Join host Wade Leaphart, Chair of the Sports Business Chapter at Silicon Slopes, as he sits down with Rob Cornilles, founder and CEO of Game Face Inc. Rob is a pioneer in modern sports sales training and has transformed the way organizations approach ticket sales and customer engagement.
In this episode, Wade and Rob dive deep into the evolution of ticket sales, from the early days of paper lead lists and phone books to the sophisticated CRM systems and results-based selling approaches of today. Rob shares his journey from working with the LA Clippers in the 90s to founding Game Face and coaching tens of thousands of professionals across major sports leagues like the NBA, NFL, and MLB.

00:13 - Podcast Introduction
00:23 - Guest Intro: Rob Cornilles
00:34 - Rob's Background
00:55 - Wade and Rob's Connection
01:18 - Evolution of Ticket Sales
01:38 - Early Sales Methods
01:49 - Founding Game Face
02:05 - Rob's Start with Clippers
02:25 - Challenges with Clippers
02:46 - Realization in Sales
03:07 - Competing LA Teams
03:29 - Observing Fans
03:50 - LA Riots Impact
04:13 - Enthusiasm in Sales
04:35 - New Sales Approach
04:56 - Sharing Sales Secrets
05:16 - Results-Based Selling
05:32 - Selling Relationships
05:55 - First Game Experience
06:06 - Fan Motivations
06:27 - Reasons Fans Attend
06:48 - Business Outcomes
07:09 - Results-Centered Selling
07:30 - Value Beyond the Game
07:52 - Business Initiatives
08:14 - Expanding to Other Industries
08:39 - Selling Results
09:07 - Transferable Skills
09:28 - Modern Sales Challenges
09:49 - B2B Sales Shift
10:01 - Results-Focused Messaging
10:22 - Role of Technology
10:43 - Personal Interaction
11:01 - Timeless Sales Skills
11:22 - Open-Ended Questions
11:43 - Sales Education Gap
12:04 - Rob at BYU
12:24 - Sales Skills for Executives
12:46 - AI in Sales
13:05 - Human Interaction in Service
13:25 - Frustration with AI
13:47 - Personal Touch in Service
14:08 - Training on Service Calls
14:30 - Customer Service Skills
14:51 - Tech and Sports in Utah
15:14 - Professionalization of College Sports
15:36 - Innovation in Fan Experience
15:59 - Breaking into Sports
16:22 - Starting in Sales
16:47 - Wade's Career Path
17:08 - Sports Media Realities
17:29 - Practical Experience
17:50 - Value of Sales Skills
18:14 - Networking in Premium Sales
18:36 - Sales Training Benefits
18:59 - Sports as Conversation Starter
19:20 - Upcoming Utah Sports Events
19:42 - Utah's Sports Recognition
20:00 - Innovation in Utah Sports
20:27 - Customer Service Importance
20:48 - Industry Conversations
21:10 - 30 Years of Game Face
21:30 - Game Face's Impact
21:51 - Expansion Beyond Sports
22:13 - Conclusion and Future

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Show Links: https://gamefaceinc.com

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Sports Business Chapter Chair Wade Leaphart Interviews Founder & CEO at Game Face Rob Cornilles