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
Technology is Constantly Changing the Business Environment My technical advisor once told me a story that has implications in the sales industry. He said one of the giants in the tech industry was giving a talk on how the trends in
“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 The process used outdated methods and …
Effective Sales Skills Assessment is the Magic to Fine Tuning Your Team Read More »
If you want to build a high-performance sales team, then you need to start with the right people and then double down on professional growth. This week’s episode features Bob Sivik, the VP of Sales for the Health Academy. Lance and Bob cover a lot of ground, exploring how to engage people just starting their …
The pandemic has caused a lot of uncertainty but we should know how to recognize opportunities and bounce back. Understanding challenges and discovering opportunities are among the key characteristics of effective sales leaders, as today’s guest shows. Josh Young is currently the VP of Sales and Service with F1 Miami Grand Prix. In his conversation …
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 »
How do you hire the right people? Examine if they have the essential qualities to fit in the company culture. Lance Tyson introduces Greg Grissom, who is now the President of the Houston Texans. In this episode, Greg talks with Lance about how some people may have good sales numbers. But if they cannot fit …
How To Hire The Right People For A Stronger Team With Greg Grissom Read More »
What does it take to be a leader in sales? What qualities help one rise to the top? In this episode, Lance Tyson sits down with Brent Stehlik, President of OneTeam Partners. Brent and Lance review issues making the transition from individual contributor to management, the importance of developing your human capital, and the importance …
Do you want to know the real deal about the life of an entrepreneur? Lance Tyson has an intense discussion with Sam Caucci, the President and CEO of 1Huddle. Based in Newark, New Jersey, Sam gets brutally blunt as the two discuss the raw and gritty reality of life as an entrepreneur, making the transition …
What Success Means: Life Of An Entrepreneur With Sam Caucci Read More »
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 …
Sales Success, Mentorship, And Achieving Goals With Jarrod Dillon Read More »
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
Your sales enablement software must be tuned and customized to maximize effectiveness. Find out why it it has to be aligned with your sales talent and your sales process here and get the most from your investment.
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
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
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
