In 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 advice to get the best out of yourself and your prospects. In-Sights episodes are for leaders, entry-level salespeople, and everyone in between!

Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.

You can purchase these books at: https://lancejtyson.com

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In 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 goals. He also highlights the importance of hands-on leadership, encouraging his team to remain open-minded and leverage all resources, both human and analytical. For those aiming to climb the ladder or improve themselves, this episode is a must-listen. Get ready to improve your sales game and yourself!

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Sharpen 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 in his team's growth and ensuring their voices are heard. Through his unconventional path and relentless pursuit of excellence, Brad epitomizes an opportunistic spirit that ignites inspiration and propels others to new heights.

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In 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 how Lance approaches negotiations, ensuring he plays his cards right, even when the odds seem stacked against him.

Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.

Be sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504

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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!

Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.

Be sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504

Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

What 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 catalyst for success not only for oneself but for the entire organization. Tune in for invaluable insights into navigating the intricate dynamics of sales leadership!

Lance is the bestselling author of 'Selling Is An Away Game,' and 'The Human Sales Factor.'

Be sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504

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In 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.

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Are 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 also have nine additional steps that help leaders show up for their teams. If you are a young business professional, a seasoned sales vet, or a leader, this is a must-listen and must-read!

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