WE FILL YOUR SALES PIPELINE.

private club membership and catering event sales specialists

CourseCo Inc

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A FEW OF OUR CLIENTS:

What We Do.

We are a leading sales recruiting firm for the golf industry. If you have an opening for a membership, catering or tournament sales position, we can help you fill it.We offer sales mentoring for your sales person. Our team of experienced sales mentors are focused on increasing revenue and improving the sales skills of your team. We've built some nifty sales tools that will help you sell more, provide better service to your customers and members, and reduce your overall marketing costs.We also offer partnership opportunities for selected facilities where our sales professionals work for you onsite full-time to sell your products with you.
Sales Recruiting

Sales Recruiting.

We scout the best sales and marketing professionals and then screen for 28 critical success factors

We're not just sales recruiters - we're industry insiders. Our search consultants come from successful sales careers in the golf and hospitality industries and we are keenly aware of what makes a good sales and service representative.Pipeline Golf Marketing has led numerous searches for all levels of sales and marketing talent for many of the top daily fee, resort and exclusive private country clubs (both member owned and non-equity) across the United States.All of our candidates are put through a battery of interviews and testing before we present them to our clients, including our Developed in conjunction with the Plotkin Group, a leader in employee assessment tools, the SPIE screens for 28 critical attributes and generates an index that predicts sales success with an extremely high degree of accuracy.

Candidates:

We've helped hundreds of sales and marketing professionals achieve their career goals in the golf industry.If you are a key contributor for a golf course, private country club, or hospitality organization, and are looking for your next career step, please review our current searches and submit your resume below. When an opportunity arises that matches your qualifications, one of our search consultants will be in touch with you.

Sample SPIE.pdf

SUBMIT RESUME

CURRENT SEARCHES

Current Searches
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Current Searches.

12/13/2011 Director of Catering (Temporary Position) - Los Angeles, CA -- AVAILABLEPipeline is seeking a temporary Director of Catering to manage inbound sales activities and facilitate catering events at one of the most sought after event locations in the South Bay. This position is a temporary placement for 3 months, with potential to convert to a permanent position. Our client is a very high-end club located in an affluent neighborhood, and competes with many of the finest event venues in Los Angeles. The position requires an experienced and knowledgable catering sales professional that is willing to step in temporarily and prove themselves immediately. 12/10/2011 Director of Membership Sales - Los Angeles, CA -- AVAILABLEPipeline is seeking a Director of Membership Sales for an exclusive club in the Los Angeles area. Our client is one of the finest private clubs in the United States and holds the rare distinction as a Platinum Club of America. This is a unique opportunity for a dynamic membership sales and marketing professional at the top of their game to lead the member recruitment efforts at this club of distinction.12/7/2011 Director of Catering Sales - St. Louis, MO -- AVAILABLEPipeline is seeking a Director of Catering Sales to be responsible for maximizing overall catering revenue for our client located in the suburban St. Louis, Missouri area. Our client is looking for a dynamic catering sales and marketing expert that will be responsible for actively seeking member-sponsored catering business, coordinating and managing event details, and generating overall awareness within the community. The Director of Catering Sales will focus on developing business from all market segments (Weddings, Social Events, SMERF, Associations and Corporate) and to reach out to catering event prospects on behalf of this exclusive member-owned private country club.11/07/2011 Director of Sales - Rolling Hills Estates, CA -- FILLEDPrivate country club in the South Bay of the Los Angeles area is seeking a Director of Sales to be responsible for maximizing event (catering and tournament) revenue and membership recruitment. This is done through the successful formation and execution of a strategic sales and marketing effort, as well as through the development and maintenance of relationships with existing customers, members, stakeholders, competitors, local community leaders and other various sales prospects. The Director of Sales will be responsible for utilizing professional sales and marketing skills to generate qualified leads, execute recruitment campaigns, and actively develop and participate in networking events to create top-of-mind awareness within the community and to reach out to new sales prospects on behalf of an exclusive member-owned private country club.11/05/2011 Director of Event Sales - Golden, CO -- FILLEDWell regarded golf club with newly renovated catering facility located in Denver, CO area is seeking a Director of Event Sales responsible for maximizing catering revenue. The Director of Event Sales will be responsible for utilizing professional sales and marketing skills to perform pre-opening sales for newly renovated event space set to open in early Spring 2012, as well as ongoing sales once the event space is open. Responsibilities include conducting sales calls, lead generation, and execution of both pre-opening and ongoing marketing campaigns. Successful candidates will actively develop and participate in networking events to create top-of-mind awareness within the community and develop and maintain relationships with existing customers, stakeholders, competitors, local community leaders and other various sales prospects. 7/21/2011 Director of Membership Sales - Berkeley, CA -- FILLEDPrivate golf and country club in the East San Francisco Bay Area is seeking a Director of Membership Sales with country club sales and member relations experience. The Director of Membership Sales will be responsible for utilizing professional sales and marketing skills to perform sales calls, generate qualified leads, execute strategic marketing campaigns, and actively develop and participate in networking events to create top-of-mind awareness within the community and to reach out to new membership prospects on behalf of the Club.

To apply for any of the available positions above, please e-mail resume and cover letter to: applicants_pipelinegolfmarketing.com

Sales Mentoring

Sales Mentoring.

We're there to continually help improve your game - It's like having a professional caddie on your team

For those of us lucky enough to have mentors, you know what a difference they can make. Parents, coaches, teachers, bosses...the good ones help push us to be our best, pick us up when we are down, and see opportunities more clearly.Our team of Sales Mentors come from sales management, marketing and leadership positions at some of the biggest names in golf and hospitality.It's really easy. We coach, train, inspire, motivate, and provide years of experience and perspective in golf industry sales at your service...all for much less than you might think. We'll teach your sales people how to be more successful by sharing what we've seen work...and what we've seen fail, and capitalizing on every opportunity.

WHERE WE'LL HELP:

Page 1

1. Sales Prospecting & Lead Generation

2. Time Management

3. Goal Setting and Measurement

4. Sales Forecasting & Reporting

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5. Selling Service and Experience

6. Discounting and Promotions

7. Social Marketing

8. Benchmarking and Competitive Selling

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9. Maximizing Technology

10. Packaging and Bundling

11. Strategic Alliances and Partnerships

12. Pricing

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13. Industry Best Practices

14. Sales Qualification

15. Rebooking Strategies

16. Staying Ahead of the Competition

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17. Closing and Negotiating

18. Dealing with Difficult Customers

19. Anticipating Customer Needs

20. Staying Focused and Fired Up

Sales Tools
No Frame

Sales Tools.

We pioneered Sales, CRM and Event Management tools for the golf industry - Are you playing with the right equipment?

Sales Dashboards
Online Event Calendars
Member and Customer Database
Sale Opportunity Management
Product Catalog and Price Book
Opportunity Reports
Sales Pipeline
Email Templates - Outlook Sync
Sales vs Budget
Membership Reporting

We partnered with the number one Customer Relationship Management (CRM) software application in the world, Salesforce.com, to develop a specialized version just for sales and marketing professionals in the golf industry.Our proprietary software, Pipeline 360, leverages all of the important functionality that Salesforce.com provides, but we've streamlined everything so that it works to support the sales and marketing effort for Membership, Catering Events and Golf Tournaments.We've built in customer correspondence templates, social networking capabilities, email marketing, event management capabilities, BEOs, invoicing, workflows, dashboards and sales pipeline reports, activity reporting, and much, much more.Sales people love our tools because they are designed to maximize their sales time and help them maintain a high service level for their customers. Gone are the days of tracking everything in a spreadsheet, typing out emails and manually generating event orders. Managers love our tools because they measure performance and provide real-time insight into areas of opportunity. After all, you can't manage what you don't understand.

Sales Partnership

Sales Partnership.

A good partner can make a big difference - and we're willing to put skin in the game to prove it

Our sales partnership opportunities offer a cost effective means of putting a professional sales person at your golf course or private club. Basically, Pipeline Golf Marketing partners with you to sell memberships, golf tournaments and/or banquet events on your behalf. Our sales people are typically based right at your facility and act as "branded" representatives, meaning the customer sees the sales person as one of your employees. We work closely with your members, customers and employees to design and implement a custom sales and marketing program based on your specific needs, using systems and processes developed by industry leaders. After we work with you to structure the programs, we then build a marketing plan and provide you with an experienced sales professional to execute the plan. We continually manage all of the details, and work with you to build your business.The best thing about a sales partnership with Pipeline is that we take care of everything, and in most cases we can do it for less than you would typically pay to hire someone yourself. Our sales partnerships are structured to reward performance, which means we limit the expenses unless you see the revenue. We further reduce your risk because Pipeline covers all costs and potential liabilities. That means we pay for insurance, health benefits, payroll taxes, and other employer related expenses.Why Should You Consider a Sales Partnership?1. We Specialize in GolfOur mission is to bolster the sales efforts of golf courses and private clubs. We are experts in golf industry sales and marketing, and we have developed proven methods to maximize revenues without compromising the overall experience of your members and guests. We understand the nuances and intricacies of working within all operating environments: public courses, semi-private clubs, member-owned equity clubs, non-equity clubs and 501c tax structures. 2. Extraordinarily Cost-effective Our fees are structured based on performance. This means a high potential reward for a minimal amount of risk to you. We typically generate enough revenue to cover our fees many times over, but we won't sign up for anything that we don't feel confident about. 3. Fast Turnaround TimeWe can typically get started with minimal ramp-up time. A typical engagement will begin with a visit to your facility to outline the details of the partnership, and from there we aim to have your sales person in place within 30 days. We don't stop there. We continually monitor performance and provide suggestions for products, pricing and packaging to help improve the overall effectiveness of the sales efforts. 4. High Quality Sales People We understand that sales comes down to a few critical moments. We know the value of having the right person on the job when those moments come. Every effort goes into making sure we recruit and hire the best of the best. We thoroughly train, motivate and support in order to ensure the best client experience possible. We understand the importance of professionalism, courtesy, tact and intelligence to go along with the drive to close sales. 5. ResultsWe stand behind our work 100%. We manage the details and report back to our clients with comprehensive metrics and analysis. We seek to understand all aspects of the sales and marketing efforts at your facility so that we can continually recommend the proper adjustments to maximize your return. Contact us to learn more about our Sales Partnership opportunities.
Who We Work With

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Our Clients.

The Pipeline team has had the privilege of working with hundreds of golf courses and private clubs across the United States.We've met many talented people and we continue to learn something new with each engagement. As dynamic as the golf industry is these days, our community of clients is always sharing innovative new sales and marketing strategies with us, and in turn we pass the most valuable lessons along to the rest of our clients.The partial list of clients on this page have recently engaged Pipeline for recruiting, mentoring, sales tools and/or sales partnerships.We'd be thrilled to add your logo to our collection.

Who We Are
No Frame

Shannon Herschbach

Shannon Herschbach - Principal

Shannon began her career in the hotel industry where she directed the catering sales efforts for both Northwest Hospitality Group and Shilo Inns. Here she gained a solid understanding of a diverse range of business management skills including market analysis, sales and marketing, operations, team-building and quality assurance.In 1998, Shannon began her career in the golf industry when she took on a Regional Sales Management opportunity at American Golf Corporation. She quickly worked her way through the ranks of the sales and marketing organization and capitalized on every opportunity to learn more about the business of golf. In 2002, she took a year away from sales management to gain hands-on experience in the operations side of the business when she assumed the role of General Manager at Persimmon Country Club in Portland, Oregon. Shannon's career at American Golf ultimately culminated in her oversight of one of the largest sales organizations in the golf industry. She successfully led the company's sales efforts and was responsible for upwards of $200 million in sales revenue and over 300 catering, tournament and membership sales team members. During this time, she successfully created a professional sales culture through the development of sales and service standards, innovative tools, training and employee recognition programs.She is a native of Portland, Oregon and currently resides in Los Angeles, California.

Contact Shannon:

888.360.7473 ext 101

shannon_pipelinegolfmarketing.com

Michael Phelps

Michael Phelps - Principal

Prior to forming Pipeline Golf Marketing, Michael spent fourteen years in the golf industry in a variety of operational and executive leadership roles at American Golf Corporation. He started in private club operations and ultimately worked his way up to a position on the Executive Committee where he served as Vice President of Finance and Technology. During his tenure at American Golf, Michael oversaw the budgeting, financial reporting, strategic planning, treasury, procurement, payroll and information technology operations for approximately 165 golf course properties and 16,000 employees. He played a key role in the development and facilitation of strategic and tactical plans aimed at achieving revenue generation and growth. Among his accomplishments, he played a key role in reengineering the entire back office accounting and finance systems and successfully implementing a state-of-the-art $10 million computerized accounting system. In addition, he also spearheaded the design and implementation of industry-leading business intelligence and customer relationship management tools. Michael is a native of Seattle, Washington and currently resides in Los Angeles, California. He holds a Bachelor of Science degree in Business Finance from Washington State University and a Masters of Science degree in Computer Information Systems from Georgia State University.

Contact Michael:

888.360.7473 ext 102

mike_pipelinegolfmarketing.com

Tracy Goodwin

Tracy is a sales management executive with an extensive background in the sports, leisure and hospitality industries. She offers 17 years of sales operations management and a proven track record of driving event and membership revenue for hundreds of golf courses, private country clubs and athletic clubs.As a Sales Manager for American Golf for 10 years with responsibility for sales revenues in excess of $10 million, she was recognized on several occasions with the Chairmans Club award for excellence in sales performance. Tracy helped to produce overall improvements in customer service and employee productivity by driving performance to retain key account relationships. Her leadership approach includes the ability to match customer needs to sales operations practices as well as a management style recognized for improving performance even during times of uncertainty in the golf industry.Tracy has also worked with VB Golf, an owner and operator of golf courses and practice facilities. While at VB Golf she was instrumental in developing sales policies and procedures, performing market research, implementing sales technology (customer relationship management applications), optimizing budgeting and forecasting methodologies, and conducting marketing campaigns within a wide variety of golf operations. Prior to Tracy's career in the golf industry, she served as Director of Membership for Western Athletic Clubs, an owner and operator of private health, fitness and athletic clubs and sports resorts on the West Coast.Tracy is a native of Portland, Oregon and currently resides in the San Francisco Bay Area. She holds a Bachelors of Science degree in Business Management, and a double minor in Hotel / Tourism Management and Speech Communications from Oregon State University.

Contact Tracy:

888.360.7473 ext 108

tracy_pipelinegolfmarketing.com

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Kelly Mreen

Kelly has an extensive background in the hospitality sales industry, most recently as Director of Sales for The Oregon Golf Club, a high-end private golf club in Portland, Oregon. While at OGC, Kelly oversaw all aspects of membership, catering and golf event sales. During her five year tenure at the club, she was responsible for driving over $2 million in annual sales while maintaining membership levels at or near 100% of capacity. Kelly consistently exceeded her quarterly and annual sales targets and was recognized as a top achiever amongst a portfolio of over 80 other private country clubs nationwide.Prior to joining The Oregon Golf Club, Kelly led the sales effort for an organization that specialized in the sales of interior FF&E packages to the hospitality industry. She quickly exceeded her sales goals and her responsibilities grew rapidly, ultimately culminating in a sales management role where she was responsible for all west coast sales across ten states. Adding to her list of accomplishments, she was responsible for implementing several standardized sales processes and procedures, including a company-wide Customer Relationship Management tool that helped to measure sales proficiency and increase overall sales effectiveness.Kelly started her sales career in the communications industry where she earned a reputation as a top closer and a builder of long term relationships with her customers. In an industry known for a lack of customer loyalty, she worked hard to gain a true understanding of customer retention and service, and as a result increased her territory revenue by forty percent, and met revenue quotas for an unprecedented 39 consecutive months.Kelly is a native of Portland, Oregon where she resides today. She holds a degree in English from Linfield College.

Contact Kelly:

888.360.7473 ext 106

kelly_pipelinegolfmarketing.com

Jessica Kalkin

Jessica has over fifteen years of experience driving membership and outside event revenue at private country clubs. She has spent the majority of her career with American Golf Corporation, a national leader in golf course management. As Regional Director of Sales and Marketing, Jessica's responsibilities include oversight of a team of 25 sales representatives at 12 Southern California private clubs, and an annual budget of $23 million.Jessica is an expert at working closely with the operations teams at a wide variety of private clubs to increase membership sales, promote brand awareness and facilitate member relations. She is adept at both the strategic oversight and tactical execution involved in marketing all aspects of private club membership, member retention programs, and member communication initiatives. Jessica has also worked as General Manager of The National Golf Club, where she oversaw a virtual membership club which members could join to enjoy enhanced privileges for additional fees. She worked directly with a multitude of clubs, and their respective membership directors, to ensure the overall integrity of the membership products and consistency of the marketing strategies. Prior to her role at the National Golf Club, Jessica oversaw membership sales and marketing for 12 private clubs in Southern California where she successfully increased sales productivity by working directly with membership sales and marketing personnel at each club to develop and implement customized marketing plans. Jessica is a native of Los Angeles, California where she currently resides. She holds a degree in Liberal Arts from California State University, Northridge.

Contact Jessica:

888.360.7473 ext 109

jessica_pipelinegolfmarketing.com

Shannon Herschbach
Michael Phelps
Tracy Goodwin
Kelly Mreen
Jessica Kalkin

News

Pipeline in the News...

November 7, 2011 -- Pipeline Partners with Rolling Hills Country Club

November 5, 2011 -- Pipeline Announces Partnership with Applewood Golf Club

October 20, 2011 -- Pipeline to Consult on Proposed Event Center at Peacock Gap Golf Club

September 14, 2011 -- Pipeline Tapped for Membership Sales at Mira Vista Golf & Country Club

September 12, 2011 -- Pipeline 360 Selected for Empire Golf Management

August 30, 2011 -- Pipeline Assists The Golden State Chapter of the Club Managers Association of America, Inc.

July 1, 2011 -- Pipeline Recognized As Golf Industry Leader

April 13, 2011 -- Pipeline Bolsters Private Club Division

March 30, 2011 -- Pipeline Partnership Helps Golf Clubs Get Competitive Edge

March 28, 2011 -- Pipeline 360 Announces Partnership with Troon Golf

March 21, 2011 -- Pipeline Announces Partnership with El Caballero Country Club

March 18, 2011 -- Pipeline 360 Announces Kelly Mreen as Vice President

September 3, 2009 -- Pipeline Names Tracy Foertch-Goodwin as VP of Sales & Marketing

March 30, 2009 -- Pipeline Introduces Event & Member Management Tool

Pipeline Golf Marketing

2110 Artesia Boulevard

Suite 357

Redondo Beach, California 90278

888.360.7473 ext 101

info_pipelinegolfmarketing.com

Submit Resume

Best of the Best...Apply Here

We are looking for serious sales professionals that are ready to take their game to a whole new level. If you have a proven track record of sales and you are looking for opportunities in the golf industry then we want to hear from you.Please send your resume and cover letter to: applicants_pipelinegolfmarketing.com

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Sales Mentoring

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Who We Work With

Who We Are

News

"Pipeline helped save our Club." - Art Agnos Former Board President at Mira Vista Golf & Country Club and Former Mayor of the City of San Francisco