious books in sports administration history “How To Sell Every Last Seat In The House” which he sells on his website for $800, Spoelstra can get that price based on the valuable information he provides. Considered the godfather of the mini-pack, Spoelstra is now working on a follow-up to that book called “The Ultimate Toolkit to Selling Every Last Seat In The House” with Steve Delay, which promises to be an industry best-seller. Now retired from the day-to-day life of selling tickets, Spoelstra was the genius behind creating sell-outs for the moribund New Jersey Nets in the 1990s as their team president and the Portland Trailblazers as their executive vice president. As president for 13 years at Mandalay Sports, Spoelstra rebranded the Triple-A Las Vegas Stars into the Las Vegas 51s to create a marketing and merchandising dream, as well as created one of the longest sell-out streaks in sports history with the Single-A Dayton Dragons, which has sold every ticket, to every game, every year, since their inception. Spoelstra has written three popular books on sales success including “Ice To Eskimos,” “Success Is Just One Wish Away,” and “Marketing Outrageously.” With a mantra of “What’s It Gonna Take?” to solve any revenue issues, Spoelstra’s legacy may end up being a rubber chicken in a FedEx box, which was sent to Nets season ticket holders.

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.