Sales Leadership Archives

Effective Sales Skills Assessment is the Magic to Fine Tuning Your Team

“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.” -Peter Brand, Moneyball The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and …

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Are You Enamored With Sales Leadership Over Sales Management?

Sales Management / By Lance Tyson

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 …

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Creating a Superior Sales Strategy – 7 Factors You Need To Know

Sales Leadership / By Lance Tyson

The content for this post was first published on Forbes.com in the article “The 7 Factors of a Successful Sales Strategy – No Bull” on April 1, 2022. Sales Leaders, Are You in Control or Are You Chasing the Cape? Here’s a question I usually ask in my training and consulting sessions when discussing sales …

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Sales Discipline: Figuring Out What Works With Michael Forde

podcast / By Lance Tyson

In sales, you need to figure out what works, and then repeat it over and over again. That’s discipline. Joining Lance Tyson today is Michael Forde, the CSO of the Orlando Magic. Listen to this episode and you’ll hear discipline running throughout it. Michael’s sales philosophy, work ethic, and career are built on discipline. It’s …

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Understanding The Ideals And Principles Of Servant Leadership For Success With Mike Drake

podcast / By Lance Tyson

Are you managing your business just to earn money? You can’t succeed without the people you have around you, so it’s very important to keep growing, learning, and evolving while making a difference in people’s lives. Let’s all listen to Mike Drake, the Senior Vice President of Global Partnerships and Premium Sales for the Atlanta …

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Uncovering The Concept Of Humility In Leadership With Michele Kajiwara

podcast / By Lance Tyson

Are you leading your sales team effectively? Our guest today is Michele Kajiwara, the SVP of Premium Seating at AEG/ Crytpo.com Arena. Michele’s story starts in retail where she learned that sales is a balance between hubris and humility. Throughout her story, you’ll hear advice like: “Follow your passion.” She’ll uncover the value in those …

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Process-Driven Systems Produce Predictable Results: Discussing Sales With Matt Goodman

podcast / By Lance Tyson

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 …

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How To Compete The Healthy Way With Gretchen Sheirr

podcast / By Lance Tyson

If you’re wondering how to compete in a way that helps you grow and build relationships, Gretchen Sheirr has the answers for you. Gretchen is the Chief Revenue Officer for the Houston Rockets who has years of competitive experience to share with you today. She talks with host Lance Tyson about how you need to …

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Sales Leadership In A Post-Pandemic World With Brian Risse

podcast / By Lance Tyson

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 …

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Stick To The Fundamentals: Finding The Key To Sales Success With Kerry Bubolz

podcast / By Lance Tyson

In a market full of big names, the only way you can compete with them is to stick to your fundamentals. You’re in for a treat as your host, Lance Tyson interviews longtime associate, Kerry Bubolz, President and CEO of the Las Vegas Golden Knights. In this episode, Kerry reintroduces us to Vince Lombard’s philosophy …

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Sales Is All About Building Relationships And Finding Real Value With Brent Schoeb

podcast / By Lance Tyson

In sales, some people are more relationship-heavy and some are more real-value-heavy, try to be a combination of both. In today’s episode, Lance Tyson interviews Brent Schoeb, Chief Revenue officer for the San Francisco 49ers. Brent is extremely process-oriented. So in this interview, Brent provides an insightful how-to manual on creating a culture of success. …

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The Ingredients For A Successful Sales Leadership With Ron Skotarczak

podcast / By Lance Tyson

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 …

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How To Fast Track Your Professional Development With Ethan Casson

podcast / By Lance Tyson

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. …

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The Human Sales Factor Shows How to Expand your Power to Influence and Persuade

Sales Leadership / By Lance Tyson

Back in 2015 when I ran a call center, my director of technology issued an ominous warning: “You know, hackers are using the same persuasion and influence skills we use to reach top decision makers to gain access to systems they shouldn’t have access to.”