Rocketing Sales, The Houston Way

The Challenge

The Houston Rockets had an aggressive goal for premium sales to double their revenue for the 2017-2018 season. In order to hit that lofty goal, they needed to change the way the sales team approached prospects to win new business.  In addition, they had to change their prospect's perception of their service to one that focused on delivering a unique experience.

The Solution

The Premium Sales Team at the Houston Rockets partnered with Tyson Group to:

  • Assess members of their team for strengths and opportunities for improvement
  • Change the perceptions of members to focus on the overall value delivered to the end client.
  • Improve prospecting techniques to reach more potential and promising prospects.
  • Create a solid structure for facilitating sales meetings.

The Results

Top benefits for the Houston Rockets Premium Sales team include:

  • 55% increase in premium suite sales.
  • Set Franchise record for most suite rentals in a calendar year.
  • Doubled weekly average for new business meetings.

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