Unconditional Gifts: The Key to Influence - Part 2

Connect & Convert: The Sales Accelerator Podcast

Connect & Convert: The Sales Accelerator Podcast

32:12

DaQuane Cherry was once the kid who wore a hoodie to hide skin flare-ups in school. Now he’s an artist and advocate helping others feel seen. He reflects on his psoriasis journey, the power of small joys, and why loving yourself first isn’t a cliché—it’s essential. Plus, a deep dive into the history of La Roche-Posay’s legendary spring. See omnystudio.com/listener for privacy information.…

about a year ago 22:23

MP3•Episode home

Join us for an eye-opening episode of Connect & Convert, where hosts Dennis Collins and Leah Bumphrey reveal the secret to boosting your sales influence through the power of unconditional gifts. Discover how mastering the law of reciprocity and giving meaningful, personal gifts can transform your business relationships and convert prospects into loyal customers.

Key Takeaways:

Understand the three essential elements of an effective gift: meaningful, unexpected, and personal
Learn how to apply the law of reciprocity correctly, without any strings attached
Explore practical examples of unconditional gifts that don't require a significant financial investment
Discover the art of claiming your gift without sounding arrogant or egotistical

Resources and Links:

"Sales EQ" by Jeb Blount - https://www.amazon.com/Sales-EQ-Personal-Emotional-Intelligence/dp/1119280648

Timestamps:

00:00:00 - Introduction

00:01:06 - The Law of Reciprocity

00:02:14 - Three elements of an appropriate gift

00:04:15 - The power of unexpected, meaningful gifts

00:06:27 - The importance of personalized gifts

00:08:59 - Real vs. fake compliments

00:10:58 - The gift of saving time

00:12:36 - The gift of cheerfulness

00:17:37 - Book recommendation for sales managers

00:19:30 - Seven-day smiling challenge

00:21:39 - Conclusion

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/
Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

83 episodes

Unconditional Gifts: The Key to Influence - Part 2

published about a year ago

MP3•Episode home

Key Takeaways:

Understand the three essential elements of an effective gift: meaningful, unexpected, and personal
Learn how to apply the law of reciprocity correctly, without any strings attached
Explore practical examples of unconditional gifts that don't require a significant financial investment
Discover the art of claiming your gift without sounding arrogant or egotistical

Resources and Links:

"Sales EQ" by Jeb Blount - https://www.amazon.com/Sales-EQ-Personal-Emotional-Intelligence/dp/1119280648

Timestamps:

00:00:00 - Introduction

00:01:06 - The Law of Reciprocity

00:02:14 - Three elements of an appropriate gift

00:04:15 - The power of unexpected, meaningful gifts

00:06:27 - The importance of personalized gifts

00:08:59 - Real vs. fake compliments

00:10:58 - The gift of saving time

00:12:36 - The gift of cheerfulness

00:17:37 - Book recommendation for sales managers

00:19:30 - Seven-day smiling challenge

00:21:39 - Conclusion

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/
Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

83 episodes

All episodes

Connect & Convert: The Sales Accelerator Podcast

1
Bryan Eisenberg's Health and Business Journey 27:20

5 weeks ago27:20

27:20

This is a fascinating podcast transcript featuring Bryan Eisenberg, a well-known marketing expert and bestselling author. The conversation centers around his latest book "I Think I Swallowed an Elephant" and his personal health transformation journey. Here are the key highlights from this first part: Bryan's Background: Co-author with his brother Jeffrey of multiple bestsellers including "Waiting for Your Cat to Bark" and "Call to Action" Has worked with major companies like Google, Dell, HP, and NBC Universal Founded a software company that went public but faced challenges during market crashes The Book's Unique Approach: Written in bite-sized chapters (250-400 words each) Each chapter stands alone - you can read them in any order Functions as a "Rorschach test" where readers take away different insights based on their current challenges Focuses on simplicity and practical application Bryan's Personal Health Journey: The most compelling part of the conversation is Bryan's candid sharing of his health struggles: Previously lost 100+ pounds (from 277 lbs) to keep up with his young children During COVID, gained weight back and developed serious health issues Blood sugar reached 376 (dangerously high), A1C of 13.9 Refused medication and gave himself 3 weeks to turn it around Successfully reversed all conditions in 4 months through lifestyle changes Now maintains blood sugar in the 70s-80s range without medication Key Insights: The importance of authentic storytelling in business and life How our personal "stories" must evolve as our circumstances change The power of real-time data (he used a continuous glucose monitor) Simple habit changes can have profound impacts (like walking 10-15 minutes after meals) The concept of "glycation" - how blood sugar spikes literally age us from the inside The "Elephant" Metaphor: Everyone has swallowed an elephant - we're all dealing with being overstressed, overscheduled, overstimulated, and overwhelmed. The book provides a framework for addressing these challenges. This appears to be part one of a two-part interview, with part two promising to dive deeper into Bryan's specific disciplines and rituals, plus how AI helped shape his book. The conversation beautifully weaves together business wisdom with deeply personal health struggles, making it both relatable and actionable for entrepreneurs and business owners.…

Connect & Convert: The Sales Accelerator Podcast

1
I Think I Swallowed an Elephant: Behind the Book with Bryan Eisenberg (Part 1) 28:42

6 weeks ago28:42

28:42

New York Times bestselling author and conversion optimization expert Bryan Eisenberg joins Dennis Collins and Leah Bumphrey to share his incredible transformation story. From reversing diabetes without medication to discovering how personal authenticity drives business success, Bryan reveals the powerful connection between the stories we tell ourselves and the results we achieve. Bryan and Jeffery's latest book is called: "I Think I Swallowed an Elephant: The Stories We Sell, The Success We Build" and is available at Amazon: https://www.amazon.com/Think-Swallowed-Elephant-Stories-Success/dp/1932226249?sr=8-1 Key Takeaways • Health drives business performance - Bryan's journey from 277 pounds and diabetic blood sugar levels to optimal health in just 4 months demonstrates how physical transformation enables mental clarity and business success • Authentic storytelling beats polished personas - Vulnerability and genuine human experiences create deeper connections with customers than carefully crafted marketing messages • Simple habits create massive results - A 10-15 minute walk after each meal can stabilize blood sugar, reduce aging, and improve overall health and cognitive function • Stories must evolve with your life - When your motivating story no longer aligns with who you are, it creates friction and prevents progress in both health and business Resources & Links Books Mentioned: "I Think I Swallowed an Elephant: The Stories We Sell, The Success We Build" by Bryan Eisenberg & Jeffery Eisenberg "Waiting for Your Cat to Bark" by Bryan Eisenberg & Jeffery Eisenberg with Lisa T. Davis "The Rice and Beans Millionaire" by Bryan Eisenberg & Jeffery Eisenberg Episode Timestamps 00:00:00 - Introduction and Bryan's impressive credentials 00:02:54 - The personal transformation story begins 00:08:17 - Weight loss journey and family motivation 00:11:28 - Business challenges and health decline during COVID 00:14:23 - The shocking blood test results and diabetes diagnosis 00:18:53 - Choosing personal responsibility over medication 00:22:00 - Reversing diabetes naturally in 4 months 00:24:36 - The simple post-meal walking habit that changes everything 00:26:27 - Understanding glycation and the aging process Connect with Our Hosts Dennis Collins Website: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey Website: https://wizardofads.org/partner/leah-bumphrey/ Guest Bio Bryan Eisenberg is a multiple New York Times bestselling author and internationally recognized authority in online marketing and conversion optimization. He's been featured as a media expert on CNN and in the New York Times, and has helped thousands of companies including Google, Chase, Hewlett Packard, NBCUniversal, GE, WebEx, and Dell achieve dramatic improvements in their conversion rates and sales. Along with his brother Jeffrey, Bryan has authored several bestsellers including "Call to Action," "Waiting for Your Cat to Bark," "Always Be Testing," "Buyer Legends," and "The Rice and Beans Millionaire."…

Connect & Convert: The Sales Accelerator Podcast

1
81 - The Origin Story: How Connect & Convert Sales Accelerator Podcast Began 16:01

10 weeks ago16:01

16:01

Connect & Convert is your Sales Accelerator podcast where small business owners learn insider secrets to grow their sales faster than ever. Hosted by Wizard of Ads partners Dennis Collins, Leah Bumphrey, and Producer Paul Boomer, this podcast delivers actionable insights on marketing, leadership, company culture, and sales strategies tailored for small business growth. In this special edition, our hosts share the origin story of the Connect & Convert podcast. From Dennis's first experiences at Wizard Academy over 20 years ago to how the trio came together to create this resource for small business owners, you'll hear the authentic journey behind their mission to help businesses grow. Learn how they offer free consultations, answer listener questions, and bring their diverse expertise in culture, leadership, sales, and marketing to help small businesses thrive.…

Connect & Convert: The Sales Accelerator Podcast

1
Employee Accountability: The Hard Truth About Workplace Performance Standards 39:21

12 weeks ago39:21

39:21

In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey tackle the controversial topic of employee accountability and performance standards. Joined by Producer Paul, they debate the ethics and effectiveness of different accountability systems, from Sun Tzu's ancient methods to Jack Welch's infamous 20-70-10 system. Key Takeaways The standard set by keeping low performers becomes the standard for your entire company, affecting overall team performance and morale Creating a "magnetic workplace" where people want to work is ultimately the leader's responsibility Effective accountability requires clear, consistent consequences - not just occasional enforcement Fear-based compliance and arbitrary standards can damage workplace culture and drive away top performers Timestamps 00:00:00 - Introduction and welcome 00:02:00 - The Sun Tzu accountability story 00:05:25 - Jack Welch's 20-70-10 system explained 00:09:15 - The impact of keeping low performers 00:13:40 - Creating a magnetic workplace 00:17:30 - Fear-based compliance vs. genuine engagement 00:22:45 - The ethical questions of performance consequences 00:27:20 - The deliberately developmental organization concept 00:31:10 - Practical takeaways for small business owners Connect With The Hosts Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/ Resources Mentioned "The Art of War" by Sun Tzu Jack Welch's 20-70-10 system (vitality curve) Deliberately Developmental Organization (DDO) concept Free 60-minute business consultation with Dennis and Leah…

Connect & Convert: The Sales Accelerator Podcast

1
Midnight Musings of a Relational Marketing Mom: Finding Balance and Purpose in Business with Leah Bumphrey 1:02:29

14 weeks ago1:02:29

1:02:29

In this special episode of Connect & Convert: The Sales Accelerator Podcast, host Dennis Collins interviews his co-host and business partner, Leah Bumphrey, about her newly published book "Midnight Musings of a Relational Marketing Mom: Finding Fairytale Growth for Your Real Life Business." Leah shares the inspiring journey behind her book, which began as late-night writings when her youngest child was just two years old. After being initially discouraged by publishing professionals, the manuscript was rediscovered years later, leading to its eventual publication. Throughout the conversation, Leah explores the philosophy of relational marketing, emphasizing the importance of creating genuine connections with customers rather than focusing solely on transactions. She discusses how business owners can successfully integrate their personal and professional lives, sharing from her 35+ years of experience in radio advertising and marketing. The interview is filled with powerful stories that illustrate Leah's approach to business, including a touching anecdote about a wrong number call that led to a meaningful human connection and a baby named after her. This episode goes beyond marketing tactics to deliver a powerful message about embracing opportunities, finding purpose in business, and the courage to say "yes" when presented with chances to make a difference. It's a must-listen for business owners seeking to build authentic brands while maintaining work-life integration. Timestamps: 00:00 - Introduction of special guest Leah Bumphrey 02:20 - Discussion of Leah's new book and its journey to publication 07:20 - Leah's backstory and the inspiration behind the book 12:30 - The rediscovery of the lost manuscript 19:45 - The story of the wrong number call and unexpected connection 30:25 - Finding balance as a working parent in business 38:10 - Understanding relational marketing vs. transactional approaches 47:00 - The challenge for listeners and book giveaway 55:30 - Final thoughts on making a difference About the Guest: Leah Bumphrey is a seasoned marketing professional with over 35 years of experience in print and radio advertising. Based in Saskatoon, Saskatchewan, she specializes in helping small businesses develop relational marketing strategies that create authentic connections with customers. As a partner at Wizard of Ads, Leah combines her expertise in storytelling with practical business insights to help clients achieve sustainable growth. Her new book "Midnight Musings of a Relational Marketing Mom" draws from her experiences balancing motherhood with a successful marketing career. Links: Get the book on Amazon: Midnight Musings of a Relational Marketing Mom Connect with Leah: Leah@wizardofads.com Connect with Dennis: dennisCollins@wizardofads.com wizardacademy.org - Sponsor of the podcast "If you are trying to have a life where it is completely separated, you're doing your job and then you come home, you're done, and then you're with your family, there is an integration that happens with something that you care about, and a business is something that you care about." - Leah Bumphrey "Integration is key. If you are running a business, and I don't care at what level, but if you are running your own business, if you are not somehow making it work... that's what's important." - Leah Bumphrey "We always have the opportunity to choose to say no, but we can also choose to say yes." - Leah Bumphrey Take Leah's challenge: Set a timer for 10 minutes and write down your thoughts about something you know you should be doing in your business but haven't yet. Share your insights with Leah for a chance to receive a signed copy of her book. #RelationalMarketing #SmallBusinessGrowth #WorkLifeBalance #MarketingMom #BusinessStorytelling #SalesAccelerator #BusinessGrowth #AuthenticBranding #WizardOfAds #MidnightMusings #WorkingParents #BusinessIntegration #FamilyBusiness #MarketingStrategy #CustomerRelationships #BusinessPurpose #LeahBumphrey #DennisCollins #BookLaunch #PodcastInterview #BusinessInspiration #EntrepreneurialJourney #ConsistentMarketing…

Connect & Convert: The Sales Accelerator Podcast

1
078 - The Leader Shift Playbook: Overcoming Mount Stupid and Embracing Vulnerability with Philip B. Wilson 49:36

16 weeks ago49:36

49:36

Join hosts Dennis Collins and Leah Bumphrey in this enlightening episode of "Connect and Convert," the go-to Sales Accelerator Podcast for small business owners looking to harness insider knowledge to accelerate their growth. This week, they had the honor of welcoming Philip B. Wilson, President and General Counsel of LRI Consulting Services and a respected authority in employee retention and leadership. In an engaging conversation, Phil shares profound insights from his forthcoming book, "The Leader Shift Playbook," set to release on April 1, 2025. KEY POINTS The Dunning-Kruger Effect and "Mount Stupid" : Phil discusses the pitfalls of leadership where individuals mistakenly overestimate their understanding or effectiveness. His personal journey emphasized acknowledging one’s limitations and the need for continual growth in leadership. Identifying Warning Signs for Leadership Mindset Shifts : Phil offers insight into recognizing crucial signs that indicate leadership effectiveness may be lacking and shares his methodologies for overcoming them, rooted in proactive communication and genuine connections. The Hero Assumption : An essential discussion element revolves around the belief in your team's potential. Phil stresses that believing in others can significantly impact their performance, drawing parallels with psychological studies illustrating the effects of perceived capabilities on actual results. The Importance of Vulnerability in Leadership : Phil shares his transformative experience of confronting his leadership shortcomings, highlighting the power of vulnerability and open dialogue in fostering trust and collaboration within teams. Practical Tools for Effective Leadership : As a rich resource, Phil discusses the Leadership Toolkit accompanying his book, which provides actionable strategies and exercises geared towards improving leadership efficacy and enhancing team dynamics. TIMESTAMPS 00:00 - Introduction and welcome 02:15 - Introducing Phil B. Wilson 07:30 - Understanding "Mount Stupid" and Dunning-Kruger Effect 15:00 - Recognizing the signs for leadership shifts 27:45 - Exploring the Hero Assumption 35:30 - Vulnerability and trust within teams 42:00 - Introducing the Leadership Toolkit 50:15 - Closing thoughts and challenges for listeners LINKS Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/ Philip B. Wilson: https://www.linkedin.com/in/pbwilson/ LRI Consulting Services: https://lrionline.com/ Amazon for "The Leader-Shift Playbook: https://www.amazon.com/Leader-Shift-Playbook-Changes-Unleash-Potential/dp/1639081178 BIO & BACKGROUND Philip B. Wilson boasts a robust career and nearly five decades of experience in labor and employee relationship consulting. As the President and General Counsel of LRI Consulting Services, he has played a pivotal role in guiding organizations toward establishing extraordinary workplaces. With a passion for employee engagement, Phil authored the "Approachability Playbook" and is set to enrich the leadership landscape with "The Leader Shift Playbook." His work reflects a deep commitment to fostering meaningful connections and effective leadership practices that inspire teams to thrive. In this episode, expect to be inspired as Phil shares vibrant anecdotes from his journey, coupled with actionable strategies that can help any leader reassess their approach, effectively connect with their team, and elevate their organizational culture. Don’t miss this masterclass in leadership transformation!…

Connect & Convert: The Sales Accelerator Podcast

1
077 - Building a Family Business Legacy: The Flaman Story: Part II 22:27

21 weeks ago22:27

22:27

Join us for an enlightening conversation with Mark Flaman as he shares the remarkable story of how his family's business evolved through innovative marketing, strong customer relationships, and dedicated employee development. In this episode, Mark reveals the three pillars that have guided their success and shares entertaining stories about their memorable marketing campaigns, including exploding water tanks and pet-friendly treadmill commercials. Key Takeaways: The Flaman Group's three pillars - customer responsibility, achieving goals, and making things better - form the foundation of their business success Their unique hiring practices, including creative interview questions, help identify candidates who align with company culture Leadership by example, from the CEO picking up trash to promoting from within, creates a strong company culture Creative marketing approaches, like filming exploding water tanks and dogs on treadmills, set them apart from competitors Featured Links & Resources: Flaman Group Website: https://www.flaman.com Flaman Group on LinkedIn: https://www.linkedin.com/company/flaman-group-of-companies/ Connect with Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Connect with Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/ Timestamps: 00:00:00 - Introduction 00:00:26 - The Three Pillars of Success 00:01:36 - Customer Responsibility Philosophy 00:02:32 - Goal Setting and Employee Development 00:04:12 - Making Things Better Initiative 00:10:03 - The Famous Treadmill Story 00:15:08 - Creative Marketing Campaigns 00:17:33 - The Spy Equipment Story About Our Guest: Mark Flaman represents the next generation of leadership at the Flaman Group of Companies, a family-owned business that has grown from agricultural roots to encompass fitness equipment, security systems, and more. His insights into maintaining family business values while driving innovation make him a valuable voice in the family business community.…

Connect & Convert: The Sales Accelerator Podcast

1
076 - Building a Family Business Legacy: The Flaman Story 32:03

23 weeks ago32:03

32:03

Step into the remarkable world of family business success as Mark Flaman shares the fascinating journey of how his grandfather transformed a simple grain bin sale into a multi-division agricultural empire. In this first episode of our two-part series, discover how innovative thinking, community investment, and strategic succession planning have kept the Flaman Group of Companies thriving across three generations. Key Takeaways: Family business succession requires separating emotional meaning from business decisions, with external mentorship playing a crucial role in maintaining both family harmony and business success Diversification and innovative marketing strategies, like Frank Flaman's airplane sales calls and Mexico bus tours, can create unique business opportunities and customer relationships Community investment and giving back through initiatives like the Frank Flaman Foundation (over $25 million in donations) strengthen both business and family legacy Resources Mentioned: "Leaving a Legacy" by David C. Benthal Unstoppable Conversations Workshop Hoffman Process Landmark Group Timestamps: 00:00:00 - Introduction and special offer 00:02:15 - Frank Flaman's origin story and early business ventures 00:08:30 - Business diversification strategy and expansion 00:15:45 - Frank Flaman Foundation and community impact 00:22:30 - Family business succession planning insights Connect with Today's Guest: Mark Flaman represents the third generation of the Flaman Group of Companies, a leading agricultural equipment retail company in Western Canada. With locations across Saskatchewan, Alberta, and Manitoba, the company has grown from its humble beginnings in Southey, Saskatchewan, to become a major player in the agricultural equipment industry. Connect with Our Hosts: Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/…

Connect & Convert: The Sales Accelerator Podcast

1
075 Sales Coaching Secrets: Transform Your Team's Performance - Gordon Wilson 49:12

25 weeks ago49:12

49:12

Ready to revolutionize your sales team's performance? Join hosts Dennis Collins and Leah Bumphrey as they welcome Gordon Wilson, a veteran sales leader with over four decades of experience transforming sales teams. In this powerful episode, Gordon shares his proven coaching techniques and reveals why traditional management approaches often fail to deliver results. KEY POINTS Understanding individual motivations is key to sales team success - Gordon shares how getting "into their head" through meaningful one-on-one interactions can transform performance Traditional management metrics and processes often hinder rather than help sales performance - learn why trust and autonomy are crucial for sustainable growth Recognition and positive reinforcement drive better results than constant criticism - discover how to balance accountability with encouragement Technology in sales coaching (like RILA) can be powerful when used correctly, but should never replace personal connection and understanding TIMESTAMPS 00:00 - Introduction and welcome 04:15 - Understanding team motivation 12:30 - The power of one-on-one coaching 18:45 - Managing upper management 25:10 - Building sustainable growth 32:20 - Technology in sales coaching 38:45 - Closing thoughts and recommendations LINKS Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/ Gordon Wilson: [LinkedIn Profile URL] BIO & BACKGROUND Gordon Wilson brings over 40 years of sales and management experience to the conversation. Currently serving as a Sales Coach at Alaskan AC in Phoenix, Gordon has a proven track record of transforming sales teams and driving unprecedented growth. His approach helped increase closing averages from 47% to 55-65% and raise ticket averages from $15,800 to $18,900 in just six months. Gordon's unique perspective comes from working across multiple industries and his commitment to understanding the human side of sales performance. RELATED EPISODES "Building a High-Performance Sales Culture" - Episode 074 "The Psychology of Sales Success" - Episode 068 "Leadership Lessons from Top Sales Performers" - Episode 071 sales coaching techniques, sales team management, sales leadership development, coaching sales teams effectively, transformational sales leadership…

Connect & Convert: The Sales Accelerator Podcast

1
074 The Hidden Value of Studying Business Failures 19:46

27 weeks ago19:46

19:46

Dive into Warren Buffett's unconventional wisdom as hosts Dennis Collins and Leah Bumphrey explore why the Oracle of Omaha actively studies business failures. Discover how complacency becomes the silent killer of successful businesses and learn practical strategies to keep your company growing in an ever-changing marketplace. Key Takeaways: Complacency is the number one reason businesses fail - even successful companies must constantly evolve or risk decline "Toxic positivity" in business can mask critical warning signs that need attention Creating a network of honest advisors who meet monthly to discuss potential market changes is crucial for long-term success There's no such thing as maintaining the status quo - you're either growing or declining Episode Timestamps: 00:00 - Welcome and Introduction 02:15 - Warren Buffett's Philosophy on Studying Failure 04:30 - Understanding Toxic Positivity in Business 07:45 - Real-World Examples: Sears and Blockbuster 12:30 - Creating Early Warning Systems 15:45 - Essential Questions for Business Growth 18:00 - Closing Thoughts Connect With Us: Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/ Email Dennis: denniscollins@wizardofads.com Email Leah: leahbumfrey@wizardofads.com Featured Guest: Paul Boomer (Producer Paul) - Marketing strategist and business consultant who specializes in helping companies identify and adapt to market changes. Paul shares valuable insights about creating networks of honest advisors and preparing for rapid market shifts.…

Connect & Convert: The Sales Accelerator Podcast

1
073 Managing High-Performing Sales Teams: The Right Approach 23:24

28 weeks ago23:24

23:24

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey challenge the common wisdom of letting top sales performers operate independently. They share invaluable insights on why maintaining engagement with your best talent is crucial for long-term success and retention. Key Takeaways: Completely hands-off management of top performers can lead to disconnection and eventual talent loss Effective feedback should be data-driven and presented as a partnership discussion rather than criticism Building trust requires understanding individual motivations and creating personalized management approaches Team integration and regular engagement are crucial, even for highly independent sales professionals Timestamps: 00:00:00 - Introduction and topic overview 00:02:15 - The risks of ignoring top performers 00:05:30 - Effective feedback strategies 00:08:45 - Building team connection 00:12:20 - Data-driven management approaches 00:15:45 - Trust-building techniques 00:18:30 - Closing thoughts and contact information Connect with the Hosts: Dennis Collins Website: https://wizardofads.org/partner/dennis-collins/ Email: dennis@example.com Leah Bumphrey Website: https://wizardofads.org/partner/leah-bumphrey/ Email: leah@example.com About the Hosts: Dennis Collins brings decades of experience in radio management and sales leadership. His practical approach to sales management is informed by real-world successes and challenges in managing high-performing teams. Leah Bumphrey is a seasoned sales professional and consultant with extensive experience in media sales. As one of the pioneering female salespeople in her radio group, she brings a unique perspective to sales team dynamics and management.…

Connect & Convert: The Sales Accelerator Podcast

1
072 Will AI Take Your Sales Job? The Truth About AI in Sales 33:09

29 weeks ago33:09

33:09

WILL AI TAKE YOUR SALES JOB? THE TRUTH ABOUT AI IN SALES Introduction: Is artificial intelligence coming for your sales job? In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey, joined by AI implementation specialist Paul Boomer, explore the transformative impact of AI on sales. From Walmart's groundbreaking AI negotiation system to the future of human-AI collaboration, discover what every business owner needs to know about this revolutionary technology. Key Takeaways: AI negotiators are already outperforming humans in B2B sales, with Walmart Canada's AI system achieving 3% better deals and preferred by 75% of vendors The "90-10 split" theory suggests AI will handle 90% of routine sales tasks while humans retain control of the crucial 10% involving relationship building Small businesses should view AI as an enhancement tool rather than a replacement, particularly for data processing, follow-ups, and administrative tasks Maintaining investment in human sales training remains crucial even as AI technology advances Resources Mentioned: AI Sales Assistant "Cleo" - Real-time coaching and client analysis system Book: "The AI Edge in Sales" by Jeff Blount Free 60-minute discovery call with our sales experts Timestamps: 00:00:00 - Introduction and snow talk 00:03:15 - Walmart's AI Negotiation Experiment 00:07:45 - B2B vs B2C AI Implementation Discussion 00:12:30 - The Future of AI Sales Assistants 00:18:20 - Training Budgets and Resources 00:22:45 - Closing Thoughts Connect with Our Hosts: Dennis Collins: https://wizardofads.org/partner/dennis-collins/ Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey…

Connect & Convert: The Sales Accelerator Podcast

1
071 Business Strategy vs Tactics: What Small Business Owners Need to Know 30:08

30 weeks ago30:08

30:08

Think following your passion is enough for business success? Think again. In this eye-opening episode, marketing experts Dennis Collins and Leah Bumphrey, along with producer Paul Boomer, challenge conventional wisdom about business strategy. Drawing from Seth Godin's latest insights, they reveal why strategy should be your compass, not just a map. KEY TAKEAWAYS: Strategy is a philosophy of becoming - it's about who you'll serve and who you'll become, not just what you'll do Good decisions don't always lead to good outcomes (and vice versa) - understanding this difference is crucial for strategic planning Effective business strategy requires an "umbrella approach" that aligns multiple aspects of your business, from marketing to team management Sharing your strategy with your team is essential for success - most small business owners only share tactics, missing the bigger picture TIMESTAMPS: 00:00:00 - Introduction and special offer 00:04:15 - Why passion isn't enough for business success 00:08:30 - Understanding strategy vs tactics 00:12:45 - The importance of multiple aligned strategies 00:16:20 - Good decisions vs good outcomes 00:20:00 - Sharing strategy with your team CONNECT WITH OUR HOSTS: Dennis Collins Website: https://wizardofads.org/partner/dennis-collins/ Email: Dennis.Collins@wizardofads.com Leah Bumphrey Website: https://wizardofads.org/partner/leah-bumphrey/ Email: Leah.Bumphrey@wizardofads.com GUEST BIO: Paul Boomer serves as the producer for Connect and Convert. With his extensive experience in business strategy and marketing, Paul brings valuable insights to the conversation about strategic planning and implementation. His perspective on leadership and creating future-focused business visions adds depth to the discussion.…

Connect & Convert: The Sales Accelerator Podcast

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070 How to Build and Maintain Trust as a Leader 31:12

31 weeks ago31:12

31:12

BUILDING TRUST IN THE WORKPLACE: A LEADER'S GUIDE TO CREATING SAFE SPACES Introduction: Join hosts Dennis Collins and Leah Bumphrey as they explore the crucial elements of building workplace trust through a compelling real-world case study. In this episode, they examine why traditional approaches like "open door policies" often fall short and introduce practical tools for measuring and improving trust within organizations, including the invaluable TORI assessment. Key Takeaways: Simply having an open door policy doesn't create trust - leaders must actively demonstrate they're safe to approach and will support their team The TORI assessment (Trust, Openness, Realization, Interdependence) provides a framework for evaluating and improving organizational trust Multiple strategies are needed when addressing trust issues, as direct confrontation isn't always possible or safe in certain power dynamics Documentation and proper escalation channels are crucial when addressing workplace trust issues Timestamps: 00:00:00 - Introduction and discussion of discovery calls 00:04:15 - Case study: Trust breakdown in education setting 00:08:30 - TORI Assessment explanation and implementation 00:12:45 - Creating safe spaces at work 00:18:20 - Strategic approaches to building trust 00:22:30 - Closing thoughts and contact information Connect with Our Hosts: Dennis Collins Website: https://wizardofads.org/partner/dennis-collins/ Email: denniscollins@wizardofads.com Leah Bumphrey Website: https://wizardofads.org/partner/leah-bumphrey/ Email: leahbumphrey@wizardofads.com Featured Expert: Producer Paul brings his expertise in organizational development and assessment tools to the conversation, sharing valuable insights about the TORI assessment and its practical applications in building workplace trust.…

Connect & Convert: The Sales Accelerator Podcast

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069 - 5 Pillars of Strategic Recognition: Reduce Employee Turnover by 45% 32:38

32 weeks ago32:38