Episode 40

The Missing Element in Sales Training: Mastering Resilience


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 adversity
  • Cultivating realistic optimism and finding meaning in struggles are essential for sales success
  • Recognizing and overcoming negative thought patterns is crucial for sales performance


  • "Think and Grow Rich" by Napoleon Hill - A classic book on personal development and success
  • Sandler Training - A world-renowned sales training organization


00:00:00 - Introduction and the importance of sales training

00:03:24 - Scenario: A failed sales conversation

00:10:07 - The missing element in sales training: Resilience

00:14:26 - Realistic optimism and meaning-making

00:19:54 - Closing thoughts and book recommendation

Connect with the Hosts:

About the Podcast

Show artwork for Connect & Convert: The Sales Accelerator Podcast
Connect & Convert: The Sales Accelerator Podcast
Insider Strategies for Small Business Sales Success

About your hosts

Profile picture for Dennis Collins

Dennis Collins

Profile picture for Paul Boomer

Paul Boomer

I help businesses grow up after they've grown their revenue. Think about that for a moment. You'll understand what I mean.