Against The Sales Odds

In 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 d...

In 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 s...

In 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 r...

In 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....

In 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...

In 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, whi...

In 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 t...

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 effect...

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...

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...

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...

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...

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 ta...

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 ess...

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...

In 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 app...

Better 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 t...

In 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...

Success 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...

In 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...

True 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...

Business 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...

Success 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 lesso...

Lance 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...

Building 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 bui...