Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics When I had my call center, I remember fielding a question...

Coach your salespeople to use the steps outlined in the sales brief below to identify the real objections.

Accurate Data is Key to Increasing Sales Performance Metrics Did you know that poor quality data is costing your sales team at least 30...

How Grit and Determination Underpin Sales Effectiveness   There’s an exercise I like to do with management teams and salespeople in which...

Adopt and Express Humility to Increase Sales Effectiveness Are you the kind of sales leader who often thinks: “I’m constantly dealing...

A Shift in Attitude and Behaviors is Key to Building a High-Performing Sales Team Does someone on your sales team wear their heart in...

Taking an Other-Centric Approach to Increase Sales Performance Metrics Have you ever wondered why people sometimes form inaccurate...

Leverage Empathy to Build a Strong Sales Team Think about the steps you take when you buy a pair of sneakers. Something in your world...

High performing sales teams exhibit behavioral activity that matches those that they are dealing with, people who go out of their way to...

Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue...

In the early 2000s in the Atlantic, there was a tense showdown between Spain and the US Navy. Essentially, there's an emergency frequency...

Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle,...

Lance Tyson & Chad Estis discuss several topics ranging from success in sales how selling would look in the future.

I remember attending a sales call with one of my salespeople back when we were expanding our performance sales training organization. He...

In a previous post , we outlined a process for resolving sales objections. It’s a way of adding some stability, scalability, and...

How To Buy Sales Training: The Role And Value Of Content.

In one of our sales training sessions, a participant asked me for ideas on how to avoid some of the objections she was getting from her...

Tyson Group Wins Stevie® Award for Sales Consulting Firm of the Year

Preparation and rehearsal are necessary in your sales presentation. But you want to pay particular attention to your opening and your close.

There’s no doubt that we're in the middle of some tough times - a raging pandemic, a downturned economy, rising unemployment...  Yes, we...