For most of us, ideas come into our minds at the most random times. They pop up while we're walking the dog or washing the car. Perhaps they fleet through our mind while we're out for a morning run or starting to drift into sleep. This morning, instead of singing my favorite pop song in the shower, I found myself cultivating an acronym out of the word SALES. After some polishing, I wanted to share this fun little tool with you all.

S is for Search

A sale should not start with a cold call or email. As a salesperson, you should always start the selling process by researching your prospective client. Understand the arena in which your prospective client operates. Determine the strengths and opportunities of the firm and how your product or service can fill the void between the two. Know who the key players are so you're not going in blind trying to figure out who the ultimate decision maker is. If appropriate, follow your prospective client on Twitter so you can stay on top of the latest news and updates. Know how your prospective client ticks before you even think about dialing that phone or hitting send on that email. Through search, you will prepare yourself for your initial client interaction and will have set yourself up for a successful sale.

A is for Ask

Thanks to your efforts in client research, you were able to land an in-person meeting with the proper decision maker. Now is the time to learn about your prospective client one-on-one. Ask questions about where they see their business trending in the short-term and long-term. Discover interests that you share. Ask about their family and connect on similar experiences. Develop a relationship by asking meaningful questions that will take a surface level conversation to a deeper level. By asking questions and learning more about the needs of your client, you will have the necessary information to create a valuable solution to a client's needs utilizing your product or service.

L is for Listen

Even more important that asking the right questions is listening to the answers of your prospective client. Nothing is more aggravating to client than going to a meeting prepared with questions and simply going through them like a checklist. Meaningful conversations need to flow which stems from active listening. As a salesperson, you should be able to listen to your client and see where the conversation takes you. Of course, be mindful to stay on track, but don't let yourself commandeer the ship. Listening will allow you to connect more with your prospective client and ultimately help you to evaluate their needs.

E is for Evaluate

Here is where your talent as a salesperson comes in. You know your product better than anyone in that meeting room. Due in large part to your active listening skills to develop a strong relationship, your prospective client trusts your knowledge and will take into consideration every single thing you say. With that said, you must evaluate the responses to your questions. Can you identify the needs of the client? Can you align how your product/service can satisfy those needs to help the client further their success? Remember, sales is all about creating a partnership. Evaluate the situation and develop a solution that will leave the client signing on the dotted line. Don't forget, this is where your creativity, knowledge, and talent can set you apart from the competition!

S is for Serve

Once the deal is signed, some may think the sale is complete. They are wrong. Sales is an ongoing partnership with a client. The sale is only over once you and your client stop doing business together (which hopefully is not anytime soon!). This is where the final step to being an effective salesperson comes in: serving the client. Be an active partner. Consistently follow up with your clients to ensure their needs are still being met. Continue asking questions to discover new needs or problems that the client is experiencing. Then evaluate whether you have a solution for these new problems. By serving the client, you can open doors to more business plus you will continue to increase the customer's lifetime value. Sales is not about taking orders, it's about partnering and serving customers.

So there you have it. A useful acronym to help young sales professionals grow and develop good habits when prospecting and partnering with clients. Although this is not a foolproof methodology that guarantees a 100% close rate, I hope it serves as a reminder that sales is all about serving the client.

The Story of Bulldog Appreciation

In the busyness of everyday life, we often forget to pause, breathe, and reflect. We get so caught up in checking off the next "thing" on our list that we don't even know what task we just completed. We begin to take things for granted and not appreciate the world around us. As a way to step back and reflect, each week I will post a brief story about a relationship with a client. This is an opportunity to share our collective experience and thank each of them for their commitment to and support of Drake University and Drake Athletics. This is what I call "Bulldog Appreciation".

Week 3 - Chip Albright

As a sales professional in the sports industry, groups are a key component to building attendance and enhancing the overall team brand. Whether it is working with corporations, alumni associations, scout troops or other groups, creating a memorable event for a large number of attendees is something I strive to achieve on a daily basis.

Over the last two seasons, I have had the honor of collaborating with Chip on numerous group outings for his daughters' sports teams. It's always a treat to welcome the kids and their teammates to the game. Plus, seeing the excitement on their faces as they head to the locker room to form a high-five tunnel or visit with Spike the Bulldog reminds me why I get up and go to work everyday. I like to say that I don't sell tickets, I sell memories. Chip and his daughters have helped me solidify that message.

 As we head into the 2016-17 season, I am excited to further the relationship Chip and I share and create more memorable experiences.

The Story of Bulldog Appreciation

In the busyness of everyday life, we often forget to pause, breathe, and reflect. We get so caught up in checking off the next "thing" on our list that we don't even know what task we just completed. We begin to take things for granted and not appreciate the world around us. As a way to step back and reflect, each week I will post a brief story about a relationship with a client. This is an opportunity to share our collective experience and thank each of them for their commitment to and support of Drake University and Drake Athletics. This is what I call "Bulldog Appreciation".

Week 3 - Michelle Weigel, Anthony Carano & JDRF of Greater Iowa

As many of you know, I am in a relationship with someone who deals with Type One Diabetes on a daily basis. Needless to say, I am invested in doing what I can to find a cure to turn Type One into Type None and I have had the pleasure of meeting and collaborating with the wonderful people at JDRF of Greater Iowa and all the other volunteers.

Last season for our women's basketball home opener versus Iowa State, I collaborated with Michelle Weigel, Associate Executive Director, and Anthony Carano, Development Coordinator, on a unique way to thank donors for registering early for the 2016 One Walk. Those who registered and raised a minimum of $125 for the 2016 One Walk had the opportunity to attend the game as a group. In this case, a group outing was a great way to show appreciation to those who are dedicated to turning Type One into Type None. The attendees were treated to a Bulldog victory over the Cyclones in what turned out to be a VERY close contest. I am excited to collaborate with Michelle, Anthony, and JDRF of Greater Iowa again in the future.

I appreciate the passion and dedication of both Michelle and Anthony. It was a pleasure working with them to create this experience and I am so glad to have done business with them and volunteer alongside them at the 2016 One Walk.​

The Story of Bulldog Appreciation

In the busyness of everyday life, we often forget to pause, breathe, and reflect. We get so caught up in checking off the next "thing" on our list that we don't even know what task we just completed. We begin to take things for granted and not appreciate the world around us. As a way to step back and reflect, each week I will post a brief story about a relationship with a client. This is an opportunity to share our collective experience and thank each of them for their commitment to and support of Drake University and Drake Athletics. This is what I call "Bulldog Appreciation".

Week 2 - Laura Brill & Rebel Rams

I've had the opportunity to work with many groups during my time at Drake University ranging from scout troops to basketball teams and dance groups to choirs. As a singer myself, I relish the opportunity to work with choirs and create the memorable experience of singing the National Anthem at a Bulldog home game. Laura, a fellow Drake Alum herself, has been wonderful to work each year. She's always on top of organizing the Rebel Rams and spreading the word to their families so parents, siblings, grandparents, and others know how to watch their little superstars.

The Story of Bulldog Appreciation

In the busyness of everyday life, we often forget to pause, breathe, and reflect. We get so caught up in checking off the next "thing" on our list that we don't even know what task we just completed. We begin to take things for granted and not appreciate the world around us. As a way to step back and reflect, each week I will post a brief story about a relationship with a client. I see this as an opportunity to celebrate and thank each of them for their commitment to and support of Drake University and Drake Athletics. This is what I call "Bulldog Appreciation".

Week 1 - Michael Msuya & Pack 42

I've known Michael for just under two years now. Over this time we have collaborated and planned two fantastic group outings for Pack 42, for which he serves as an adult leader. From the first time we spoke, I have truly enjoyed working with Michael and building our friendship. As a former scout myself, seeing Pack 42 come together and present the colors prior to one of our basketball games flooded my mind with childhood memories. Under Michael's leadership, the scouts proudly marched with our Nation's colors and presented them for the singing of "The Star Spangled Banner."

Their professionalism and commitment to good citizenship was a direct reflection of their leader, Michael. Following their pregame presentation, they found their way to the stands and cheered the Bulldogs to victory. When I stopped by to check in, I was greeted with beaming smiles and excitement.
Each time I converse with Michael in person, over the phone, or via email, I sense his passion and care for others. It is easy to see where the scouts of Pack 42 learn such good character. He is an absolute pleasure to do business with and I am excited to have him and Pack 42 as members of the Bulldog family.

Mass Exodus in Miami

​​On June 9th, 2013, the Miami Heat were down five to the San Antonio Spurs with less than 30 seconds to play in Game 6 of the NBA Finals. At that moment, a mass exodus began. Waves of Miami fans made their way to the exits, not wanting to witness the finishing seconds of a loss. All of sudden, perhaps motivated by those who had lost hope, the Heat created a miniature miracle and tied the game, sending it to overtime. The scene outside the arena went from dejection, to excitement, to fury in two blinks of an eye. As with many arenas and venues, there exists a no re-entry policy. Holding steadfast, the arena crew did not allow those who had left to return to their seats. Throngs of Heat fans huddled against the arena's glass doors, trying to catch a glimpse of the comeback; others sprinted through the surrounding area, trying to find a television. Others shrugged and accepted the decision they made.

These fans experienced the one thing that we as sports and entertainment lovers hope to avoid at all costs. It is the reason we go to great lengths trying to secure a ticket, no matter the price or location. It is a significant driving force behind a fan's decision making process. It is a fear that pushes each of us to change our plans, procrastinate on homework, and even travel an obscene number of miles. It is the fear of missing out, or FOMO.

FOMO - The Fear of Missing Out

Crazy things happen in sports. There have been too many half-court shots, walk-off home runs, and desperation "Hail Mary's" to conclude otherwise. When our team has a chance, we never take "no" for an answer until the final horn sounds. We hold out hope that our team will be the next Texas A&M to overcome a double-digit deficit in less than 45 seconds. We intently watch every pitch as the next swing could blast one out of the ballpark like Scott Podsednik's Game 2 winner in the 2005 World Series, enshrining him as one of the most unlikely heroes. We never change the channel because a fear inside us reminds us that once we do, something absolutely ridiculous will happen. We fear that we will miss the next defining moment in the history of sports. FOMO runs deep in our veins and separates the casual fan from the die-hard.
FOMO & The Drake Relays So how does FOMO relate to the Drake Relays? In my opinion, I do not believe people realize how significant the Drake Relays as an event truly is. Perhaps it is the slow winter thaw causing FOMO to lay dormant among Des Moines and other Central Iowa residents, but I want to offer three points on why the Drake Relays is one event no one should miss.
1.) Rio de JaneiroThe Drake Relays in many respects is the kick-off party for the 2016 Olympic Games in Rio de Janeiro. Many United States athletes cite the Drake Relays as the official start to the outdoor track & field season. And, not only is it the start of the season, it matches up the best in the world as a preview of what is to come in South America later this year. Aside from the Olympic trials and Olympic Games themselves, there is no better opportunity to witness Olympians going head to head than at the Drake Relays. Event records, U.S. records, and even World records have the potential to be broken. You have the opportunity to see history without traveling halfway across the world.
2.) Lolo Jones2016 very well could be Lolo's last bid at the Summer Olympic games. Of course, this is pure speculation, but with a recent string of injuries, it is reasonable to think that the sun is inching closer to the horizon. The Des Moines, IA native is planning to kickoff her bid on The Blue Oval once again. We've witnessed several Olympic stars emerge from Central Iowa and it is our duty to support them, especially when they return home. You have the opportunity to see a hometown kid return to her roots and start her trek towards the top.
3.) Bucket ListThe Drake Relays is America's Athletic Classic. It is known worldwide as one of the premier track and field events. More often than not, the Drake Relays will emerge in conversation with someone you meet outside of Des Moines. You sense their excitement for the perennial event, yet you, a 30-year Iowa resident, have never attended yourself. Some of the world's best athletes converge upon your hometown city each year, and you have never set foot in Drake Stadium. One of the world's historic track and field events and you have never seen The Blue Oval. In my opinion, the Drake Relays should be alongside the Iowa State Fair in the book "1,000 Places to See in the United States & Canada Before You Die". There is a reason it is in its 107th running. You have the opportunity to come see for yourself and cross it off your bucket list.
Best Prescription for FOMO?Dive in. Purchase tickets. Attend the Drake Relays. You may find yourself going back and forth saying "there's always next year" or "I'll hold off until the next game". Yet, the reality is, every game, event, concert, etc. is unique. No two experiences are the same. This is idea of uniqueness is from what FOMO is derived. Take advantage of the opportunities available to you. I assure you that the investment you put towards a ticket will pay dividends in memories that will last a lifetime. Wayne Gretzky once said "you miss 100% of the shots you don't take". I'll leave you with this...
"You miss 100% of the moments you don't experience."If you're in need of a prescription, let me know. Great seats still remain, but not for long. Don't miss your chance to see some of the world's best athletes right here in Des Moines!
Call 515-271-4949 or email me at [email protected].

Picture this.
The late afternoon sun starts its downward trek towards the horizon. Shadows of trees, buildings, and cars stretch into unrecognizable shapes. A warm spring breeze gently sways the blossoming tulips. Among the shadows sits a man, perched upon his porch. He dons a silver cap, flowing behind his ears. His face illustrates the passage of time. All of a sudden, a white truck with a blue eagle pauses. The man gracefully stands and saunters slowly to the end of his drive where a small black box with a waving red flag stands. As he opens the box, it creaks a song of tarnished glory. The man reaches inside to discover a plain white envelope, a blue logo near the top. The wrinkles on his face contract as a toothy grin persists, nostalgia setting in.
In a neighboring town, a young child slams the car door. Grass stains littering her uniform, she sprints towards the mailbox as mud cakes dislodge from her spikes. Through the suns's twilight a boisterous smile shines upon her face as she flings open the box in jubilee. The girl reaches inside to discover a plain white envelope, a blue logo near the top. The dimples on her face spring up as a beaming smile persists, excitement beyond any other. She calls to her family, "they're here, they're here!"
A student recently posed the question "what would Drake University look like if the Drake Relays never existed?" As a Drake alum turned athletics staff member, she felt that I could provide a strong perspective on the impact the Drake Relays has on the University and Des Moines community. I pondered my response and provided a structured answer tagging phrases like "economic impact", "community building", "unique reputation", and other buzzwords. To me, my answer made sense, but it was very much focused on the bigger picture. It did not take into account the impact the Drake Relays has on the lives of the fans.
Ironically, my sole focus as a professional is to serve each individual fan. My job is to ensure that each and every event is worth the price printed on the ticket. My job is to create the nostalgia and excitement in the two scenarios above. If the Drake Relays did not exist, the happiness, joy, and nostalgia experienced by fans across the world, both young and old, would be nothing but an idea.
A theme presents itself in every fan interaction my associates or I have leading up to the Drake Relays. Whether this is their 50th consecutive or first time attending America's Athletic Classic on the Blue Oval, the excitement in their voice is always the same. The Drake Relays connects fans past, present, and future across space and time. It is an event that marks reunions for some, others the official start of Spring in Iowa, and some just another time to celebrate the success of some of the world's best and greatest athletes.
During my years as an undergraduate at Drake University, I sang in the Drake Choir. Our director once told us a story of a previous choir that experienced an exceptional performance during their European tour. The following day, one of the choir members expressed his feelings in a phrase that, in my mind, is directly transferable to the Drake Relays. In response to the performance, he stated that "all hearts and minds were in the same place". 
And that is what makes the Drake Relays so special. And that is what makes me proud to work in athletics and be a part of something so special. To me, it is all about the people. The Drake Relays not only physically connects thousands of fans at Drake Stadium, but it spans history with those who have both competed and attended since the very first running in 1910. Experience it yourself and you will understand what I mean. The last weekend in April, come sun, rain, sleet, or snow, you will feel what others before you and those who will come after you feel. All hearts and minds will be in the same place.
Never become so absorbed in the magnitude of something so you forget about the individual fan. At the end of the day, your job is to provide an experience that every single attendee will cherish for the rest of his or her life. No matter whether its sports, musicals, concerts, or something in the experience industry, your goal should always be to create an atmosphere that brings every fan together. One that bridges past, present, and future.
All hearts and minds in the same place.

"I'm sorry that you cannot attend the men's basketball game, but would you be interested in coming out the women's game instead?"

One simple question. A question that is asked across the nation, particularly in intercollegiate athletics, varying from basketball to soccer to volleyball and beyond. The response is often accompanied with an awkwardness and perhaps a sly remark about the inferiority of the sport - conveying the ridiculous idea that female athletes are not worth the same time, money, and dedication as male athletes.

Now, I get it. Not everyone is interested in women's basketball or women's soccer, etc., but there is a difference between not being interested in the sport and perpetuating the idea that women are not "up to the challenge". I'll grant you the fact that you won't see many alley-oops or reverse slams at a women's basketball game. I might go as far as to as to say there is a difference in intensity between the two, but I'm hesitant to even give you that. 

When it comes to competition, they are exactly the same. Male or female, these athletes are programmed to compete. The game is still the same - have more points than the other team when the clock runs out. The craft and skill needed to perform at a high level still requires practice and patience. As with any sport, God given talent exists at all levels and the commitment to improve separates the superstars from the wannabes. 

Explain to me where the difference between the two exist? Can you honestly sit there and tell me, as a fan of the sport, that the men's competition is superior to the women's competition? As a fan of exciting offense and tenacious defense, you cannot bring yourself to attend a women's game because of some sort of "taboo" on women's sports? What is this imaginary stigma that belittles women in athletics? It needs to stop.

The basis for sport is to achieve greatness through competition. It is about working together as a team or growing as an individual (depending on the sport, of course). It is about learning how to overcome a hard loss and discover ways to improve as individuals and teammates. The athletes see each other as equals, as competitors. What is keeping the rest of society from doing the same? Specifically in intercollegiate athletics, the mascot is the same, so why isn't the fan support the same? Both teams are fighting for a UNIVERSITY CHAMPIONSHIP. Shouldn't they BOTH receive an outpouring of excitement and support from the fans of the university?

As #InternationalWomensDay comes to a close, I leave you all with this:

It is time to stop labeling something because it's the way it's always been done. Don't be afraid of attending one game over the other based on the gender of the athletes. Don't feel judged if you purchase tickets to a women's sporting event. Take a step forward and purchase the ticket, attend the game, and move society closer to equality.

Stop belittling women in athletics. They play just as hard as anyone else. It's time we all start cheering just as hard for them.

Everyone likes a Cinderella story, but when it comes to your job search and interviewing process you want to make sure you're favored to win it all. Sure, you'll be tested and some other prime candidates will see their road to the final interview stop short, but if you want to shake your bosses hand and say "I accept the offer", then it's time to get down to business. As millions watch the frenzy of the NCAA March Madness unfold, let's breakdown five key interview strategies that will advance you from the Round of 64 all the way to the National Title game.

Didn't your little league coaches always say "Keep your eyes on the ball"? No different here. Just make sure it's not in a creepy, staring kind of way. Good eye contact during an interview can really make or break someone's first impression of you. Strong eye contact can show your genuine interest in the position and the person interviewing you. It also demonstrates your confidence and eagerness to step up and take the game-winning shot, if asked. Looking away or hardly making eye contact while speaking with an interviewer is a sure fire way to bust your bracket early on. Congratulations, you passed the 1st round. Still a long way to go.

Stop the quick pull-up jump shots. Although they might go in a small fraction of the time, usually they end up leading to fast break points for your opponent and added fatigue for you. When providing answers to an interviewer's questions, don't simply give the short answer. Dig deep and explain your passion. Lay it all on the floor. If you say one of your strengths is organization, discuss your methods and provide examples of your organization aiding in your success like keeping you on time for meetings and appointments. When asked about an organization you were a part of, don't just sit back and say you were a member and enjoyed the experience. That's like sitting on the bench and never wanting to play. Drive into the hoop and take some contact. Use the shot clock and create the best shot possible. Say hello to the Sweet 16.

The final two minutes of a close game certainly create a lot of tension. The same goes for an interview. It's easy to feel that sense of urgency and heave three-pointers when there is actually plenty of time to develop a deliberate plan of attack. You might find your team down 2 with 1:15 to play, but that doesn't mean a three pointer is needed right away. Interview situations can provide similar stress, especially if there is a question that stumps you. It's okay to breathe and take a few seconds to formulate a response. Don't feel as if you need to answer immediately. Take a moment to gather your thoughts and think. Keep your veins ice cold and stay calm. Clear your mind and think. Soon enough you'll be headed to the Elite 8.

One of the biggest mistakes you can make in an interview is leaving without asking the interviewer a single question. That's basically equivalent to not taking the floor in the second half. The interview process is just as much them getting to know you as it is you getting to know them. Obviously, you're not expected to grill them with the same questions posed to you, but in order to be a champion, both offense and defense are needed. Here are some examples of questions to ask interviewers:

• How has the company/organization evolved since you began your time here?
• Why do you enjoy working here? What keeps you coming back each day?
• Where do you see the company/organization in five years?
• What has been your biggest achievement/proudest moment as an employee here?

Never be afraid to ask questions. A balanced attack wins championships. Welcome to the Final Four.

It's the game-clinching shot. The ball is in your court with the National Title on the line. A personal, hand-written thank you note is something most people never think about. In a world where online communication is king, the handwritten note has become somewhat of a gem. If you take five minutes to handwrite a note, guess who will be cutting down the nets? Not only is this a great way to show your appreciation to the interviewer for his or her consideration, but it shows that you care about the position enough to take time, sit down, and handwrite a note instead of sitting behind your computer and zipping off a quick email saying "thanks". Congratulations on being Number 1.