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Winning the Customer by Lou Imbriano

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CHAPTER 3

BUILDING REVENUE-GENERATING EXTENSIONS

I was sitting in a construction trailer—the temporary marketing offices for the New England Patriots—wedged between Foxboro Stadium and a cement skeleton that would eventually grow into what everyone now knows as Gillette Stadium. One of the premium seating sales reps was coming off a tour of the new stadium with what I understood to be prospective club seat buyers. As the prospects got out of the golf cart, my jaw dropped. I was expecting suits, ties, and wingtips, but no! One of the dudes was wearing a Tedy Bruschi number 54 jersey and a baseball cap. They shook hands with the director of premium seating, David Pearl-stein, and I headed out of the trailer to chat with him after they’d left.

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