Buying Friction Kills Impulse Sales

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The marketing landscape changed fast in 2025—and sports teams felt it in their revenue. In this episode of the Sports Marketing Machine, Jeremy Neisser breaks down 13 real-world marketing lessons that directly impacted ticket sales, renewals, and average order value. No trends, no platforms, no vanity metrics—just the decisions that actually showed up on the revenue report and matter heading into 2026.

Key Topics Covered

• Why buying friction quietly kills impulse ticket sales
• How revenue exposes bad marketing faster than engagement metrics
• Why timing beats messaging when it comes to conversions
• The costly mistake of choosing clever over clear
• How personalization (not tech) drove higher sales
• Why owned channels became the safest revenue engine
• How creative replaced targeting in paid media
• Why familiar offers outperform “new and shiny” ideas
• Bundles vs. discounts—and why bundles win
• The overlooked revenue power of single-game buyers
• How promotions train (or damage) fan behavior
• Why retention quietly became cheaper than acquisition
• How top teams turned marketing into a revenue system, not a department

Episode Chapters / Timestamps

• 00:00 – Why these aren’t trends, platforms, or vanity metrics
• 01:30 – Lesson 1: Buying friction kills impulse sales
• 04:53 – Lesson 2: Revenue exposes bad marketing
• 07:15 – Lesson 3: Timing > messaging
• 09:07 – Lesson 4: Clarity always beats cleverness
• 10:54 – Lesson 5: Personalization as a revenue lever
• 13:32 – Lesson 6: Owned channels = owned revenue
• 15:28 – Lesson 7: Creative became the new targeting
• 17:24 – Lesson 8: Familiarity sells faster than novelty
• 19:20 – Lesson 9: Bundles beat discounts
• 20:17 – Lesson 10: Single-game buyers as a growth engine
• 21:42 – Lesson 11: Promotions train fan behavior
• 23:09 – Lesson 12: Retention beats acquisition
• 25:00 – Lesson 13: Marketing as a revenue system

Call to Action

If this episode sparked an idea—or exposed something you need to fix—reach out at sportsmarketingmachine.com or connect with Jeremy on LinkedIn. And if alignment still isn’t happening between sales and marketing on your team, this episode is required listening.

Why This Episode Matters

The teams that won in 2025 didn’t shout louder or spend more—they reduced friction, showed up at the right moment, personalized their offers, and aligned sales, marketing, and data around revenue. These 13 lessons are your blueprint for turning marketing into predictable ticket sales in 2026.

Links mentioned:

Episode 140: Mystery Park Promo that Sold 700 Tickets

Episode 137: Make Your Black Friday/Cyber Monday Offer So Good! 

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