Sales and Cigars
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!
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Sales & Cigars | Serve Up and Coach Down with Nathan Jamail | Episode 223
07/01/2025
Sales & Cigars | Serve Up and Coach Down with Nathan Jamail | Episode 223
Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. In this episode, host Walter Crosby sits down with sales expert and executive coach Nathan Jamal to explore Nathan’s impressive and varied journey, which began by selling Encyclopedia Britannica, transitioned into insurance, and eventually led him to leadership roles at Sprint. These rich experiences laid the foundation for both his sales philosophy and his work as an executive coach. During the conversation, Nathan highlights the fundamental role of accountability and alignment in effective leadership. He emphasizes the importance of clearly defined goals and strong team dynamics as essential components for achieving success. He also introduces a unique training concept he calls "scrimmaging," in which sales teams role-play realistic scenarios to prepare mentally and emotionally before engaging with actual customers. Nathan further explains how his approach to executive coaching integrates core sales principles with strategic leadership development. He encourages leaders to foster alignment through shared purpose, metrics, and effective communication rhythms. Notably, he discusses his innovative AI-driven coaching tool, designed to support traditional coaching methods by providing personalized insights and scalable feedback—demonstrating how cutting-edge technology can elevate leadership training. The episode wraps up on a more personal note as Nathan shares his enjoyment of cigars and narrates anecdotes that reveal how these relaxed moments promote camaraderie, reflection, and stress relief amid the fast-paced world of sales. More about More about
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Sales & Cigars | Learn to Love Selling with Mark Cox | Episode 222
06/17/2025
Sales & Cigars | Learn to Love Selling with Mark Cox | Episode 222
Welcome to Sales & Cigars, the sales podcast, where the only smoke we blow is from cigars. In this episode, host Walter Crosby is joined by Mark Cox, founder of , to discuss his journey from leading sales organizations in large tech and outsourcing companies to becoming a consultant and entrepreneur. Mark shares how, after stepping away from a high-travel role, he stumbled into consulting through personal connections and quickly realized he preferred working with midsize businesses over large corporations. This epiphany led to the launch of In the Funnel, where he has since helped over a hundred companies build sales playbooks and trained thousands of sales professionals. Mark emphasizes the entrepreneurial energy and focus on growth that characterizes midsize companies, as well as his own desire for autonomy and a more meaningful, hands-on impact. Mark also discusses the inspiration behind his book, , which offers a practical framework for converting business capabilities into revenue. He explains how the book is structured to serve both frontline salespeople and sales leaders, with clear steps including defining a value proposition, prioritizing market segments, generating demand, and executing an effective sales process. Although the content had been part of his training for years, the book took nearly three years to complete due to the demands of consulting work and the challenges of writing. He also underscores the importance of CEOs staying involved in sales strategy, warning against the common mistake of delegating it entirely without understanding its foundational role in scaling a business. Walter and Mark emphasize the critical importance of CEOs maintaining a strong connection to the sales process—not necessarily by making cold calls themselves, but by regularly engaging with their sales team and understanding what’s resonating with customers. Mark explains that being close to sales helps CEOs make better hiring decisions, especially when choosing a sales leader, and also provides a clearer picture of customer needs and market trends. Traveling with sales reps or participating in client meetings allows CEOs to gain firsthand insight into what's happening on the front lines, which in turn strengthens the company’s ability to craft a compelling and competitive value proposition. He stresses that expecting a new salesperson to define this value proposition is unrealistic—it must come from leadership. Mark and Walter highlights how many founders and CEOs are “unconsciously competent” in sales, having acquired clients and resolved issues themselves in the early stages of their business. Because of this, they possess invaluable insight that can elevate the sales team if shared effectively. When CEOs engage with clients, they often initiate high-level strategic conversations rather than sales pitches. This approach demonstrates genuine interest and sets an example for the sales team. Such intentional customer engagement, formalized as part of executive priorities, helps ensure the business remains aligned with its clients' evolving needs. Links: Learn more about . Find more episodes .
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Sales & Cigars | The Science of Branding with Ethan Decker | Episode 221
06/03/2025
Sales & Cigars | The Science of Branding with Ethan Decker | Episode 221
Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. On today’s episode, host Walter Crosby is joined by guest Ethan Decker for a tactical discussion on branding for entrepreneurs, at times employing what can at times seem like counterintuitive, and a much needed discussion on the best drink pairings for cigars. To begin, Ethan shares his early dreams of Broadway and environmental science, detailing his journey through music and ecology, and how he “fell backwards” into marketing and advertising. Walter and Ethan exchange stories about career pivots, risk-taking, and the role of serendipity in their professional paths. Ethan shares how his diverse background shapes his approach. Next, Walter recalls a thought-provoking post by Ethan in which he introduces the main branding concept of the episode. Ethan’s approach of translating scientific research into practical branding advice, makes complex data simple and actionable for entrepreneurs.The core discussion centers around what Ethan emphasizes truly drives market share, referencing research by Bruce Clark and others. A key finding reveals that the number of buyers is the most crucial factor in market share growth—more significant than loyalty, repeat purchases, or celebrity endorsements. The discussion also covers key metrics like “share of wallet” , along with the challenges of increasing customer frequency versus expanding the customer base. The conversation then delves into how product availability and distribution impact brand growth, using examples from the spirits industry (e.g., Tin Cup vs. Maker’s Mark). Ethan explains that while scarcity can be effective for luxury brands, most brands benefit more from being widely available. Walter and Ethan explore the realities of cross-selling, using examples from B2B promotional products and the banking industry. As the hosts discuss how entrepreneurs and sales leaders should allocate their efforts, Ethan uses the “Plinko” metaphor to illustrate the unpredictability of new customers and the importance of casting a wide net. This part of the conversation reinforces that most growth comes from new customers, not from trying to make existing customers buy everything. Finally, to wrap up Ethan describes his home bar setup, featuring over 200 bottles and unique cheese knives made from old wrenches. The discussion predictably turns to drink recommendations for pairing with cigars, including rare bourbons, scotches, and armagnac. This episode concludes with a reminder to focus on growing your customer base and to enjoy the journey—preferably with a good drink in one hand and a cigar in the other. Key Points: Data-driven branding strategies Market share growth through customer acquisition The role of product availability and distribution Limitations and risks of cross-selling The impact of brand loyalty versus buyer penetration Scarcity and exclusivity in luxury branding Simplifying complex marketing concepts for practical use
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Sales & Cigars | Provide a Pathway, Not a Call to Action with James Hipkin | Episode 220
05/20/2025
Sales & Cigars | Provide a Pathway, Not a Call to Action with James Hipkin | Episode 220
Welcome to Sales & Cigars, the sales podcast, where the only smoke we blow is from cigars. In this episode, host Walter Crosby is joined by marketing professiona James Hipkin to discuss common marketing mistakes business owners make and how to better align marketing strategies with customer needs. To begin, James emphasizes that a company’s greatest growthengine is its current customer base. By understanding and nurturing relationships with existingcustomers, businesses can drive referrals and scale more effectively. Marketing should startwith a deep understanding of these best customers and aim to attract more like them. Jamesalso notes that great marketing cannot create demand where none exists; rather, it should meetcustomers where they are and speak to their desires and fears. James critiques the common practice of relying on superficial marketing tactics, like simply having a website or shouting “calls to action,” which often reflects an "inside-out" approach. Instead, he suggests a shift to an "outside-in" mindset that invites prospects into “people like you pathways,” allowing customers to self-identify and choose their journey. To help smaller businesses apply these principles without the massive budgets of large brands, James developed a cost-effective process using structured interviews with ideal customers and AI toolsto generate detailed customer avatars and buyer journey maps. This method enables tailoredmessaging that resonates deeply, improves sales scripts, and fosters collaboration betweenmarketing and sales for more powerful, aligned strategies. Effective marketing strategy helpspre-qualify prospects so that sales conversations become more natural and effective. This is made possible by understanding the customer deeply through tools like avatars and buyerjourney maps, allowing for the right message to reach the right person at the right time. Whendone correctly, customers feel understood and develop trust through each stage of the process. However, James warns that even well-designed marketing can be undermined by poor sales execution, which ultimately disrupts the buyer’s experience and can drive them away. James also shares insights from his extensive experience working with companies to improve loyalty and customer retention. A flawed sales process, he notes, is often the root cause of loyalty problems. He stresses the importance of a buyer-first, outside-in sales approach that walks alongside the customer rather than leading or dragging them. Listening, asking thoughtful questions, and embracing silence are crucial skills for salespeople to truly understand and help their prospects. James’s toolset, Marketing Sage Advantage, is designed to help businesses gain clarity on their ideal customers, messaging strategy, and measurement. He frames marketing as a three-legged stool—audience, value, and measurement—and underlines that success comes from aligning all three. Key Points: •Biggest problem with Marketing is a lack of strategy •Primary purpose of website isn't conversion •MarketingSageadvantage.com tool set •Audience, value you bring, measurement •Listening to conversations Find more episodes of Sales & Cigars here. Learn more about James Hipkin. Red8 Interactive, Inc. launched Inn8ly to help small business owners take full advantage of a modern website without being bogged down with all the complexities of a modern website. Our 3 Keys to Success for Small Business Owners: ◉ Customer-centric design ◉ Efficient build ◉ Secure hosting •Outside in conversations
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Sales & Cigars | The Four A’s Needed to Scale Your Business with Nate Tutas | Episode 219
05/06/2025
Sales & Cigars | The Four A’s Needed to Scale Your Business with Nate Tutas | Episode 219
Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. On today’s episode, Walter is joined by returning guest Nate Tutas to explore a concept Nate calls the "core four." This framework is designed to help entrepreneurs and business owners scale effectively while avoiding the common pitfall of chasing shiny distractions. The episode is a candid conversation about strategy, focus, and execution. To begin, Nate shares insights from his current packed schedule, including involvement in multiple masterminds, coaching, and training for high-profile platforms He also discusses a personal growth goal achieved: traveling with his wife and daughter, and the recent loss of their Siberian Husky. The conversation then shifts to recommended reading, specifically 38 Letters from J.D. Rockefeller to His Son, a book that deeply impacted Nate’s perspective on leadership, values, and legacy. He reflects on Rockefeller's emphasis on responsibility, integrity, and the value of healthy competition, noting that the oil magnate never took rivalries personally but instead saw them as opportunities for mutual growth. The discussion leads into the idea that these timeless business philosophies are still highly relevant today. Nate shares the catalyst moment behind creating the Core Four framework—a system to help entrepreneurs stay focused and scale more effectively. Nate and Walter dive deeper into the emotional challenges of building a business, especially around the initial “attract” phase of the Core Four framework. Walter shares his own struggles with consistently drawing in the right audience, admitting that figuring out the best vehicle to deliver his message has been frustrating. This discomfort is common and closely tied to the slow, unpredictable nature of marketing success and can manifest as frustration, tempting entrepreneurs to shift focus prematurely. Nate reiterates that lasting success requires staying in the discomfort long enough to complete and refine the system. Whether it’s wealth, health, or relationships, the same principles apply: stick with the process, resist the urge to start over, and avoid quick fixes. This mindset shift is essential for mastering the attraction stage and setting up a scalable business. Finally, Nate emphasizes the importance of sticking with discomfort in order to grow, sharing how consistency is key to progress. He introduces his Core Four framework (Attract, Acquire, Ascend, Automate), explaining that many entrepreneurs struggle because they use too many strategies in each area. His upcoming program at unlockmv.com will guide participants to focus on one clear method per area to create a streamlined, effective customer journey. The episode concludes with a reminder that clarity and consistency drive business success, and Nate shares that his content will now primarily live on YouTube for easier access. The 4 A’s: Scale your business regardless of your size 1. Attract 2. Acquire (information + Purchase) 3. Ascend (immediate, long term) 4. Automation Key Episode Points: • "Distraction is your enemy." • The 4 A's works for Solopreneurs and Large teams. • You have get uncomfortable with the uncomfortable. • Sometimes uncomfortable feels like frustration. • Be careful not to diminish the focus of your teams Podcast Offer: www.unlockmv.com
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Sales and Cigars | Why Great Leaders Speak Last with Jason Abell | Episode 218
04/22/2025
Sales and Cigars | Why Great Leaders Speak Last with Jason Abell | Episode 218
Changes 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: LinkedIn: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #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
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Sales and Cigars | Why Most Marketing Plans Fail Small Businesses and What to Do Instead | Episode 217
03/26/2025
Sales and Cigars | Why Most Marketing Plans Fail Small Businesses and What to Do Instead | Episode 217
🔥 STOP WASTING MONEY ON MARKETING PLANS THAT COLLECT DUST! Get your FREE Strategy Guide now at Had an incredible conversation with Kelly Schuknecht, founder of Two Mile High Marketing! Kelly shared her inspiring journey from publishing to marketing, and how being laid off became her opportunity to launch her dream business. What struck me most was her insight on what many marketing agencies miss - the tactical implementation that turns strategy into results. Kelly expertly explained why thought leadership isn't about immediate sales but positioning yourself as an expert over time. Her practical advice on LinkedIn posting frequency (2-3 times weekly) and podcast appearances (2-3 monthly) is gold for busy executives. I loved her comparison of consistent content creation to "going to the gym" - those reps really do build your messaging muscles! As I've seen with many clients, Kelly confirmed that small companies often grow without marketing until they hit a ceiling. Ready to break through yours? To reach Kelly: Website: Instagram: LinkedIn: http://www.linkedin.com/in/kellyschuknecht Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #SalesPlaybook #CompetitiveIntelligence #SalesEnablement
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Sales and Cigars | The Brutal Truth About Why Your Sales Playbook Is Failing Your Team | Episode 216
03/18/2025
Sales and Cigars | The Brutal Truth About Why Your Sales Playbook Is Failing Your Team | Episode 216
🔥 NAIL YOUR SALES PROCESS: Get your FREE Strategy Guide now at Ever wonder what "playbooks" and "battle cards" really mean in sales? Walter and Ed Marsh break down these confusing industry terms that many VPs misuse. They reveal why most playbooks collect dust (hint: it's not the content) and how properly developed battle cards give your team crucial competitive intel. Plus, they share why coaching matters more than documentation – comparing sales teams to pro football's practice regimens to show what's missing in corporate America. Grab actionable insights on creating effective sales tools your team will actually use. Ed explains how even small companies without massive marketing departments can develop these resources themselves. To reach Ed: Website: LinkedIn: Twitter: Instagram: Youtube Channel: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #SalesPlaybook #CompetitiveIntelligence #SalesEnablement
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Sales and Cigars | How A 7-Second Pitch Deck Landed $3 Million In Funding | Episode 215
03/12/2025
Sales and Cigars | How A 7-Second Pitch Deck Landed $3 Million In Funding | Episode 215
🔥 MASTER THE PITCH DECK: Get your FREE story guide now at Sergio Yankovenko shares powerful insights on creating winning pitch decks that actually get funded! Hear how he helped a client secure $3 million after an all-night session crafting the perfect presentation. From understanding your audience to highlighting the right metrics, Sergio breaks down the 5-step process that takes just 2-3 weeks to develop a compelling investment story. Remember - investors spend only 2 minutes and 43 seconds reviewing your deck! Grab insider tips on avoiding common mistakes, managing pre-pitch nerves, and why you should never overwhelm potential investors with 50+ slides. To reach Sergio: Website : LinkedIn: Instagram: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #PitchDeckTips #InvestorPitch #StartupFunding
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Sales and Cigars | Why Your Business Is a Sitting Duck for Hackers Making $10,000 Daily | Episode 214
03/05/2025
Sales and Cigars | Why Your Business Is a Sitting Duck for Hackers Making $10,000 Daily | Episode 214
🔥 SECURE YOUR BUSINESS: The Essential Guide to Cybersecurity & AI for Small Businesses! Get your FREE strategy guide now at I sat down with Jeff Roberts to tackle the growing cybersecurity threats facing small businesses today. We break down why small companies are prime targets for hackers and reveal simple yet powerful protection strategies you might already be paying for but not using. Plus, get practical advice on implementing AI tools without sacrificing the human touch your customers expect. Jeff shares eye-opening insights on multifactor authentication, the limitations of Microsoft's backup systems, and why your IT support vendor might not always have your best interests in mind. To reach out Jeff: LinkedIn: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #CybersecurityTips #SmallBusinessTech #AIImplementation
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Sales and Cigars | How Geofencing is Revolutionizing Local Advertising | Episode 213
02/26/2025
Sales and Cigars | How Geofencing is Revolutionizing Local Advertising | Episode 213
🔥 FINALLY! The Secret Blueprint to Turn Cold Leads into Hot Sales! Don't miss out - snag your FREE guide now at From high school dropout to successful medical device sales and geofencing expert - Ernesto Cullari shares powerful insights on modern marketing strategies. Get the inside scoop on how location-based advertising is revolutionizing small business growth, with real examples from laundromats to coffee shops. Plus, hear practical tips on measuring ROI and targeting the right customers. An eye-opening conversation about making sophisticated marketing tech accessible and affordable for local businesses. Want more game-changing sales insights? Hit subscribe and turn on notifications! 👊 To reach Ernesto: Company Website: LinkedIn: Twitter: Instagram: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #SmallBusinessMarketing #Geofencing #DigitalAdvertising
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Sales and Cigars | Turn Cold Connections into Million-Dollar Deals | Episode 212
02/19/2025
Sales and Cigars | Turn Cold Connections into Million-Dollar Deals | Episode 212
FREE GUIDE: Transform Your Cold Sales Into Hot Leads! Grab your blueprint at From unemployed musician to successful marketing firm owner during a pandemic - Ben Albert shares his raw, unfiltered journey of building a 6-figure business in just one year. Get actionable strategies on creating magnetic content, building genuine networks, and becoming the center of gravity in your industry. Just practical science-backed methods that actually work. Want more game-changing insights? Hit subscribe and turn on notifications! 👊 To reach Ben: Website: LinkedIn: , Instagram:Facebook: Youtube: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #BusinessGrowth #SalesStrategy #EntrepreneurSuccess
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Sales and Cigars | Being Yourself on Stage | Episode 211
02/12/2025
Sales and Cigars | Being Yourself on Stage | Episode 211
Check out the FREE blueprint at - Your fast track to communication that converts! Pro speaker Danny Brassell exposes the raw truth of powerful communication: Your most profound messages emerge from vulnerability, where imperfections transform into your greatest storytelling strength. It's about showing genuine humanity - not performing, but connecting. Learn how the moments you've wrestled with become the bridge to your audience's heart. Get real talk from a guy who went from stuttering to speaking worldwide. No fluff, just results. To reach Danny: Website: LinkedIn: Youtube: , , Facebook: Instagram: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #SalesCommunication #SpeakerTraining #BusinessGrowth
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Sales and Cigars | The Sales Whisperer | Episode 210
02/05/2025
Sales and Cigars | The Sales Whisperer | Episode 210
Ready to Build a Rockstar Sales Team? Discover Proven Hiring Strategies Today! 🚀 Former Air Force Academy linebacker turned sales expert Wes Schaeffer shares hard-hitting insights on building elite sales teams. From military discipline to sales leadership, get real talk on why most sales training fails and how to fix it. This episode is packed with practical wisdom on recruiting, coaching, and creating a championship sales culture that drives results. Featuring candid stories about maintaining standards, dealing with underperformers, and why helping everyone isn't always the answer. Perfect for sales leaders who want straight talk about building high-performing teams without the typical consultant fluff. To reach Wes: Website: LinkedIn: Facebook: Twitter: Youtube: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #SalesLeadership #TeamPerformance #SalesManagement
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Sales and Cigars | A Business Development Mindset | Episode 209
01/29/2025
Sales and Cigars | A Business Development Mindset | Episode 209
Stop wasting money on underperforming sales hires. Join the Sales Hiring Secrets LIVE on Jan 28th & transform your team! Secure your spots now: Join me for a candid conversation with Geoff McDaniel, a business development powerhouse who shares his journey from restaurant owner to sales leader. Geoff reveals the mindset shifts and strategies that drove his success across multiple industries, including key lessons from Sun Tzu's "Art of War." He breaks down practical networking tactics, relationship-building approaches, and how to maintain confidence when deals don't go your way. This episode offers battle-tested insights for anyone looking to sharpen their business development edge. Whether you're changing industries or seeking to boost your current sales performance, Geoff's practical wisdom and real-world experience will resonate. To reach Geoff: Website: LinkedIn: Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #BusinessDevelopment #SalesSuccess #NetworkingStrategy
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Sales and Cigars | Get that Book Out | Episode 208
01/21/2025
Sales and Cigars | Get that Book Out | Episode 208
🎯 Ready to unlock a hidden benefit of writing your business book? Join me and publishing expert Rodney Miles for a smoke-filled conversation that will transform how you think about authorship. Discover how successful entrepreneurs gain unprecedented clarity and refine their methodologies through the book-writing process. Whether you're a seasoned business owner or an industry veteran, unleash the expertise within you! 👊 Hit subscribe and turn on notifications to level up your business game! 🔥 Drop a comment with your biggest obstacle to writing your book! To reach Rodney: Website: LinkedIn: Connect with us: 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: #Business #TipsStartingAuthors #WorkLifeBalance
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Sales and Cigars | The 5 Pillars | Episode 207
01/15/2025
Sales and Cigars | The 5 Pillars | Episode 207
Want to know why most sales accountability programs fail? In this conversation with sales expert Melanie French, we dive into why your sales team's accountability system isn't working. You'll discover the two critical elements that make or break accountability, why traditional approaches backfire, and how to implement a system that actually works without destroying your culture. 👉 Want proven accountability frameworks that actually work? Hit subscribe and turn on notifications to catch every episode of Sales & Cigars. To reach Melanie: Website: http://frenchsalessolutions.com/ LinkedIn: https://www.linkedin.com/in/melaniefrenchsalessolutions/ Connect with us: 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: #salesleadership #salesaccountability #businessgrowth
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Sales and Cigars | Stop Wasting Money on Marketing | Episode 206
01/07/2025
Sales and Cigars | Stop Wasting Money on Marketing | Episode 206
Curious about the secrets of successful digital marketing? Ever wonder what really happens behind the scenes at marketing agencies? In this conversation with Dave Kryszczak, founder of Spartan Digital, we pull back the curtain on what actually works (and what doesn't) in digital marketing. You'll learn: Why high click rates might be lying to you (and how to spot fake engagement) How to know if your marketing agency is actually helping your business What questions to ask before spending money on digital marketing Whether you're working with an agency now or considering one in the future, this discussion will help you avoid wasting money and get real value from your marketing investment. Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter: #entrepreneurship #digitalmarketing #salesstrategy
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Sales and Cigars | 5 Questions Every Sales Person Must Ask | Episode 207
12/31/2024
Sales and Cigars | 5 Questions Every Sales Person Must Ask | Episode 207
Want to close more sales? 👉 Get the blueprint to transform your customer relationships at Watch what happens when you ask your customers these 5 game-changing questions. A 5 question framework that helped countless businesses boost their recurring revenue by 10-30%. Perfect for distributors, contractors, and anyone in repeat sales. Top takeaways: Why doctors never "sell" but always close deals The hidden reason most distributors fail at customer retention How to turn price objections into value conversations The exact questions that uncover what customers really buy Why prospecting might be killing your sales growth Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter:
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Sales and Cigars | Ross Reida | Exit Your Business | Episode 206
12/25/2024
Sales and Cigars | Ross Reida | Exit Your Business | Episode 206
Accelerate your sales results with proven strategies from industry veterans. Take your team to the next level with our Sales Velocity program for 7 days only: Want to know how a solo entrepreneur turned his industry expertise into a major tech company acquisition? Ross shares his journey from being an equipment finance broker to becoming a vital part of a fintech revolution. Plus, get an insider's look at the Cigar Aficionado Big Smoke event in Las Vegas, where industry legends and enthusiasts come together. From unexpected exit strategies to the inclusive culture of cigar aficionados, this episode reveals valuable insights for business owners and cigar lovers alike. Connect with us: Website: Instagram: Facebook: , LinkedIn: Twitter:
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Sales and Cigars | Most Sales Leaders Get This Wrong And Lose Million Dollar Deals | Episode 205
12/18/2024
Sales and Cigars | Most Sales Leaders Get This Wrong And Lose Million Dollar Deals | Episode 205
Ready to scale? Join our 7-day Sales Velocity program and receive exclusive bonuses. Sign up today! The million-dollar mistake most salespeople make isn't their pitch - it's misreading who actually makes the decisions. In this conversation with CEO Sales Strategies’ Doug Brown, you'll discover why traditional sales approaches fail with modern buyers and how to completely transform your approach. Whether you're a sales leader trying to scale your team or a frontline seller looking to close bigger deals, this dialogue reveals the hidden dynamics that separate consistent top performers from everyone else. It's not theory - it's battle-tested wisdom from someone who's helped companies from startups to Fortune 500 transform their sales results. Connect with us: Website: Instagram: Facebook: LinkedIn: Twitter: #SalesGrowth #BusinessStrategy #SalesSuccess
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Sales and Cigars | Communication Words and Stories | Episode 204
12/11/2024
Sales and Cigars | Communication Words and Stories | Episode 204
In this episode, I sit down with Aurora Winter, an award-winning author, and a successful serial entrepreneur. Join Aurora Winter as she reveals the neuroscience behind effective communication and storytelling. Learn how to craft messages that captivate, connect, and convert. Using real-life examples, Aurora shares how a "million-dollar message" turned a struggling business into a multimillion-dollar success. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Follow on social media if you want to start now: Website: Instagram: Facebook: LinkedIn: Twitter: #SalesTips #StorytellingStrategy #BusinessGrowth
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Sales and Cigars | Communication WTF | Episode 203
12/03/2024
Sales and Cigars | Communication WTF | Episode 203
Are you struggling to hire and retain top salespeople? Is your sales team missing revenue targets? Head to now. Helix Sales Development's Walter Crosby gets candid on communication - the root cause of most problems. From upfront agreements to being open, honest, and empathetic, a real-life example that will make you rethink your approach. Follow on social media if you want to start now: Website: Facebook: LinkedIn: Twitter: #SalesTraining #CommunicationSkills #BusinessGrowth
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Sales and Cigars | Isaac Mashman | Unlocking the Power of Personal Branding | Episode 202
11/26/2024
Sales and Cigars | Isaac Mashman | Unlocking the Power of Personal Branding | Episode 202
In this episode of Sales and Cigars, Walter Crosby sits down with Isaac Mashman, founder of Mashman Ventures, to dive deep into the essentials of personal branding and its unique power in today’s digital marketplace. Isaac shares insights into the often misunderstood book The Prince by Niccolo Machiavelli, explaining how its lessons on influence and relationships can inform authentic branding. The discussion covers the ethics of branding, creating a genuine connection, and avoiding the “get rich quick” pitfalls in the industry. Isaac lays out his journey toward becoming a reputable figure in personal branding, emphasizing the importance of transparency and ethical practices. He also speaks on the emotional resonance of personal branding, likening it to the camaraderie shared among cigar enthusiasts—a theme that resonates with Sales and Cigars’ audience. With a clear roadmap for those just starting their branding journey and advice for seasoned professionals, this episode is packed with actionable insights. Highlights: Redefining The Prince: Lessons on influence and good advisors Isaac’s vision for ethical personal branding and setting a powerful example Distinctions between branding vs. marketing The impact of cigars as a universal symbol for connection Building relationships, avoiding “shortcut” culture, and the authenticity factor in personal branding Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Connect with Isaac Mashman: Email: LinkedIn: Website: Connect with Walter Crosby: Email: LinkedIn: Website: Calendly: Get my new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Follow & Subscribe for More Episodes Stay connected to Sales and Cigars for more episodes blending sales mastery with cigar culture. Developed by – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow! Visit our website: #SalesAndCigars #SalesStrategy #MarketingVsSales #EliteSales #B2BSales #WalterCrosby #Sales #Business
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Sales and Cigars | J. Lesperance | Unpacking Intellectual Property with The Patent Baron | Episode 201
11/19/2024
Sales and Cigars | J. Lesperance | Unpacking Intellectual Property with The Patent Baron | Episode 201
Walter Crosby welcomes intellectual property expert J. Lesperance, known as "The Patent Baron." They explore the world of IP for business owners—breaking down trademarks, copyrights, patents, and trade secrets. JB’s unique background as both an engineer and attorney makes him an insightful guide for business owners seeking to protect their valuable assets. Highlights Moments Must-Know IP Protections: Learn why simple steps like trademarks, copyrights, and NDAs can be game-changers for business owners. Trade Secrets & Competitive Edge: JB explains why securing trade secrets is vital and how easy missteps can expose your business to risks. Walter’s Story on Memory & Cigars: Don’t miss Walter’s personal take on the nostalgic power of cigars, reminding us that some scents can take you back to cherished moments. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Connect with J. Lesperance: LinkedIn: Website: X: Book a consultation to protect your intellectual property. Connect with Walter Crosby: Email: LinkedIn: Website: Calendly: Get my new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Follow & Subscribe for More Episodes Stay connected to Sales and Cigars for more episodes blending sales mastery with cigar culture. Developed by – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow! Visit our website: Hashtags: #SalesAndCigars #IntellectualProperty #EntrepreneurTips #ProtectYourBusiness #Trademarks #Patents #WalterCrosby #ThePatentBaron #BusinessGrowth #CigarsAndSuccess
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Sales & Cigars | Jim Packard | Employee & Client Retention | Episode 200
11/12/2024
Sales & Cigars | Jim Packard | Employee & Client Retention | Episode 200
In this episode of Sales and Cigars, host Walter Crosby sits down with Jim Packard, President of Rainmaker Marketing, Inc. Jim discusses with us insights on customer retention and brand loyalty. He shares his unique strategies for keeping clients engaged, from personalized greeting cards to creative loyalty programs, all aimed at nurturing lasting business relationships. Episode Highlights: The power of personalized gestures in client retention Lessons on adapting ideas from other industries How training and culture-building create loyal employees Using creative follow-ups like cards to build brand loyalty Join Walter and Jim as they explore the impact of these thoughtful touches, along with actionable steps any business can implement to boost client satisfaction and retention. Plus, Jim’s got a fun cigar story and some classic business insights to share! Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": https://helixsalesdevelopment.com/scale-your-sales Connect with Jim Packard: Linkedin: www.linkedin.com/in/jim-packard-b6435535 Email: [email protected] Website: www.sendoutcards.com/rainmaker Connect with Walter Crosby: Email: [email protected] LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Website: https://helixsalesdevelopment.com/ Calendly: https://calendly.com/walter-helix/ Follow & Subscribe for More Episodes Stay connected to Sales and Cigars for more episodes blending sales mastery with cigar culture. Developed by Titan Media Worx – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow! Visit our website: https://titanmediaworx.com/ #SalesAndCigars #SalesStrategy #BusinessGrowth #EntrepreneurMindset #ClientSuccess #RelationshipMarketing #SalesStrategy #CustomerExperience #BrandLoyalty #SmallBusinessGrowth #SalesLeadership #SalesCulture #CustomerRetentionStrategy #EmployeeEngagement #BusinessTips #MarketingIdeas #SalesAdvice #Innovation #B2BSales #SalesTraining #CustomerRelationships #ClientRetention #SalesHiring #CigarLifestyle
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Sales & Cigars | Brad Koch, Business Coach and Former Marine | Episode 199
11/05/2024
Sales & Cigars | Brad Koch, Business Coach and Former Marine | Episode 199
In this episode, host Walter Crosby sits down with Brad Koch, a business coach with a fascinating journey from the Marine Corps to the world of business coaching. Brad shares powerful insights on transitioning from military to civilian life, navigating sales and leadership roles, and the essential qualities that make a great coach. He also opens up about the hard lessons learned through hands-on experience in sales and management. Episode Highlights: Transition to Sales and Leadership: Brad's journey from a military background to thriving in business, balancing family and career. Coaching for Success: The importance of extreme ownership and the coaching frameworks that help teams excel, inspired by Jocko Willink and others. Sales Team Culture: Creating a sales team that’s competitive yet collaborative—a family where support and friendly competition drive success. Motivating Sales Teams: How to speak to the intrinsic motivators of each team member to drive performance and satisfaction. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Connect with Brad Koch: Book: Profitable Pathways, a guide offering 12 core fundamentals for aspiring business leaders.. Website: LinkedIn: Facebook: Connect with Walter Crosby Email: LinkedIn: Website: Calendly: Follow & Subscribe for More Episodes Stay connected to Sales and Cigars for more episodes blending sales mastery with cigar culture. Developed by – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow! Visit our website: #SalesAndCigars #BusinessCoaching #SalesLeadership #ExtremeOwnership #SalesCulture #PodcastLife
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Sales & Cigars Podcast | Marty Fahncke | Stages of Exiting Your Business | Episode 198
10/29/2024
Sales & Cigars Podcast | Marty Fahncke | Stages of Exiting Your Business | Episode 198
In this episode, I sit down with Marty, a seasoned entrepreneur who knows a thing or two about building businesses from the ground up and selling them for big paydays. Marty’s been through it all, from starting a grassroots business in a local soccer field to scaling it globally, and eventually selling it for over a million dollars. We talk about what every business owner needs to know, whether you plan on selling next year or never thought about selling at all. Marty also drops some wisdom about the “5 D’s and a B”—divorce, disease, death, debt, disagreements, and burnout—that can force you to sell when you least expect it and also the Stages of Exiting Your Business. If your business isn’t ready for sale, you’re leaving yourself exposed. Trust me, you don’t want to be caught off guard. We dig into how to make your business more attractive to buyers, what books Marty recommends every entrepreneur should read, and why every owner needs to take themselves out of the front line if they ever want true freedom. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Highlights in this episode: Marty’s top 4 books every business owner should read. Why now is the time to start thinking about selling your business, even if you don’t plan to. The 5 D’s and a B that can force an unexpected sale. The Stages of Exiting Your Business Marty’s entrepreneurial journey: from local sales to international success and cashing out big. Connect with Walter Crosby: Get my new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": Sales Hiring Secrets for just $97! Sign up here: Email: LinkedIn: Website: Calendly: Connect with Marty Fahncke: Get Marty’s free workbook to assess if your business is ready to sell: | Podcast: Linkedin: Youtube: Produced by: #SalesAndCigars #Entrepreneurship #BusinessExitStrategy #BusinessGrowth #CigarCulture #WalterCrosby #Podcast
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Sales and Cigars Podcast | Taking Ownership of Your Sales Career | Episode 197
10/22/2024
Sales and Cigars Podcast | Taking Ownership of Your Sales Career | Episode 197
Walter Crosby dives deep into personal responsibility when it comes to career development in sales. Drawing from real-life experiences, Walter stresses the importance of taking charge of your own growth, whether you're a salesperson, manager, or entrepreneur. He shares stories, gives actionable insights, and explains why your success in sales depends on your own commitment to improvement. Walter touches on key points such as: Why salespeople should be responsible for their own development The role of sales managers and why 50% of their time should be spent coaching The pitfalls of promoting salespeople to managers without proper support How taking charge of your growth leads to better performance and long-term success Signature Line: Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice. Get Walter Crosby's Book: Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make: ... Tired of misfiring on sales hires? Unleash the secrets to sales hiring success for just $97: ... Connect with Walter Crosby: Email: [email protected] LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Website: https://helixsalesdevelopment.com/ Calendly: #SalesAndCigars #SalesTips #BusinessGrowth #Leadership #SalesAlignment #WalterCrosby #SalesAudit #MessagingStrategy #SmallBusinessGrowth #SalesTeam #SalesSuccess #SalesCoaching #Entrepreneurship #SalesTraining #BusinessStrategy#SalesAndCigars #SalesLeadership #PersonalDevelopment #CareerGrowth #SalesCoaching #SalesResponsibility #Entrepreneurship #SelfImprovement #SalesSuccess #WalterCrosby #SalesManagement
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Sales and Cigars Podcast | Solving Sales and Messaging Misalignment | episode 196
10/15/2024
Sales and Cigars Podcast | Solving Sales and Messaging Misalignment | episode 196
In this episode of Sales and Cigars, Walter Crosby dives into one of the most critical issues businesses face: aligning their vision with their sales team's messaging. Walter shares insights on how disconnects in communication between leadership, sales, and marketing can hold companies back from scaling. He also introduces his "Sifter Messaging" program, designed to help small and mid-sized businesses create a cohesive sales message that resonates with customers. Discover how you can improve your sales performance by providing your team with the right tools and communication strategies, plus gain actionable advice on hiring better salespeople and coaching sales managers. Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice! FREE Resources: Take the Sales Messaging Audit to evaluate your team’s alignment: Download the Sifter Messaging eBook to improve your sales communication: Get Walter Crosby's Book: Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make: ... Tired of misfiring on sales hires? Unleash the secrets to sales hiring success for just $97: ... Connect with Walter Crosby: Email: [email protected] LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Website: https://helixsalesdevelopment.com/ Calendly: #SalesAndCigars #SalesTips #BusinessGrowth #Leadership #SalesAlignment #WalterCrosby #SalesAudit #MessagingStrategy #SmallBusinessGrowth #SalesTeam #SalesSuccess #SalesCoaching #Entrepreneurship #SalesTraining #BusinessStrategy
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