Against The Sales Odds

In 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 you won't want to miss.Check out Tyson Group's Open Enrollment Programs:https://www.tysongroup.com/openenrollmentCheck out Lance's Bestseller Books:The Human Sales Factor - https://tysongroup.com/books#thehumansalesfactorSelling is an Away Game - https://tysongroup.com/books#sellingisanawaygameDownload our playbooks:https://www.tysongroup.com/sales-playbooksSchedule a call with one of Tyson Group's member:https://bit.ly/41YJW7KSubscribe to our Newsletter:https://tysongroup.com/#weeklynewsletterFollow Lance across Social Media:LinkedIn - https://www.linkedin.com/in/lancetyson/Instagram - https://www.instagram.com/lance_tyson_1/X - https://x.com/lancetysonLove the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

Sales 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. You can purchase these books at Tyson Group.Check out Tyson Group's Open Enrollment Programs: https://www.tysongroup.com/openenrollmentCheck out Lance's Bestseller Books:-The Human Sales Factor - https://tysongroup.com/books#thehumansalesfactor-Selling is an Away Game - https://tysongroup.com/books#sellingisanawaygameDownload our playbooks: https://www.tysongroup.com/sales-playbooksSchedule a call with one of Tyson Group's member: https://bit.ly/41YJW7KSubscribe to our Newsletter: https://tysongroup.com/#weeklynewsletterFollow Lance across Social Media:LinkedIn - https://www.linkedin.com/in/lancetyson/Instagram - https://www.instagram.com/lance_tyson_1/X - https://x.com/lancetysonLove the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

Success 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!

In 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 can purchase these books at Tyson Group.Be sure to sign up for Lance's LinkedIn newsletter here.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

In 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 books at Tyson Group.Be sure to sign up for Lance's LinkedIn newsletter here.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast 

In 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 wisdom and practical insights!Link to Audrey's book - https://a.co/d/97DeKt6 Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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. You can purchase these books at Tyson Group. Be sure to sign up for Lance's LinkedIn newsletter here. Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcastLove the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

In 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/podcast

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 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 bestselling author of Selling Is An Away Game and The Human Sales Factor.You can purchase these books at: https://www.tysongroup.com/booksBe sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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, review, and share! https://www.tysongroup.com/podcast

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 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.Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.You can purchase these books at: https://www.tysongroup.com/booksBe sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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. 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 strategy and tactics. Guided by his principles of karma ("Good things happen to good people") and fate ("You'll end up where you're supposed to be"), Paul underscores the necessity of market analysis and timing. Discover how lifelong learning and a willingness to evolve have been instrumental in Paul's unparalleled achievements; get ready to unlock the secrets to sustained success in the competitive sales world.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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, 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 world of sports sales. Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcastLove the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 C-suite.Lance is the bestselling author of Selling Is An Away Game and The Human Sales Factor.You can purchase these books at: https://www.tysongroup.com/booksBe sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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. Tune in for an inspiring conversation filled with actionable insights! Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcastLove the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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.comBe sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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

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

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

What are the essential factors to consider to become a successful sales leader? Join Lance Tyson in this insightful short-form series 'Lance Rants' 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.You can purchase these books at: https://lancejtyson.com Be sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504Love 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 Lance Rants, 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.' You can purchase these books at: https://lancejtyson.comBe sure to sign up for Lance's LinkedIn newsletter here: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7123326552678805504Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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

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

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 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 proactive in business! Learn more about Loren and 21 Hats by subscribing to his newsletter at http://21hats.substack.com.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 Jerry Colonna today, and let's unpack more valuable insights together! Also, don't forget to grab a copy of Jerry's new book, Reunion: Leadership and the Longing to Belong. Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 and ride into her inspiring journey to success!Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 markets to creating opportunities and defining success, Jason covers secrets and strategies in the world of ticket sales. Tune in now!Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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

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 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 to find in it) and the meaning of powerful words such as purpose, communication, skill, and strategy. This episode is brought to you all the way from England! Tune in now to align passion with purpose on your journey of intentional mastery.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 looking for two things: hard work and coachability—two qualities that all leaders should take into account when searching for new talent. Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 and his definition of success while bringing many lessons that have been passed down from family and mentors to help him succeed in his career. Marc brings so much value to this conversation, so let's hit that play button and be inspired to move forward beyond the obstacles.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 people accountable, face difficult conversations, become a refined leader, and find the right leadership style for yourself and others.Love the show? Subscribe, rate, review, and share! https://www.tysongroup.com/podcast

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 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 hear Lacy's strategic approach to fueling growth in the partnership space today! Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

This 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 brands worldwide.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

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

Over 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 diversity in the sports industry and invests in businesses owned by BIPOC or women at a rate of 66%. They are a team of passionate underdogs, who build brands and create value, with a social impact model at the core of all they do. Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

Sometimes, 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 CEOs, and world leaders, Coach Dar specializes in helping the best of the best get up and get going again after suffering serious setbacks. In this episode of Against the Sales Odds, she shares these proven strategies and techniques from her new book, The Art of Bouncing Back, so you can ensure the obstacles and setbacks you face quickly morph into setups for your next success.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

The 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 keys to effective leadership, the power of team building, and more lessons on running a successful sports franchise. Tune in and learn the simple truth about leadership that so many people have to learn the hard way through years of experience! Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

Believing 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 as life lessons from Erika guide you in selling yourself and bringing your personal brand to the next level.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

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

Success 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 to her role at Cisco, giving insights on the concept of balance, rest, and trusting your team. In her current role at Salesforce, she then talks about the lessons in leadership and the importance of values that catapult her into the position she is in. What is more, Karen gives us a peek into her latest book, Success from Anywhere, and her insights on the stress-free experiment.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

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

In 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 insights in this episode are well worth your time. Check it out!Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

How 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 called “the most admired CEO” by the Philadelphia Business Journal. Be sure to check out Scott's latest book, Be Where Your Feet Are, available on Amazon in June. Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

If you want to build a high-performance sales team, then you need to start with the right people and then double down on professional growth. This week's episode features Bob Sivik, the VP of 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 thrive, they will perform exceptionally. Check out the full episode here.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

Do 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 to renew your investment in your own personal growth.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

Are 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 take lots of notes. This fast-paced episode is filled with gems.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

We 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 higher position? Todd Fleming gives you the ladder to reach it.Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

Are 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 foundational in his leadership and his selling style: before you can sell your products or services, you must first sell yourself and build your credibility. It's all about trust and credibility. Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

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

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