This is episode 230. Read the complete transcript on the Sales Game Changers Podcast website. 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.