Sales and Cigars | Why Great Leaders Speak Last with Jason Abell | Episode 218
Release Date: 04/22/2025
What Comedians Can Teach Us About Sales with Kevin Hubschmann
Sales and Cigars
What do improv comedy, standup, and high-performing salespeople have in common? More than you think. In this episode of Sales & Cigars, Walter Crosby sits down with Kevin Hubschmann to explore how comedy skills like active listening, adaptability, brevity, and comfort with failure directly translate to better sales conversations. Kevin shares how doing improv in a cramped New York apartment sharpened his instincts on sales calls, why scripts often fail in real-world selling, and how learning to bomb—on stage and in sales—became a competitive advantage. This is a practical,...
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Stop Buying Cheap Swag: Branded Merch that Elevates Your Brand with Eric Turney
Sales and Cigars
Is your “swag” secretly hurting your brand? In this episode of Sales & Cigars, Walter sits down with Eric Turney from The Monterey Company to talk about why your promo gear should do more than just check a box—it should actually say something about your brand. Eric shares his unconventional path from construction, to almost becoming a physical therapist, to “falling backward” into sales and eventually buying the company he worked for. He and Walter dig into the real differences between being a great salesperson and being a great sales manager, handling customers who only care...
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How to Build a Sellable Business (That Could Run Without You) with B.D. Dalton
Sales and Cigars
If you’ve started a business, you’ve probably spent more time thinking about growth than your exit. But what if building a sellable business actually makes it a better business right now? In this episode of Sales & Cigars, Walter Crosby sits down with BD Dalton—sales guy turned financial adviser, business coach, and exit-planning pro. From jacking up frozen burrito sales in the northwest to helping entrepreneurs sell their companies for 150% more than they expected, BD has seen what makes a business attractive to buyers (and what absolutely kills value). Walter and BD dig into...
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Building Trust in a Digital World with Butch Nicholson
Sales and Cigars
Welcome back to Sales & Cigars, the podcast where the only smoke we blow is from cigars. In this episode, Walter sits down with Butch Nicholson, Partner at Fist Bump, to talk about something every seasoned sales professional needs to hear: how to stay relevant and authentic in today’s digital world. Butch has spent more than four decades in sales, building relationships the old-fashioned way—by getting to know people, earning their trust, and delivering value. Now, he helps Gen X and boomer leaders translate those timeless relationship skills into modern selling through platforms like...
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You’re Not Behind on AI—You’re Choosing to Stay There with John Kelley
Sales and Cigars
Welcome back to Sales & Cigars, the podcast where the only smoke we blow is from cigars. In this episode, Walter sits down with John Kelley—a firefighter, entrepreneur, podcaster, and co-founder of Beefy Marketing—for a powerful conversation about AI, automation, burnout, and what entrepreneurs need to stop doing if they want to grow. John’s journey is anything but ordinary. From running into burning buildings as a paramedic and firefighter to helping small businesses humanize their marketing strategies, he brings a refreshing mix of heart, hustle, and tech-forward thinking. The two...
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Embracing Customer-Centric Strategies with Laura Patterson | Sales and Cigars Podcast
Sales and Cigars
In this episode of Sales and Cigars, Walter interviews Laura Patterson, founder of Vision Edge Marketing, as they discuss the evolving landscape of search and the importance of being customer-centric in today's market. Laura shares insights into her entrepreneurial journey, emphasizing the significance of understanding customer value and creating effective growth strategies. She also recounts a memorable story about her grandfather that underlines the importance of knowing your target audience. This episode is packed with valuable tips on aligning sales and marketing efforts, serving clients...
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Revenue, Profit, and Cash Flow—Oh My! Aligning Sales with Business Growth with Rocky Lalvani
Sales and Cigars
Welcome to Sales & Cigars—where the only smoke we blow is from cigars. This week, Walter sits down with Rocky Lalvani, the numbers-savvy entrepreneur behind Profit Comes First and the Profit Answer Man podcast. Rocky is on a mission to help business owners truly understand the business of business—from P&L and cash flow to aligning sales compensation with long-term growth. If you’ve ever had a killer sales quarter but still couldn’t figure out where the money went, this episode is for you. Rocky breaks down how to build wealth, why market share is won in tough times, and what...
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Helping People First: Turning a Sales Career into a Workforce Movement with Michael Cole
Sales and Cigars
Welcome to Sales & Cigars—where the only smoke we blow is from cigars. This week, Walter sits down with Michael Cole, founder of Next Level Technician, for a conversation all about helping people—the true heartbeat of sales, business, and leadership. What started as a way to connect a few underserved young people with skilled trade jobs turned into a national staffing and training company with real community impact. From hospitality to sales to entrepreneurship, Michael’s journey is rooted in one belief: if you help enough people, you’ll get what you need. This episode unpacks what...
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Myth Busting: Sales Leadership & Experience Demystified
Sales and Cigars
Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. Join host Walter Crosby in this eye-opening solo episode as he tackles common misconceptions in the sales industry. In this episode, Walter takes on two big myths: first, that promoting your top salesperson to sales manager is a smart move, and second, that hiring someone with extensive industry experience is crucial for a sales role. In this episode: Walter dives deep into why these widely held beliefs can be pitfalls for business owners. He argues that while top salespeople often possess great...
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Mastering B2B Sales: F.A.S.T. Development with John Powers
Sales and Cigars
Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. Join host Walter Crosby as he sits down with sales veteran John Powers, founder of Power Up Sales, for an enlightening discussion on developing effective B2B sales strategies. With decades of experience, John’s first-time podcast appearance brings a wealth of knowledge to the table. In this episode: John introduces his F.A.S.T. sales development model—focus, accountability, strategy, and teaching/coaching—highlighting its universal applicability across industries. They explore why having a...
info_outlineChanges are afoot! As I mention at the top of this episode, we’ll be moving to a bimonthly schedule and trying to live by the ethos of “quality over quantity”. You’re going to see a more nuanced, dual perspective between sales leaders and the CEO’s who need them. I can’t wait to show you what we have in store over the next few weeks.
Today’s guest Jason Abell (President of Rewire, Inc.) joins the discussion to share insights on effective leadership and the importance of core values in navigating tough times. Jason highlights common mistakes leaders make in meetings and provides practical advice on fostering a positive company culture. Together, we delve into the significance of leaders speaking last, the authenticity in sales, and the role of core values in sustaining businesses. The conversation closes with Jason giving a very thoughtful answer to my usual question : “What’s your relationship to cigars?”
So grab your cigar, grab a cocktail and strap in for an impactful episode. This is a good one for sales pros and leaders alike.
To reach Jason: Website: rewireinc.com
LinkedIn: linkedin.com/in/rewirejason
Connect with us: https://helixsalesdevelopment.com/welcome-to-sales-cigars/
Website: https://www.helixsalesdevelopment.com
Instagram: https://www.instagram.com/wcrosby248/
Facebook: https://www.facebook.com/walter.crosby.1690, https://www.facebook.com/salesandcigars/
LinkedIn: https://www.linkedin.com/company/helix-sales-development/
Twitter: https://x.com/WalterCrosby
#SalesPlaybook #CompetitiveIntelligence #SalesEnablement
00:00 Introduction and Podcast Updates
01:22 Guest Introduction: Jason Abel from Rewire
03:26 Leadership Coaching Insights
05:41 Effective Meeting Dynamics
11:31 The Importance of Leaders Speaking Last
20:55 Sales and Leadership Parallels
23:24 The Power of Authenticity in Business
26:40 The Importance of Core Values in Organizations
29:43 Adapting to Change: Lessons from the Pandemic
33:00 The Role of Core Values in Business Resilience
36:51 Connecting with Jason: Resources and Contact Information
38:01 Reflecting on Personal and Professional Experiences with Cigars