Tyson Group

11/10/2026

A revenue number is a destination. A sales strategy is the path.

Last week Lance Tyson and Victor Bilgen walked sales leaders through the difference: pressure-testing the assumptions behind the 2027 target, assessing whether the current roster can carry it, aligning leadership with the frontline, and managing the year through milestones and coaching rhythms instead of a fourth-quarter scramble.

https://hubs.ly/Q04DRDS70

11/09/2026

AI raised the bar for salespeople. It did not lower it.

When buyers arrive with the research already done, four sales competencies decide the outcome: negotiation, objection handling, presentation skills and adaptability, the skill of reading the buyer and adjusting before the deal goes quiet.

Lance Tyson breaks down each one, why AI makes them more valuable rather than less, and why adaptability is the competency most sales teams never train.

AI in sales delivers results only when the fundamentals underneath it are strong. Learn how to tell whether your team has a technology gap or an ex*****on gap, and what to fix first.

11/06/2026

Leadership is measured in impact, not activity.

That is the thread running through the latest episode of Against the Sales Odds, where Lance Tyson sits down with Corey Breton, SVP and Head of Venues at Cosm. Corey’s path runs from sponsorship and inside sales to leadership roles across major sports organizations, including helping launch LAFC and leading revenue initiatives across Legends’ attractions. Today he is at Cosm, where technology, media, live sports and hospitality combine into a new kind of fan experience.

Corey and Lance cover how varied experience across sports builds a broader understanding of revenue and operations, why listening across departments is a leadership skill, how simple principles guide people across different roles and venues, and why transparency and long-term relationships matter more than any single negotiation.

A conversation about sales, leadership, culture and what it takes to build organizations that scale.

Listen here: https://hubs.ly/Q04DzrY70

11/05/2026

Confidence, ex*****on and a culture of continuous improvement.

That is how Mike Clough, Senior Vice President of Sales and Revenue Operations for the Minnesota Twins, describes what changed after his team went through Tyson Group’s sales training.

We are proud to partner with the Twins and with sales organizations across professional sports that treat selling as a discipline worth building.
See Mike’s full testimonial in the graphic.

11/04/2026

Tomorrow at 2 PM ET: Building a Sales Strategy Your Team Can Execute.

A topline number is not a strategy. Lance Tyson and Victor Bilgen will show sales leaders how to turn the 2027 target into a plan the frontline can run: setting goals the team can reach, assessing whether the current roster can get there, aligning leadership with the people carrying the quota, and managing the year through milestones and coaching rhythms instead of a single end-of-year scramble.
If you own a 2027 number, this hour is for you.

Register here: https://hubs.ly/Q04Dgt0h0

11/03/2026

Sales effectiveness is not a skill. It is a system.

Strong leadership, capable managers and talented salespeople only produce predictable revenue when the drivers underneath them line up: methodology, process and enablement. When one of the six is out of alignment, effort goes up and results stay flat.

This piece from Lance Tyson breaks down the six elements of sales effectiveness, what each one looks like when it is working, and the four selling skills that strengthen all of them.

Read the blog:

Discover the 6 key elements of sales effectiveness how to align them to improve forecast accuracy, pipeline velocity, and close rates.

10/31/2026

What’s haunting your sales team?

Prospecting that never gets done. Objections that stop deals cold. Pipeline that looks healthy in September and vanishes by November. Closing that stalls at the finish line. Goals nobody on the floor believes in. Leads that were never qualified in the first place.

Every sales leader has a short list, and most of them are guessing at what is on it. Our research found that 57 percent of sales leaders say their teams understand the sales methodology while only 29 percent say they execute it consistently. The gap between the two is where most of the ghosts live.

Sales Team Science® shows you exactly which drivers are strong, which are weak, and where development will produce the fastest return, before you spend a dollar on training that treats the wrong problem.

Don’t guess. Diagnose.

Who ya gonna call?
https://hubs.ly/Q04CypZw0

10/27/2026

Most sales managers were promoted because they could sell. Very few were taught how to develop someone else, so they inspect pipeline, deliver the occasional pep talk, and call it coaching.

Tyson Group’s research found that 57 percent of sales leaders say their teams understand the sales methodology, while only 29 percent say the team executes it consistently. Training builds the understanding. Coaching is what closes the gap, and it only works when managers know how to do it.

The Ultimate Sales Coaching Guide gives sales managers and leaders a practical structure: how to diagnose what each salesperson needs, how to run a coaching conversation that changes behavior, how to build a weekly rhythm the team can count on, and how to coach top performers differently from the people still finding their footing.

Download the guide: https://hubs.ly/Q04CsKXm0

10/26/2026

From Sales Rep to SVP: Building a Sales Culture That Scales
What does it take to go from selling copiers and printers to leading nearly fifty people as a Senior Vice President for the Milwaukee Bucks?

In the latest episode of Against the Sales Odds, Lance Tyson sits down with Jen Babcock, Senior Vice President of Ticketing and Premium Sales for the Milwaukee Bucks, to unpack the lessons that shaped her career: the B2B foundation that taught her persistence and face-to-face selling, the transition into sports sales with the Tampa Bay Lightning and Detroit Lions, and the moments that forced her to grow from a high-performing salesperson into a leader.

Jen also shares her philosophy on staying disciplined through rejection, earning your next opportunity, and why salespeople shouldn’t expect immediate results from long-term sales processes.

Listen here: https://hubs.ly/Q04Cj2KB0

10/23/2026

Success leaves clues.

Hear how Dan Lefton and the Detroit Pistons approached sales performance, leadership development, and team growth through their partnership with Tyson Group. The right training doesn't just improve skills. It creates lasting changes in how teams sell, coach, and win.