Connect & Convert: The Sales Accelerator Podcast

Sales RX and Wizard of Ads Employee Optimization

Welcome to "Connect & Convert: The Sales Accelerator Podcast," where your host Dennis Collins, alongside co-host Leah Bumphrey, delivers unparalleled insights into the art of accelerating small business sales. Dennis, with over 150 years of experience in business enhancement, focuses on the profound impact of nurturing and developing people within the organization. His expertise lies in transforming average teams into exceptional ones through leadership training, effective communication, and the courage to tackle tough questions head-on. Leah complements Dennis's strategic approach with her vibrant energy and innovative strategies for business growth. Specializing in sectors that resonate with family and health, Leah excels in guiding businesses to explore new heights, emphasizing the importance of an open mindset and a clear vision for the future. Together, Dennis and Leah offer a synergistic blend of wisdom, humor, and actionable strategies. "Connect & Convert" is not just a podcast; it's a catalyst for small businesses determined to achieve sales success and operational excellence. Tune in to leverage Dennis's deep insights and Leah's creative solutions to transform your business landscape. read less

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Jack Heald The Wizard of Ads Partners Journey from Corporate Misfit to Creative Ad Writer

Jack Heald The Wizard of Ads Partners Journey from Corporate Misfit to Creative Ad Writer

In this episode of Connect and Convert, we have the pleasure of interviewing Jack Heald, a Wizard of Ads partner known for his iconic top hat and creative genius. Join us as we dive into Jack's fascinating journey from corporate misfit to talented jingle writer and uncover the secrets behind his unconventional success.Key Takeaways:Embrace your unique personality and infuse it into your business to create genuine connections with your audience.Failure is a part of the journey; learn from it and keep pursuing your passions.Face-to-face interactions and building authentic relationships are irreplaceable, even in the digital age.Challenging conventional wisdom can lead to groundbreaking discoveries, as seen in Jack's podcast, "Stay Off My Operating Table."Resources and Links:Jack Heald's Wizard of Ads Partner Profile: https://wizardofads.org/partner/jack-heald/"Stay Off My Operating Table" Podcast: https://podcasts.apple.com/us/podcast/stay-off-my-operating-table/id1587212660Dr. Philip Ovadia's Website: https://ovadiahearthealth.com/Timestamps:00:00:00 - Introduction and Jack's iconic top hat story00:07:43 - Jack's unconventional career journey00:14:16 - The importance of personality in business00:17:02 - The impact of digitalization on human connections00:21:18 - Jack's podcast, "Stay Off My Operating Table"Connect with Jack Heald:Wizard of Ads Partner Profile: https://wizardofads.org/partner/jack-heald/LinkedIn: https://www.linkedin.com/in/jackheald/X / Twitter: https://twitter.com/JackHeald5Guest Bio:Jack Heald is a Wizard of Ads partner, creative jingle writer, and co-host of the "Stay Off My Operating Table" podcast. With a background in software engineering and a passion for music, Jack has navigated an unconventional career path, ultimately finding his niche in the world of advertising. His unique perspective and infectious enthusiasm make him a sought-after expert in the field.

Episodes

Jack Heald The Wizard of Ads Partners Journey from Corporate Misfit to Creative Ad Writer

Jack Heald The Wizard of Ads Partners Journey from Corporate Misfit to Creative Ad Writer

In this episode of Connect and Convert, we have the pleasure of interviewing Jack Heald, a Wizard of Ads partner known for his iconic top hat and creative genius. Join us as we dive into Jack's fascinating journey from corporate misfit to talented jingle writer and uncover the secrets behind his unconventional success.Key Takeaways:Embrace your unique personality and infuse it into your business to create genuine connections with your audience.Failure is a part of the journey; learn from it and keep pursuing your passions.Face-to-face interactions and building authentic relationships are irreplaceable, even in the digital age.Challenging conventional wisdom can lead to groundbreaking discoveries, as seen in Jack's podcast, "Stay Off My Operating Table."Resources and Links:Jack Heald's Wizard of Ads Partner Profile: https://wizardofads.org/partner/jack-heald/"Stay Off My Operating Table" Podcast: https://podcasts.apple.com/us/podcast/stay-off-my-operating-table/id1587212660Dr. Philip Ovadia's Website: https://ovadiahearthealth.com/Timestamps:00:00:00 - Introduction and Jack's iconic top hat story00:07:43 - Jack's unconventional career journey00:14:16 - The importance of personality in business00:17:02 - The impact of digitalization on human connections00:21:18 - Jack's podcast, "Stay Off My Operating Table"Connect with Jack Heald:Wizard of Ads Partner Profile: https://wizardofads.org/partner/jack-heald/LinkedIn: https://www.linkedin.com/in/jackheald/X / Twitter: https://twitter.com/JackHeald5Guest Bio:Jack Heald is a Wizard of Ads partner, creative jingle writer, and co-host of the "Stay Off My Operating Table" podcast. With a background in software engineering and a passion for music, Jack has navigated an unconventional career path, ultimately finding his niche in the world of advertising. His unique perspective and infectious enthusiasm make him a sought-after expert in the field.

No Place Like Home Services Author Interview

No Place Like Home Services Author Interview

In this episode of Connect & Convert, hosts Dennis Collins and Leah Bumphrey sit down with Ray Seggern and Monica Ballard, co-authors of "No Place Like Home Services," to uncover the secrets behind explosive growth in the home services industry. Join us as we dive into the Holy Trinity of business growth and learn how to dominate your market.Key Takeaways:Discover the power of story, culture, and experience in driving business growthLearn how to develop a compelling message that resonates with your target audienceUnderstand the importance of recruiting and retaining top talent in the home services industryGain insights on allocating marketing resources for maximum impactResources and Links:Get a copy of "No Place Like Home Services" on AmazonTimestamps:00:00:00 - Introduction and guest introductions00:03:26 - The inspiration behind "No Place Like Home Services"00:09:10 - The transformation readers can expect from the book00:14:19 - Applying the book's concepts to businesses outside the home services industry00:21:15 - The heart and passion behind the book's creationGuest Bios:Ray Seggern is a Wizard of Ads partner and head of the Brand Guys. With over 20 years of experience in the advertising industry, Ray specializes in helping business owners quickly identify their growth issues and prescribe effective solutions.Monica Ballard is a Wizard of Ads partner, author, and consummate storyteller. With a passion for words, Monica has authored books, written plays, and helped countless businesses craft compelling messages that resonate with their target audience.Connect with the Hosts:Dennis Collins: Wizard of Ads Partner PageLeah Bumphrey: Wizard of Ads Partner Page

The Missing Element in Sales Training: Mastering Resilience

The Missing Element in Sales Training: Mastering Resilience

Introduction:In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey uncover the crucial skill that's often overlooked in sales training: resilience. Discover how cultivating a resilient mindset can transform your sales performance and help you bounce back from setbacks with confidence.Key Takeaways:Optimistic salespeople outsell their pessimistic counterparts by a staggering 56%Resilience is the ability to adapt, maintain purpose, and thrive in the face of adversityCultivating realistic optimism and finding meaning in struggles are essential for sales successRecognizing and overcoming negative thought patterns is crucial for sales performanceResources:"Think and Grow Rich" by Napoleon Hill - A classic book on personal development and successSandler Training - A world-renowned sales training organizationTimestamps:00:00:00 - Introduction and the importance of sales training00:03:24 - Scenario: A failed sales conversation00:10:07 - The missing element in sales training: Resilience00:14:26 - Realistic optimism and meaning-making00:19:54 - Closing thoughts and book recommendationConnect with the Hosts:Dennis Collins - Sales Expert and Business CoachLeah Bumphrey - Sales Professional and Trainer

Unconditional Gifts: The Key to Influence - Part 2

Unconditional Gifts: The Key to Influence - Part 2

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 personalLearn how to apply the law of reciprocity correctly, without any strings attachedExplore practical examples of unconditional gifts that don't require a significant financial investmentDiscover the art of claiming your gift without sounding arrogant or egotisticalResources and Links:"Sales EQ" by Jeb Blount - https://www.amazon.com/Sales-EQ-Personal-Emotional-Intelligence/dp/1119280648Timestamps:00:00:00 - Introduction00:01:06 - The Law of Reciprocity00:02:14 - Three elements of an appropriate gift00:04:15 - The power of unexpected, meaningful gifts00:06:27 - The importance of personalized gifts00:08:59 - Real vs. fake compliments00:10:58 - The gift of saving time00:12:36 - The gift of cheerfulness00:17:37 - Book recommendation for sales managers00:19:30 - Seven-day smiling challenge00:21:39 - ConclusionConnect with the Hosts:Dennis Collins: https://wizardofads.org/partner/dennis-collins/Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Unconditional Gifts: The Key to Influence - Part 1

Unconditional Gifts: The Key to Influence - Part 1

When is a gift not a gift? This episode explores the intricacies of the law of reciprocity and how it applies to sales and marketing. Learn the key elements that differentiate a true gift from a conditional offer and how to effectively use genuine gifts to build relationships and influence others. Discover the power of unexpected, meaningful, and personal gestures in your sales strategy.

The Psychology of Priming: Enhancing Sales Receptivity

The Psychology of Priming: Enhancing Sales Receptivity

Dennis and Leah explore the power of priming in sales communications. They discuss how exposing people to specific words, images, or psychological states can unconsciously influence their receptivity and decision-making. Through examples like sales call agendas, discovery questions, price positioning, and social proof, they illustrate how strategically priming prospects can enhance their openness to your message and product without manipulation. Priming lays the foundation for authentic, persuasive sales interactions.

Entrepreneurial Insights: Brian Tewes

Entrepreneurial Insights: Brian Tewes

In this episode of Connect & Convert, Dennis Collins sits down with Brian Tewes, founder and owner of Tewes Lending in Orlando, Florida. Brian shares his entrepreneurial journey, detailing the challenges he faced while starting his own mortgage company and the strategies he employs to successfully market his business in a competitive landscape. He emphasizes the importance of being hyper-local, focusing on building relationships with real estate agents, and providing exceptional customer experience. Brian also discusses the advantages of working with a smaller, local mortgage company, including faster processing times and lower interest rates. Throughout the conversation, Brian offers valuable insights and advice for aspiring entrepreneurs, stressing the importance of perseverance, adaptability, and continuous learning. Whether you're a small business owner or considering starting your own venture, this episode is packed with practical tips and inspiring stories from Brian's experience in the mortgage industry.

The "I Knew It All Along" Trap: How Hindsight Bias Affects Business Decisions

The "I Knew It All Along" Trap: How Hindsight Bias Affects Business Decisions

In this episode, we delve into the concept of the "I knew it all along" bias, also known as hindsight bias. This cognitive bias leads people to believe that past events were more predictable than they actually were at the time. We explore how this bias can affect decision-making in business, causing companies to resist change and overlook past mistakes. By recognizing and challenging this bias, businesses can take control of their outcomes and make better decisions for the future.

Mastering the Process: Inside the Mind of a High Achiever

Mastering the Process: Inside the Mind of a High Achiever

In this episode, we explore the power of focusing on process over goals when training high achievers. Through the story of Jay, a highly motivated individual with no prior sales experience, we learn how a well-designed deliberate practice regimen can transform a "blank slate" into a top performer. By prioritizing the mastery of skills and processes, rather than just setting lofty targets, we can unlock the potential of driven individuals and cultivate long-term success in any industry.

The Contagious Power of Emotions in Sales

The Contagious Power of Emotions in Sales

In this episode, we explore the concept of emotional contagion and its impact on sales. Just as we learned about physical contagion during the COVID pandemic, salespeople and customers unconsciously mirror each other's emotions. Negative emotions can hinder sales, while confidence and positivity are more likely to lead to success. We discuss strategies for salespeople to convey confident language and emotions, and how sales managers can monitor and support their teams in this area.

How Using Nano Tools Can Improve Your Productivity in 15 Minutes

How Using Nano Tools Can Improve Your Productivity in 15 Minutes

In this episode, discover the power of nanotools - quick, effective techniques based on brain science that can be learned in just 15 minutes. Explore how these bite-sized lessons from Wharton professors can boost your confidence, communication skills, and productivity. Learn practical tips you can apply immediately to enhance your success in business and beyond.

Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 2

Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 2

This podcast episode delves into the transformative power of relational marketing, emphasizing the crucial role of staff training in fostering profitable customer relationships. Through a compelling conversation with Craig Arthur, listeners gain insights into creating a customer-centric business culture that aligns advertising messages with actual customer experiences, thereby enhancing loyalty and sales.

Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 1

Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 1

Get ready to learn the secrets behind building loyal, profitable customer relationships. In this insightful interview, Craig Arthur draws on decades of marketing experience to break down the difference between transactional and relational customers. Discover tactics for transitioning your more fickle transactional customer base into reliable, high-value relational buyers who will stick with you for the long haul. You’ll also learn why clearly defining your business’s guiding values and purpose is crucial for appealing to relational customers on a deeper level. Craig shares real life stories and examples that bring these concepts to life in an engaging way. Whether you’re looking to find your business’s North Star or hoping to form stronger connections with your existing customers, this episode will give you eye-opening ideas to transform your approach to customer relationships from superficial to loyal for life. Tune in now to begin building the foundation for highly profitable, mutually trustworthy and committed bonds with your customers.

Curiosity: The Salesperson's Secret Weapon

Curiosity: The Salesperson's Secret Weapon

Experienced sales trainers Dennis Collins and Leah Bumphrey discuss the power of curiosity in sales conversations. They explain why curiosity leads to better questions, more engagement from prospects, and ultimately more closed deals. Through an example sales dialogue, they demonstrate curiosity in action and provide real-world advice for implementing curiosity-based questioning.

The Right Way to Build Rapport

The Right Way to Build Rapport

Every salesperson knows that connecting with customers is essential. But taking rapport too far by forcing unwanted bonding can hurt your credibility and cost you sales. Host Dennis Collins and co-host Leah Bumphrey offer insider tips for small business owners, helping them walk the delicate line between developing authentic connections and coming across as fake or overly aggressive, resulting in awkward interactions that undermine trust and turn off customers. Learn how active listening and strategy-based rapport can accelerate sales success.

Speaking with Confidence and Influence

Speaking with Confidence and Influence

Dennis Collins and Leah Bumphrey discuss scientific research on how to speak persuasively and with confidence. They provide practical tips on word choice, admitting mistakes, using emotions and stories effectively, eliminating verbal fillers, and more to help listeners improve their communication skills.

Improving Small Business Sales in the New Year

Improving Small Business Sales in the New Year

Dennis Collins and Leah Bumphrey kick off the new year by sharing practical strategies for small business owners to improve sales and achieve success in 2024. Topics include the importance of asking questions, listening, and accountability; making agreements instead of having unclear expectations; consistency; and pushing outside one's comfort zone.

Insider Tips: Turning Around Troubled Company Culture

Insider Tips: Turning Around Troubled Company Culture

Business leadership and culture expert Paul Boomer joins Dennis Collins and Leah Bumphry to discuss how to recognize and transform dysfunctional workplace culture into a high-performing environment.

Eliminating Blindspots: How Leadership Drives Fast Growth

Eliminating Blindspots: How Leadership Drives Fast Growth

Three experts discuss the critical role leadership plays in accelerating small business growth, including the blindspots most leaders face, the benefits of good leadership, and practical solutions using psychometric assessments.

Recruiting Your Sales Rockstar: Finding the Right Sales Manager

Recruiting Your Sales Rockstar: Finding the Right Sales Manager

This podcast episode provides small business owners expert guidance on hiring a sales manager. It outlines key qualities to look for in potential candidates as well as common mistakes to avoid during the recruitment process. With insightful recommendations on interview tactics, must-have competencies, and the benefits of finding the ideal fit for this crucial leadership role, the hosts offer actionable tips for owners seeking to grow their sales team’s performance.