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Plant the Seed, Play the Long Game | Keith Baulsir
Keith Baulsir sent a single image, a mockup of a company's name on a building, to someone who had told him no years before. No lengthy pitch. No follow-up sequence. Just the right idea at the right moment, delivered to someone he had never stopped believing in. That one follow-up turned into a tens of millions of dollars naming rights deal. That's what playing the long game actually looks like.
A 19-year sports sales veteran who helped launch the Vegas Golden Knights as one of their earliest employees, Keith has closed hundreds of millions in partnerships revenue across pro sports, college athletics, minor leagues, and even a nonprofit zoo. He's now building Clemson Ventures, a first of its kind in-house sports marketing group at one of the most storied programs in college athletics, in full startup mode all over again.
He opens up about the difference between spraying and praying versus the sniper approach, why internal follow up breaks down between sales and service teams in almost every organization, and the evolution from commission breath to an abundance mindset that took nearly two decades to fully develop. He also gets honest about the moments he gave up too early, the long game philosophy that has defined his career, and why visibility is the single most underrated form of accountability in any sales organization.
Whether you're a young seller grinding through entry level or a seasoned pro leading a team, this conversation will sharpen how you think about the follow-up game.
In this episode you will:
- Understand why your reputation is literally built by your repetition and what that means for how you show up daily
- Learn the shift from shotgun to sniper outreach - doing less but converting more
- Discover why most sellers quit before touchpoint 10 and what it takes to stay in it long enough to win
- Recognize how to close the loop on every deal - whether you win it or lose it, in a way that plants seeds for years down the road
- Apply Keith's long game framework to both startup environments and established organizations
🔔 Subscribe wherever you listen to podcasts.
Follow Keith
Keith's Book
Get more from Manny!
Get my book, The Follow Up Paradox!
Get my planner, That Follow Up Sales Planner!
YouTube
Book Manny to Speak
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By Manny Vargas
5
2121 ratings
Keith Baulsir sent a single image, a mockup of a company's name on a building, to someone who had told him no years before. No lengthy pitch. No follow-up sequence. Just the right idea at the right moment, delivered to someone he had never stopped believing in. That one follow-up turned into a tens of millions of dollars naming rights deal. That's what playing the long game actually looks like.
A 19-year sports sales veteran who helped launch the Vegas Golden Knights as one of their earliest employees, Keith has closed hundreds of millions in partnerships revenue across pro sports, college athletics, minor leagues, and even a nonprofit zoo. He's now building Clemson Ventures, a first of its kind in-house sports marketing group at one of the most storied programs in college athletics, in full startup mode all over again.
He opens up about the difference between spraying and praying versus the sniper approach, why internal follow up breaks down between sales and service teams in almost every organization, and the evolution from commission breath to an abundance mindset that took nearly two decades to fully develop. He also gets honest about the moments he gave up too early, the long game philosophy that has defined his career, and why visibility is the single most underrated form of accountability in any sales organization.
Whether you're a young seller grinding through entry level or a seasoned pro leading a team, this conversation will sharpen how you think about the follow-up game.
In this episode you will:
- Understand why your reputation is literally built by your repetition and what that means for how you show up daily
- Learn the shift from shotgun to sniper outreach - doing less but converting more
- Discover why most sellers quit before touchpoint 10 and what it takes to stay in it long enough to win
- Recognize how to close the loop on every deal - whether you win it or lose it, in a way that plants seeds for years down the road
- Apply Keith's long game framework to both startup environments and established organizations
🔔 Subscribe wherever you listen to podcasts.
Follow Keith
Keith's Book
Get more from Manny!
Get my book, The Follow Up Paradox!
Get my planner, That Follow Up Sales Planner!
YouTube
Book Manny to Speak