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
Sales Success, Mentorship, And Achieving Goals With Jarrod Dillon
Are you looking to start a career or build a business? Tune in to this episode for some success secrets! Jarrod Dillon, the President of Business Operations for the Orlando City Soccer Club, is on the set. He and Lance Tyson touch on several essential processes for sales success, the importance of mentorship, and some important advice for young people just entering the workforce. This episode has something for people at all stages in their careers. Listen to Jarrod talk about his wins and be inspired to experience yours, too. …
Sales Success, Mentorship, And Achieving Goals With Jarrod DillonRead More »
Leading The Way To Sales Success With Al Guido
What is the best path to sales success? What do you need to do to guarantee it? In this episode, Lance Tyson’s guest is Al Guido, the President of the San Francisco 49ers and Chairman and CEO of Elevate Sports Ventures. Al reviews the ideas and philosophies that have put him on the Forty Under 40 list twice, including his views on the misuse of talent, where successful leaders focus their time building skills, and a leadership philosophy he got from watching Lance coach his team. If you are looking for leadership ideas, you do not want to miss this. …
Why All Client Relationships Are Built On Trust With John Clark
In sales, trust is and always will be the name of the game. When you make deals, there has to be a certain level of trust there. You can’t build relationships without trust. Join your host, Lance Tyson, as he sits down with John Clark, the Executive Vice President & Chief Business Development Officer of Fenway Sports Management. John reviews the universal values encompassed in all sales, the importance of trust, and necessary traits of success that will help sales reps in any industry. Give this episode a listen. There are true sales gems enclosed. …
Why All Client Relationships Are Built On Trust With John ClarkRead More »
Sales Leadership And Bringing Value To The Table With Mike Ondrejko
Being a great salesperson doesn’t always equate to being a great manager or a great leader. You need to have grit, you need to be selfless, and you need to bring value to everything you do. Your host, Lance Tyson, teams up with Mike Ondrejko, the President of Legends Global Sales. The two have a spirited discussion about what it takes to be successful in sales, the importance of authenticity, and making the transition from an individual contributor to a leadership role. Stay sharp! This episode is packed with information. …
Sales Leadership And Bringing Value To The Table With Mike OndrejkoRead More »
Building Sales Team Values with Chad Estis
Success in sales is gained not just by yourself and the position you have achieved. More importantly, it is impacted by how you influence the people around you, which calls for the right sales team values. Join us as Lance Tyson goes one-on-one with Chad Estis, Executive VP of Business Operations with the Dallas Cowboys and Legends Global Sales. They discuss several topics ranging from how selfishness could destroy any dream team, the importance of career development, and how selling would look in the future. This is a fast-paced 30-minutes episode you do not want to miss. …
5 Sales Leadership Essentials That You’ll Need for the Coming Year
Observations on Sales Leadership Essentials for the Year
Being a top-producing sales rep doesn’t automatically make you a candidate for sales leadership. I’ve seen many cases where a sales rep was hitting their numbers and killing it in the field. But when they were promoted to sales management, …
5 Sales Leadership Essentials That You’ll Need for the Coming YearRead More »
Use This One, Simple Email Tactic to Improve Your Team’s Sales Performance
Increase Your Team’s Sales Performance by Integrating Sales Emails into Their Opening Strategy.
In one of my sales coaching sessions, someone asked how to follow-up with a buyer after sending an introductory sales email. He asked because, according to him, no one was opening—let alone reading—his emails.
…
Use This One, Simple Email Tactic to Improve Your Team’s Sales PerformanceRead More »
How to Open a Sales Call: Use the Affinity Rule to Improve Sales Effectiveness
Coaching your Sales Team to Set More Meetings, Close More Deals, and Surpass Their Performance KPIs
As a sales manager, you’re always looking for ways to improve your sales process and improve the performance of your sales team. One of the ideas that we constantly coach salespeople on in our sessions is that the most important part of the sales call is how you open. As mentioned in a past article, if you open a sales call correctly and follow your sales process, the close will follow as a natural part of the process.
…
How to Open a Sales Call: Use the Affinity Rule to Improve Sales EffectivenessRead More »
Sales Leaders: How to Effectively Delegate Sales Tasks and Assign Projects
Identifying and Establishing an Effective Sales Delegation Process
As a sales leader, you’ll want to spend time reviewing your process for delegating sales tasks and assigning projects. If you want to make your team as effective as possible and free yourself to address the problems only you can address, then you’ll want to learn how to delegate effectively so that each member of your team can expand their skill set and be coached through the process.
…
Sales Leaders: How to Effectively Delegate Sales Tasks and Assign ProjectsRead More »
What is a Sales Methodology and Why Yours Needs to be Gold Medal Worthy
What is a Sales Methodology and Why Your Team Needs One
Back when I ran several training franchises, I encouraged my people to go after anything and everything. I gave them a solid sales process to work, but back then we didn’t have a well-defined …
What is a Sales Methodology and Why Yours Needs to be Gold Medal WorthyRead More »
Reduce Your Sales Cycle Time by Strengthening Your Sales Process
A Strong Sales Process is a Vital Tool for High Performing Sales Teams
Back in the early 2000s, we sold and trained a lot of people in the manufacturing industry: steel manufacturers, companies that manufactured parts for the …
Reduce Your Sales Cycle Time by Strengthening Your Sales ProcessRead More »
Use Sales Enablement Technology to Extend Your Ability to Accomplish More
Sales Enablement Extends the Power and Performance of Your High Performing Sales Team
Sales Enablement is one of the most overlooked elements of the Sales Team Science drivers. And it’s often taken for granted. It’s like …
Use Sales Enablement Technology to Extend Your Ability to Accomplish MoreRead More »
What Beach Volleyball’s A-Team Can Teach Us About Sales Management?
The Difference Between Sales Management and Sales Leadership for High-Performing Sales Teams
In my coaching sessions, I sometimes ask, “Which has more appeal, sales leadership or sales management?” Often, sales …
What Beach Volleyball’s A-Team Can Teach Us About Sales Management?Read More »
Are Your Coaching Skills Strong Enough to Motivate the Australian Terminator?
Motivation is Key When Coaching High-Performance Sales Teams
It’s been over a week since the closing ceremonies of the Tokyo Olympic games, but the contests and the displays of determination and individual grit …
Are Your Coaching Skills Strong Enough to Motivate the Australian Terminator?Read More »
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.