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PODCAST

Connect & Convert: The Sales Accelerator Podcast

Sales RX and Wizard of Ads Employee Optimization

Welcome to "Connect & Convert: The Sales Accelerator Podcast," where your host Dennis Collins, alongside co-host Leah Bumphrey, delivers unparalleled insights into the art of accelerating small business sales. Dennis, with over 150 years of experience in business enhancement, focuses on the profound impact of nurturing and developing people within the organization. His expertise lies in transforming average teams into exceptional ones through leadership training, effective communication, and the

business management

All Episodes

23:20

Speaking with Confidence and Influence

Connect & Convert: The Sales Accelerator Podcast ·

2024/01/26

Dennis Collins and Leah Bumphrey discuss scientific research on how to speak persuasively and with confidence. They provide practical tips on word choice, admitting mistakes, using emotions and stories effectively, eliminating verbal fillers, and more to help listeners improve their communication skills.

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31:32

Improving Small Business Sales in the New Year

Connect & Convert: The Sales Accelerator Podcast ·

2024/01/19

Dennis Collins and Leah Bumphrey kick off the new year by sharing practical strategies for small business owners to improve sales and achieve success in 2024. Topics include the importance of asking questions, listening, and accountability; making agreements instead of having unclear expectations; consistency; and pushing outside one's comfort zone.

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25:49

Insider Tips: Turning Around Troubled Company Culture

Connect & Convert: The Sales Accelerator Podcast ·

2024/01/12

Business leadership and culture expert Paul Boomer joins Dennis Collins and Leah Bumphry to discuss how to recognize and transform dysfunctional workplace culture into a high-performing environment.

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27:01

Eliminating Blindspots: How Leadership Drives Fast...

Connect & Convert: The Sales Accelerator Podcast ·

2023/12/22

Three experts discuss the critical role leadership plays in accelerating small business growth, including the blindspots most leaders face, the benefits of good leadership, and practical solutions using psychometric assessments.

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22:29

Recruiting Your Sales Rockstar: Finding the Right...

Connect & Convert: The Sales Accelerator Podcast ·

2023/12/15

This podcast episode provides small business owners expert guidance on hiring a sales manager. It outlines key qualities to look for in potential candidates as well as common mistakes to avoid during the recruitment process. With insightful recommendations on interview tactics, must-have competencies, and the benefits of finding the ideal fit for this crucial leadership role, the hosts offer actionable tips for owners seeking to grow their sales team’s performance.

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23:39

How To Use The Liking Principle to Grow Your Business

Connect & Convert: The Sales Accelerator Podcast ·

2023/12/08

In this sales and marketing podcast, hosts Dennis Collins and Leah Bumphrey discuss the psychology behind the principle of liking and how it can be used to influence customers. They explore research on the halo effect, similarity bias, physical attractiveness bias, and the power of compliments, explaining how these psychological principles can be ethically leveraged in business to build rapport, trust, and relationships with potential customers. Practical tips are provided for implementing liking

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28:48

How to Get the Most From Sales Training Events

Connect & Convert: The Sales Accelerator Podcast ·

2023/12/01

Dennis and Leah discussing the common tendency for salespeople to make assumptions about what potential customers are thinking during the sales process. They cover research showing people are generally poor at accurately determining others' thoughts, even with close friends and family. The hosts advise salespeople against guessing what customers are thinking and instead recommend asking direct questions to uncover true needs and perspectives. They explain cognitive biases like false consensus and

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25:48

The Principle of Scarcity

Connect & Convert: The Sales Accelerator Podcast ·

2023/11/24

Dennis shares his deep knowledge as a certified Cialdini Influence practitioner, explaining overlooked tactics around FOMO, inventorying your skills for leverage, emphasizing losses over gains, controlling access to information, and negotiation tips using scarcity. He stresses using scarcity ethically and not artificially manufacturing it.

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17:41

How to Get the Most From Sales Training Events

Connect & Convert: The Sales Accelerator Podcast ·

2023/11/17

Hosts Dennis Collins and Leah Bumphrey discuss strategies for getting the most out of sales training events. They explain why most sales training is ineffective as a one-time event, and emphasize the importance of continuous learning and reinforcement. Topics covered include evaluating current training methods, implementing a culture of ongoing education, utilizing tools like roleplaying and virtual scenarios, measuring progress, and providing coaching support. Collins and Bumphrey stress the value

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26:06

Harnessing the Principles of Influence to Boost Sales

Connect & Convert: The Sales Accelerator Podcast ·

2023/11/10

Dennis Collins, sales trainer and founder of Wizard of Ads, discusses using Dr. Robert Cialdini's principles of influence to ethically improve sales skills. He covers how to apply each principle - reciprocity, scarcity, authority, consistency, liking, social proof, and unity - during different stages of the sales process. Dennis provides examples of using the principles and stresses using them ethically. He also introduces Dr. Gregory Neidert's Core Motives Model for knowing when to apply each

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09:25

Cultivating a Purpose-Driven Sales Team

Connect & Convert: The Sales Accelerator Podcast ·

2023/11/03

Dennis discusses research by Dr. Adam Grant showing that focusing salespeople on their purpose and how they help others significantly increased performance. Dennis proposes starting each day by reflecting on why you and your company exist, who you've helped recently, and the impact made to get salespeople focused on purpose and boost results.

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09:43

To Sell or to Serve: Evolving the Sales Mindset

Connect & Convert: The Sales Accelerator Podcast ·

2023/10/27

In this sales training video, Dennis Colins discusses how the sales process has evolved over the years from a focus on slick presentations and coercive closing techniques to a more consultative approach based on asking questions, listening, and genuinely helping customers. Dennis explains the differences between the traditional sales mindset of "I want to sell you something" and the more modern, customer-focused mindset of "I want to help you." He offers tips on how salespeople today can balance

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08:21

How To Quickly and Effectively Convey Your Value

Connect & Convert: The Sales Accelerator Podcast ·

2023/10/20

Discover the secrets to crafting compelling elevator pitches in "Connect & Convert" with Dennis Collins, as he shares expert tips for effectively communicating product value without sounding like a sales pitch. Learn how to create captivating and concise elevator speeches that leave a lasting impact and prompt action from your audience.

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09:05

How To Know If False Consensus Bias is Affecting Your...

Connect & Convert: The Sales Accelerator Podcast ·

2023/10/13

The host, Dennis Collins, delves into the nature of cognitive biases, illustrating their pervasive influence on human behavior and decision-making. He emphasizes the significance of understanding and mitigating the false consensus bias in the context of sales, highlighting its potential detrimental effects on sales strategies and customer interactions. The following key points are discussed:Introduction to Cognitive Biases: Dennis explains the automatic and unconscious nature of cognitive biases,

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07:47

The Power of Value Stacking and Mastering Pricing...

Connect & Convert: The Sales Accelerator Podcast ·

2023/10/06

Explore the art of "Value Stacking" in this episode of Connect and Convert with Dennis Collins. Discover how to demystify pricing for products with no clear reference point, especially in the home services industry. Dennis walks you through a proven technique that breaks down the factors influencing HVAC system pricing, empowering customers to make informed choices. Gain insights into equipment quality, installation methods, quality control, dwelling specifics, and ductwork condition, and learn how

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06:35

Belief is Irresistible

Connect & Convert: The Sales Accelerator Podcast ·

2023/09/29

In this episode of Connect & Convert, host Dennis Collins explores the remarkable power of belief in the world of sales, drawing inspiration from the legendary Phil Knight, founder of Nike. Discover how Phil's unwavering belief transformed his approach to sales, making it truly irresistible. Learn why the first sale is to yourself, shaping your mindset for successful sales conversations. Gain insights into conveying confidence, storytelling, and instilling belief in your product or service. Tune

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15:29

How To Get To "YES" Faster Than Ever!

Connect & Convert: The Sales Accelerator Podcast ·

2023/09/22

Discover the secrets to getting that 'YES' faster than ever! Join Dennis Collins on Connect & Convert as he unravels the mysteries of persuasion and influence. Learn how your brain's System 1 and powerful principles like social proof and unity can make a world of difference in your personal and professional life. Tune in now for quick insights that lead to quicker YESes!

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18:47

Why Do Salespeople Ask Too Little and Talk Too Much

Connect & Convert: The Sales Accelerator Podcast ·

2023/09/08

In this plainspoken episode, Dave and Dennis discuss why salespeople talk too much instead of listening. Dennis shares research showing humans get a dopamine rush from talking about themselves, which explains why sales folks ramble on. He emphasizes that active listening helps salespeople feel less afraid of questions. Dave describes how preparing just a few good questions as a journalist allowed him to listen better and ask better follow-ups. Dennis introduces his "chain of questions" technique for

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19:38

The Anatomy of a One-Call Close

Connect & Convert: The Sales Accelerator Podcast ·

2023/08/25

In today's episode, Dave Salter and Dennis Collins unravel the mysterious "one call close." It's a high-stakes sales technique that demands charisma, magic, and skill. Dennis spills the beans, revealing that this whirlwind tactic can seal the deal in just seven minutes. That's faster than your morning coffee brews!But this isn't about cheesy lines. It's about genuine rapport and trust-building. Dennis dives into rapport secrets, emphasizing the power of authentic questions and common ground.From

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17:22

People Buy People... Or Do They?

Connect & Convert: The Sales Accelerator Podcast ·

2023/08/11

In this podcast episode, hosts Dave Salter and Dennis Collins engage in a dynamic discussion centered around the concept of "strategy rapport." Drawing from Dennis's extensive sales experience, they explore how establishing strategy rapport can be a game-changer in sales interactions. They delve into the idea of connecting with customers' purchase strategies, highlighting the importance of understanding needs and offering value. Throughout the conversation, they underscore the role of likability

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87 results

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