🏆 Career Insights: Building a Winning Sales Strategy

Join us live this week for TWO of our virtual Sports Industry Events:

🤝 9/24: Sports Networking Workshop w/ Samuel Bilderbeck (Chief of Staff, SBV) - Master networking insights and techniques to build a strong network and unlock new career opportunities in the sports industry.

🏆 9/26: Sports Marketing Masterclass w/ Jason Ley (Head of Marketing, Equity Sports) - Learn dynamic and impactful sports marketing strategies, focusing on athlete and brand endorsement deals, appearances, and sponsorships. Equity Sports is a full-service athlete marketing and consulting firm that represents James Harden, Patrick Mahomes, and many more elite professional athletes.

There are limited spots available for both events so RSVP now!

A Dynamic Career in Sales 

Samantha Davis grew up in New Jersey, where she played both ice hockey and field hockey through high school and college, laying the foundation for her sports career. Her entry into the industry began with a group sales internship at the Florida Panthers, which ignited her passion for sales. After graduating, Samantha returned to New Jersey to start her career with the Devils, moving quickly from inside sales to season ticket sales, and then focusing on group sales. She later played a key role in establishing the New York Jets' group sales department, before joining the Charlotte Knights, where she helped drive the team to lead minor league baseball in attendance.

Her journey continued at BSE Global, where she managed ticket sales for events like boxing and MMA, gaining valuable experience in dynamic ticket pricing and marketing. She then led ticket sales and operations at the Oklahoma City Dodgers, facing the challenge of a canceled season due to the pandemic. Undeterred, she eventually joined the South Carolina Stingrays as Director of Ticket Sales. Despite the unique challenges of that season, she focused on innovative solutions for fan engagement and seating arrangements. Before joining the Chicago Wolves, Samantha helped open TechCU Arena for the San Jose Barracuda. She recruited and built an entire staff while leading the pricing strategy and overseeing both ticket and sponsorship sales for the arena before construction was even complete. Now, as the VP of Sales for the Chicago Wolves, Samantha drives all sales efforts for the organization – just recently breaking the record for group sales revenue and winning ticket department of the year for the first time in AHL history.

Connecting with Fans, Fueling Revenue, and Finding Grit in Every Hire

For Samantha, the draw to sales came from her natural ability to connect with people and her competitive spirit. "I always knew I liked talking to people," she said, "but it wasn’t until I realized I just needed to have human conversations, rather than following a script, that I found my stride." Her passion for sports and her upbringing around attending sporting events with her family helped fuel her drive. Samantha embraced the challenge of selling, knowing that revenue is the lifeblood of any organization. She appreciates the personal fulfillment that comes from creating memorable experiences for fans, whether it’s through family outings or corporate events. "Making someone’s day by helping them attend a game, that’s what I love—and it never gets old.”

When hiring for her team, Samantha emphasizes the importance of intangibles. She looks for people who demonstrate resilience and a consistently positive attitude—both essential traits in sports sales. "You're going to make a hundred phone calls and get a hundred 'nos,' but you need to come in the next day with the same energy as when you started," she explained. Rather than focusing solely on experience, she seeks candidates who have shown grit and determination in past situations, whether through personal challenges or competitive environments. For her, coachability is the most critical factor. "If you can quickly learn from your mistakes and apply that knowledge, it shows you can grow—and that excites me."

Embrace Standing Out, Be Uncomfortable, & Ask Why

One of the significant challenges Samantha encountered was working in a male-dominated industry early in her career. "I had to leave a place that wasn’t right for me," she shared, noting the importance of finding the right environment. "It’s okay to walk away when you realize something isn’t working." For Samantha, success in such environments came from letting her work speak for itself. "I decided to just do the work and prove myself with actions," she said, encouraging others to embrace standing out and being comfortable with the uncomfortable. Another challenge has been relocating to new cities throughout her career, moving to places where she didn’t know anyone. Despite the difficulty of starting over, she always embraced these transitions, seeing them as opportunities for personal and professional growth.

Samantha’s advice to her younger self would be to ask more questions—especially the "why" behind decisions. Early in her career, she focused on execution without always understanding the reasoning behind certain choices, from pricing to sales strategies. "I wish I had asked why more often," she admitted, realizing that understanding the bigger picture can help in both personal growth and leadership. Another lesson she would impart on her younger self is the acceptance that the perfect job doesn’t exist. "There are always tough days, but that doesn’t mean you’re not in the right place.”

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