prospecting

Building The Right Environment For Your Team As A Leader With Kyle Pottinger

You can’t just transfer one culture into another one. You need to build the right environment for your team. Join your host, Lance Tyson as he goes one-on-one with Kyle Pottinger, Senior Vice President of Ticket Sales & Service for the Phoenix Suns. Lance and Kyle touch on a few topics ranging from the importance …

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Know Your Why

High-Performing Sales Teams Always Know Their Prospects’ Needs   I’ve done all types of real-time phone coaching with a variety of inside sales teams. Getting the gatekeeper to put a decision maker on the line is easy. Listening to the decision maker chew you out for a useless interruption with no value is a lot …

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Research: Use With Caution!

Find Balance in Prospecting Research to Improve Your Team’s Sales Metrics I know a sports executive who has been president of an NBA team and an NHL team. With all the heavy lifting this person has to do—running marketing, sales, business operations, building a new stadium—sometimes social media isn’t number one on their priority list. …

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