At Strategic Connection, we believe that diverse experiences bring unique perspectives to the table, and no one embodies this better than our Sales Marketing Coordinator, Anthony Adinolfi. Anthony's background of cold calling in the sports industry, specifically selling tickets for the New Jersey Devils, gave him invaluable insights into the sales process that he now applies to his role at our company. In this blog post, we’ll explore how his experience with cold calling in sports has shaped his approach and what lessons he’s brought into the world of B2B sales
Anthony began his sales career by cold calling in sports for the New Jersey Devils, an NHL team based in Newark, NJ. Without any prior experience, Anthony quickly learned the ropes. His biggest challenge? Learning to sell in-person as well as over the phone. “It was a big adjustment,” Anthony recalls, “but with proper training and guidance, I learned how to stay composed when showing prospects the seats they were interested in.”
Anthony emphasizes that cold calling in sports taught him how to build relationships with fans and show them what the team has to offer. It was a crash course in quickly identifying a prospect’s needs and finding a way to show value, even when it wasn’t immediately obvious.
When asked how cold calling in sports differs from traditional B2B sales, Anthony notes that the emotional connection is key. “In sports, you need to understand both the team and the league, but more importantly, you need to tap into the passion of the fans,” he explains. “My goal was to remind them why season tickets were worth the investment. You don’t just sell the seat—you sell the experience, the excitement, the chance to be part of something bigger.”
This approach, learned from cold calling in sports, has influenced Anthony’s work at Strategic Connection. Whether he’s helping our team with lead generation or devising a new marketing strategy, he knows the importance of making an emotional connection and providing value that resonates on a personal level.
Anthony encountered many prospects who were uninterested in buying tickets after attending just one game. These were his most difficult sales, but also the most rewarding. “Selling to these types of prospects requires a different strategy,” Anthony explains. “I had to show them why buying tickets for more games made sense for them. If all else failed, I’d ask for a referral. There’s always a silver lining in every call.”
His ability to pivot and adapt during these conversations is a skill honed by cold calling in sports, which he now applies when helping our senior sales representatives. “Even if you don’t close the sale, every call is an opportunity to build a connection,” says Anthony.
Anthony’s success in cold calling in sports came from meticulous preparation. “It’s important to go into every call with a positive mindset and treat every prospect like they’re your next season ticket holder,” he shares. “Clients appreciate professionalism and clear communication. Staying calm, focused, and prepared made all the difference for me.”
These same principles apply to his work at Strategic Connection, where he helps the team refine their approach to client outreach and lead nurturing.
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One of the most valuable lessons Anthony learned from cold calling in sports was the importance of building rapport with prospects. “I would spend the first 10-15 minutes of a call just talking to the prospect, learning about their experiences with the Devils, and what they enjoyed about attending games,” he recalls. “Once I felt like I had enough information, I would suggest the ticket package that best suited their needs.”
Handling objections was another key area where Anthony’s skills grew during his time in sports sales. When prospects raised concerns about the team’s performance, he would shift the conversation to the future. “You’re not just buying into the current season—you’re buying into the potential of the team’s future,” he explains.
Facing repeated rejections during cold calling can be demoralizing, but Anthony found ways to stay motivated. He credits the book Can’t Hurt Me by David Goggins for helping him develop mental toughness. “That book helped me set higher goals and stay focused,” Anthony says. He also revamped his daily routine, going to the gym in the morning and arriving at work early to set the tone for the day.
Having a supportive team also played a big role. “At the Devils, we had a great culture. We’d bond and find ways to lift each other up after tough days, which made all the difference in staying positive,” he shares.
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When asked what advice he would give to someone new to cold calling, Anthony is quick to emphasize patience. “Cold calling takes time to master,” he says. “It took me nearly a year to fully understand how to sell tickets effectively. Improvement is gradual, so give yourself time.”
He also stresses the importance of treating every conversation like it’s with a friend, not a prospect. “Cold calling is all about building relationships. The more you practice, the better you’ll get at identifying your prospects’ needs and showing them the value of what you’re offering.”
At Strategic Connection, we’re proud to have team members like Anthony, whose experience in cold calling in sports has shaped his approach to client engagement and sales strategy. His ability to build rapport, handle objections, and stay motivated through challenges is an asset to our team. Anthony’s skills perfectly complement the services we offer, from lead generation and outbound calling campaigns to comprehensive marketing and sales solutions.
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