Anywhere, Anytime. Online.

Essentials for Success in Ticket Sales 2.0

Taught by:  
Bill Guertin,
Chief Learning Officer at ISBI 360°
Program Overview: 
The ISBI 360° PRO Essentials for Success in Ticket Sales program uses the concept of “micro-learning”– shorter, more specific lessons over a consistent, longer period of time – to reinforce the lessons learned, as opposed to traditional multi-day live training programs.  A Stanford University study has shown that this learning methodology has been proven to hold the attention of participants longer, create new habits more readily, and maintain a consistent training regimen over a longer period of time.
The certification program consists of  11 Micro-Learning Modules and will provide teams, leagues, properties and participants with a comprehensive understanding of the characteristics and strategies related to sales  departments in a sports and entertainment organization.  It program includes PRO, the micro-certification training program and PRO+, the continuing education archive and library.

To make learning “stickier”, ISBI 360° uses a unique combination of:


  • Short, professionally-created video training lessons;

  • Role play videotaping to demonstrate proficiency of the lessons learned; and

  • An experienced, sports-specific sales Coach to guide their performance, answer questions about the material, and provide one-on-one mentoring. 


Within each week of the 11-Module “micro-learning” program, you’ll experience:


“Chalk Talks”– shorter videos with a narrated, Webinar-style look and feel; and 


“Drill Sessions”  -- 2-minute scenarios and instructions on recording your OWN role play videos, using the lessons you just learned in a fictitious scenario on your own video camera, whether it’s a smartphone, tablet, laptop or PC.


"Coaches Corner" -- a 30-minute "live" weekly webinar with your assigned coach to discuss Module topics, questions and techniques utilized by your coach.

Basic Info
11-Modules each with Chalk Talks, Drill Sessions, and a weekly Coaches Corner - all with respective assessments. And PRO+ library.
12-14 weeks, 15-20 minutes per week plus the coaches corner
Anytime, Anywhere. Online. 24/7
Participants are required to maintain an 85% in order to complete the program.

ISBI 360°’s user-centric tools bring out the best results from every interaction. 

Extend and deepen user learning.

The Essentials for Success in Ticket Sales 2.0 program consists of:  
Program Description by Module:

MODULE 1  - Behind the Curtain: “Grinder” Tactics of the Best Sports Sales Reps 

MODULE 2  - Ticket Sales: Packing the Stands

MODULE 3 -  Group Sales:  Churches, YMCA’s, Companies, and More  

MODULE 4  - Closing the Sale:  Getting To “Yes” 

MODULE 5  - Face-to-Face Selling:  The Nuances of Success  

MODULE 6 -  Addressing Objections, Part 1 

MODULE 7  -  Addressing Objections, Part 2 

MODULE 8  -  Intermediate Sales Success Strategies

MODULE 9  -  Customer Service:  Daily “Salesmanship” to Others 

MODULE 10  - Time Management Best Practices in Sports 

MODULE 11  -  Top of the Leaderboard: Pathways to Success 

Get the training and skills you need to accelerate your career in Sports and Entertainment.