Connect & Convert: The Sales Accelerator Podcast Sales RX and Wizard of Ads Employee Optimization

Introduction:
Join hosts Dennis Collins and Leah Bumphry as they explore the fascinating role of empathy in sales. In this episode, they discuss how finding the perfect balance between empathy and confidence can significantly impact a salesperson's success. Producer Paul Boomer also shares valuable insights from a sales manager's perspective.
Key Takeaways:
- Hyper empathy can hinder a salesperson's ability to close deals, despite excelling at building rapport.
- Balancing empathy with assertiveness and confidence is crucial for navigating sales conversations effectively.
- Empathetic managers can positively influence company culture and employee retention.
- Curiosity is an essential inborn trait for salespeople, driving them to ask questions, gather information, and solve problems.
Resources and Links:
- Mark Davis' Interpersonal Reactivity Index (IRI): https://fetzer.org/sites/default/files/images/stories/pdf/selfmeasures/EMPATHY-InterpersonalReactivityIndex.pdf
- "The Empathy Effect: Seven Neuroscience-Based Keys for Transforming the Way We Live, Love, Work, and Connect Across Differences" by Helen Riess MD: https://www.amazon.com/Empathy-Effect-Neuroscience-Based-Transforming-Differences/dp/1683640292
Timestamps:
00:00:00 - Introduction
00:01:35 - The problem with hyper empathy in sales
00:05:20 - Empathy vs. sympathy in sales
00:07:45 - The importance of confidence for empathetic salespeople
00:11:20 - Top traits to look for when building a sales team
00:14:30 - The power of curiosity in sales
00:16:45 - Breakout challenge: Assessing your empathy level
Connect with the Hosts:
- Dennis Collins: Wizard of Ads Partner Page
- Leah Bumphry: Wizard of Ads Partner Page
Guest Bio:
Paul Boomer, the producer of Connect and Convert, brings a wealth of experience in sales management to the discussion. With his unique perspective, he provides valuable insights into the role of empathy and confidence in sales teams and how managers can effectively guide and support their team members.
Related Episodes:
- "The Art of Active Listening in Sales": https://www.yourpodcast.com/episodes/active-listening-in-sales
- "Building Trust and Credibility with Clients": https://www.yourpodcast.com/episodes/building-trust-with-clients

In this epsidoe, hosts Dennis Collins and Leah Bumphrey explore the world of effective group decision making and share their experiences with Edward de Bono's game-changing Six Thinking Hats approach. They discuss how this innovative lateral thinking technique can revolutionize meetings and help individuals and teams make higher quality decisions by encouraging diverse perspectives and structured thinking.
The Six Thinking Hats method assigns a specific color to each mode of thinking: white for facts, red for emotions, black for caution, yellow for optimism, green for creativity, and blue for organization. By applying this technique in meetings, everyone is encouraged to contribute, and all viewpoints are considered, fostering a more collaborative and productive decision-making process.
Dennis and Leah share valuable insights from their mentor, Jack Lanham, a master at helping people become more productive, efficient, and effective. They emphasize the importance of incorporating emotion in decision making and how the Six Thinking Hats approach allows for this in a structured manner.
The hosts also discuss their experiences with unproductive meetings, where a few loud voices dominate the decision-making process, and how the Six Thinking Hats method can help overcome this challenge. They highlight the unique challenges faced in the radio industry, where balancing the needs of listeners and advertisers can lead to conflicts between the programming and sales departments.
Whether you're a business owner, team leader, or simply looking to improve your decision-making skills, this vodcast offers valuable insights and practical advice. Discover how to unlock the power of lateral thinking and transform the way you approach problem-solving with the Six Thinking Hats method.
Notable quotes:
"If you don't use emotion, you don't make good decisions." (Dennis Collins)
"By forcing the issue, it's a comfort zone thing too, for everyone to participate." (Leah Bumphrey)
Tune in to learn more about the Six Thinking Hats technique and how it can help you make better decisions in your business and personal life

Join us for a fascinating conversation with Jack Heald, founder of Cult Your Brand, as he shares his insights on the power of cult branding and the psychology behind customer loyalty. Discover the five key techniques cults use to create unshakable devotion and how you can ethically apply these principles to build a strong following for your business.
Key Takeaways:
• People are loyal to people, not abstract concepts or products
• Visuals, especially faces, have a significant impact on our brains and emotional connections
• Cults use five specific techniques to create fanatical loyalty, which can be ethically applied in business
• Embracing intuition and creativity can be transformative for personal and professional growth
Relevant Resources:
• "The True Believer" by Eric Hoffer - the book that sparked Jack's interest in influence and persuasion
• "Influence: The Psychology of Persuasion" by Robert Cialdini - a classic book on the principles of influence
• Jack Heald's podcast "Stay Off My Operating Table" - https://ovadia.buzzsprout.com/
Timestamps:
00:00 - Introduction
01:35 - Jack's story: Losing friends to a cult
03:42 - The 5 techniques cults use to create loyalty
07:04 - The power of faces in visual marketing
14:05 - Ethical vs. unethical uses of influence
19:23 - Developing intuition and embracing creativity
Connect with the Host and Guest:
• Dennis Collins - Wizard of Ads Partner, Sales Acceleration Strategist: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey - Wizard of Ads Partner, Marketing Alchemist: https://wizardofads.org/partner/leah-bumphrey/
• Jack Heald - Founder of Cult Your Brand: https://cultyourbrand.com

Guest Bio:
Jack Heald is the founder of Cult Your Brand, a company dedicated to helping businesses create fanatical customer loyalty. After losing two close friends to a cult, Jack became fascinated with the psychology of influence and persuasion. He has spent years studying why people make the decisions they do and how these principles can be applied ethically in marketing and branding.

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 story
00:07:43 - Jack's unconventional career journey
00:14:16 - The importance of personality in business
00:17:02 - The impact of digitalization on human connections
00:21:18 - 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/JackHeald5
Guest 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.

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 impact
Resources and Links:Get a copy of "No Place Like Home Services" on Amazon
Timestamps:00:00:00 - Introduction and guest introductions
00:03:26 - The inspiration behind "No Place Like Home Services"
00:09:10 - The transformation readers can expect from the book
00:14:19 - Applying the book's concepts to businesses outside the home services industry
00:21:15 - The heart and passion behind the book's creation
Guest 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

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 performance
Resources:
"Think and Grow Rich" by Napoleon Hill - A classic book on personal development and successSandler Training - A world-renowned sales training organization
Timestamps:
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:
Dennis Collins - Sales Expert and Business CoachLeah Bumphrey - Sales Professional and Trainer