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Sales Discipline: Figuring Out What Works With Michael Forde

In sales, you need to figure out what works, and then repeat it over and over again. That’s discipline. Joining Lance Tyson today is Michael Forde, the CSO of the Orlando Magic. Listen to this episode and you’ll hear discipline running throughout it. Michael’s sales philosophy, work ethic, and career are built on discipline. It’s how he built his sales teams, his businesses, and his career. You’ll also hear his insight into building and managing a remote team, ideas on his leadership strategy, and the 3 key ingredients people need to move a deal forward. The insights in this episode are well worth your time. Check it out! …

The Key To Mental Health: Be Where Your Feet Are With Scott O’Neil

How do you stay mentally healthy during stressful times? First, be present at the moment and optimize the time you have. Lance Tyson presents Scott O’Neil, co-founder of Elevate Sports Ventures and author. Scott has been named the most innovative executive in sports today by SportTechie magazine. Embedded in his story, you’ll hear advice for getting to the top of your game, a 5-point plan for staying mentally healthy in times of extreme duress (like the past year of the pandemic!), and an exercise in gratitude. After hearing his inspirational and transformational message, you’ll understand why he’s called “the most admired CEO” by the Philadelphia Business Journal. Be sure to check out Scott’s latest book, Be Where Your Feet Are, available on Amazon in June. …

Taking Calculated Risks, Hiring The Right People, And Creating A High-Performance Sales Team With Bob Sivik

If you want to build a high-performance sales team, then you need to start with the right people and then double down on professional growth. This week’s episode features Bob Sivik, the VP of Sales for the Health Academy. Lance and Bob cover a lot of ground, exploring how to engage people just starting their careers, taking the calculated risk, and his architecture for creating a high-performance sales team. But the core of Bob’s story is people – if you hire the right people, treat them right, and give them an environment where they can thrive, they will perform exceptionally. Check out the full episode here. …

Personal Growth: Why You Need To Have A Relationship With Yourself With Scott McGohan

Do you want to grow more and sell better? Build a relationship with yourself. Be vulnerable, honest, and humble. Lance Tyson introduces Scott McGohan, the CEO of McGohan Brabender. Scott’s story encompasses the people element of sales, but with a unique twist that would make Ben Franklin proud. Scott, by his own admission, started his journey as a destructive hero. Now, he encourages his people to discover and live their personal values. According to Scott, to sell well, you must like yourself and have a good relationship with yourself. Listen to this episode and you’ll come away ready to renew your investment in your own personal growth. …

Understanding The Ideals And Principles Of Servant Leadership For Success With Mike Drake

Are you managing your business just to earn money? You can’t succeed without the people you have around you, so it’s very important to keep growing, learning, and evolving while making a difference in people’s lives. Let’s all listen to Mike Drake, the Senior Vice President of Global Partnerships and Premium Sales for the Atlanta Hawks. In this episode, he draws heavily on the ideals and principles of servant leadership when he talks about building a first-class team and the supporting sales culture. But he also highlights a fundamental sales concept that is foundational in his leadership and his selling style: before you can sell your products or services, you must first sell yourself and build your credibility. It’s all about trust and credibility. …

Leadership Strategies For Professional Growth And Success With Todd Fleming

We all want to achieve our goals and be successful. We want to make a significant difference and drive change. But are we taking the steps needed towards professional growth? Lance chats with Todd Fleming, Vice President and General Manager for Legends Global Sales. Todd has taken on several high-profile roles in his career. In navigating that path, he touches on the need for flexibility and agility, working with like-minded people, and the importance of grit. As he said, “I wasn’t necessarily the best, but I was willing to outwork everyone else.” Looking to advance your career to a higher position? Todd Fleming gives you the ladder to reach it.

Uncovering The Concept Of Humility In Leadership With Michele Kajiwara

Are you leading your sales team effectively? Our guest today is Michele Kajiwara, the SVP of Premium Seating at AEG/ Crytpo.com Arena. Michele’s story starts in retail where she learned that sales is a balance between hubris and humility. Throughout her story, you’ll hear advice like: “Follow your passion.” She’ll uncover the value in those years between jobs and reveal an alternate way to land that coveted position in your target company. She even asks the question that highlights why we do this series: “Who are the other leaders and what can I learn from them?” Prepare to take lots of notes. This fast-paced episode is filled with gems. …

Process-Driven Systems Produce Predictable Results: Discussing Sales With Matt Goodman

Process-driven systems offer key advantages that can help push your business to greater heights. Systems such as these not only make identifying areas for improvement easier, they also help make formulating resolutions a snap. Lance Tyson’s guest in this episode is Matt Goodman, COO and CCO for New York City Football Club. Matt strikes on the need for a repeatable process to produce a predictable result, managing and coaching a diverse group of salespeople, and the need for an ongoing training process. This episode is packed with information that can be your roadmap to enhancing your team’s performance. …

How To Compete The Healthy Way With Gretchen Sheirr

If you’re wondering how to compete in a way that helps you grow and build relationships, Gretchen Sheirr has the answers for you. Gretchen is the Chief Revenue Officer for the Houston Rockets who has years of competitive experience to share with you today. She talks with host Lance Tyson about how you need to break your own record rather than try to beat other people. Learning this will help you create a high-performance sales team, powering through the challenges that come out of the left field. So are you ready to break your record? Tune in! …

Crisis Management: How To Win Over The Pandemic With Brad Alberts

There isn’t any leader right now without a crisis. That is why crisis management is crucial. It is vital in navigating the pandemic and taking on the resulting new business landscape. In this episode, Lance Tyson sits down with Brad Alberts, President of the Dallas Stars, to discuss crisis management and leadership. Brad addresses the mindset, skills, and attitudes salespeople and leaders will need to adopt as we look to the future. But he always comes back to one of the foundations of sales: the need for us all to continuously improve and never plateau. Tune in! …

The Art Of Walking Away: Learning To Hold To Your Value With Anthony Macri

Sometimes a deal doesn’t go your way. Maybe the terms just aren’t right. When that happens, do you hold to your value? That is a fascinating question, and we will hear our guest’s take on it in this episode. Lance Tyson speaks with Anthony Macri, VP of Partnership Marketing for the Memphis Grizzlies. Anthony’s career has taken him all over the world, from coaching basketball in Baltimore to creating multimillion-dollar partnerships in Indonesia to leading his current team in Memphis. An interesting path with some interesting lessons, including the ability to walk away from a deal to negotiate a better one. Buckle your seat belts and get ready for a fantastic journey as Anthony teaches the lessons he learned from leading organizations to the top. …

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