Shows
Against The Sales OddsIn-Sights: Selling Is An Away GameIn this episode of In-Sights, Lance Tyson breaks down one of the core principles behind high-performance selling: selling is an away game. Most salespeople prepare as if the game is played on their terms. But the truth is, every deal is won or lost on the buyer’s field — their needs, their environment, their rules, and their buying process. Lance unpacks what it really means to step into the buyer’s world, how top sellers adapt their approach, and why mastering the “away game” mindset leads to more trust, stronger conversations, and better outcomes. 👉If you're look...
2025-11-2807 min
Against The Sales OddsLeading With Curiosity: Ryan Norys On Sales, Leadership, And SuccessIn this episode, Lance Tyson sits down with Ryan Norys, Chief Revenue Officer at Tottenham Hotspur, to uncover what it takes to build and lead a world-class sales organization in one of football’s most iconic clubs. Ryan shares his journey across different organizations, the lessons learned from early challenges, and how he developed a sales philosophy grounded in integrity, curiosity, and continuous learning. He opens up about leading a high-performing team with heart, navigating his transition to Tottenham Hotspur, and driving remarkable commercial revenue growth for the club. Whether you’re a s...
2025-11-1041 min
Against The Sales OddsIn-Sights: Start Reading the Buying SignalsIn this In-Sights episode of Against the Sales Odds, Lance breaks down one of the most common traps in sales — buying signals. Too often, salespeople jump in with what they think instead of paying attention to what the buyer is signaling. Lance explains how to identify real buying cues, when to speak, and when to step back — so every conversation moves you closer to a close. 👉 Tune in now and rediscover why the first steps in sales are the most powerful. Check out Tyson Group's Open Enrollment Programs: https://www.tysongroup.com/opene...
2025-10-2705 min
Against The Sales OddsIn-Sights: The First Sales ProcessIn this episode of Against the Sales Odds, Lance Tyson breaks down the very first sales process — the foundation every deal is built on. Too often, sales is overcomplicated with jargon, shortcuts, and “hacks.” But at its core, sales is a simple game of following the basics. Lance shares how top performers win not by reinventing the wheel, but by executing the fundamentals with consistency: building trust, asking the right questions, and moving prospects through a proven process. Whether you’re a new rep or a seasoned leader, this episode is a reminder that success in sales doesn’t come from...
2025-09-2709 min
Against The Sales OddsBuilding Championship Culture: Leadership & Growth With Mike Tomon Of The Houston TexansIn this episode, Lance Tyson sits down with Mike Tomon, President of the Houston Texans, to explore what it takes to lead a world-class sports organization on and off the field. Mike shares how his role spans sales, marketing, community impact, legal, HR, communications, data, event operations, and guest experience—all with one goal: enabling the Texans to deliver the best product on game day. From his early start at IMG and sales stints with the Cleveland Cavaliers, Phoenix Suns, and Charlotte Bobcats to senior roles at AEG and Legends, Mike’s care...
2025-09-1643 min
Against The Sales OddsIn-sights: Simple Is GeniusIn this episode of In-Sights, Lance Tyson breaks down one of the most overlooked truths in sales: simplicity sells. Drawing from years of sales training experience, Lance reveals why overcomplicating your pitch can stall momentum — and how stripping it down to the essentials can actually move the deal across the finish line faster. From crafting clear value statements to avoiding information overload, you’ll learn practical ways to make your sales conversations sharper, more memorable, and more effective. Whether you’re a seasoned pro or new to the game, this episode will challenge you to simplif...
2025-08-2508 min
Against The Sales OddsIn-sights: Facilitate. Present. CloseIn today's episode of the In-Sights series, we discuss the three-step sales process of Facilitate. Present. Sell. This is your masterclass on turning conversations into conversions. Whether you are a seasoned pro looking to sharpen your edge or a rising sales leader ready to level up, you will get actionable strategies, real-world stories, and expert insights to help you command the room and win more business. Learn how to engage your audience, influence decisions, and master the critical skills every high-performing seller needs in today’s competitive landscape. Lance is the bestselling author of Selling Is...
2025-07-2509 min
Against The Sales OddsIn-Sights: You Sell How You BuyIn this episode, we unpack a powerful concept: the way you buy often mirrors the way you sell. Are your own habits holding you back from closing deals? Lance Tyson breaks it down with real-world examples and actionable insights. Plus, discover proven sales techniques that top performers use to adapt, influence, and win in today’s market. Whether you are a seasoned pro or just starting out, this episode will challenge your mindset and sharpen your approach. Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.
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2025-07-1811 min
Against The Sales OddsIn-Sights: Most Sales People Hate To Talk About New BusinessForget 'needs analysis' – it’s all about opportunity-based sales. In this episode, Lance Tyson tackles why salespeople often dodge new business conversations. He reveals how to reframe pitches as 'nitrous oxide' for brands, not just fulfilling needs. Discover the real goal of that first meeting (hint: it's not closing the deal) and how 'tactical spends' can be your Trojan Horse to bigger wins. We're diving into why sales meetings often get stuck on existing business and how to shift that focus back to landing those fresh opportunities.Lance is the bestselling author of Selling Is An...
2025-06-0606 min
Against The Sales OddsIn-Sights: Read Offense Strategy - Outsmarting Sales Challenges With Lance TysonIn this episode of the In-Sights series, we dive into Lance Tyson’s powerful Read Offense Strategy. Learn how to anticipate your buyer’s moves, adapt your approach on the fly, and close deals smarter, not harder. Perfect for sales pros ready to elevate their game and win on every play.Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.Check out Lance's Bestseller Books:The Human Sales Factor - https://tysongroup.com/books#thehumansalesfactor Selling is an Away Game - https...
2025-06-0208 min
Against The Sales OddsThe Entrepreneur’s Journey: Selling, Letting Go, And Building Again With Michael PapayIn this episode, Lance Tyson sits down with serial entrepreneur Michael Papay to discuss the emotional and strategic journey of selling a company, navigating the transition, and embracing new ventures. Michael shares his experience leading Waggle through acquisition, the challenges of letting go, and the inspiration behind launching Sageful AI. They dive into the power of AI in driving behavior change, the importance of company culture, and why great entrepreneurs must balance innovation with deeply rooted values. If you're an entrepreneur, business leader, or anyone passionate about scaling ideas and building lasting impact, this conversation is packed with insights...
2025-04-1549 min
Against The Sales OddsIn-Sights: Fixing The Sales Fragmentation Problem: How To Align Your Sales StrategySales teams today face a common challenge—fragmentation. With multiple tools, strategies, and messaging inconsistencies, sales efforts often become disjointed, leading to missed opportunities and lower close rates. In this short insights episode of Against the Sales Odds, Lance Tyson breaks down the root causes of sales fragmentation and shares practical ways to align your sales process for better efficiency and results. Tune in for a quick but powerful lesson on bringing cohesion back to your sales strategy!Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor. Yo...
2025-04-0809 min
Against The Sales OddsDriving Revenue & Leadership: Aligning Teams For Sales Success With Jake VernonSuccess in sales isn’t just about numbers—it’s about strategy, leadership, and collaboration. In this episode, we dive into the critical role of aligning teams across sales, marketing, and business intelligence to drive revenue growth. Learn how effective leadership, clear communication, and removing internal barriers can set your team up for success.Whether you're leading a sales team or looking to optimize your sales process, this conversation is packed with insights to help you win. Tune in now! 🎧Check out Tyson Group's Open Enrollment Programs:https://w...
2025-03-2545 min
Against The Sales OddsIn-sights - Reading the Signs: Spotting Buying Signals That Close DealsIn this short episode, Lance Tyson breaks down the key buying signals that indicate a deal is ready to move forward. From verbal cues to behavioral patterns, we’ll show you how to spot, interpret, and chase these signals effectively. Learn how to engage buyers at the right moment, avoid missed opportunities, and turn interest into closed deals. If you’re looking to sharpen your ability to recognize and act on buyer intent, this episode is a must-listen!Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor. You...
2025-02-2109 min
Against The Sales OddsIn-Sights: The Best Time to Handle Objections? Before They AriseIn this short episode, we dive into the art and science of handling objections—a skill every sales professional needs to master. Learn how to turn resistance into rapport, uncover hidden opportunities in challenging conversations, and navigate objections with confidence and finesse. Whether you're facing tough clients or complex deals, these proven techniques will help you stay in control and close more effectively. Tune in and take your sales game to the next level!Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor. You can purchase these bo...
2025-02-0408 min
Against The Sales OddsMindset, Money, And Mastery: Audrey Faust’s Journey To Empowering Women In Business And FinanceIn this episode of Against the Sales Odds, Lance Tyson sits down with Audrey Faust, MBA, Financial Coach, and author of She Grows Rich. Audrey shares her inspiring journey from corporate life to entrepreneurship, revealing how she mastered the interplay between mindset, money, and business growth. Learn how her experiences, neuro coaching techniques, and financial expertise have empowered women leaders to overcome limiting beliefs, build wealth, and thrive in business. Audrey also discusses the personal stories behind her book and offers actionable advice for achieving financial and personal success. Don't miss this enlightening conversation packed with...
2025-01-2435 min
Against The Sales OddsIn-Sights: Boosting Sales Productivity: Strategies To Work Smarter, Not HarderMaximize your sales team's efficiency and drive better results with actionable strategies.In this short episode of In-Sights, we dive into proven techniques to enhance sales productivity, from optimizing workflows to leveraging the right tools. Discover how to eliminate time-wasters, prioritize high-impact activities, and empower your team to close more deals effectively. Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor. Check out Tyson Group's Open Enrollment Programs: https://www.tysongroup.com/openenrollment Check out Lance's Bestseller Bo...
2025-01-1708 min
Against The Sales OddsThe Goalie Mindset: Building Resilience And Confidence In Sales With Ryan ChuteIn this engaging episode, Lance Tyson chats with Ryan Chute about the unique goalie mindset and how it relates to resilience and decision-making in sales. They discuss the importance of confidence under pressure, whether in sports or business, and touch on Ryan’s journey between Nova Scotia, Phoenix, and Austin. Lance also shares insights into Tyson Group’s rigorous trainer certification process and reflects on the value of adaptable leadership in dynamic environments.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcastChec...
2024-12-1638 min
Against The Sales OddsIn-Sights: How A Salesperson Teaches, Tailors And Drives InsightIn this short episode of In-Sights, Lance Tyson discusses the read offense strategy from his bestselling book, 'Selling is an Away Game'. He breaks down how sales professionals can assess and adapt to their buyer’s needs in real time, much like a quarterback reading the defense. Learn actionable insights on how to stay one step ahead, anticipate objections, and tailor your approach to close more deals. Whether you're a seasoned sales expert or just starting out, this episode will help you fine-tune your game plan for success.Lance is the be...
2024-10-2808 min
Against The Sales OddsIn-Sights: The Current Sales LandscapeIn this short episode of In-Sights, Lance Tyson discusses the current sales landscape. He delves into the evolving sales landscape, offering his perspective on current trends and challenges. He discusses how sales professionals need to adapt to changes in buyer behavior, driven by advancements in technology and shifting market dynamics. Lance emphasizes the growing importance of building genuine relationships, leveraging data for personalized selling, and adopting a more consultative approach. He also touches on the increasing complexity of sales cycles and the need for agility and continuous learning to stay competitive in today's fast-paced environment.
2024-09-3007 min
Against The Sales OddsAll About Sales Leadership: People Plus Process Equals ResultsIn this episode, Lance Tyson sits down with Travis Pelleymounter, Senior Vice President of Ticket Sales and Service at Vinik Sports Group, to discuss powerful insights on sales leadership. They explore the critical balance of people and process in driving exceptional results, with Pelleymounter drawing on his extensive sports industry experience. Discover how sales leadership goes beyond setting strategies—it's about cultivating a strong team culture, aligning processes, and building lasting client relationships. This engaging conversation reveals how effective leadership can lead to consistent sales success and sustainable growth.Love the show? Subscribe, rate, rev...
2024-09-3044 min
Against The Sales OddsPivoting For Success: Adjusting Your Career Strategy With Paul BeeIn this episode of Against the Sales Odds, Lance Tyson sits down with Paul Bee, Senior Vice President of Ticket Sales and Service at the Milwaukee Bucks. The Bucks boast a storied NBA history, crowned by championships in 1971 and 2021. Remarkably, they achieved this feat in just their third season, setting a record for the fastest rise to the top in any major North American professional league. Paul shares his career journey in the professional sports industry, offering invaluable insights into his leadership style and philosophies. He reveals key strategies in pivoting for success, emphasizing the importance of adaptability in...
2024-08-0739 min
Against The Sales OddsIn-Sights: Winning Over The C-Suite: Tactics For SuccessIn this short episode of In-Sights, Lance dives deep into the strategies and tactics that can help you effectively reach and engage C-suite executives. Whether you're a salesperson aiming to pitch your product, a business leader seeking valuable partnerships, or a professional looking to expand your network, understanding how to connect with top-tier decision-makers is crucial. We'll cover proven techniques to get your foot in the door, ways to craft compelling messages, and tips to build lasting relationships with executives at the highest level. Tune in to learn how you can elevate your approach and successfully engage with the...
2024-08-0507 min
Against The Sales OddsThe Sales Game Changer: The Importance Of Investing In People With Andrew SidneyIn this episode of "Against The Sales Odds," we dive deep with Andrew Sidney, SVP of Sales and Service for the Washington Commanders. Andrew shares his extraordinary journey from humble beginnings in minor league baseball to leading high-stakes sales teams in major professional sports. Discover how he navigated leadership challenges, including multiple ownership changes and team rebrandings, while maintaining a relentless focus on results. Learn about his servant leadership style, the importance of investing in people, and the strategies he employed to build high-performing sales teams. Tune in for inspiring stories, actionable advice, and a behind-the-scenes look at the...
2024-08-0533 min
Against The Sales OddsCoach Mark Taylor On Working Hard Vs. CompetingIn this episode of "Against The Sales Odds," Lance Tyson has a conversation with legendary college hockey coach Mark Taylor, back-to-back national champion and National Coach of the Year. As the Head Coach of Hobart College Ice Hockey, Mark has transformed the team into a national powerhouse despite turning over nearly 25% of his talent yearly. Mark shares his journey, coaching philosophies, and the strategies he uses to build a winning culture at Hobart. This episode is packed with strong messages, life lessons, and invaluable leadership philosophies that have impacted hundreds of student-athletes and prepared them for their next steps...
2024-07-0847 min
Against The Sales OddsIn-Sights: Seek First To Understand And Transform Your First Meeting Into A Lasting ImpressionIn this short episode of In-Sights, Lance discusses the crucial value you bring to your meetings. One timeless piece of advice: "Always get their opinion before you give yours." During the evaluation phase of a sale, it's essential to dive deeper into meetings to foster an informal yet thorough understanding of the prospect. This approach helps us craft tailored solutions that resonate more effectively. By taking the time to truly understand our prospects, we move closer to building strong, successful relationships. Make sure to tune in to future episodes where Lance walks through deals and gives strategic and sound...
2024-06-2506 min
Against The Sales OddsThe Hands-On Leadership Playbook: Building Partnerships In Sports With Patrick DuffyIn this episode of Against the Sales Odds, Lance Tyson sits down with Patrick Duffy, Chief Partnerships Officer at Monumental Sports & Entertainment. Monumental oversees the Washington Capitals (NHL), Washington Wizards (NBA), Washington Mystics (WNBA), the NBA G League Capital City Go-Go, and Capital One Arena, ensuring there is no off-season. Patrick shares his journey in the professional sports world, offering insights into his leadership path and philosophies. He reveals strategies that have guided his career, emphasizing the importance of devising and sticking to a plan. Patrick demonstrates the value of a marketplace strategy and maintaining a checklist to achieve...
2024-05-3135 min
Against The Sales OddsSharpening The Sales Sword: Fostering A Winning Sales Culture With Brad FainSharpen your sales sword and create a winning sales culture! In this captivating episode of Against The Sales Odds, Lance delves into a compelling dialogue with Brad Fain, the VP of Ticket Sales & Service at the Detroit Pistons. Brad unveils his extraordinary journey in the professional sports realm, shedding light on his strategic leadership ethos centered around understanding the 'why.' Far from content with merely honing his team's skills, Brad leads by example, perpetually refining his expertise while fostering seamless communication and alignment among his peers. Whether navigating through triumphs or challenges, Brad remains an accessible leader, investing...
2024-04-2547 min
Against The Sales OddsIn-Sights: Negotiation Is In The Eyes Of The BeholderIn this episode of In-Sights, Lance takes you through the intricate world of negotiation, drawing from his own experiences with publishers. Join him as he unravels the essential strategies for successful deal-making, including the art of turning your opponent's tactics to your advantage and gaining insight into the buyer's mindset. Lance stresses the importance of never assuming a sale and shares the significance of empathetically addressing the concerns of the other party. Let's explore the analogy of negotiation as a strategic game of chess, where staying several steps ahead is key to achieving your goals. Tune in to discover...
2024-04-1706 min
Against The Sales OddsIn-Sights: It's Not How Much You Get Done, It’s What’s Profitable!What are the essential factors to consider to become a successful sales leader? Join Lance Tyson in this insightful short-form series 'In-Sights' as he dives into the essential elements of effective sales leadership. Discover the keys to not only achieving success but also fostering growth within your sales team. Are you and your team reaching the desired results? Lance shares invaluable insights on cultivating successful leadership by investing in your own skills and empowering your team to excel. Tune in now and unlock the secrets to impactful sales leadership!Love the show? Subscribe, rate, r...
2024-03-2910 min
Against The Sales OddsIn-Sights: From Dependence To Autonomy - Lance's Top Tip For LeadersWhat are the key things one needs to keep in mind to be an effective sales leader? In this episode of In-Sights, Lance Tyson dives into the realm of sales leadership, emphasizing the importance of human connection while maintaining a keen awareness of time management. As a leader, striking a balance between approachability and execution is key. Lance prompts us to ponder: Do we have the optimal talent onboard? Is our team primed for success? Can we cultivate a culture of coachability? While acknowledging the necessity of setting boundaries, Lance underscores the transformative power of assembling the right team—a...
2024-03-2105 min
Against The Sales OddsBuilding Teams With Candor with Brad Luttrell Co-Founder & CEO of GoWildIn this captivating episode of Against The Sales Odds, Lance engages in a thought-provoking conversation with Brad Luttrell, the Co-Founder and CEO of GoWild. Brad shares his remarkable journey of evolution and discovery as a budding entrepreneur. From navigating various roles within the organization, including sales, marketing, and revenue generation, he imparts invaluable insights into the essentials for entrepreneurial success, spanning from the formative stages to achieving productivity. Overflowing with wisdom, Brad shares profound quotes, recommends enriching books, and offers a treasure trove of insights during this enlightening interview.Love the show? Subscribe, rate, r...
2024-03-1748 min
Against The Sales OddsPrepare For Impact: Crucial Steps To Sales Success And Leadership With Ryan And Chad EstisAre you looking to separate yourself from the pack? Then you have to start preparing for impact as leadership opportunities come your way. In this first episode of Season 3 of Against the Sales Odds, Lance Tyson talks with Ryan Estis and Chad Estis about growing into their current roles along with their leadership philosophies. Ryan and Chad recently released Prepare for Impact: Driving Growth and Serving Others through the Principles of Human-Centered Leadership, where they guide us through the thirty steps that have helped them (and many others) throughout their careers. Along with these thirty steps, Ryan and Chad...
2024-01-2637 min
Against The Sales OddsTransforming Your Perspective: A Fresh Approach To Understanding Your Audience With Loren Feldman, Founder And Editor-In-Chief Of 21 HatsIn this episode of Against the Sales Odds, Lance sits down with Loren Feldman, the Founder and Editor-In-Chief of 21 Hats. Loren brings us through his journey as an editor in a newspaper, magazine, and more, from his time at Inc. to his founding of 21 Hats. He enlightens us on how to have the right mindset and how to understand your audience honestly. We can see Loren's unique ideas on how to approach challenges, ask questions, and listen to and understand feedback from others. As Lance and Loren move through the episode, we see the different engagement philosophies of being...
2023-12-1948 min
Against The Sales OddsBetter Humans Make Better Leaders With Jerry Colonna: CEO, Entrepreneur, And Author Of Reboot.ioBetter humans make better leaders. In this episode of Against the Sales Odds, Lance sits down with CEO, author, and entrepreneur of Reboot.io Jerry Colonna. Jerry brings us his story and the hardships he faced throughout his career, providing valuable lessons and quotes on his philosophy in leadership and how to overcome forces in your systems. From moving out of the venture world and into the coaching world, Jerry works with his clients to help them grow up, be better humans, and become better Leaders--topics discussed in his book Reboot: Leadership and the Art of Growing Up. Join J...
2023-11-2430 min
Against The Sales OddsStaying Prepared And Ready: Stay The Course To Succeed With Qiava MartinezIn this Against the Sales Odds episode, Lance sits down with Qiava Martinez, Las Vegas Raiders SVP and Chief Sales Officer. Qiava brings us through her journey from her education to her current position in the professional sports realm. Qiava stresses how building relationships helps determine not only your team's success but your organizational success as well. Even through major moves and life changes, she has kept the same mentality that helped her climb through the Raiders organization. From staying prepared to building relationships, Qiava gives us insight on how to stay the course to succeed. Grab your helmets...
2023-11-0147 min
Against The Sales OddsStructuring Projects Efficiently And Effectively With Jason GonellaSuccess in sales is about more than closing deals; it's about creating opportunities where none exist and empowering your team to shine. In this exciting episode, Lance Tyson sits down with Jason Gonella, the Senior Vice President of Ticket Sales at the XFL, for a deep dive into the world of project structuring and successful sales leadership. With a career spanning top sports organizations from the Eagles to the XFL, he walks us through the various models he has worked with and for creating success at all these different projects. From building a strong foundation and adapting to diverse...
2023-10-2738 min
Against The Sales OddsDan Lefton On Calculating Risks And Putting People FirstIn this episode, Lance Tyson has a profound talk with Dan Lefton, Chief Revenue Officer and EVP of the Detroit Pistons. Dan walks us through his professional journey, from his time in Philadelphia, to what landed him in Detroit, and everything in between! He brings tremendous wisdom not only from his mentors but also from his own personal experiences, from calculating the right amount of risk to standing his ground on issues that matter. One of Dan's highest priorities is making sure he and his team provide solution-based thinking for partners and clients, and always putting their needs first.
2023-10-061h 05
Against The Sales OddsIntentional Mastery With William Buist: Mentor, Speaker, & AuthorTrue mastery isn't a destination, but a deliberate journey where expertise, purpose, and joy intertwine to build better businesses and a more fulfilling life. In this episode, host Lance Tyson sits down with William Buist— speaker, mentor, and the author of Intentional Mastery. Together, they discuss the art of intentional mastery and its profound impact on building better businesses. William’s latest book serves as the foundation of the discussion, where he explores the three distinct phases of intentional mastery – the beginning of mastery, masterful strategies, and mastering joy. William also brings us through his journey (the joy you have t...
2023-09-2128 min
Against The Sales OddsCreating The Right Strategies To Find The Right Talent With Spencer AmbrosiusBusiness is just like sports; you need the right strategies with the right people to succeed. In this episode of Against The Sales Odds, Lance sits down with Spencer Ambrosius, the SVP of Ticket Sales and Service for Ilitch Sports + Entertainment. Spencer walks us through his career and what has helped him succeed, from his time as a collegiate athlete to the business side of professional sports. Spencer has been through various roles in his career that have invoked many different qualities that have helped shape his leadership style. From mentors to creating his own style, Spencer is constantly l...
2023-09-1442 min
Against The Sales OddsThe Obstacle Is The Way: Lessons On Success With Marc JacksonSuccess is tasteless without the sweetness and bitterness of the journey. The obstacle could be the way to your success. In this episode, Lance Tyson sits down with the Vice President of Ticketing, Sales and Service for the Denver Broncos, Marc Jackson, to take us across his journey as a collegiate athlete who played football at The University of Illinois. Marc talks about the work ethic and lessons he learned on the field and how they translate to the business side of professional sports in his current and past roles. Through his experience, he indulges us with great advice...
2023-09-0740 min
Against The Sales OddsLeveling Up Through Your Career With Joel AdamsLance Tyson sits down with Joel Adams, the VP of Ticket Sales for the LA Clippers. This episode takes us through the hardships of his career progress and the unexpected challenges he has faced. He also talks about his journey in the professional sports industry. Lance and Joel have known each other for years, and Joel is mentioned in the first chapter of Lance's bestselling book, Selling is an Away Game! If you want to climb the ladder in your industry and career, this is a great listen with lots of insight on hard work. Learn how to hold p...
2023-07-2540 min
Against The Sales OddsBuilding Your Network With Lacy EkertBuilding your network is essential for personal and professional growth. But that network requires a relationship nurtured proactively. In this episode, Lacy Ekert, the Chief Partnership Officer of the Cincinnati Bengals in the NFL, tells us her story, where she grew up, up to her current position, and everything in between. Lacy brings insights on building your network effectively and how to build those relationships through her different opportunities throughout her career. Lacy loves to learn about other companies and people, which has helped her achieve marketing objectives and that has helped continue her career in partnerships. Get to...
2023-07-1040 min
Against The Sales OddsManaging Individuals Based On Their Skill Sets With Jeff Morander: CEO ALSDThis episode of Against the Sales Odds podcast features Jeff Morander, the CEO of ALSD. Jeff has vast experience and knowledge in the professional sports sales industry. From his time at Boston University to his current position as the CEO, Jeff gives valuable insight into how he has maneuvered his way through the professional sports world and how ALSD breaks down the silo of the fan experience. He shares best practices and strategies on how stadiums and organizations can enhance that experience for the luxury side of sports. This knowledge expands across all the major sports leagues and entertainment...
2023-06-2849 min
Against The Sales OddsHow To Build A Better Brand With Co-Founder & President Of Zoomph: Amir ZonoziThis episode of Against the Sales Odds podcast is an interview with Amir Zonozi, the President and Co-Founder of Zoomph. Lance Tyson and Amir talk about the intricate details of Zoomph, their partnerships, Amir's story from college to his current professional career, and everything in between. Throughout this interview, Amir expands on Zoomph's audience, partnerships, challenges, and day-to-day activities for his role.Sign-up for Lance Tyson's newsletter HERE.Check out Tyson Group's Open Enrollment Programs: https://www.tysongroup.com/openenrollment Check...
2023-06-1441 min
Against The Sales OddsLeading A Team Of Underdogs With Nicole Jeter WestOver the past five years, there has been a focus on increasing funding for businesses owned by women and BIPOC individuals. However, despite progress being made to close the funding gap, women-owned businesses in the US still only receive 7% of venture funds. Nevertheless, more companies and venture funds are being created to support underrepresented communities. In this episode, Lance interviews Nicole Jeter West, CEO of Underdog Venture Team, a next generation agency that provides an integrated mix of brand building services while investing in and partnering with ahead-of-the-trend startups within the sports industry. Underdog Venture Team aims to increase...
2023-03-2952 min
Against The Sales OddsThe Art Of Bouncing Back With Coach DarSometimes, life will throw you a gut punch. Darleen Santore, aka Coach Dar, has seen a fair share of calamitous situations in her 25+-year career, from major league players suffering slumps and season-ending injuries to executives floundering professionally and experiencing financial devastation. That’s on top of her own setbacks like three strokes before the age of 45 and the loss of both of her parents. How did she thrive through all of that? More importantly, how can you do the same? As a mental skills coach whose clients have included professional athletes, top CEO...
2023-02-2234 min
Against The Sales OddsThe Keys To Effective Leadership With Kristin BernertThe business side of sports is as much about team building as it is in the court or field. Kristin Bernert has been on both sides of the court. Now finding herself in a top leadership position, she understands the value of effective leadership in empowering teams that make an organization great. In this conversation with Lance Tyson, she shares with us how that dynamic plays out in the Columbus Crew, where she is the President of Business Operations. She also tells us of her journey in sports, sales and leadership and some compelling stories that teach us the...
2022-11-161h 06
Against The Sales OddsFinding Confidence in Conflict with Kwame ChristianMost people approach business deals extremely carefully to steer clear of any arguments. But sometimes, there is confidence in conflict – as long as they are handled the right way. Lance Tyson sits down with Kwame Christian, President and CEO of the American Negotiation Institute, who talks about his strategies in finding opportunities even in the most serious conflicts. He explains why emotions must be set aside during business negotiation to yield the best results for both parties. Kwame also discusses the ideal way to handle artificial harmony and why being results-oriented is much better than simply being politically correct....
2022-11-1543 min
Against The Sales OddsBelieving In Yourself With Erika Sandor-ZurBelieving in yourself unlocks a great power from within that allows you to pull off incredible things. But if you remain chained to your limiting beliefs, you will never experience profound growth and transformation. Erika Sandor-Zur lost her scholarship, messed up her relationships, and became homeless because of drug addiction. But after tons of struggles, she chose to believe in herself, embrace a new life, and establish her credibility. She sits down with Lance Tyson to share her inspiring story of getting sober, rebuilding her life, and now enjoying a successful career as a professional tennis player. Tune in...
2022-11-1045 min
Against The Sales OddsThe Blueprint For Success With Karen MangiaSuccess could manifest in different ways, but at the heart of it, you can find some commonalities that catapult people to new heights. Our guest for this episode has moved around in her career, reaching higher from one transition to another. Karen Mangia, the Vice President of Customer & Market Insights with Salesforce, sits down for an insightful interview with Lance Tyson. She takes us across her journey, offering a blueprint for success. Beginning with her role at AT&T, Karen shares what she learned about building relationships with sales and why blending is not belonging. She takes us next...
2022-10-1954 min
The Jason Marc Campbell Business PodcastOvercome neediness before selling - Lance Tyson (@Tyson Group)Selling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ===== What are the pillars of human-to-human selling? Why is Zelensky, president of Ukraine, one of the best sellers of the moment? How important is building a strong character in sales? In which ways personal growth and your sales performance are tied together? Is there any aspect in life where learning sales is NOT useful? What’s the complete definition of manipulation? All of these questions ar...
2022-06-0227 min
Against The Sales OddsThe Right Recipe For An Effective Sales Leadership With Greg KishWhat constitutes effective sales leadership? Lance Tyson's guest is Greg Kish, Head of Revenue at SOFI Stadium. In this interview, Greg shares several insights with us that have propelled him to the top of his game. He discusses his view on the job interview, the importance of preparation in sales, and the impact of mentorship throughout your career to create a wellspring of confidence. If you listen closely, you'll even hear sales advice that Bruce Wayne's mentor shared with him in the movie Batman Begins, "Always mind your surroundings." Give this episode a listen. You won't go wrong.
2022-05-2545 min
Against The Sales OddsSales Discipline: Figuring Out What Works With Michael FordeIn 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 how he built his sales teams, his businesses, and his career. You’ll also hear his insight into building and managing a remote team, ideas on his leadership strategy, and the 3 key ingredients people need to move a deal forward. The insigh...
2022-05-1838 min
Against The Sales OddsThe Key To Mental Health: Be Where Your Feet Are With Scott O'NeilHow do you stay mentally healthy during stressful times? First, be present at the moment and optimize the time you have. Lance Tyson presents Scott O'Neil, the CEO of Harris Blitzer Sports Entertainment. Scott has been named the most innovative executive in sports today by SportTechie magazine. Embedded in his story, you’ll hear advice for getting to the top of your game, a 5-point plan for staying mentally healthy in times of extreme duress (like the past year of the pandemic!), and an exercise in gratitude. After hearing his inspirational and transformational message, you’ll understand why he’s call...
2022-05-1137 min
Against The Sales OddsTaking Calculated Risks, Hiring The Right People, And Creating A High-Performance Sales Team With Bob SivikIf 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 Ticket Sales and Service for the Haslam Sports Group. Lance and Bob cover a lot of ground, exploring how to engage people just starting their careers, taking the calculated risk, and his architecture for creating a high-performance sales team. But the core of Bob’s story is people – if you hire the right people, treat them right, and give them an environment where they can th...
2022-05-0439 min
Against The Sales OddsPersonal Growth: Why You Need To Have A Relationship With Yourself With Scott McGohanDo you want to grow more and sell better? Build a relationship with yourself. Be vulnerable, honest, and humble. Lance Tyson introduces Scott McGohan, the CEO of McGohan Brabender. Scott’s story encompasses the people element of sales, but with a unique twist that would make Ben Franklin proud. Scott, by his own admission, started his journey as a destructive hero. Now, he encourages his people to discover and live their personal values. According to Scott, to sell well, you must like yourself and have a good relationship with yourself. Listen to this episode and you’ll come away ready...
2022-04-2737 min
Against The Sales OddsUncovering The Concept Of Humility In Leadership With Michele KajiwaraAre you leading your sales team effectively? Our guest today is Michele Kajiwara, the SVP of Premium Seating at AEG/ Staples Center. 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 years between jobs and reveal an alternate way to land that coveted position in your target company. She even asks the question that highlights why we do this series: “Who are the other leaders and what can I learn from them?” Prepare to tak...
2022-04-2052 min
Against The Sales OddsLeadership Strategies For Professional Growth And Success With Todd FlemingWe all want to achieve our goals and be successful. We want to make a significant difference and drive change. But are we taking the steps needed towards professional growth? Lance chats with Todd Fleming, Vice President and General Manager for Legends Global Sales. Todd has taken on several high-profile roles in his career. In navigating that path, he touches on the need for flexibility and agility, working with like-minded people, and the importance of grit. As he said, “I wasn’t necessarily the best, but I was willing to outwork everyone else.” Looking to advance your career to a high...
2022-04-201h 00
Against The Sales OddsUnderstanding The Ideals And Principles Of Servant Leadership For Success With Mike DrakeAre 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 Hawks. In this episode, he draws heavily on the ideals and principles of servant leadership when he talks about building a first-class team and the supporting sales culture. But he also highlights a fundamental sales concept that is founda...
2022-04-2035 min
Against The Sales OddsCrisis Management: How To Win Over The Pandemic With Brad AlbertsThere isn't any leader right now without a crisis. That is why crisis management is crucial. It is vital in navigating the pandemic and taking on the resulting new business landscape. In this episode, Lance Tyson sits down with Brad Alberts, President of the Dallas Stars, to discuss crisis management and leadership. Brad addresses the mindset, skills, and attitudes salespeople and leaders will need to adopt as we look to the future. But he always comes back to one of the foundations of sales: the need for us all to continuously improve and never plateau. Tune in!
2022-04-1332 min
Against The Sales OddsHow To Compete The Healthy Way With Gretchen SheirrIf 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 break your own record rather than try to beat other people. Learning this will help you create a high-performance sales team, powering through the challenges that come out of the left field. So are you ready to break your record? Tune in!
2022-04-1336 min
Against The Sales OddsProcess-Driven Systems Produce Predictable Results: Discussing Sales With Matt GoodmanProcess-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 the need for a repeatable process to produce a predictable result, managing and coaching a diverse group of salespeople, and the need for an ongoing training process. This episode is packed with information that can be your roadmap to enhancing your team’s perf...
2022-04-1343 min
Against The Sales OddsThe Art Of Walking Away: Learning To Hold To Your Value With Anthony MacriSometimes a deal doesn't go your way. Maybe the terms just aren't right. When that happens, do you hold to your value? That is a fascinating question, and we will hear our guest's take on it in this episode. Lance Tyson speaks with Anthony Macri, VP of Partnership Marketing for the Memphis Grizzlies. Anthony's career has taken him all over the world, from coaching basketball in Baltimore to creating multimillion-dollar partnerships in Indonesia to leading his current team in Memphis. An interesting path with some interesting lessons, including the ability to walk away from a deal to negotiate a b...
2022-04-0642 min
Against The Sales OddsSales Leadership In A Post-Pandemic World With Brian RisseThe 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 importance of leadership and mentorship, and the one factor that will have the biggest impact on your sales process. After listening to this episode, you’ll agree with Brian that while technology has changed how we conduct business, it still comes down to a pe...
2022-04-0635 min
Against The Sales OddsStick To The Fundamentals: Finding The Key To Sales Success With Kerry BubolzIn 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 – it's all about the fundamentals! Kerry and Lance discuss a number of those fundamentals, including attention to detail, the best way to compete when you can't match your competition's strength or size, and the key ingredient necessary for anyone looking to advance their care...
2022-04-0646 min
Against The Sales OddsHow To Fast Track Your Professional Development With Ethan CassonAny 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. Lance shares advice on the power of persistence, the importance of patience and timing in achieving your outcomes, and the necessary elements you need to grow in your career and as a person. If you’re looking for insights on how to fast...
2022-03-3041 min
Against The Sales OddsThe Ingredients For A Successful Sales Leadership With Ron SkotarczakYou 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 evolution, you’ll gain insights into growing as a leader. Listen closely and you’ll discover his necessary ingredient for success, the importance of relationships in selling, how adversity tempers you mentally for future success, and the values he uses to drive his...
2022-03-3037 min
Against The Sales OddsSales Is All About Building Relationships And Finding Real Value With Brent SchoebIn 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. Listen closely and you'll hear ideas on developing real value as well as the relationship in sales, advice for first-time managers, and details on infusing accountability into your process. Give this episode a listen and discover how large organizations like the San Francisco 49er...
2022-03-3032 min
Against The Sales OddsLessons In Sales Leadership And Sales Growth With The Sales Ninja, Eric SudolLeadership is one of the end goals in any career pipeline. But what qualities and values define a leader in sales? Joining Lance Tyson is Eric Sudol, President and CEO of ProStar Energy Solutions, and Vice President of Corporate Partnerships for the Dallas Cowboys. The two discuss various career-changing ideas, including the power of delegation in leadership roles, the impact of dogged persistence in sales growth, and the importance of remaining unbiased when using new and different media to get your message in front of your prospects. The insights from this episode are ones you’ll want to get back...
2022-03-2335 min
Against The Sales OddsEmpowering Growth Through Training, Testing, And Lifelong Learning With Steve RichardSales, like any discipline, is something you learn and it is a lifelong process. In this episode, Steve Richard, 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. He discusses training, coaching, the importance of learning from people around you, and more with Lance Tyson. Give this episode a listen, and you’ll come away with timeless lessons applicable to all aspects of your sales career.Love t...
2022-03-2340 min
Against The Sales OddsFrom Poker To Business: Habits For Sales Success With Brandon BornancinThe road to success is a long and winding one, but you will get there with the right mindset and the right habits. Today's guest is Brandon Bornancin, CEO and founder of Seamless.AI, the world's best sales leads. Brandon has had ups and downs in his career and, as a poker player, he is more than familiar with loss. In this episode, Brandon shares what he learned from playing poker, and that has helped him succeed. It's all about going all in and doing whatever it takes. In this interview, he shares how these habits helped his company th...
2022-03-2335 min
Against The Sales OddsExercising Effective Leadership By Understanding Challenges And Discovering Opportunities With Josh YoungThe 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 the VP of Sales and Service with the Miami Dolphins. In his conversation with Lance, Josh touches on his biggest sales challenge during the pandemic and shares serious advice when looking at career opportunities, as well as the secret to sales hiding in plain sight. This episode will provide you with some real gems for leading your sales te...
2022-03-1639 min
Against The Sales OddsTurning Failures Into Opportunities For Improvement With Ed EppleyWhen somebody in your organization fails or commits mistakes, do you instantly blame them? Or do you do something about it? Great leaders know how to turn failures to opportunities for improvement. Listen to this episode as Lance interviews his former coach, mentor, and business partner, Ed Eppley, founder, and president of The Eppley Group. They spend forty minutes recognizing and analyzing the entrepreneurial aspect of sales. Here, they touch on viewing failure as a signal to improve the process, where companies fail in their sales efforts, and two of the toughest challenges business owners will face in creating...
2022-03-1634 min
Against The Sales OddsCreating High-Performance Teams To Build A Brand And Grow Your Business With Curt WaughDo you want to build your brand with great people behind you? You have to know how to be a true leader. Lance Tyson sits down with another heavy hitter in sports and entertainment, Curt Waugh, the Vice President of Ticket Sales and Service for the San Diego Padres. Their discussion touches on creating high-performance teams and finding your voice in the organization. Curt offers insights and advice to young managers getting started and shares how the pandemic affected everything and how he dealt with the difficult circumstances. He then emphasizes the importance of knowing the...
2022-03-1639 min
Against The Sales OddsHow To Avoid Objections And Sell Better With Nick FrascoHow 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 Financial Officer of OneTeam Partners. Nick talks with Lance about developing and motivating a strong sales team. You need to challenge yourself in building a solid career in sales leadership. Take the ideas from this episode and turbocharge your business and career growth! Don’t miss out!Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast
2022-03-0934 min
Against The Sales OddsThe Value Of Becoming A Student of Your Business With Chad JohnsonHow can you sell against the odds? By becoming a student of your business. Lance Tyson’s guest in this episode is none other than Chad Johnson, the VP of Sales and Service and the Chief Content Officer with the Jacksonville Jaguars. Chad emphasizes learning every aspect of your business and knowing how it impacts your ability to produce. Lance and Chad also review recruiting challenges, dive into what makes a great sales team, and Chad reveals what he looks for when recruiting sales talent to build his teams. You will come away with major insider secrets after listening to...
2022-03-0934 min
Against The Sales OddsLeadership Skills For Success With Doug DawsonGreat Leaders are born, not made, they say; but given the right mentorship and mindset, one can gain the skills needed to be a leader. The question is, how would you leverage these skills for success? In this episode, Lance Tyson discusses leadership ideas with Doug Dawson, Vice president of Ticket Sales and Service at AT&T Stadium. Their discussion highlights concepts that every leader needs to forge ahead, such as making the transition from staff to management, the importance of managing up, and the necessary elements in building a culture of excellence. Doug's insights are required listening for...
2022-03-0933 min
Against The Sales OddsStrength In Diversity: One Size Does Not Always Fit All With Nick ForroGood teams are led by strong leaders with a clear vision. Truly great teams and careers not only have great leaders with vision but have a diverse set of viewpoints and skills that help propel everyone to success. Join Lance Tyson as he sits down with Nick Forro, the SVP of the Seattle Kraken. Nick opens up with some enlightening points about his success in sales, including how you can't manage every member of your team with a one-size-fits-all mentality, recognizing and developing your career life, and keeping in mind that you are always selling. Listening to the episode...
2022-03-0230 min
Against The Sales OddsMotivate And Inspire Your Team To The Top With Jason GreenLeadership and teamwork are the cornerstones of many successful organizations. What do you need to do to motivate and inspire a diverse team of people to succeed? In this episode, Lance Tyson spends time with Jason Green, Vice President of Ticket Sales and Service with the Los Angeles Clippers. Jason makes some interesting observations, such as the importance of activity and learning from your experiences early on, and at some point, you have to trust yourself and be willing to make the leap to get ahead. If you're looking for how leaders truly inspire their team, you will want...
2022-03-0234 min
Against The Sales OddsGo Big Or Go Home: Taking Calculated Risks To Find Success With Brandon SteinerSuccess is about being able to go big and risk everything for that one shot. Are you ready to learn the foundations of success? Join us as Lance Tyson sits down with Brandon Steiner, Founder and President of The Steiner Agency and CollectibleXchange, to talk about how Brandon got into sales and marketing and the lessons he learned over the years. Brandon reviews elements he's found to be necessary for success, the need for taking calculated risks if you want to win big, and peppers his discoveries with original business quotes like, "don't let success get in the way of...
2022-03-0232 min
Against The Sales OddsHow To Hire The Right People For A Stronger Team With Greg GrissomHow do you hire the right people? Examine if they have the essential qualities to fit in the company culture. Lance Tyson introduces Greg Grissom, the Senior Vice President of Corporate Development with the Houston Texans. Greg talks with Lance about how some people may have good sales numbers. But if they cannot fit in with your culture, the relationship would fail. Join in the conversation as Lance and Greg also review some critical topics on leadership and the importance of value and respect. You wouldn’t want to miss this episode!Love the sh...
2022-02-2333 min
Against The Sales OddsHow To Succeed With Mergers And Acquisitions With Jeremy HarbourHow do you succeed in mergers and acquisitions? The fundamental strategy is to reach out directly to the type of company you would like to acquire. Lance Tyson’s guest in this episode is Jeremy Harbour, the founder of The Unity Group. Jeremy is an expert in mergers and acquisitions. And while his approach to sales may differ a bit from what you are accustomed to, you'll find he's governed by many of the same principles, such as the need for business and sales processes. And that people do business with people, not businesses. To be successful, you have to k...
2022-02-2329 min
Against The Sales OddsA Good Hustle To Success Through Hard Work And Commitment With Kevin RochlitzAre you committed to reaching your goals and succeeding? You cannot do that if you are not putting in effort and hard work. It’s not about being the most remarkable person. It’s about being consistent. Listen to Kevin Rochlitz, Senior Vice President and Chief of Sales Officer at the Baltimore Ravens, on how you can make things happen for you. Lance and Kevin discuss the impact your decisions can have on your career (and why it's so important to have a mentor), the value of hard work and grit, and the importance of knowing your core values. If y...
2022-02-2329 min
Against The Sales OddsBecoming A Top Sales Leader With Brent StehlikWhat 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 of healthy competition. This episode is required listening for anyone thinking about venturing into managing a sales team.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcastCheck out Tyson Gro...
2022-02-1635 min
Against The Sales OddsCareer Growth Strategies For Salespeople In The Ticketing Industry With Jeff IanelloGrowing in your career is a proactive process. Salespeople need to take action if they went to level up in their field. Today’s guest is Jeff Ianello, Executive Vice President, Client Partnerships at SeatGeek. Jeff joins Lance Tyson to share career growth strategies to help you succeed in the field. The two discuss what it takes for salespeople to excel and get promotions and what leaders can do to encourage their growth. Jeff also illustrates a great culture of growth and why it’s important to grow together with a team. Stay tuned!Love t...
2022-02-1634 min
Against The Sales OddsBuilding The Right Environment For Your Team As A Leader With Kyle PottingerYou 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 of prospecting to the impact of community involvement. Learn how to build that team connection as a leader today. This is an insightful 30-minute episode that you wouldn't want to miss. Love the show? Subscribe, rate, review, and share! https://www.l...
2022-02-1627 min
Against The Sales OddsSetting The Right Leadership Principles With Todd KlineEvery well-performing team needs a responsible and effective leader. To stand up to the demands, expectations, and challenges, one must understand the right leadership principles to embrace. Lance Tyson sits down with Todd Kline, SVP of Sports Talent and Property Sales at WME. Todd touches on the importance of mentorship and role models play in developing your team, why volunteering in an organization is so important, and some core principles every leader needs to support and advance their team. If you are looking to advance your sales career, don't miss this.Love the show? S...
2022-02-0934 min
Against The Sales OddsBuilding A Thriving Sales Culture With Nic BarlageWithout a solid sales culture where everyone can perform at their best, no one would ever succeed. By building strong working relationships with no room for excuses and always ready for all challenges, any team could win big in the market. Lance Tyson sits down with Nic Barlage, President of Business Operations for the Cleveland Cavaliers. Nic outlines his four pillars for building a strong culture where sales can thrive, how he addresses the individualization of success and motivation, and the importance of a strategic sales process. Another must-view episode for anyone building a strong sales...
2022-02-0934 min
Against The Sales OddsBreaking The Glass Ceiling As A Woman Executive In Sports With Meka White MorrisWhen you’re a woman in sports, there’s a proverbial ceiling that no one tells you about. But today’s guest broke through the barriers to become an executive in the field. Meka White Morris is the Chief Revenue Officer at Tappit, the cashless experts across live events, tech, data, sports and entertainment. She joins Lance Tyson to share how she built her career by not accepting a ‘No’ until it’s from someone who can say ‘Yes’. Tune in as she gives valuable real-world advice as a woman executive in sports.Love the show? Subscr...
2022-02-0934 min
Against The Sales OddsWhat Success Means: Life Of An Entrepreneur With Sam CaucciDo 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 from top sales producer to venturing out on your own and the importance of non-negotiable, core standards. Buckle up! This interview will hit you between the eyes.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/p...
2022-02-0226 min
Against The Sales OddsLeading The Way To Sales Success With Al GuidoWhat 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 40 list twice, including his views on the misuse of talent, where successful leaders focus their time building skills, and a leadership philosophy he got from watching Lance coach his team. If you are looking for leadership ideas, you do not want to miss this.
2022-02-0229 min
Against The Sales OddsSales Success, Mentorship, And Achieving Goals With Jarrod DillonAre you looking to start a career or build a business? Tune in to this episode for some success secrets! Jarrod Dillon, the Chief Marketing and Revenue Officer of Vinik Sports Group, is on the set. He and Lance Tyson touch on several essential processes for sales success, the importance of mentorship, and some important advice for young people just entering the workforce. This episode has something for people at all stages in their careers. Listen to Jarrod talk about his wins and be inspired to experience yours, too. Love the show? Subscribe, rate, review, and...
2022-02-0233 min
Against The Sales OddsBuilding Sales Team Values With Chad EstisSuccess in sales is gained not just by yourself and the position you have achieved. More importantly, it is impacted by how you influence the people around you, which calls for the right sales team values. Join us as Lance Tyson goes one-on-one with Chad Estis, Executive VP of Business Operations with the Dallas Cowboys and Legends Global Sales. They discuss several topics ranging from how selfishness could destroy any dream team, the importance of career development, and how selling would look in the future. This is a fast-paced 30-minutes episode you do not want to miss.
2022-01-2625 min
Against The Sales OddsSales Leadership And Bringing Value To The Table With Mike OndrejkoBeing a great salesperson doesn't always equate to being a great manager or a great leader. You need to have grit, you need to be selfless, and you need to bring value to everything you do. Your host, Lance Tyson, teams up with Mike Ondrejko, the President of Legends Global Sales. The two have a spirited discussion about what it takes to be successful in sales, the importance of authenticity, and making the transition from an individual contributor to a leadership role. Stay sharp! This episode is packed with information.Love...
2022-01-2638 min
Against The Sales OddsWhy All Client Relationships Are Built On Trust With John ClarkIn sales, trust is and always will be the name of the game. When you make deals, there has to be a certain level of trust there. You can't build relationships without trust. Join your host, Lance Tyson, as he sits down with John Clark, the Executive Vice President & Chief Business Development Officer of Fenway Sports Management. John reviews the universal values encompassed in all sales, the importance of trust, and necessary traits of success that will help sales reps in any industry. Give this episode a listen. There are true sales gems enclosed.L...
2022-01-2634 min
Travis Makes Money649: Lance Tyson | Great Leaders Bring the Best Out of Their TeamHow do you lead? Lance Tyson believes that people don’t leave a job for more money, they leave for a better boss. Lance is the Founder and CEO of Tyson Groups. Over the past two decades, Lance Tyson has followed his passion for developing strong business leaders and their salespeople by tapping into his natural ability to connect with people and foster an environment for learning and coaching. As owner, President, and CEO of Tyson Group, Lance facilitates, trains, and conducts over one hundred workshops annually in areas such as performance management, leadership, sales, sales management, cus...
2021-07-1039 min
Travis Makes Money649: Lance Tyson | Great Leaders Bring the Best Out of Their TeamHow do you lead? Lance Tyson believes that people don’t leave a job for more money, they leave for a better boss. Lance is the Founder and CEO of Tyson Groups. Over the past two decades, Lance Tyson has followed his passion for developing strong business leaders and their salespeople by tapping into his natural ability to connect with people and foster an environment for learning and coaching. As owner, President, and CEO of Tyson Group, Lance facilitates, trains, and conducts over one hundred workshops annually in areas such as performance management, leadership, sales, sales management, cus...
2021-07-1045 min
The Driven Entrepreneur with Matt BrauningLance Tyson on Landing HUGE Clients In Your BusinessEp #212 - Lance Tyson, an authority in the sales world with a passion for developing influential leaders, joins me on the show for this week's episode of the podcast. Lance is the President and CEO of the Tyson Group where he coaches, consults and trains sales leaders. He's leveraged this sales expertise to land some of the biggest brands and businesses as clients in the worlds of sports and entertainment including the Dallas Cowboys, the New York Yankees, the San Francisco 49ers, Madison Square Garden, LiveNation, Six Flags, and RedBull. He's also the best-selling author of the new book, "S...
2020-05-0830 min
Conquer Local Podcast244: No matter the Industry, Sales is Sales, with Lance TysonWhether it's the sports industry, marketing industry, or insurance industry sales is sales.
We have a special guest—Lance Tyson, CEO of the Tyson Group, joins us! Lance and George discuss how now more than ever buyers are becoming an expert before reaching out to a salesperson. Lance confirms our hypothesis that as salespeople, we need to be the trusted advisor, have and build rapport with our clients, and having credibility. Lance explains what it means to be a gritty salesperson, in a good way.
Lance Tyson began his career more than twenty years ago with Dale Carnegie Training, where he bu...
2019-06-0531 min