Qualify and prioritize leads to gain efficiency

Many sponsorship sales pros will agree that one of the toughest parts of the job is managing the time expenditure they put into researching and reaching out to prospects, each with varying degrees of potential interest. Sink too much time into dead ends and you'll take attention away from your most qualified leads. Check out what Rick Singer (VP, Client Executive Marketing at IBM-pictured, far left), Christie Howard (Director, Corporate Partnerships at the LPGA-pictured, far right), Rodnell Workman (VP, Strategic Partnerships at MSG-pictured, right) and Doug Smoyer (VP, Business Development at the New York Giants-pictured, left) had to say about prioritizing sponsor prospects at yesterday's Women in Sports & Events (WISE) panel.