Against The Sales Odds

Sales, 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 tra...

The 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...

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 the VP of Sales and Service with the Miami Dolphins. In his conversation with Lance, Josh touches on his biggest sales challenge duri...

When 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...

Do 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 adv...

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 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 fr...

How 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...

Great 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...

Good 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 ev...

Leadership 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 exp...

Success 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...

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, 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 La...

How 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 governe...

Are 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...

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 of healthy competition. This episode is required list...

Growing 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 leader...

You 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 te...

Every 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 organi...

Without 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 cult...

When 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 f...

Are 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 epis...

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 from top sales producer to venturing out on your own and the importance of non-negotiable, co...

What 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 tim...

In 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 i...

Success 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...