☰ MENU

SALES INSIGHTS

Explore. Educate. Expand.

SALES INSIGHTS

Explore. Educate. Expand.

Don’t let travel restrictions or canceled events impact your numbers.

Get weekly insights on how to sell through. Sign up today!

Looking For Something?

Topics & Categories

The Ingredients For A Successful Sales Leadership With Ron Skotarczak

You can be good at selling but if you can’t listen, you’ll never be a successful sales leader. Leadership is all about finding your weaknesses. Join your host Lance Tyson as he sits down with Ron Skotarczak, Executive Vice President of Marketing Partnerships with MSG Entertainment. As you listen to Ron reflect on his career’s evolution, you’ll gain insights into growing as a leader. Listen closely and you’ll discover his necessary ingredient for success, the importance of relationships in selling, how adversity tempers you mentally for future success, and the values he uses to drive his team forward. Break out your notebooks and be prepared to take notes as Lance and Ron explore what it takes to be a successful sales leader at this time. …

How To Fast Track Your Professional Development With Ethan Casson

Any professional in any field is striving for professional development. But what qualities and elements can supplement your path to career growth? In today’s episode, Lance Tyson sits down with Ethan Casson, CEO of the Minnesota Timberwolves. Ethan shares a fascinating journey that includes talking himself into a $24,000 job in professional sports that previously didn’t exist. Lance shares advice on the power of persistence, the importance of patience and timing in achieving your outcomes, and the necessary elements you need to grow in your career and as a person. If you’re looking for insights on how to fast-track your professional growth, you’ve come to the right place. Join in and get valuable tips on networking, leadership, and more. …

Empowering Growth Through Training, Testing, And Lifelong Learning With Steve Richard

Sales, like any discipline, is something you learn and it is a lifelong process. In this episode, Steve Richard, CEO and co-founder of Vorsight and ExecVision, reveals his thoughts on the natural-born salesperson, the power of testing, and how sales leaders, as well as individual performers, can improve their overall efficacy. It always comes back to lifelong learning. He discusses training, coaching, the importance of learning from people around you, and more with Lance Tyson. Give this episode a listen, and you’ll come away with timeless lessons applicable to all aspects of your sales career. …

From Poker To Business: Habits For Sales Success With Brandon Bornancin

The road to success is a long and winding one, but you will get there with the right mindset and the right habits. Today’s guest is Brandon Bornancin, CEO and founder of Seamless.AI, the world’s best sales leads. Brandon has had ups and downs in his career and, as a poker player, he is more than familiar with loss. In this episode, Brandon shares what he learned from playing poker, and that has helped him succeed. It’s all about going all in and doing whatever it takes. In this interview, he shares how these habits helped his company thrive through the pandemic. Listen in for more insight on how to succeed and take control of your own success. …

Lessons In Sales Leadership And Sales Growth With The Sales Ninja, Eric Sudol

Leadership is one of the end goals in any career pipeline. But what qualities and values define a leader in sales? Joining Lance Tyson is Eric Sudol, President and CEO of ProStar Energy Solutions, and Vice President of Corporate Partnerships for the Dallas Cowboys. The two discuss various career-changing ideas, including the power of delegation in leadership roles, the impact of dogged persistence in sales growth, and the importance of remaining unbiased when using new and different media to get your message in front of your prospects. The insights from this episode are ones you’ll want to get back to. So grab your pen and get ready to take some notes with expert advice from the “sales ninja.” …

Exercising Effective Leadership By Understanding Challenges And Discovering Opportunities With Josh Young

The pandemic has caused a lot of uncertainty but we should know how to recognize opportunities and bounce back. Understanding challenges and discovering opportunities are among the key characteristics of effective sales leaders, as today’s guest shows. Josh Young is currently the VP of Sales and Service with F1 Miami Grand Prix. In his conversation with Lance, Josh touches on his biggest sales challenge during the pandemic and shares serious advice when looking at career opportunities, as well as the secret to sales hiding in plain sight. This episode will provide you with some real gems for leading your sales team to the other side of the current public health crisis and into profitability. Tune in! …

Turning Failures Into Opportunities For Improvement With Ed Eppley

When somebody in your organization fails or commits mistakes, do you instantly blame them? Or do you do something about it? Great leaders know how to turn failures to opportunities for improvement. Listen to this episode as Lance interviews his former coach, mentor, and business partner, Ed Eppley, founder, and president of The Eppley Group. They spend forty minutes recognizing and analyzing the entrepreneurial aspect of sales. Here, they touch on viewing failure as a signal to improve the process, where companies fail in their sales efforts, and two of the toughest challenges business owners will face in creating a high-performance sales organization. You’ll want to come back to this episode several times as you build out the blueprint for building your own sales team. So tune in and make a difference in your organization! …

Creating High-Performance Teams To Build A Brand And Grow Your Business With Curt Waugh

Do you want to build your brand with great people behind you? You have to know how to be a true leader. Lance Tyson sits down with another heavy hitter in sports and entertainment, Curt Waugh, the Vice President of Ticket Sales and Service for the San Diego Padres. Their discussion touches on creating high-performance teams and finding your voice in the organization. Curt offers insights and advice to young managers getting started and shares how the pandemic affected everything and how he dealt with the difficult circumstances. He then emphasizes the importance of knowing the right time for opportunities to grow and succeed. If you’re looking for ideas on developing your team, do not miss this episode. …

How To Avoid Objections And Sell Better With Nick Frasco

How can you avoid objections and sell better? Think about every piece and part individually. Doing so helps you frame how you express yourself. Lance Tyson interviews Nick Frasco, the Chief Revenue Officer of OneTeam Partners. Nick talks with Lance about developing and motivating a strong sales team. You need to challenge yourself in building a solid career in sales leadership. Take the ideas from this episode and turbocharge your business and career growth! Don’t miss out! …

The Value Of Becoming A Student of Your Business With Chad Johnson

How can you sell against the odds? By becoming a student of your business. Lance Tyson’s guest in this episode is none other than Chad Johnson, the SVP of Sales and Service and the Chief Content Officer with the Jacksonville Jaguars. Chad emphasizes learning every aspect of your business and knowing how it impacts your ability to produce. Lance and Chad also review recruiting challenges, dive into what makes a great sales team, and Chad reveals what he looks for when recruiting sales talent to build his teams. You will come away with major insider secrets after listening to this episode. Tune in! …

Leadership Skills For Success With Doug Dawson

Great Leaders are born, not made, they say; but given the right mentorship and mindset, one can gain the skills needed to be a leader. The question is, how would you leverage these skills for success? In this episode, Lance Tyson discusses leadership ideas with Doug Dawson, currently the Senior VP with the Dallas Cowboys. Their discussion highlights concepts that every leader needs to forge ahead, such as making the transition from staff to management, the importance of managing up, and the necessary elements in building a culture of excellence. Doug’s insights are required listening for anyone looking to mature as a leader. …

Strength In Diversity: One Size Does Not Always Fit All With Nick Forro

Good teams are led by strong leaders with a clear vision. Truly great teams and careers not only have great leaders with vision but have a diverse set of viewpoints and skills that help propel everyone to success. Join Lance Tyson as he sits down with Nick Forro, the SVP of the Seattle Kraken. Nick opens up with some enlightening points about his success in sales, including how you can’t manage every member of your team with a one-size-fits-all mentality, recognizing and developing your career life, and keeping in mind that you are always selling. Listening to the episode will give you ideas on developing a strong, diverse foundation as you build your career. …

Motivate And Inspire Your Team To The Top With Jason Green

Leadership and teamwork are the cornerstones of many successful organizations. What do you need to do to motivate and inspire a diverse team of people to succeed? In this episode, Lance Tyson spends time with Jason Green, Vice President of Ticket Sales and Service with the Los Angeles Clippers. Jason makes some interesting observations, such as the importance of activity and learning from your experiences early on, and at some point, you have to trust yourself and be willing to make the leap to get ahead. If you’re looking for how leaders truly inspire their team, you will want to listen in on this episode. …

Unleash the Potential of Your Sales Team 

Help your salespeople lead masterful sales conversations, build their pipelines, resolve rebuttals, increase win rates, negotiate the best agreements, and drive growth for strategic accounts with Tyson Group sales training and performance systems.