Sales and Cigars Episode 58 Chris Beall “Cold Calling and Flight School” Walter sits down with a nice cigar and a glass of rye for a conversation with Chris Beall, CEO of Connect and Sell. Walter and Chris talk about cold calling and how WFH sales teams can get 10x more conversations with decision makers using Connect and Sell. On a good day reps can cold call 75-100 potential clients with maybe 6-8 connections, now imagine that many calls in less than an hour resulting in more conversations with your intended targets. It has nothing to do with Maverick but find out how Connect and Sell Flight School can turn your sales team into Top Gun. Chris also has one of the best first cigar stories we have ever had on the podcast. It may or may not involve ending up naked in the woods, listen and find out. Connect with Chris Beall: https://connectandsell.com/  https://connectandsellflightschool.com/  https://www.linkedin.com/in/chris-beall-7859a4/  Twitter @Chris8649 Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com

Sales and Cigars Episode 58 Chris Beall “Cold Calling and Flight School” Walter sits down with a nice cigar and a glass of rye for a conversation with Chris Beall, CEO of Connect and Sell. Walter and Chris talk about cold calling and how WFH sales teams can get 10x more conversations with decision makers using Connect and Sell. On a good day reps can cold call 75-100 potential clients with maybe 6-8 connections, now imagine that many calls in less than an hour resulting in more conversations with your intended targets. It has nothing to do with Maverick but find out how Connect and Sell Flight School can turn your sales team into Top Gun. Chris also has one of the best first cigar stories we have ever had on the podcast. It may or may not involve ending up naked in the woods, listen and find out. Connect with Chris Beall: <a href="https://connectandsell.com/" rel="nofollow" target="_blank">https://connectandsell.com/</a> <a href="https://connectandsellflightschool.com/" rel="nofollow" target="_blank"> https://connectandsellflightschool.com/</a> <a href="https://www.linkedin.com/in/chris-beall-7859a4/" rel="nofollow" target="_blank"> https://www.linkedin.com/in/chris-beall-7859a4/</a> Twitter @Chris8649 Connect with Walter Crosby: <a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a> <a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a> <a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a> <a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a> <a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a>

Sales and Cigars "Cold Calling and Flight School"

Jon Tsourakis

Sales and Cigars Episode 57 Technical and Creative Marketing with Jon Tsourakis Walter sits down with Jon Tsourakis of OYOVA. Jon talks about problem solving for clients and creating engaging marketing.  Creating a marketing strategy for potential clients by identifying their needs and the needs of their competition. Join Jon for a Digital Mastermind Event October 16th 17th and 19th in St. Augustine Florida for more information go to https://www.digitalmastermind.com/about Connect with Jon Tsourakis  https://www.oyova.com/ https://www.linkedin.com/in/jontsourakis/ https://twitter.com/JonTsourakis jon@oyova.com  Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Sales and Cigars Episode 57 Technical and Creative Marketing with Jon Tsourakis Walter sits down with Jon Tsourakis of OYOVA. Jon talks about problem solving for clients and creating engaging marketing.  Creating a marketing strategy for potential clients by identifying their needs and the needs of their competition. Join Jon for a Digital Mastermind Event October 16th 17th and 19th in St. Augustine Florida for more information go to <a href="https://www.digitalmastermind.com/about" rel="nofollow" target="_blank">https://www.digitalmastermind.com/about</a> Connect with Jon Tsourakis <ul> <li><a href="https://www.oyova.com/" rel="nofollow" target="_blank">https://www.oyova.com/</a></li> <li><a href="https://www.linkedin.com/in/jontsourakis/" rel="nofollow" target="_blank">https://www.linkedin.com/in/jontsourakis/</a></li> <li><a href="https://twitter.com/JonTsourakis" rel="nofollow" target="_blank">https://twitter.com/JonTsourakis</a></li> <li><a href="mailto:jon@oyova.com">jon@oyova.com</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a> <a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

Sales and Cigars Technical and Creative Marketing  with Jon Tsourakis

Sales and Cigars Episode 56  Shorty: Best Sales Guy Walter sits down with a Cigar and tells you exactly what’s on his mind in this Shorty. How are you defining who is your "Best Salesperson"? Just because they are bringing in the most revenue does that make them your “Best Salesperson”? Is your “Best Salesperson” just someone who services accounts or do they bring in new revenue. What is the answer? Grab a Cigar and get inside the head of sales guru Walter Crosby. Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/   https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Sales and Cigars Episode 56  Shorty: Best Sales Guy Walter sits down with a Cigar and tells you exactly what’s on his mind in this Shorty. How are you defining who is your "Best Salesperson"? Just because they are bringing in the most revenue does that make them your “Best Salesperson”? Is your “Best Salesperson” just someone who services accounts or do they bring in new revenue. What is the answer? Grab a Cigar and get inside the head of sales guru Walter Crosby. Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> </ul> <ul> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

Shorty Best Sales Guy

Sales and Cigars Episode 55 “Hiring and Onboarding Better Salespeople” Walter sits down with new member of the Helix Sales Development team, Mike Koory. Mike talks about the great resignation, the shift in the workforce and the struggles in building sales culture and a high-performance sales staff. Mike comes from a large corporate background, and he discusses the challenges of working with entrepreneurs and direct owners now with tighter budgets, helping them identify their problems and create a solution to get them where they ultimately want to be. Changing from the cooperate pitch and chase sales strategy to a more consultative approach. Creating a better more successful sales culture through hiring and onboarding better salespeople. Mike has a great cigar story that takes him back to his days as a caddy. Connect with Mike Koory  mike@helixsalesdevelopment.com Helixsalesdevelopment.com https://www.linkedin.com/in/michaelkoory/  Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/   https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Sales and Cigars Episode 55 “Hiring and Onboarding Better Salespeople” Walter sits down with new member of the Helix Sales Development team, Mike Koory. Mike talks about the great resignation, the shift in the workforce and the struggles in building sales culture and a high-performance sales staff. Mike comes from a large corporate background, and he discusses the challenges of working with entrepreneurs and direct owners now with tighter budgets, helping them identify their problems and create a solution to get them where they ultimately want to be. Changing from the cooperate pitch and chase sales strategy to a more consultative approach. Creating a better more successful sales culture through hiring and onboarding better salespeople. Mike has a great cigar story that takes him back to his days as a caddy. Connect with Mike Koory <ul> <li><a href="mailto:mike@helixsalesdevelopment.com">mike@helixsalesdevelopment.com</a></li> <li><a href="http://Helixsalesdevelopment.com" rel="nofollow" target="_blank">Helixsalesdevelopment.com</a></li> <li><a href="https://www.linkedin.com/in/michaelkoory/" rel="nofollow" target="_blank">https://www.linkedin.com/in/michaelkoory/</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> </ul> <ul> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a> <a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

“Hiring and Onboarding Better Salespeople” with Mike Koory

Sales and Cigars Episode 54 “Creating a Successful Sales Culture” Walter sits down with Jack Witte the President and owner of Corrective Asphalt Materials. Jack talks about being an engineer who also does sales and taking a more technical approach when needed. Keeping your team motivated and creating a successful sales culture through teamwork and building relationships. Jack has done stand up comedy and has a great story about inadvertently auditioning for Last Comic Standing. Connect with Jack Witte  Jack@CAMmidwest.com http://linkedin.com/in/jack-witte-91076b49 https://correctiveasphalt.com/  Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Sales and Cigars Episode 54 “Creating a Successful Sales Culture” Walter sits down with Jack Witte the President and owner of Corrective Asphalt Materials. Jack talks about being an engineer who also does sales and taking a more technical approach when needed. Keeping your team motivated and creating a successful sales culture through teamwork and building relationships. Jack has done stand up comedy and has a great story about inadvertently auditioning for Last Comic Standing. Connect with Jack Witte <ul> <li><a href="mailto:Jack@CAMmidwest.com">Jack@CAMmidwest.com</a></li> <li><a href="http://linkedin.com/in/jack-witte-91076b49" rel="nofollow" target="_blank">http://linkedin.com/in/jack-witte-91076b49</a></li> <li><a href="https://correctiveasphalt.com/" rel="nofollow" target="_blank">https://correctiveasphalt.com/</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

Jack Witte “Creating a Successful Sales Culture”

Episode 53 Phil Parks “Fractional Sales Management” Walter sits down with Phil Parks; Phil is an outsourced sales management guru and the author of the book “Where Price Never Matters.” Walter and Phil discuss fractional sales management, using virtual meetings to your advantage and how to keep your top sales earners from becoming complacent. Phil’s book is a great read for anyone in sales management and is filled with strategies easily applied to your business. Connect with Phil Parks   https://www.linkedin.com/in/%F0%9F%92%A0phil-parks-sales-coach-50188b1/ parks@mnscoaching.com 513-916-0020  mnscoaching.com  Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Episode 53 Phil Parks “Fractional Sales Management” Walter sits down with Phil Parks; Phil is an outsourced sales management guru and the author of the book “Where Price Never Matters.” Walter and Phil discuss fractional sales management, using virtual meetings to your advantage and how to keep your top sales earners from becoming complacent. Phil’s book is a great read for anyone in sales management and is filled with strategies easily applied to your business. Connect with Phil Parks <ul> <li><a href="https://www.linkedin.com/in/%F0%9F%92%A0phil-parks-sales-coach-50188b1/" rel="nofollow" target="_blank"> https://www.linkedin.com/in/%F0%9F%92%A0phil-parks-sales-coach-50188b1/</a></li> <li><a href="mailto:p.parks@mnscoaching.com">parks@mnscoaching.com</a></li> <li>513-916-0020</li> <li><a href="http://www.mnscoaching.com/" rel="nofollow" target="_blank"> mnscoaching.com</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

Phil Parks "Fractional Sales Management"

Episode 52 Veronica Romney “Building Your Dream Team.” Walter sits down with Veronica Romney, a Dream Team Architect, a Fractional Chief of Staff, and a Certified Master Marketer. Veronica explains what exactly a Fractional Chief of Staff does and how they can help you scale your business. From hiring the right people to organizing your current staff and identifying the difference between a Swiss Army employee and a Frankenstein employee. Veronica talks about the process of establishing your leaders first then your integrators and if your revenue can support it, hire a specialist. Veronica has a great story about cigars and how they played a big part in her family.   Connect with Veronica Romney  LinkedIn https://www.linkedin.com/in/vromney/ Website veronicaromney.com Email vromney@veronicaromney.com    Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com 

Episode 52 Veronica Romney “Building Your Dream Team.” Walter sits down with Veronica Romney, a Dream Team Architect, a Fractional Chief of Staff, and a Certified Master Marketer. Veronica explains what exactly a Fractional Chief of Staff does and how they can help you scale your business. From hiring the right people to organizing your current staff and identifying the difference between a Swiss Army employee and a Frankenstein employee. Veronica talks about the process of establishing your leaders first then your integrators and if your revenue can support it, hire a specialist. Veronica has a great story about cigars and how they played a big part in her family. Connect with Veronica Romney <ul> <li>LinkedIn <a href="https://www.linkedin.com/in/vromney/" rel="nofollow" target="_blank">https://www.linkedin.com/in/vromney/</a></li> <li>Website <a href="http://veronicaromney.com" rel="nofollow" target="_blank">veronicaromney.com</a></li> <li>Email <a href="mailto:vromney@veronicaromney.com">vromney@veronicaromney.com</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

Veronica Romney "Building Your Dream Team "

Sales and Cigars Episode 51  Conversations with Nate Tutas: Change Management   This is part of a series of conversations between Walter Crosby and Nate Tutas on how to think about sales. This time Walter and Nate breakdown the three W’s of sales, why change, why now and why us. This is a great way to determine if a potential client is right for you and you for them. From the novice salesperson to the seasoned vet, hearing Walter and Nate talk about sales and techniques is necessary for anyone looking to better understand their clients needs.   Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com  Connect with Nate Tutas  https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/ 

Sales and Cigars Episode 51  Conversations with Nate Tutas: Change Management   This is part of a series of conversations between Walter Crosby and Nate Tutas on how to think about sales. This time Walter and Nate breakdown the three W’s of sales, why change, why now and why us. This is a great way to determine if a potential client is right for you and you for them. From the novice salesperson to the seasoned vet, hearing Walter and Nate talk about sales and techniques is necessary for anyone looking to better understand their clients needs.   Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul> Connect with Nate Tutas <ul> <li><a href="https://www.linkedin.com/in/nlpcoach/" rel="nofollow" target="_blank">https://www.linkedin.com/in/nlpcoach/</a></li> <li><a href="https://www.membrain.com/" rel="nofollow" target="_blank">https://www.membrain.com/</a></li> </ul>

Conversations with Nate Tutas: Change Management

Sales and Cigars Episode 50  Conversations with Nate Tutas: Disqualifying Questions This is part of a series of conversations between Walter Crosby and Nate Tutas on how to think about sales. This time Walter and Nate breakdown how to choose the right clients. MQLs will tell you the who what and where; but you need to qualify your potential client. Do they meet the actual standards for them to make it into your pipeline? If you’re a sales nerd, you will love this series.     Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/  

Sales and Cigars Episode 50  Conversations with Nate Tutas: Disqualifying Questions This is part of a series of conversations between Walter Crosby and Nate Tutas on how to think about sales. This time Walter and Nate breakdown how to choose the right clients. MQLs will tell you the who what and where; but you need to qualify your potential client. Do they meet the actual standards for them to make it into your pipeline? If you’re a sales nerd, you will love this series. <ul> <li> Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> <li>Connect with Nate Tutas</li> <li><a href="https://www.linkedin.com/in/nlpcoach/" rel="nofollow" target="_blank">https://www.linkedin.com/in/nlpcoach/</a></li> <li><a href="https://www.membrain.com/" rel="nofollow" target="_blank">https://www.membrain.com/</a> </li> </ul>

Conversations with Nate Tutas: Disqualifying Questions

Steve Brossman

Sales and Cigars, Episode 49 Steve Brossman “Adapting to sales in a virtual world”   Walter sits down with Steve Brossman from Sydney Australia to talk about how selling has changed with zoom and other virtual programs. Steve talks about the three levels of influence; imposed, collaborative, and self-influence and how it affects the way people buy. Adjusting to video conferencing can be difficult for some but Steve gives us a simple formula that can help you feel more comfortable in front of the camera. Fear of the camera boils down to fear of watching it back. Tune in to find out how to use the 3x5x5 formula and become better in front of the camera.   Connect with Steve Brossman  http://linkedin.com/in/steve-brossman-11522134 Steve@stevebrossman.com Stevebrossman.com  Connect with Walter Crosby    https://www.linkedin.com/in/walterlcrosby/   https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee  https://helixsalesdevelopment.com/  walter@HelixSalesDevelopment.com  

Sales and Cigars, Episode 49 Steve Brossman “Adapting to sales in a virtual world”   Walter sits down with Steve Brossman from Sydney Australia to talk about how selling has changed with zoom and other virtual programs. Steve talks about the three levels of influence; imposed, collaborative, and self-influence and how it affects the way people buy. Adjusting to video conferencing can be difficult for some but Steve gives us a simple formula that can help you feel more comfortable in front of the camera. Fear of the camera boils down to fear of watching it back. Tune in to find out how to use the 3x5x5 formula and become better in front of the camera. Connect with Steve Brossman <ul> <li><a href="http://linkedin.com/in/steve-brossman-11522134" rel="nofollow" target="_blank">http://linkedin.com/in/steve-brossman-11522134</a></li> <li>Steve@stevebrossman.com</li> <li><a href="http://Stevebrossman.com" rel="nofollow" target="_blank">Stevebrossman.com</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a> </li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a> </li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a> </li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a> </li> </ul>

Adapting To Sales In A Virtual World With Steve Brossman

How do you increase sales in your organization? Host Walter Crosby sits down with cigar in hand and has growth minded conversations proven to boost sales. Crosby sets the table by identifying areas where you can excel by first acknowledging the misunderstandings. Like every great sales person he takes time to reflect, strategize and execute. Sit back, listen in, and puff that cigar because Walter Crosby will light you up!

Episode 48 Title: Don’t think of it as sales, think of it as helping people, with Terry Begue. Summary  Walter sits down with Author, International Speaker and Business Owner, Terry Begue. Terry talks about developing your brand, building trust with your customers and prospective clients and being looked at as an expert in your industry. Terry explains how looking at sales from a different perspective changed his business forever. “With courage and confidence on your side, the possibilities are truly endless!  If you can dream it and believe you can, you will do it.” This is an episode you will listen to again and again. Episode Resources Connect with Terry Begue  terrybegue@yahoo.com  Website: https://www.terrybegue.com/ Instagram:  https://www.instagram.com/terrybegue_/ LinkedIn: https://www.linkedin.com/in/terrybegue/ Facebook:  https://www.facebook.com/TerryBegueSpeakerAuthor  Media Kit:  Terry Begue Media Kit.pdf  Connect with Walter Crosby  https://www.linkedin.com/in/walterlcrosby/   https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee  https://helixsalesdevelopment.com/  walter@HelixSalesDevelopment.com  

Episode 48 Title: Don’t think of it as sales, think of it as helping people, with Terry Begue. Summary  Walter sits down with Author, International Speaker and Business Owner, Terry Begue. Terry talks about developing your brand, building trust with your customers and prospective clients and being looked at as an expert in your industry. Terry explains how looking at sales from a different perspective changed his business forever. “With courage and confidence on your side, the possibilities are truly endless!  If you can dream it and believe you can, you will do it.” This is an episode you will listen to again and again. Episode Resources Connect with Terry Begue <ul> <li>terrybegue@yahoo.com </li> <li>Website: <a href="https://www.terrybegue.com/" rel="nofollow" target="_blank">https://www.terrybegue.com/</a></li> <li>Instagram:  <a href="https://www.instagram.com/terrybegue_/" rel="nofollow" target="_blank">https://www.instagram.com/terrybegue_/</a></li> <li>LinkedIn: <a href="https://www.linkedin.com/in/terrybegue/" rel="nofollow" target="_blank">https://www.linkedin.com/in/terrybegue/</a></li> <li>Facebook:  <a href="https://www.facebook.com/TerryBegueSpeakerAuthor" rel="nofollow" target="_blank">https://www.facebook.com/TerryBegueSpeakerAuthor</a> </li> <li>Media Kit: <a href="https://drive.google.com/file/d/1Iq799tlU7-jJHDpoK2Xy576yX8SxsxF1/view?usp=sharing" rel="nofollow" target="_blank"> Terry Begue Media Kit.pdf</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a> </li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a> </li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a> </li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a> </li> </ul>

Don't think of it as sales think of it as helping people, with Terry Begue.

John Shanahan

Episode 47 Title: Supply Chains with John Shanahan of Forsyth Advisors Today’s guest is John Shanahan of Forsyth Advisors. John is a Project Manager at Forsyth Advisors in St. Louis Missouri. John talks about what exactly supply chains are, what they mean and the issues with which they are dealing. Find out how the pandemic has affected supply chains and companies’ perspective how they view their supply chain. It is not just about getting products at the cheapest price but also getting them in an efficient manner and how supply chain issues can cause a product to no longer exist. Learn how Forsyth can help when dealing with issues in today’s marketplace. Episode Resources  Connect With John Shanahan  https://www.linkedin.com/in/john-a-shanahan-75488341 Jshanahan@forsythadvisors.com forsythadvisors.com     Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/   https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee   https://helixsalesdevelopment.com/   https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com  

Episode 47 Title: Supply Chains with John Shanahan of Forsyth Advisors Today’s guest is John Shanahan of Forsyth Advisors. John is a Project Manager at Forsyth Advisors in St. Louis Missouri. John talks about what exactly supply chains are, what they mean and the issues with which they are dealing. Find out how the pandemic has affected supply chains and companies’ perspective how they view their supply chain. It is not just about getting products at the cheapest price but also getting them in an efficient manner and how supply chain issues can cause a product to no longer exist. Learn how Forsyth can help when dealing with issues in today’s marketplace. Episode Resources  Connect With John Shanahan <ul> <li><a href="https://www.linkedin.com/in/john-a-shanahan-75488341" rel="nofollow" target="_blank">https://www.linkedin.com/in/john-a-shanahan-75488341</a></li> <li><a href="mailto:Jshanahan@forsythadvisors.com">Jshanahan@forsythadvisors.com</a></li> <li><a href="http://forsythadvisors.com" rel="nofollow" target="_blank">forsythadvisors.com</a></li> </ul> <ul> <li>Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a> </li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a> </li> <li> <a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a> </li> <li> <a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a> </li> </ul>

Supply Chains with John Shanahan of Forsyth Advisors

This week, Walter welcomes Scott Arnold of Concord Sales Leadership. Scott talks about strategic engagement and reviewing your sales infrastructure to document a Proven and Repeatable Sales Process.(PRSP) If you are a business with 100 or fewer employees, Scott has a great program to help strengthen your sales team. Plus, Scott has a great story about golf and cigars.   Contact Scott Arnold   https://www.linkedin.com/in/prescottarnold/ https://concordsalesleadership.com/ Email scott.arnold@concordsalesleadership.com  Company page for Concord Sales Leadership: https://www.linkedin.com/company/34225341/admin/ https://concordsalesleadership.com/courses/  Contact Walter Crosby   https://www.linkedin.com/in/walterlcrosby/   https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/  https://helixsalesdevelopment.com/podcast/  walter@HelixSalesDevelopment.com 

This week, Walter welcomes Scott Arnold of Concord Sales Leadership. Scott talks about strategic engagement and reviewing your sales infrastructure to document a Proven and Repeatable Sales Process.(PRSP) If you are a business with 100 or fewer employees, Scott has a great program to help strengthen your sales team. Plus, Scott has a great story about golf and cigars. Contact Scott Arnold  <ul> <li><a href="https://www.linkedin.com/in/prescottarnold/" rel="nofollow" target="_blank">https://www.linkedin.com/in/prescottarnold/</a></li> <li><a href="https://concordsalesleadership.com/" rel="nofollow" target="_blank">https://concordsalesleadership.com/</a></li> <li><a href="mailto:Email%20scott.arnold@concordsalesleadership.com">Email scott.arnold@concordsalesleadership.com</a></li> <li><a href="http://Company%20page%20for%20Concord%20Sales%20Leadership%20https" rel="nofollow" target="_blank"> Company page for Concord Sales Leadership: https://www.linkedin.com/company/34225341/admin/</a></li> <li><a href="https://concordsalesleadership.com/courses/" rel="nofollow" target="_blank">https://concordsalesleadership.com/courses/</a></li> </ul> Contact Walter Crosby <ul> <li><a href="http://7.%20https//www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank"> https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="http://8.%20https//calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank">  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="http://10.%20https//helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank"> https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:11.%20walter@HelixSalesDevelopment.com"> walter@HelixSalesDevelopment.com</a></li> </ul>

Proven Repeatable Sales Process with Scott Arnold

 This Episode is what Walter calls a "SHORTY". It is Walters chance to just speak what is on his mind. Walter talks about a new technique  he learned called a Cross Cut. He also talksabout some new things with the Podcast. Episode Resources  https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ walter@HelixSalesDevelopment.com 

This Episode is what Walter calls a "SHORTY". It is Walters chance to just speak what is on his mind. Walter talks about a new technique  he learned called a Cross Cut. He also talksabout some new things with the Podcast. Episode Resources <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdev</a><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">elopment.com/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> </ul>

SHORTY: Cross Cut and New Stuff

Brendan Shanahan

Walter sits down with Brendan Shanahan of the PodCast Proshop. Brendan has been a radio and media personality for over 20 years. His voice has been heard all over the world in commercials, video games podcasts and more. Brendan is a award winning  producer and writer including the national Mercury Award. Brendan Started the Podcast Pro Shop in 2016. The Podcast Pro Shop does podcast production, consulting and coaching.  Hightlights  The similarities between sales coaching and consulting and podcast coaching and consulting. working on your branding getting it to print in the minds of your listeners, how to take your podcast to the next level.  Connect with Brendan Shanahan  thepodcastproshop.com https://www.linkedin.com/in/brendan-shanahan-8b6061135 haveshannyvoiceit@gmail.com haveshannyvoiceit@facebook.com  Connect with Walter Crosby   https://www.linkedin.com/in/walterlcr  osby/ https://calendly.com/walter-  helix/15-minute-virtual-cup-of-coffee  https://helixsalesdevelopment.com/  https://helixsalesdevelopment.com/podcast/  walter@HelixSalesDevelopment.com 

Walter sits down with Brendan Shanahan of the PodCast Proshop. Brendan has been a radio and media personality for over 20 years. His voice has been heard all over the world in commercials, video games podcasts and more. Brendan is a award winning  producer and writer including the national Mercury Award. Brendan Started the Podcast Pro Shop in 2016. The Podcast Pro Shop does podcast production, consulting and coaching.  Hightlights <ul> <li>The similarities between sales coaching and consulting and podcast coaching and consulting.</li> <li>working on your branding getting it to print in the minds of your listeners,</li> <li>how to take your podcast to the next level.</li> </ul> Connect with Brendan Shanahan <ul> <li><a href="http://thepodcastproshop.com" rel="nofollow" target="_blank">thepodcastproshop.com</a></li> <li><a href="https://www.linkedin.com/in/brendan-shanahan-8b6061135" rel="nofollow" target="_blank">https://www.linkedin.com/in/brendan-shanahan-8b6061135</a></li> <li><a href="mailto:haveshannyvoiceit@gmail.com">haveshannyvoiceit@gmail.com</a></li> <li><a href="mailto:haveshannyvoiceit@facebook.com">haveshannyvoiceit@facebook.com</a></li> </ul> Connect with Walter Crosby <ul> <li><a href="https://www.linkedin.com/in/walterlcrosby/%20https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee%20https://helixsalesdevelopment.com/%20https://helixsalesdevelopment.com/podcast/%20walter@HelixSalesDevelopment.com" rel="nofollow" target="_blank"> https://www.linkedin.com/in/walterlcr</a></li> <li><a href="https://www.linkedin.com/in/walterlcrosby/%20https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee%20https://helixsalesdevelopment.com/%20https://helixsalesdevelopment.com/podcast/%20walter@HelixSalesDevelopment.com" rel="nofollow" target="_blank"> osby/ https://calendly.com/walter-</a></li> <li><a href="https://www.linkedin.com/in/walterlcrosby/%20https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee%20https://helixsalesdevelopment.com/%20https://helixsalesdevelopment.com/podcast/%20walter@HelixSalesDevelopment.com" rel="nofollow" target="_blank"> helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://www.linkedin.com/in/walterlcrosby/%20https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee%20https://helixsalesdevelopment.com/%20https://helixsalesdevelopment.com/podcast/%20walter@HelixSalesDevelopment.com" rel="nofollow" target="_blank"> https://helixsalesdevelopment.com/</a></li> <li><a href="https://www.linkedin.com/in/walterlcrosby/%20https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee%20https://helixsalesdevelopment.com/%20https://helixsalesdevelopment.com/podcast/%20walter@HelixSalesDevelopment.com" rel="nofollow" target="_blank"> https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="https://www.linkedin.com/in/walterlcrosby/%20https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee%20https://helixsalesdevelopment.com/%20https://helixsalesdevelopment.com/podcast/%20walter@HelixSalesDevelopment.com" rel="nofollow" target="_blank"> walter@HelixSalesDevelopment.com</a></li> </ul>

Brendan Shanahan The Podcast ProShop

For today’s episode, Walter welcomes Marco Torres, co-founder of MarketingBoost.com. Marco has helped thousands of business owners worldwide, ranging from hotel and accommodation owners, insurance agents, realtors, and more, to boost their sales and scale their business as much as 5 folds with the use of incentive-based marketing. Marco teaches business owners how to soar their sales and marketing using “Value Added Incentives” instead of discounts. Listen in as Walter and Marco talk about how his business helps B2B and B2C businesses through rewards programs, lead generation, loyalty programs, and a way to help non-for-profits. Marco also shares his trade secrets as he grows his group of active entrepreneurs who are ranking in sales with the help of his advice and affordable subscription program.  Highlights  How they convinced hotels to give their marketing strategy a try Who their ideal customers are What are the different ways to reward people for referrals How the Marketing Boost can be a powerhouse opportunity or tool to use How Marco uses a cigar in the course of his day?   Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Marco Torres https://marketingboost.com/podcast https://www.facebook.com/groups/marketingboostofficial https://marketingboost.com/ https://www.linkedin.com/in/6101960marcotorres  

For today’s episode, Walter welcomes Marco Torres, co-founder of <a href="http://MarketingBoost.com" rel="nofollow" target="_blank">MarketingBoost.com</a>. Marco has helped thousands of business owners worldwide, ranging from hotel and accommodation owners, insurance agents, realtors, and more, to boost their sales and scale their business as much as 5 folds with the use of incentive-based marketing. Marco teaches business owners how to soar their sales and marketing using “Value Added Incentives” instead of discounts. Listen in as Walter and Marco talk about how his business helps B2B and B2C businesses through rewards programs, lead generation, loyalty programs, and a way to help non-for-profits. Marco also shares his trade secrets as he grows his group of active entrepreneurs who are ranking in sales with the help of his advice and affordable subscription program. Highlights <ul> <li>How they convinced hotels to give their marketing strategy a try</li> <li>Who their ideal customers are</li> <li>What are the different ways to reward people for referrals</li> <li>How the Marketing Boost can be a powerhouse opportunity or tool to use</li> <li>How Marco uses a cigar in the course of his day? Episode Resources</li> <li>Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> <li>Connect with Marco Torres</li> <li><a href="https://marketingboost.com/podcast" rel="nofollow" target="_blank">https://marketingboost.com/podcast</a></li> <li><a href="https://www.facebook.com/groups/marketingboostofficial" rel="nofollow" target="_blank">https://www.facebook.com/groups/marketingboostofficial</a></li> <li><a href="https://marketingboost.com/" rel="nofollow" target="_blank">https://marketingboost.com/</a></li> <li><a href="https://www.linkedin.com/in/6101960marcotorres" rel="nofollow" target="_blank">https://www.linkedin.com/in/6101960marcotorres</a> </li> </ul>

Marketing Incentives with Marco Torres

Curt Tueffert

Today’s guest is Curt Tueffert of DXP Enterprises. Curt is the VP of Sales Development for DXP, a Houston-based industrial distributor. He handled several roles in the past, which include, but are not limited to being the VP of Sales, a Sales Manager, a Product Manager, an Account Manager, and more. With more than 30 years of experience in the art and science of professional sales, he has experienced a great deal of success while also overcoming different obstacles. With his dedication and excellence in the field of professional sales, Curt is the 2016 winner of the Stevie Award for his work in Sales Development. In This Conversation We Discussed:  What is Curt Tueffert and DXP’s unique way of onboarding new employees How Curt developed the DXP university What is the awesome sales development program that Curt created at DXP Enterprises How to engage with a client How to get engagement and to determine if these steps are doing well   Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Curt Tueffert https://www.dxpe.com/ https://www.dxpe.com/about-us/careers/ https://www.linkedin.com/in/curttueffert/  

Today’s guest is Curt Tueffert of DXP Enterprises. Curt is the VP of Sales Development for DXP, a Houston-based industrial distributor. He handled several roles in the past, which include, but are not limited to being the VP of Sales, a Sales Manager, a Product Manager, an Account Manager, and more. With more than 30 years of experience in the art and science of professional sales, he has experienced a great deal of success while also overcoming different obstacles. With his dedication and excellence in the field of professional sales, Curt is the 2016 winner of the Stevie Award for his work in Sales Development. In This Conversation We Discussed: <ul> <li>What is Curt Tueffert and DXP’s unique way of onboarding new employees</li> <li>How Curt developed the DXP university</li> <li>What is the awesome sales development program that Curt created at DXP Enterprises</li> <li>How to engage with a client</li> <li>How to get engagement and to determine if these steps are doing well Episode Resources</li> <li>Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> <li>Connect with Curt Tueffert</li> <li><a href="https://www.dxpe.com/" rel="nofollow" target="_blank">https://www.dxpe.com/</a></li> <li><a href="https://www.dxpe.com/about-us/careers/" rel="nofollow" target="_blank">https://www.dxpe.com/about-us/careers/</a></li> <li><a href="https://www.linkedin.com/in/curttueffert/" rel="nofollow" target="_blank">https://www.linkedin.com/in/curttueffert/</a> </li> </ul>

Corporate Sales Enablement with Curt Tueffert 

Walter had one nagging notion all week, and here is where the focus of this shorty will be. He will discuss his thoughts on why people accept mediocrity and explain it by citing core values and culture. Listen in as Walter shares his thoughts over a cigar and a Margarita.  Highlights  Mediocrity and non-participation of sales employees: Why do leaders tolerate this? - 0:54 Employees should assert: An eat-what-kills-you program - 3:04 Take a look at your team, they represent your company - 4:25 Give them an opportunity to take corrective actions before letting them go - 5:10 But first…start looking for the right people - 6:03   Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com  

Walter had one nagging notion all week, and here is where the focus of this shorty will be. He will discuss his thoughts on why people accept mediocrity and explain it by citing core values and culture. Listen in as Walter shares his thoughts over a cigar and a Margarita. Highlights <ul> <li>Mediocrity and non-participation of sales employees: Why do leaders tolerate this? - 0:54</li> <li>Employees should assert: An eat-what-kills-you program - 3:04</li> <li>Take a look at your team, they represent your company - 4:25</li> <li>Give them an opportunity to take corrective actions before letting them go - 5:10</li> <li>But first…start looking for the right people - 6:03 Episode Resources</li> <li>Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a> </li> </ul>

Culture vs. Performance

To continue the How to Think About Sales series, Walter welcomes Nate Tutas for the third time. In this episode, Walter and Nate tackle topics on qualifying leads and MQLs, to put them into the sales pipeline. Tune in to know more about how these tools help create a better forecast and why discipline is an essential characteristic that a salesperson and a sales manager should embody.  Highlights  How to build the pipeline: the marketing qualified lead - 1:59 How many leads are closed? - 4:15 Prospecting process should have set of qualifications before entering the pipeline - 6:18 How do you qualify a prospect? Membrain vs. forecasts reliability - 8:30 Sales process automation and building qualifiers: The 8020 Rule - 14:09 Not everybody should get a proposal or quote: it should have a price - 17:26 Be a strategic advisor: figure out what the client needs - 21:14 Be disciplined on stuffing pipeline and in having a clear criteria - 25:23 Sales people are sometime talking to the wrong market - 28:22 Final thoughts on the topic - 33:12   Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/  

To continue the How to Think About Sales series, Walter welcomes Nate Tutas for the third time. In this episode, Walter and Nate tackle topics on qualifying leads and MQLs, to put them into the sales pipeline. Tune in to know more about how these tools help create a better forecast and why discipline is an essential characteristic that a salesperson and a sales manager should embody. Highlights <ul> <li>How to build the pipeline: the marketing qualified lead - 1:59</li> <li>How many leads are closed? - 4:15</li> <li>Prospecting process should have set of qualifications before entering the pipeline - 6:18</li> <li>How do you qualify a prospect? Membrain vs. forecasts reliability - 8:30</li> <li>Sales process automation and building qualifiers: The 8020 Rule - 14:09</li> <li>Not everybody should get a proposal or quote: it should have a price - 17:26</li> <li>Be a strategic advisor: figure out what the client needs - 21:14</li> <li>Be disciplined on stuffing pipeline and in having a clear criteria - 25:23</li> <li>Sales people are sometime talking to the wrong market - 28:22</li> <li>Final thoughts on the topic - 33:12 Episode Resources</li> <li>Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a></li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> <li>Connect with Nate Tutas</li> <li><a href="https://www.linkedin.com/in/nlpcoach/" rel="nofollow" target="_blank">https://www.linkedin.com/in/nlpcoach/</a></li> <li><a href="https://www.membrain.com/" rel="nofollow" target="_blank">https://www.membrain.com/</a> </li> </ul>

Qualifying MQLs with Nate Tutas

Susan MacConnell

LinkedIn is a professional social network. You can look for new clients, build professional connections, and discuss other business-related topics with people of the same interest. But is LinkedIn an important tool of the trade for sales professionals to invest in? For today’s episode, Walter welcomes Susan MacConnell, a LinkedIn expert. Susan talks about how LinkedIn can help in lead generation, especially when looking for more leads that can lead to sales. She talks about the do’s and don’ts of using LinkedIn as a business tool and how messaging is a vital part of the social network. Susan also discusses how you can use LinkedIn to boost sales and to expand your business network.  Highlights  Who is Susan MacConnell? - 0:20 Interesting background in sales. - 1:40 Helping a smaller company take that sales component and manage it. - 4:15 Find the ones that are gonna help move the needle, create some value as soon as possible. - 11:07 Philosophy of the lead generation function. - 14:13 Messaging is an important part of LinkedIn. - 17:00 Showing interest in your prospective client’s LinkedIn post. - 19:07 The coaching technique that works. - 20:05 Take the time to do the work, do a little research. - 24:17 Best ways to reach out to Susan. - 26:07 Susan’s relationship with cigars. - 27:08   Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/  https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/  walter@HelixSalesDevelopment.com Connect with Susan MacConnell https://www.linkedin.com/in/susan-macconnell/  

LinkedIn is a professional social network. You can look for new clients, build professional connections, and discuss other business-related topics with people of the same interest. But is LinkedIn an important tool of the trade for sales professionals to invest in? For today’s episode, Walter welcomes Susan MacConnell, a LinkedIn expert. Susan talks about how LinkedIn can help in lead generation, especially when looking for more leads that can lead to sales. She talks about the do’s and don’ts of using LinkedIn as a business tool and how messaging is a vital part of the social network. Susan also discusses how you can use LinkedIn to boost sales and to expand your business network. Highlights <ul> <li>Who is Susan MacConnell? - 0:20</li> <li>Interesting background in sales. - 1:40</li> <li>Helping a smaller company take that sales component and manage it. - 4:15</li> <li>Find the ones that are gonna help move the needle, create some value as soon as possible. - 11:07</li> <li>Philosophy of the lead generation function. - 14:13</li> <li>Messaging is an important part of LinkedIn. - 17:00</li> <li>Showing interest in your prospective client’s LinkedIn post. - 19:07</li> <li>The coaching technique that works. - 20:05</li> <li>Take the time to do the work, do a little research. - 24:17</li> <li>Best ways to reach out to Susan. - 26:07</li> <li>Susan’s relationship with cigars. - 27:08 Episode Resources</li> <li>Connect with Walter Crosby</li> <li><a href="https://www.linkedin.com/in/walterlcrosby/" rel="nofollow" target="_blank">https://www.linkedin.com/in/walterlcrosby/</a></li> <li><a href="https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee" rel="nofollow" target="_blank"> https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee</a></li> <li><a href="https://helixsalesdevelopment.com/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/</a></li> <li><a href="https://helixsalesdevelopment.com/podcast/" rel="nofollow" target="_blank">https://helixsalesdevelopment.com/podcast/</a> </li> <li><a href="mailto:walter@HelixSalesDevelopment.com">walter@HelixSalesDevelopment.com</a></li> <li>Connect with Susan MacConnell</li> <li><a href="https://www.linkedin.com/in/susan-macconnell/" rel="nofollow" target="_blank">https://www.linkedin.com/in/susan-macconnell/</a> </li> </ul>

What Salespeople Should Know About Marketing with Susan MacConnell

Sales & Cigars

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