We have reviewed how to identify sales objections and separate out true concerns from the smoke screens used by disinterested buyers. We reviewed the types of sales objections we encounter in the sales process. And we reviewed the best time to overcome common sales objections. So now it’s time to look at overcoming objections in …
Overcoming Objections in Sales With 4 Powerful Tactical Responses Read More »
Black swan events. They are unprecedented, unpredictable, devastating, and typically global in their impact. For example, the dot-com crash of the late 1990s. The terrorist attacks on September 11, 2001. The collapse of the housing market in the late 2000s. The COVID-19 pandemic. Events like these have a
The content for this post was first published on FastCompany.com in the article “Have You Been Thinking About Sales Leadership All Wrong?” on April 7, 2022. The Battle Between Sales Leaders and Sales Managers Let me ask you a question: Would you prefer the title Sales Leader or Sales Manager? I’m willing to bet that …
Are You Enamored With Sales Leadership Over Sales Management? Read More »
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 …
Process-Driven Systems Produce Predictable Results: Discussing Sales With Matt Goodman Read More »
The world has changed post-pandemic, and the way businesses work has changed along with it. What does sales leadership have to offer in this brave new world? Lance Tyson sits down with Brian Risse, VP of Public Library Sales for Cengage Learning, to discuss the ways this pandemic has altered how we do business, the …
Sales Leadership In A Post-Pandemic World With Brian Risse Read More »
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. …
Empowering Growth Through Training, Testing, And Lifelong Learning With Steve Richard Read More »
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 …
How To Avoid Objections And Sell Better With Nick Frasco Read More »
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 …
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,
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.
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 …
How to Open a Sales Call: Use the Affinity Rule to Improve Sales Effectiveness Read More »
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
Coach ALL Members of Your Sales Team to Increase Performance Metrics The Olympics. Arguably the biggest stage in the world for an athlete. Even if you’re a casual fan, you likely know the superstars everyone is watching, like elite gymnast Simone Biles. But you might not have heard
The Common Ground Between Olympic Superstars and High-Performance Sales Teams A marathon runner. A gymnast. A relay swimmer. A fencing champion. A salesperson. What do all these people have in common?
Virtual Selling
Prospecting
Key Account Mgmt
Sales Negotiation
Sales Coaching
Sales Management
Train the Trainer
On-Site Workshops
Remote Training
Webinars
In-Person Coaching
Away Game Selling
Blog
Books
Webinars
Assessment
Podcast
Newsletter
Interview Guide
Tailored Sales Assessments
Against The Sales Odds
Diversity and Inclusion
The Human Sales Factor
