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

In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive into the Project Management Triangle and its impact on business decisions. Discover why you can't have it all when it comes to quality, speed, and cost, and learn how to confidently communicate your value proposition to customers.
Key Takeaways:
Understand the Project Management Triangle: You can only choose two out of three - good, fast, or cheap.Value resides in the mind of the buyer; tailor your approach to individual customer preferences.Confident pricing and language are crucial when selling high-quality products or services.Embracing your market position and communicating your value proposition clearly is key to success.
Resources and Links:
• John Ruskin's quote on false economy (mentioned at 08:20)
• Project Management Triangle concept (originated in the 1950s)
Timestamps:
00:00:00 - Introduction and concept overview
00:02:15 - The Project Management Triangle explained
00:04:30 - Value perception in business
00:06:45 - The importance of confident pricing
00:08:20 - John Ruskin's quote on false economy
00:11:00 - Embracing your product's position in the market

Connect with the Hosts:
• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Host Bios:
Dennis Collins and Leah Bumphrey are experienced sales and marketing professionals who host the Connect and Convert podcast. They share valuable insights on business strategies, sales techniques, and marketing approaches to help small business owners accelerate their growth.

Join us for a transformative journey from naive rookie to savvy sales professional in this eye-opening episode of Connect and Convert. Host Dennis Collins shares his personal sales journey, revealing how embracing curiosity and effective questioning techniques led to his success in the competitive world of sales.
Key Takeaways:
• Being the "dumbest" person in the room can lead to sales success through curiosity and effective questioning
• Four types of effective questions: basic, clarifying, naive, and elaboration
• Sales is a transference of confidence, rooted in understanding customer needs and psychology
• Continuous learning and genuine care for helping people are crucial for a successful sales career
Timestamps:
00:00:00 - Introduction and 50th episode celebration
00:03:15 - Dennis's early sales career challenges
00:07:30 - The turning point: Learning to ask questions
00:12:45 - Four types of effective sales questions
00:18:20 - The psychology of successful selling
00:24:10 - Advice for aspiring salespeople
Connect with the Hosts:
Dennis Collins: https://wizardofads.org/partner/dennis-collins/
Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Introduction:
In this enlightening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive deep into the crucial differences between leaders, managers, and coaches. Discover how understanding these distinct roles can revolutionize your hiring process and propel your small business to new heights.
Key Takeaways:
Learn to identify whether your business needs a visionary leader, an efficient manager, or an empowering coachUnderstand the importance of self-assessment in leadership and how to recognize your own strengthsDiscover strategies for uncovering a candidate's true potential during the hiring processExplore the value of versatility in leadership roles and how to adapt as your business grows
Relevant Resources:
"The One Minute Manager" by Ken BlanchardBrené Brown's TED Talks on leadership and vulnerabilitySocial Style Assessment tools for leadership potential
Timestamps:
00:45 - Dennis's personal hiring mistake and lessons learned
03:20 - Defining leadership qualities and examples (e.g., Jeff Bezos)
05:15 - Characteristics of effective managers (e.g., Tim Cook)
07:30 - The coaching approach to leadership
10:00 - Finding the right balance for your business
Connect with the Hosts:
Dennis Collins: https://wizardofads.org/partner/dennis-collins/
Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
Guest Information:
This episode features insights from hosts Dennis Collins and Leah Bumphrey, drawing on their extensive experience in business leadership and sales acceleration.
Related Episodes:
"Building a High-Performance Sales Team""The Art of Effective Communication in Leadership""Navigating Growth: When to Hire and How to Scale"

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive deep into the psychology of pricing and the power of anchoring in sales. Discover how understanding cognitive biases can dramatically boost your conversion rates and transform your approach to pricing strategies.
Key Takeaways:
• Anchoring significantly influences customer decision-making, even when the initial information is irrelevant
• Presenting a specific number instead of a price range can lead to more favorable outcomes in sales conversations
• The "decoy effect" in pricing can substantially increase overall sales by influencing customer choices
• Ethical application of anchoring techniques can benefit both businesses and customers
Relevant Resources:
• "Predictably Irrational" by Dan Ariely
• Wizard Academy: wizardacademy.org (mentioned as a sponsor)
Timestamps:
00:00:00 - Introduction and anchoring experiment
00:05:30 - The decoy effect in pricing explained
00:10:45 - Practical applications of anchoring in sales
00:15:20 - Ethical considerations and conclusion
Connect with the Hosts:
• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
Recommended Episodes:
• "The Psychology of Persuasion in Sales"
• "Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 1"
• "Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 2"

In this episode, we sit down with certified financial planner Todd Bryant to discuss the key factors to consider when choosing a financial advisor for your wealth management and retirement planning needs. As a top 40 under 40 awardee and founding partner of Signature Wealth Partners, Todd shares his insights on building trust, differentiating yourself as a financial professional, and leveraging social media to connect with clients.
Key Takeaways:
Look for a fiduciary advisor who acts in your best interest and holds key designations like the CFP (Certified Financial Planner)Interview multiple advisors to ensure you find the right fit for your financial goals and personal relationshipBuilding a long-term relationship with your financial advisor, based on trust and understanding, is crucial for successDifferentiating yourself as a financial professional involves getting to know clients on a personal level and being there for life's major milestones
Resources:
Todd Bryant's websiteLinkedIn CFP Board
Timestamps:
00:00:00 - Introduction and Todd Bryant's background
00:01:15 - Who needs a financial planner?
00:03:48 - Understanding financial designations
00:07:02 - Building relationships with clients
00:11:23 - Encouraging clients to explore options
00:15:01 - Differentiating yourself as a financial advisor
00:20:14 - The importance of likeability and trust
00:24:18 - Leveraging social media and online presence
00:26:44 - How to connect with Todd Bryant
Connect with the Hosts:
Dennis CollinsLeah Bumphrey
Guest Bio:
Todd Bryant is a certified financial planner and the founding partner of Signature Wealth Partners, a financial planning business based in Orlando, Florida. As a top 40 under 40 awardee and recent financial expert on Fox 35 TV, Todd brings his expertise in wealth management and retirement planning to help clients make informed decisions for their financial future. With a strong background in mentoring and public speaking, Todd is passionate about educating others on the importance of financial literacy and working with a trusted advisor.
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The information contained in this podcast does not purport to be a complete description of the securities, markets, or developments referred to in this material. It is not a statement of all available data necessary for making an investment decision, and it does not constitute a recommendation. Any opinions are those of the speakers and not necessarily those of Raymond James. Any case studies mentioned are hypothetical and for illustrative purposes. Investing involves risk and you may incur a profit or loss regardless of strategy selected. Working with a financial professional does not ensure a favorable outcome.
Raymond James is not affiliated with Dennis Collins, Leah Bumphrey, Wizard Academy, or Connect and Convert.
2020 Orlando Business Journal 40 under 40 – Nominations are done by the companies’ accounting firm, public relations firm or self-nomination. The judges whittled the list of candidates to 40 out of over 200 candidates. Candidates had to demonstrate business success, community involvement, leadership ability and influence on the region, public policy or...

In this episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey share their personal experiences with sales onboarding and discuss the key elements of a successful onboarding program for new sales representatives. Discover the importance of setting clear expectations, providing mentorship, and developing both hard and soft skills to set your new hires up for success.
Key Takeaways:
- Ineffective onboarding can lead to high turnover rates and significant costs for businesses
- A well-structured onboarding program should focus on setting clear expectations, providing mentorship, and developing both technical knowledge and soft skills
- The first few minutes of a sales conversation can determine its outcome, so mastering the art of opening a sale is crucial
Resources and Links:
- [Wizard Academy](https://wizardofads.org/) - Transformative courses for professionals from diverse backgrounds
- [The Importance of Empathy in Sales](https://yourwebsite.com/empathy-in-sales) - Blog post by Dennis Collins
- [Social Styles and Sales Success](https://yourwebsite.com/social-styles-sales-success) - Article by Leah Bumphrey
Timestamps:
00:00:00 - Introduction
00:01:30 - Leah's onboarding experience
00:03:15 - Dennis' onboarding story
00:07:00 - The cost of ineffective onboarding
00:09:30 - Clear expectations and mentorship
00:13:45 - Creating an internal training academy
00:17:00 - Developing soft skills in sales
00:19:30 - The importance of opening a sale effectively
00:23:00 - Challenge for listeners: share your onboarding story
Connect with the Hosts:
- [Dennis Collins](https://wizardofads.org/partner/dennis-collins/)
- [Leah Bumphrey](https://wizardofads.org/partner/leah-bumphrey/)
Related Episodes:
- [Mastering the Art of Sales Questioning](https://yourwebsite.com/mastering-sales-questioning) - Learn how to ask effective questions to uncover your clients' needs and desires
- [The Power of Storytelling in Sales](https://yourwebsite.com/storytelling-in-sales) - Discover how to use storytelling to build rapport and create memorable sales experiences