Connect & Convert: The Sales Accelerator Podcast

Hosted by Sales RX and Wizard of Ads Employee Optimization

Business Management

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Jul 2026

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About the show

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 courage to tackle tough questions head-on. Leah complements Dennis's strategic approach with her vibrant energy and innovative strategies for business growth. Specializing in sectors that resonate with family and health, Leah excels in guiding businesses to explore new heights, emphasizing the importance of an open mindset and a clear vision for the future. Together, Dennis and Leah offer a synergistic blend of wisdom, humor, and actionable strategies. "Connect & Convert" is not just a podcast; it's a catalyst for small businesses determined to achieve sales success and operational excellence. Tune in to leverage Dennis's deep insights and Leah's creative solutions to transform your business landscape.

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60 recent

July 13, 202618 min

Why Your AI Keeps Giving You Bad Answers

Download your Sales Trust Playbook Everyone talks about AI in vague, sweeping terms. This episode gets specific. Dennis Collins, Leah Bumphrey, and Paul Boomer (author of The Secret Formulas of Artificial Intelligence ) tackle the question business owners actually have: if I'm only going to do one thing with AI, what should it be? Along the way, Leah tells a real story about AI giving her confidently wrong advice — and what it taught her about the questions she didn't ask. In this episode: [02:37] Start With Self-Assessment, Not a New Tool — Paul's first move with any client: what are you already using AI for, and what have you actually gotten out of it? [03:19] Are You Actually Measuring It? — why "it's helping" isn't a metric, and the questions to ask before you trust the answer [05:03] AI Is an Intern, Not an Instant Fix — why the ROI on AI can take 3 to 18 months to show up, and why that's normal [06:52] The Ice Storm Story — Leah's real-world lesson in why AI can only work with the information you actually give it [13:03] The One Prompt That Fixes Bad Answers — tell AI not to work in ambiguity, and ask what else it needs to know before it makes a recommendation Resources Mentioned Wizard Academy — Connect and Convert's sponsor, a non-traditional business school for owners and entrepreneurs. WizardAcademy.org Connect With Us Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

June 29, 202619 min

Don't Panic, AI Is Already Here for Your Sales Team

You know the feeling: everyone else seems to have AI figured out, and you're the only one who hasn't. If you run a business with a sales team, that fear is real — and AI is already in sales, right now. Dennis Collins, Leah Bumphrey, and Paul Boomer (author of The Secret Formulas of Artificial Intelligence ) cut through the panic. AI isn't replacing your best salespeople — it can't read a room, it has no judgment, no intuition. But it can take the work they hate: proposals, inventory, spreadsheets, first-call intake. Hand it the boring stuff so your people can do what only humans can. You'll learn: The one question that tells you if an AI vendor is worth your money — get this wrong and you'll waste thousands How to talk to your sales team about AI without their heads exploding The "business intelligence" hire every small business needs right now Why "buying AI for defense" is a trap Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

June 15, 202619 min

Stop Talking About Yourself Here's How You're Killing Your Own Sales

"A sales conversation starts with connection — or it ends without it." But where does connection really begin, and when does a proven technique cross the line into a cheap tactic? Leah Bumphrey, Dennis Collins, and Paul Boomer walk through the core elements of a relational sales process — knowing yourself, real connection versus flattery, listening, strategic pauses, and proving you understand the client's situation. Along the way they openly disagree on one thing: is summarizing a client's needs back to them powerful, or does it just sound salesy? Whether you're new to sales or running a team, this one's about frameworks you can adapt — not scripts to memorize. In this episode: [00:26] Self-Awareness Before Connecting — why "know thyself" comes before you ever talk to a client, not connection itself [03:06] True Connection vs. Flattery — where the line actually sits between genuine interest and a cheap tactic [04:47] Effective Listening and Follow-Up — the difference between listening to respond and listening to understand [07:42] Strategic Pauses in Conversation — why silence does work that talking can't [12:53] Summaries Without Sounding Salesy — Leah and Paul's live disagreement on whether repeating a client's needs back to them builds trust or breaks it Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

June 8, 20269 min

95% of People are Still Using AI Wrong in Business

You're using AI wrong. Probably. Most small business owners treat it like a magic answer machine. The owners actually getting results treat it like something else entirely — and that difference is costing the other 95% real money. Paul Boomer, Leah Bumphrey, and Dennis Collins break down what that shift looks like, why it matters, and how to start today. In this episode: [00:29] Treat AI Like an Intern, Not a Magic Machine — give it context before the task, the same way you'd onboard a new hire [02:24] Always Keep a Human in the Loop — why you'd never let an intern send a critical email unedited, and AI is no different [03:51] Use AI as a Thinking Partner, Not Just a Task-Executor — how to use AI to poke holes in your own ideas before you even get to the to-do list [06:26] Give AI the Full Picture Before You Ask for Priorities — why "prioritize this for me" only works once AI knows what's actually on your plate About Paul Boomer Paul is the co-host's resident AI expert and author of The Secret Formulas of Artificial Intelligence . Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

May 25, 202629 min

Training is a Waste of Time and Money

Dennis Collins, Leah Bumphrey, and Paul Boomer tackle the pervasive disappointment founders feel after spending thousands on sales training that yields no evidence of success. The hosts deconstruct why training often fails and how owners can move from "massive disappointment" to a measurable return on investment. The featured confession comes from an owner who has hired reputable trainers but never saw the "massive transformation" promised. In this episode: [02:32] The Core Confession: "Training Is a Waste of Time and Money" — an owner who has hired reputable trainers but never saw the transformation promised [04:31] Enthusiasm Spikes, Habits Remain — why teams feel a temporary boost in excitement, only for old habits to return because the training was never "installed" into the daily workflow [05:00] Why Training Fails: Delivery vs. Integration — Paul identifies a fundamental flaw in the training industry: most programs are designed for delivery (the show) rather than integration (the change in behavior) [11:18] The Missing Ingredient — Dennis argues owners often fail to ask trainers how they will actually integrate the material into the specific business, comparing it to buying a software disk but never installing it on the computer Resources Mentioned The Sales Trust Playbook — a free guide for founders to find clarity and empower their teams. Download it at ConnectAndConvertPodcast.com Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

May 11, 202629 min

You're Reacting, Not Leading The Leading Indicator Shift

Dennis Collins, Leah Bumphrey, and Paul Boomer dive into one of the most terrifying confessions a founder can make: the realization that they're flying blind. When every metric you track is a lagging indicator, you only find out your revenue stream is broken after the damage is already done. We explore the fear of the future that keeps business owners awake at 2 a.m., and how to transition from a reactive, lag-induced organization to one driven by predictive leading indicators. In this episode: [04:25] Lagging vs. Leading Indicators — why your closing percentages and last month's sales won't save you from a future slump [10:27] The Adrenaline Trap — why celebrating a "best month" is often just a mask for the silent bracing of what comes next [14:18] Building a Predictive Model — Dennis shares his experience building early warning systems that look 60, 90, and 120 days into the future [26:07] Slow Down to Speed Up — why five minutes of quiet can be the most effective leadership tool in your arsenal Resources Mentioned The Sales Trust Playbook — a free guide for founders to find clarity and empower their teams. Download it at ConnectAndConvertPodcast.com Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

April 27, 202628 min

They keep telling me our price is too high... but I don't believe them

Dennis Collins, Leah Bumphrey, and Paul Boomer crack open a "diary entry" confession from a founder who has a major trust issue with their sales team. When every lost deal is blamed on pricing, is it a market reality, or is it just a convenient excuse to hide a lack of sales skill? We dive into why the "price excuse" is often just insulation for much bigger problems — a lack of organizational clarity and a failure to make the customer experience value rather than just hear it explained. In this episode: [03:26] The Trust Gap — what happens when a founder stops believing the feedback coming from their own team [13:34] Immunity to Change — why business owners often resist hiring outside help even when they know they aren't great coaches [19:37] Value vs. Explanation — why "pitching" is loud, but trust is quiet, and how to track the latter [22:56] The "Price is Final" Rule — understanding that price should be the final chapter of a sales story, not the first argument Resources Mentioned The Sales Trust Playbook — a free guide for founders, including the "price is the final chapter" principle discussed in this episode. Download it at ConnectAndConvertPodcast.com Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

April 13, 202631 min

I'm terrified to coach my best people

If you've ever thought these words, you are not alone — but you might not actually own your business anymore. Dennis Collins, Leah Bumphrey, and Paul Boomer pull a confession from the archives: a founder who is "hostage" to their top revenue-producers. When your busiest people start skipping steps, ignoring training, and hiding sloppiness behind a wall of "momentum," your business is in a state of drift. We dive into why founders avoid these hard conversations, and the reality that your company's standard is actually defined by the weakest person you allow to stay on staff. In this episode: [02:13] The "Busy" Trap — why busy doesn't equal success, and how high activity often hides a lack of efficiency [04:01] The Hostage Situation — how to reclaim ownership of your business when you're afraid your top earners will quit if criticized [05:12] Defining Drift — how to tell the difference between true momentum and just "moving fast" away from your core purpose [31:02] The Abdication of Kindness — why withholding coaching from high performers isn't being "nice," it's an abdication of leadership Resources Mentioned The Sales Trust Playbook — a free guide to help founders find clarity and empower their teams. Download it at ConnectAndConvertPodcast.com Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

April 6, 202630 min

The Core Confession One Bad Quarter from Disaster

---------------------------------------- --> Download your Sales Trust Playbook <-- ---------------------------------------- "I am the best salesperson in my company, and that scares me." Leah Bumphrey, Paul Boomer, and Dennis Collins dig into this confession from founders and owners across their combined century of experience with small businesses. Learn why "hero-based leadership" might be the very thing holding your business back, and how to move from being the "Superman" of your office to a true educator for your staff. In this episode: [04:45] The Control Trap — when sales dip, many owners' first instinct isn't a better strategy, it's a need for control [06:40] The Cost of "Jumping In" — stepping in to fix sales problems gives temporary relief, but the cost of doing it is permanent [13:09] Stewardship Anxiety — the internal pressure founders feel when growth outpaces structure, and why it's not really about ego [18:07] Removing the Training Wheels — why modern leadership means teaching your team to balance on their own instead of letting them depend on you [27:03] Hero-Based Leadership — recognizing the moment your business has outgrown your individual ability to "save the day" Resources Mentioned Wizard Academy — a non-traditional, non-profit, non-boring business school with online and in-person learning for owners and entrepreneurs. WizardAcademy.org The Sales Trust Playbook — a free seven-step guide to help founders find clarity and empower their teams. Download it at ConnectAndConvertPodcast.com Connect With Us Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com

March 11, 202634 min

Why Your Accidental Sales Process is a Disaster Waiting to Happen

Is your revenue based on luck instead of a repeatable system? Dennis Collins, Leah Bumphrey, and Paul Boomer tackle the fear that keeps founders up at night: the realization that their sales process is really just a collection of random activities held together by hope. If you feel like you're "one bad quarter away from disaster," this episode is for you. We break down how to move from an accidental sales process to an on-purpose framework that creates real groundedness for leaders. In this episode: [02:33] The "Accidental" Process — every business has a process, but if you haven't defined it, it's probably a crappy one based on luck rather than strategy [06:04] Reverse Engineering Success — Leah's "easy fix" for documenting your de facto process by working backward from your last successful sale [06:56] Accountability vs. Consequences — why owners confuse holding people accountable with simply enforcing punishments, and how to close that communication gap [17:38] The "Meeting After the Meeting" — why mandating change without buy-in leads to revolts at the local coffee shop [30:27] The Growth Mindset — why the best sales processes are frameworks that allow for individual art, not cookie-cutter scripts Resources Mentioned Wizard Academy — a non-traditional, non-profit, non-boring business school with online and in-person learning for owners and entrepreneurs. WizardAcademy.org The Sales Trust Playbook — a free seven-step guide to help founders find clarity and empower their teams. Download it at ConnectAndConvertPodcast.com Connect With Us Download your Sales Trust Playbook Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com