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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September 28, 202612 min
Why Your Monday Morning Sales Meetings Are Killing Productivity
Are your Monday morning sales meetings a waste of time? Leah Bumphrey, Paul Boomer, and Dennis Collins dive into the pitfalls of traditional sales meetings and explore innovative ways to make them more engaging and productive. Discover how changing the format and fostering creativity can transform your team's start to the week. Connect With Us Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com
September 14, 202616 min
The Hidden Cost of Keeping a Toxic Top Performer
Many business owners grapple with the dilemma of retaining a high-performing yet toxic team member. While they may bring in significant revenue, their negative influence can silently erode team morale and productivity. In this episode, we delve into the true cost of keeping such individuals and explore strategies to address this leadership challenge. Connect With Us Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com
September 6, 202622 min
Why Your One-on-Ones Might Be a Waste of Time
Are your one-on-one meetings actually making a difference, or are they just a checkbox on your to-do list? In this episode, Dennis, Leah, and Paul dive into the uncomfortable truth about one-on-one meetings. They explore why half of these meetings never happen and why the other half might not be as effective as you think. Discover how to transform these interactions from obligatory chats into meaningful conversations that drive real results. Connect With Us Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com
August 23, 202610 min
The Costly Mistake of Ignoring the Real Problem in Sales Teams
Many small-business owners and sales leaders face the frustration of unresolved problems within their teams, often leading to lost revenue and wasted time. In this episode, Dennis, Leah, and Paul dive into the common mistake of misdiagnosing issues in sales processes and the importance of identifying the root cause. Discover how to effectively address problems by focusing on skills, processes, and clear communication. Connect With Us Website: ConnectAndConvertPodcast.com Got a "true confession" or a question you want us to cover? Email connectandconvert@wizardofads.com
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
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