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A born entrepreneur and self-starter, Lance Tyson is an authority in the sales world with a passion for developing strong business leaders. Lance has worked with some of the biggest names in sports and entertainment, including the New York Yankees and the Dallas Cowboys. After leaving school to start his first business, Lance began working for Dale Carnegie. He rose through the ranks eventually building the most successful Dale Carnegie operation in North America.

After a fifteen-year run, Lance sold his interest in Dale Carnegie in order to form a new company, Tyson Group. The focus of Tyson Group is to diagnose your sales team and propose solutions that deliver results that make sense for your organization and needs. We aren\\u2019t just a company that provides training\\u2014we are a partner that provides solutions

Most passionate about

• Our organization helps entrepreneurs and salespeople compete in this complex world. That\\u2019s what I\\u2019m passionate about. Many of the entrepreneurs we work with are very product-heavy. Sometimes they aren\\u2019t equipped to sell things but they have the enthusiasm to sell.
• At the Tyson Group, we coach, train, and consult sales leaders and their teams. I always say that entrepreneurs and salespeople are the last great worriers.
• There are plenty of opportunities today for push marketing like Amazon but there are also plenty of opportunities where things should be sold, and to be presented. At the end of the day, people buy from people.

Lance\\u2019s career and story

• I\\u2019m an entrepreneur by nature. My father was an entrepreneur. I left college in my senior year. It was the time when the Berlin Wall was coming down and I read an article about imports and exports. We decided to start a company that was import-export. I was going to become a broker.
• One of the companies I was calling on decided I was pretty good as a salesperson, so they hired me for salary.
• I went back to college and at the same time was very passionate about self-improvement. That was the time of the Stephen Covey movement, the Tony Robbins movement, and I wanted to apply to one of those companies.
• At the same time, a friend of mine introduced me to Dale Carnegie\\u2019s book, which I still believe is the finest book you can ever read about being a leader and a salesperson. When I was trying to join one of those self-improvement companies, I found out that there was a Dale Carnegie office in Philadelphia.
• The guy who had the sponsorship of the office ended up hiring me. My role was to sell their \\u2018sales program\\u2019 of 12 weeks to companies and entrepreneurs.
• Then I got married and, because you needed a college degree to teach Dale Carnegie, my wife forced me to go back to college so I could teach there. Over time, I became an owner of one of their organizations and we ended up buying several of their organizations around the U.S.
• I always had a passion for sales because I did a lot of training and sold a lot of sales programs to companies and business owners. And I\\u2019ve seen a lot of great success.
• We sold our interest in 2010. Then I started the Tyson Group and another company.
• As an entrepreneur, you need to sell yourself to the bank, to investors, to vendors, to new employees, and, of course, to users. So, I really believe in the process of sales. A lot of entrepreneurs fail on that. They are so excited about their product that they forget that everybody else might not be so excited about it.

Lance\\u2019s best advice for entrepreneurs

• Entrepreneurs must understand that the sales process is the buying process inverted. I would say to entrepreneurs that they need to find out who would want their product and why they would want it.
• Entrepreneurs manage to sell thanks to their enthusiasm. The Latin root for enthusiasm is \\u201centhuse,\\u201d...'