May 5, 2020
Read the complete transcript on the Sales Game Changers Podcast
Jim Van Stone is the President of Business Operations and the
Chief Commercial Officer for Monumental Sports and Entertainment,
the company behind the Washington Wizards NBA team, Washington
Capitals NHL hockey team, and other teams and enterprises and the
arenas where they play.
EDITOR'S NOTE: Since we conducted this interview before the
Pandemic of 2020 hit, we asked Jim what his advice is for sales
professionals during the pandemic. He offered the following:
- The evolving landscape is an opportunity to provide clarity of
your brand: stay true to your foundational principles and let those
guide your decision-making.
- Consistently showcasing your value will help you weather
systemic changes. People expend resources - time, money or loyalty
- based on its connection to a return on investment. Give them
something to value.
- This is the time to qualify and quantify your stretch goals and
look at them with fresh eyes. Don't be burdened by past norms; it's
all a clean slate now. Trying to fit within previous models is a
waste of effort, so choose to be bold.