Selling the Sports Industry
I often to tell people interested in the sports management business that everyone is selling. Believe it or not every department for the most part has a role in selling something for a sports team. This Tuesday, I decided to seek out a true salesman. Meet Mark Schwartz who sells for the SportsBusiness Journal, the bible of the Sports Business industry. His past experience includes corporate work, a stint with the Angels and Minor League Baseball. Today, he answers our 10 questions.
1. Tell us about your job and your responsibilities
I am the Western Region Advertising Manager at the Sports Business Journal (SBJ). My responsibilities include managing all marketing, print and online advertising, and conference sponsorship sales efforts for the Western United States for the Street & Smith’s SportsBusiness Journal and Conference Group.
2. Tell Us What Your Average Week is Like?
Typically I begin the week with multiple phone meetings. Then on the road traveling consulting and managing current client base with a minimum of 10 or more “face to face” selling calls against SBJ assets. Also consists of building customized proposals and action plans for current client base while prospecting and building a pipeline and prospecting for new clients.
3. Tell us about your career path including jobs in the sports industry
I began my sales career with a consumer products company-Scott Paper Company. This included multiple positions (16 years) including working on a brand that sponsorsed the MLB All-Star game at Angels stadium, which led me to a sponsorship sales position with the California Angels and then VP Marketing at a Minor League Baseball team. This experience led me to join the SportsBusiness Journal as the Western Region Sales Manager shortly after the launch of the magazine (10 years ago).
4. What was the best advice you ever received and let us know if you follow it today?
“Find something you love to do and strive to be the best you can be at it”. I take this thought at work and even the hobbies I enjoy doing.
5. What are your top sports memories you are most fond of telling others?
For sure, number one is the memories of the time spent coaching my kids in all their youth sports and watching them love the game.
Secondly, I know a lot of people say they were there, but being at Dodger Stadium and watching in person Kirk Gibson hit the game winning homerun in the 1988 World Series was pretty memorable.
6. What do you think is the biggest opportunity for growth in 2010?
In sports, “technology” continues to be the focus and growth. In stadium, at home, Internet, mobile devices, how we consume it, watch it, experience it, and use it.
7. You are in the Sales position. What would you advise for someone wanting to get into this field? What are upside and downsides to it?
As a sales person you have to have the fortitude to go after what you want to accomplish, and not watch and wait for it to happen. Being self motivated, a strong communicator, and a great networker are the keys to success. Always follow up and do what you say you are going to do. Sales offers the flexibility of time and setting your own standards, the sky is the limit.
8. Name a Few Mentors you have had and Why They’ve Had an Impact
My father was a tireless loyal worker. He taught me to love to work hard and take care of family.
My first boss at Scott Paper helped push me to want to be a winner and be the best at what you do. “If you’re gonna be a cat, you might as well be a Lion”!
9. The economy has had a tremendous impact on the sports business this year. What trends have you noticed and what has changed in last in the past 90 days?
The sports industry has a little more resilience in this economy, as the sports fan is not going away. They are just consuming the product differently. Although many budgets have been cut down, there is still keen interest in sports business participation, however it is reliant on stronger returns and better activations. We are seeing marketing budgets begin to loosen and suggestions that 2010 will show some upswing.
10. Executives always talk about passion in your job. What are you passionate about and why.
First and foremost I am passionate about and am a true fan of the competition of sports. Being in the industry is a fantastic bonus. As far a being a sales person, the challenge of selling any product or service means you need to connect with people. “People buy things they need from people they like”. The art of consultative selling and meeting a business’s needs can also be very rewarding and fulfilling.
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If you would like to read other interviews, here are links to some past 10 questions with series…..
Nicole Alison – National Hockey League Executive
Josh Rawitch – Vice President of the Los Angeles Dodgers
Chris Hibbs — Senior Director, Chicago Bears
Bill Robertson — Vice President, Minnesota Wild
John Drum — Vice President, Arizona Cardinals
Fred Claire — Former General Manager and Executive Vice President, Los Angeles Dodgers
Bill Shumard — CEO Special Olympics Southern California
Brad Mayne — President and CEO American Airlines Center
Tim Mead — Vice President, Los Angeles Angels
Jeff Idelson — President, Baseball Hall of Fame
Buffy Fillipell — Executive Sports Recruiter, TeamWork Consulting
Jim Small — Vice President, Major League Baseball for Asia
Bill Chapin, Director, Seattle Seahawks
