The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts

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There’s no such training book today, certainly one in granular detail. It’s a cold calling step-by-step tutorial; covering where to start and how to close. It also addresses the emotional roller coaster that new business sellers face every day of their working lives.

The foreword is written by the esteemed and highly successful Dr. Bernie Mullin, whose career has sparkled as both a sport management academician and a senior team and league executive with the NBA, the Atlanta Hawks and Colorado Rockies.

What industry leaders are saying about The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts:

Ben C. Sutton, Jr., Chairman and President, IMG College

“Having paralleled Halberstam’s career in media and sponsorship sales, I’ve watched with great respect and admiration his approach and success over the years. For young sellers, there is great coaching in “Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts.” And for more experienced professionals, terrific lessons on taking the next step.“

Peter McLoughlin, President, Seattle Seahawks

“Sponsorship sellers, especially those who are just starting out in their careers and have to develop new business, can make good use of Halberstam’s The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts. It is full of helpful instruction and inspiring case studies.“

Mark Lazarus, Chairman, NBC Sports Group:

“If the subject were to be taught at a collegiate level, David Halberstam would be the PHD professor when it comes to sports media and sponsorship sales.

He not only knows the business, but the people and the skill sets necessary to be a success in the field. This book is an excellent opportunity for people to learn from a master.”

Keith Wachtel, Executive Vice President of Global Partnerships, NHL

Halberstam’s The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts clearly summarizes the tried and true strategies and methodologies for cultivating and, more importantly, closing new business. Whether it’s someone entering the sports sales marketplace for the first time, or a veteran who’s looking for a renewed focus and more efficient approach, this book will serve as a superb resource.

Chris Simko, Senior Vice President of Sports Sales and Marketing, CBS

Having worked in the trenches with him a number of times, I can personally attest to David Halberstam’s ability to generate leads and cultivate new business! The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts will serve as an invaluable resource for rookie and veteran sellers alike. The text uses captivating anecdotes and real life successes to help train sellers to best identify targets, tailor presentations to engage prospects on their own terms and to effectively follow-up.”

Brian Lafemina – Sr. VP, Club Business Development – NFL

“If ever there was going to be a book about cold calling, David Halberstam is the man to write it. I can honestly say that the lessons I learned from Dave 25 years ago about selling and cold calling have been integral to my success. These lessons are as relevant today, maybe more so, as they have ever been.”