Getting Your Buyer’s Attention With The Impact Statement The impact statement is a tool we recommend our clients use early in the sales process to get a prospect’s attention and to establish credibility. While we recommend that you establish credibility by talking with your prospect or customer about things that of interest to them, you …
Use The Impact Statement To Show You Mean Business Read More »
When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to …
Can You See The World From The Prospect’s Perspective? Read More »
Here is the question beginning sales reps ask a lot during my sales training sessions: I’ve left 25 voicemail messages and sent several emails. How do I get a response from my prospect? After mulling over the question, I have a few questions of my own: Are you trying to connect with the right person? …
Voicemail Messages – 3 Secrets To Getting A Response Read More »
Back in the later half of the 2000s when I started assembling my current crew, I attended a Dale Carnegie session in which the future leader of my inside sales team was enrolled. During that session, I heard her deliver a remarkable story about opening a sales call, displaying exceptional sales acumen for someone just …
Opening A Sales Call – Adaptive Selling Sales Tips Read More »
The Mistake New Sales Reps Make When Opening a Sales Call In our training sessions, our clients regularly ask about ways of opening a sales call. These questions typically take the form of, “I make 100 cold calls a day and nobody’s buying anything. What am I doing wrong?” or “I leave a voicemail message …
4 Adaptive Selling Tactics for Opening a Sales Call Read More »
“Teams struggle with all the analytical data they have and they pile it on the sales person. It slows the sales person down.” Lance Sits Down With the Crew at the Sports Business Journal Recently, Lance Tyson sat down with the good folks at the Street & Smith’s Sports Business Journal and gave them a …
Sports Business Journal Interviews Lance Tyson on Pro Sports Sales Read More »
Virtual Selling
Prospecting
Key Account Mgmt
Strategic Account Mgmt
Sales Negotiation
Sales Coaching
Sales Management
Sales Prospecting
Train the Trainer
On-Site Workshops
Remote Training Webinars
In-Person Coaching
Away Game Selling
Pro-Sports
Hospitality
Agriculture
Professional & Business
Services
Banking, Finance, and Insurance
Technology and
Telecommunications
Industrial & Manufacturing
Healthcare & Pharmaceutical
Other B2B Complex Sales
Blog
Books
Webinars
Podcast
Newsletter
Interview Guide
Tailored Sales Assessments
Against The Sales Odds Series
Diversity and Inclusion Series
Our Approach
Client Success
Contact
Book a Call
