Knox Talk: Recent Episodes
Knox Sports
For over 20 years, these two boys have been selling, buying, negotiating and always talking about sports sponsorships. It was time to let the public into their world. Brandon has been selling everything associated with the Tennessee Volunteers for 20 years, and Paul worked on the sales side for FSU and the Tampa Bay Buccaneers before opening up Knox Sports 24 years ago and now buys sponsorships for their 18 clients at schools and pro teams all over the US. Together, they will break down the business of collegiate sports as only a good ole boy from Knoxville and a Nole with an attitude can do!
Paul and Brandon get honest in the latest episode. They share their frustrations and worries about the current college sports landscape and make a call for change.
Paul and Brandon discuss the topic of zoom and teams calls. COVID changed the meeting landscape and there has been no going back. They share the pros and cons of digital calls and in-person call in all areas of a sponsorship deal. From negotiations, brain storming campaigns, and even closing the deals.
We are joined by Caroline Allman, the Director of NIL Revenue & Activation at the University of Tennessee. Before joining the team at Tennessee, she worked on NIL for Under Armour. She shares her perspective and expertise on NIL from both the brand and the school side.
On today's episode, we are joined by Erik Lowery, the General Manager of VCU Sports Properties! Paul hosts a Q&A with Erik and Brandon discussing running a sports property. They discuss NIL, running a team, percentages of top clients, and even the best and worst parts of being a GM.
In this episode, Paul and Brandon discuss retaining young employees. They share the top reasons people leave jobs in the sports world and tips on retaining them.
Paul and Brandon disagree on whether they think post-season sponsorships are worth it. They discuss the pros and cons of each perspective. As a bonus, Paul shares his experience of attending the Olympics in Milan!
Listen now and be sure to let us know if post-season sponsorships should be mandatory in your sponsorship contracts!
In this episode, Paul and Brandon discuss unique signage in sports sponsorships. They share some of their favorites and least favorite ways to utilize signage across sports.
In our latest episode, Paul and Brandon discuss the college football calendar and all of its flaws. They dive into how it affects other sports, marketing campaigns, the portal, and more!
Challenge: see how many times Paul and Brandon say the date.
As we kick off season 8, Paul and Brandon discuss how college bowl games are broken. They deep dive into why they're broken and how they can be fixed to be beneficial to fans, sponsors, and teams alike.
In the last episode of the season, Paul and Brandon discuss evolving inventory in sponsorships. They share what is working, how to make what isn't working work, and even share how different inventory items have evolved over the years.
Grab your headphones and listen now.
In this episode of Knox Talk, Paul and Brandon pick up the mics to discuss fire sales as we prepare for the return of college football! They share the pros, the cons, and how to negotiate and navigate fire sales.
Paul and Brandon address how to handle that dreaded one-syllable word, "no." Where do you go after this? How do you find a way forward? They share tips and personal stories in our latest episode!
In this episode, we are joined by Jordyn Vannes, the Senior Coordinator of Partnership Services at JMU! Paul, Brandon, and Jordyn discuss everything from what to expect from a service team in sports, work-life balance, learning as you go, and more!
Grab your headphones and press play, because you won't want to miss this episode!
Paul and Brandon discuss sponsorship agreements and the cost of doing business within those agreements. They talk about how things have changed, the role MMRs play in the discussion, social media, NIL, and more!
Paul and Brandon dive into the topics of hiring and firing in the sports world. They discuss everything from what they look for in potential hires, how culture plays a role in the hiring process, retaining employees, what calls for termination for employees, and more!
You won't want to miss this episode. Listen now!
We're back on the mic with some exciting updates from Brandon! On top of that, we are also joined by the incredible Michael Jay Keener from the University of Tennessee licensing department, as we dive into the topic of college licensing and royalties.
Trust us when we say you won't want to miss this episode. Grab some headphones and listen now!
Paul and Brandon are back on the mic as they dive into the topic of spring sports. In this episode, they discuss hospitality around baseball and softball sponsorships, share stories about activation experiences and meet-and-greets, and even discuss challenges seen with the trend of QR codes.
Grab your earphones, some popcorn, and listen now!
We're back with a part 2 of our chat with Yeehaw Brewing Company! In this episode, we discuss successful activation and results Yeehaw Brewing has seen in their sports sponsorships and how they utilize those assets to continue growth.
We're live from Knoxville, TN! Join us as we sit down with the CEO and Marketing Manager of Yeehaw Brewing Company! We'll discuss what made them choose sports marketing as an avenue for sales and growth and how to get into a sports sponsorship deal.
Jason Pappas, the Sport Management Professor & Experiential Learning Coordinator at FSU joins Paul and Brandon in this episode of Knox Talk. They discuss how to land an internship or job in the world of sports. They dive into:
- How curriculum in the industry has changed over the years
- Best practices for getting jobs
- How to make yourself stand out in the sea of applicants
- and more!
Listen now!
We're kicking off season 7 with a BANG! Brandon and Paul are back on the mic as they discuss baseball sponsorships!
What would you do if you were in charge of the NCAA? What would you change? What would you keep the same? This is the question Paul and Brandon dive into as they discuss how the NCAA would look with them in charge.
Paul and Brandon share there opening day stories and what they've learned along the way.
In this episode, we update you all with new changes in NIL and discuss how the future of NIL and college sports as a whole be affected.
Paul and Brandon discuss digital assets from their beginning, to now. They discuss best practices, top inventory pieces, how to get better results, and more!
In this episode, Paul and Brandon discuss all things ROI in sports sponsorship deals. Topics include:
- What successful ROI in sports looks like
- What every client should ask for to receive ROI
- How will ROI change in the future and what is next
We are once again joined by Kat Jones as we discuss the latest in NIL. Jones even drops some information on MAJOR changes that will change the NIL landscape.
Brandon and Paul sit down to discuss the topic of maximizing large local clients. They discuss topics such as:
- Longevity
- How Geographic Location Matters
- & More!
Paul and Brandon discuss the use of mascots in sports sponsorship deals. They dive into why this can be a fantastic move for your company without spending much money, how mascots and social media go hand-in-hand, and share some funny mascot stories.
Listen now!
We're back on the mic for part 2 of our Selling in Pro sports, with Sarra Barnes from the Detroit Pistons! As we continue our conversation from our last episode, we dive deeper into:
- Rate Card and top inventory pieces
- Corporate gifts and client hospitality
- Managing and executing category exclusivity
- Best methods to getting your foot in the door for making a sale
- and more!
We're back and starting season six with a bang! 💥
In this two-part special, we are joined by the incredible Sarra Barnes, the Sr. Director of Corporate Partnerships at the Detroit Pistons! Sarra, Paul, and Brandon discuss everything from the importance of the atmosphere at games, keeping clients and staff in a field of high turnover, client relationships, activation vs selling, and MORE! (And this is all just in part 1 - be sure to come back for part 2 on April 15!)
Paul and Brandon discuss why they think college football is broken and offer a solution on how to fix it. They discuss this year's playoff games, college football's politics, and the bowl games' future. Listen to our little rant and a reasonable solution and be sure to share your views on the topic as well!
We are joined by Mike Poplaski in this episode as we dive into the topic of Learfield properties vs Playfly properties.
Mike is the General Manager of The University of Richmond - Spider Sports Properties. He worked for the school while they were with Learfield, and then became the GM once Playfly took over. He dives into how that happened and what it was like working with both.
Paul and Brandon discuss how to find success in sports sponsorships with a smaller budget. They dive into different options and how to maximize your budget. (and there are more options than you think!)You won't want to miss this episode - listen now!
Brandon and Paul share their thoughts on whether college sports having a commissioner would be beneficial. Listen to this conversation-style episode and be sure to let us know your viewpoint on the matter!
As we kick off football season, Paul and Brandon sit down to discuss football promotions. Some were huge hits and some failed. They dive into why these promotions did or didn't work out and things to remember when creating new promotions. Listen now!
We are joined by the CEO of Gametime Sidekicks, Tyler Roberts! We discuss what it's like starting your own business and finding success in sports sponsorships. Listen Now!
In this episode of Knox Talk, we are joined by Emily Peterman, Learfields Top Deal Closer winner. As we discuss setting sales goals + closing deals! Listen now!
In this episode, we are joined by the incredible Billy Jarvis as we discuss non-profits in college sports sponsorship. Learn how and why it works as well as learn all about Billy's incredible story.
Paul and Bradon share tips, tricks, and best practices for closing the deal. They also reminisce on stories of deals that have gone great and horribly wrong. You won't want to miss this episode. Listen now!
We are joined by Dillion Parkhill from Texas A&M. Paul, Dillion, and Bradon dive deeper into the topic of client services. They cover everything from best practices, what they look for in potential employees, how to handle hard situations with clients, and even walk us through what all goes into preparing and setting up for game day looks like.
Paul and Brandon discuss the differences between using traditional agencies vs sports marketing agencies to aid in your sports sponsorship contracts.
We're kicking off season 5 with a fan-favorite topic! We're joined by Kat Jones, the Director of NIL at the University of Tennessee. We dive into what the schools are doing to aid athletes in their NIL endeavors, how the NIL role has changed since it started, and what's to come.
Brandon and Paul discuss playoff expansions and how it will change bowl games as we know them. They also discuss hospitality and share some stories on personal hospitality fails and successes.
We jump outside our wheelhouse in our latest episode as we discuss selling sponsorships for music vs for sports. We are joined by the incredible Andrew Goldberg as we dive into this topic!
Brandon and Paul are joined by Phillip Sampietro as we dive into sports sponsorships from the perspective of a small sponsorship client. Topics they discuss are: What percentage of your advertising budget goes into sports? How do you measure success? What type of inventory does Gus's Fried Chicken utilize? How do you reevaluate your budget as you continue to grow? And more!
Listen now!
Paul and Brandon discuss how to manage multiple partners in the same category. They unpack this from a school/team perspective and a client/agency perspective. They dive into everything from: IP Rights Exclusivity The difference between pro and college teams managing multiple partners and more!
Not all sports sponsorship deals are large six-figure deals. Some are smaller, local deals. What is the best way to manage those deals? What are practical ways to ensure success for those clients? Paul and Brandon dive into how to achieve success in small sponsorship deals.
Paul and Brandon dive into a deeper conversation on coaches' shows and how they have changed over time. They break down why they think coaches' shows are not as popular as they used to be, ways to enhance your coach's shows, and more!
Is radio dead? Paul and Brandon dive into radio broadcast in sports sponsorship and how it can impact and aid your team or sponsorship deals. Listen now!
In this episode, we are joined by Derek Scott as we unpack sports sponsorship at the high school level. We discuss key similarities and differences between selling at the college and high school level, the evolution of high school sports sponsorships, regular season vs championships, and more! Derek Scott is a Marshall University grad who has worked in college sports at Ohio University and South Carolina. Two and half years ago he made the switch to his current role as GM of Teal properties seeing high school sports sponsorships.
Brandon and Paul kick off season 4 with the topic of service. They discuss the high rate of turnover in the service department in college athletics, how the college model is different than the pro model, and ways to build a deeper connection with clients that are impactful yet are not being used as much in today's world. Listen now!
We are wrapping up season 3 with the second part of this two-part special, featuring guest Alicia Longworth. Give it a listen and be sure to subscribe to be the first to know when season 4 will return!
It's Women's History Month, and we are celebrating by having our first female guest with us! (But most definitely not our last!) Alicia Longworth joins us in this episode of Knox Talk as we dissect different ways to integrate sponsorships in college universities. Some topics discussed are: How to get fans in stands and up attendance Does the cost of hotels defer people from attending games? Funny failure moments in sponsorship activation Multi-media rights and going in-house Concessions And more!
In this episode of Knox Talk, we are joined by Caleb Swann as we discuss Intellectual Property Rights! We dive into topics such as, What drives market prices for IP rights? How do you establish or re-establish a baseline for IP rights when at a new property? Changes in the pricing model of IP rights Different ways to utilize IP rights + logs and more!
Paul and Brandon discuss the evolution of coaches' shows. They dissect what is working and what is not. They share success stories and what the biggest challenges are in creating coaches' shows. Subscribe and rate Knox Talk on your podcast platform of choice and be sure to let us know what you want to know more about in the sports sponsorship world by messaging us at @knoxsports on Twitter!
In our first episode of 2022, Paul and Brandon share their thoughts on renewals. They discuss what has changed, what people can do to improve the renewal experience, and what is the perfect time to start the renewal process. If you enjoyed this topic, leave us a review and let us know what topic you want to learn more about next!
In this episode, we follow up with what NIL is like now that it is in play. Paul and Brandon are joined by Austin Price, as they discuss NIL, the problems that have arisen, NIL promotions, and where it will go in the future. Listen now!
In this episode, we are joined by Fred Doremus as we discuss videoboard assets at games. We break down the different ways they can be used for marketing in the stadium, how they have evolved over the years, share unique ways they have been used, and more!
We are joined by Job Zeitz in our latest episode! Jon breaks down what it looks like selling at a small school like Radford. They discuss asset values, how they share fans with Virginia Tech, and why their time in March Madness was so important to them marketing-wise. Listen now!
Paul and Brandon break down the different areas of basketball sponsorships. From social campaigns, signage, promotion activation, and more. This episode is jam-packed with great info. Listen now!
Paul and Brandon are back with Season 3! They're kicking off the season with an incredible episode on selling sponsorships in the world of college sports vs. professional sports. Bill Houston, the Senior Associate AD at the University of Tennessee, joins us as our guest speaker.
Paul and Brandon are joined by Mike Money as they discuss schools going back in house. A few of the topics they'll cover are the advantages and disadvantages, how this affects staffing and multi media partners, and how this changes their role on game day. Listen now!
NIL is officially in motion. But what does that mean for companies already in partnerships with the schools? What does this mean for future partnerships? What is off limits + what is allowed? Will this change how recruiting is done? Paul + Brandon discuss these topics in more in this episode of Knox Talk!
Paul and Brandon discuss sales pitches, and closing the deal. They share personal stories and tips on every step of the negotiation process that will help close the deal.
In this episode, we are joined by Matt Preece from the Texas Longhorns. Matt, Brandon, and Paul discuss what it is like selling from ones alma mater. They breakdown the pros and cons that come with it and share tips on how to navigate through.
We are joined by Ron Houser, the Market Partner of Texas Roadhouse! He shares the client perspective of sports sponsorship and what he values when creating a partnership.
Paul and Brandon join us for a mid-week discussion on TV promotions in the sports sponsorship field, content and how it has evolved over time, and summer promotions in the world of college sports.
In this episode, Paul and Brandon discuss selling and buying sponsorships from hot and cold properties. They share personal stories, a few laughs, and tons of insightful information to help your sponsorships!
In this episode of Knox Talk, Paul and Brandon discuss sports play-by-play announcing and broadcasting with the legendary Gene Deckerhoff! They breakdown what goes into making a successful play-by-play, how the crowd is important, share tips and stories, and more! About our guest: Gene Deckerhoff has been the voice the Super Bowl champion Buccaneers since 1989. On top of that, he also is the been the voice of the Florida State Seminoles basketball and football games since the 70s.
Paul and Brandon talk about the growth of baseball and softball sponsorships in college sports. They explain why they're growing, why they are perfect for local businesses, promotion and branding ideas, and more!
Paul, Brandon, and our special guest Lee Douglas, share sponsorship negotiation stories. From the good to the bad, lessons to be learned, and key takeaways, you won't want to miss this episode!
Kick-off March with some madness. Paul and Brandon discuss all things March Madness in our first episode back! From the sponsorship perspective to the fan perspective, they cover it all. There are even some fun facts + personal stories sprinkled in that might surprise you.
Get ready for season 2 of Knox Talk! This season is jam packed with special guests and fun stories. Season 2 launches later this month!
In our season 1 finale, Paul and Brandon discuss failed promotions they have been a part of. You'll learn and laugh a lot as they recount their stories! We will be back in 2021 with Season 2! Have a safe + fun holiday season and thanks for listening!
Paul and Brandon discuss college athletes and NIL (name, image, likeness). They breakdown how this will impact numerous other areas of the sports and sponsorship world.
On this episode of Knox Talk, JD Byars from South Alabama joins us as we discuss what it is like selling sports sponsorships at small schools vs at large schools. JD is not only an incredible salesman for the University of South Alabama, he is also the talented play-by-play voice of the Jaguars!
We our joined by our very first special guest, Kris Kassle, in this episode! Kris is the Vice President of Fox Sports and the GM of the Fox Sports property at Michigan State. Together, they discuss how sports differ in the North versus the South and how to sell collegiate sports sponsorships accordingly.
Paul + Brandon share even more coaches stories and explain how coaches have a direct impact on the sports sponsorship world!
This is the first of a two-part special where Paul + Brandon share behind the scenes coaches stories illustrating the importance of the coaches role in sports sponsorship deals!
Brandon and Paul discuss selling sports sponsorships around beloved college traditions. They explain how to do so effectively and recall some stories of successes + failures!
Paul and Brandon take a stroll down memory lane as they discuss how they got their start in the sports world and give advice on how to land a job in sports!
With Coronavirus in full-swing, it has caused many problems in the world of sports. One of these is for sponsorships. How do teams, leagues, and schools go about ensuring their sponsors are still getting what it due? Make goods! Paul + Brandon dive deeper into the current world of make goods in this episode.
Paul and Brandon talk about how Coronavirus impacted the world of college sports. Dive into how both sides of the sports world are dealing with Coronavirus and what is to come in future of sports as we find this new normalcy.