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Sales and Cigars

Sales and Cigars

著者： Walter Crosby
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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!2021 Walter Crosby マネジメント マネジメント・リーダーシップ リーダーシップ 経済学
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  • Entrepreneurship, Risk, and the Next Generation of Leaders

    Entrepreneurship, Risk, and the Next Generation of Leaders
    2026/06/30
    In this episode of Sales & Cigars, Walter Crosby sits down with Reed Nyffeler to talk about entrepreneurship, leadership, discipline, and what it takes to build opportunity for the next generation. Reed shares how entrepreneurship runs through his family history—from his great-great-grandfather immigrating to America and farming land in Nebraska, to his own early experiences selling gum in school and building lofts for college dorm rooms. The conversation explores why entrepreneurs are essential to the American economy, why self-discipline matters more than ideas, and why the next generation needs new models of ownership that match how they want to work and live. Reed also breaks down his approach to franchising, leadership development, and identifying the people who have the language, focus, and courage to become successful entrepreneurs. Episode Highlights Why entrepreneurship is deeply connected to America's growthReed's family history of immigration, farming, ownership, and opportunityThe early lessons Reed learned from selling gum and building dorm loftsWhy owning your job comes before owning a businessHow coming alongside an owner teaches entrepreneurial thinkingWhy the next generation wants autonomy before opportunityReed's vision for building app-driven franchise opportunitiesWhy fear and lack of focus are the two biggest threats to entrepreneursHow language reveals whether someone is ready to own a businessWhy small bets matter before taking big risks Key Themes & Takeaways Entrepreneurship starts with ownership. Before someone owns a company, they need to learn how to own their work.Value gets noticed. When people create value, the right leaders recognize it and reward it.Autonomy is changing entrepreneurship. Younger generations want control over how, where, and when they work.Fear and focus determine success. Entrepreneurs either get stuck because they are too afraid to move forward, or because they cannot focus long enough to win.Language reveals mindset. How people talk about responsibility, blame, and opportunity often reveals whether they are ready to lead.Risk should be calculated. Entrepreneurs do not avoid risk. They make smaller bets first and learn before firing the cannonball.Letting people go can create opportunity. Keeping the wrong person in a role can hold back both the company and the person who could thrive somewhere else. Who Should Listen This episode is especially valuable for: Entrepreneurs thinking about the next generation of ownershipYoung professionals who want to build something of their ownBusiness owners hiring or developing future leadersFranchise leaders looking for better ways to evaluate candidatesSalespeople who want to think more like ownersAnyone interested in discipline, risk, and entrepreneurial growth Links & Resources The Next in Leadership https://thenextinleadership.com Reed Nyffeler Transform Through Purpose by Reed Nyffeler Lead Exponentially by Reed Nyffeler Continue the Conversation If this episode made you think differently about ownership, discipline, sales, or what it really takes to build something, join the Sales Integrator Community. It's built exclusively for salespeople and sales managers who are looking for an edge—and for professionals who want support getting their questions answered by someone who has learned the hard way over 40 years. Free forever. Special founding member badges are available for the first 250 members. Join here: https://helix-community.circle.so/join?invitation_token=8b6622d942c852339d856b2af3504123cf9476e2-8b78b151-d94f-46df-a26b-ec4a6df24460 Subscribe & Follow Sales & Cigars is hosted by Walter Crosby of Helix Sales Development. The only smoke we blow is from cigars. Subscribe on Apple Podcasts, Spotify, YouTube, or wherever you listen.
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    37 分
  • Accountability, Visionaries, and the Right-Hand Seat

    Accountability, Visionaries, and the Right-Hand Seat
    2026/06/16
    In this episode of Sales & Cigars, Walter Crosby sits down with Matt Haney, fractional COO and integrator, to talk about accountability, visionary entrepreneurs, and what really keeps businesses from scaling. Matt works with founders who have built strong companies but have reached the point where they need help turning vision into execution. The conversation digs into the tension between visionaries and operators, why accountability often breaks down, and how leaders can create clearer expectations without slipping into micromanagement. Matt also explains why many business problems are really people problems—and why having a trusted right hand can help founders get out of seats they should no longer be sitting in. If you are a visionary leader trying to scale, this episode is worth your time. Episode Highlights Why founders often struggle to move from doing to leadingHow accountability breaks down when expectations are unclearWhy working sessions can become necessary when execution stallsThe danger of visionaries staying one or two levels too deep in the businessHow sales leaders can work better with founder-led organizationsWhy trust between a visionary and sales leader is criticalThe role of a fractional COO as operator, advisor, and accountability partnerWhy third-party perspective can help resolve leadership tensionHow to identify when your business needs a trusted right hand Key Themes & Takeaways Accountability starts with clear expectations. People cannot execute against vague direction. Leaders must define what success looks like.Visionaries often need help getting out of the way. Founders built the business by doing everything, but scaling requires them to release control in the right places.Execution problems are often people problems. Missed targets, stalled growth, and lack of follow-through usually connect back to communication, clarity, or accountability.Trust must be intentionally built. When founders bring in sales leaders or operators, information flow and role clarity are essential.A strong right hand creates leverage. The right operator helps translate vision into action, hold people accountable, and reduce chaos inside the business.Outside perspective can reduce friction. Sometimes a neutral third party helps leaders hear each other more clearly and move through tension faster. Who Should Listen This episode is especially valuable for: Visionary entrepreneurs who feel stuck in the weedsFounders looking for a trusted right hand or integratorSales leaders working inside founder-led businessesCEOs struggling with accountability across the teamService-based businesses trying to scale operationsLeaders who know the company needs structure but are unsure where to start Links & Resources Sinclair Ventures https://sinclairventures.com Matt Haney matt@sinclairventures.com Matt Haney on LinkedIn Continue the Conversation If this episode made you think differently about accountability, leadership, or how to build a business that can scale without everything running through you, join the Sales Integrator Community. It's built exclusively for salespeople and sales managers who are looking for an edge—and for professionals who want support getting their questions answered by someone who has learned the hard way over 40 years. Free forever. Special founding member badges are available for the first 250 members. Join here: https://helix-community.circle.so/join?invitation_token=8b6622d942c852339d856b2af3504123cf9476e2-8b78b151-d94f-46df-a26b-ec4a6df24460 Subscribe & Follow Sales & Cigars is hosted by Walter Crosby of Helix Sales Development. The only smoke we blow is from cigars. Subscribe on Apple Podcasts, Spotify, YouTube, or wherever you listen.
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    35 分
  • Invest in Yourself Before You Blame the Company

    Invest in Yourself Before You Blame the Company
    2026/06/02
    In this episode of Sales & Cigars, Walter Crosby sits down with John Golden, Chief Marketing Strategy Officer at Pipeliner CRM and host of Sales Pop, for a sharp conversation about sales leadership, self-development, business acumen, and what it really takes to stay valuable in sales. John shares why SPIN Selling remains one of the most important sales books ever written and why great salespeople are still defined by their ability to ask better questions, listen deeply, and resist the urge to jump into solution mode too quickly. The conversation also dives into one of John's biggest pieces of advice for sales professionals: invest in yourself. Don't wait for your company to train you. Don't complain that no one is developing you. Your career is your responsibility. From coaching and mentorship to business acumen and sales-marketing alignment, this episode is a reminder that the best salespeople never stop learning. Episode Highlights Why SPIN Selling still matters in modern salesThe difference between hearing and active listeningWhy silence after a good question is powerfulHow salespeople can stop rushing into solution modeWhy every salesperson should learn a sales methodologyJohn's advice to invest in yourself before blaming your companyThe ROI of hiring a coach or finding a mentorWhy sales, sales leadership, and CEO roles can feel lonelyThe importance of business acumen in today's sales environmentHow salespeople can bring value through insight, not just productsWhy a great sales call should be valuable enough to pay for Key Themes & Takeaways Great salespeople ask better questions. The best reps do not rush to pitch. They slow down, listen, and dig deeper.Silence is part of the process. When a prospect pauses after a strong question, don't interrupt. Let them think.Your career is your responsibility. If your company is not investing in your development, invest in yourself.Coaching pays for itself. A good coach or mentor can challenge your thinking, expand your goals, and accelerate growth.Sales can be lonely. Whether you are carrying a bag, leading a team, or running a company, you need people who can challenge and support you.Business acumen matters more than ever. Salespeople need to understand how businesses operate, how decisions get made, and how their solution impacts the whole organization.Value starts before the deal closes. A sales conversation should help the buyer think differently, even before they buy anything. Who Should Listen This episode is especially valuable for: Salespeople who want to take ownership of their careerSales leaders trying to develop stronger, more independent repsCEOs and entrepreneurs who want better sales conversationsTeams looking to improve discovery and active listeningRevenue leaders focused on sales and marketing alignmentAnyone who wants to become more valuable in every business conversation Links & Resources SPIN Selling by Neil Rackham Pipeliner CRM https://pipelinersales.com Sales Pop https://salespop.net John Golden on LinkedIn Continue the Conversation If this episode made you think differently about sales, leadership, or how to take ownership of your career, join the Sales Integrator Community. It's built exclusively for salespeople and sales managers who are looking for an edge—and for professionals who want support getting their questions answered by someone who has learned the hard way over 40 years. Free forever. Special founding member badges are available for the first 250 members. Join here: https://helix-community.circle.so/join?invitation_token=8b6622d942c852339d856b2af3504123cf9476e2-8b78b151-d94f-46df-a26b-ec4a6df24460 Subscribe & Follow Sales & Cigars is hosted by Walter Crosby of Helix Sales Development. The only smoke we blow is from cigars. Subscribe on Apple Podcasts, Spotify, YouTube, or wherever you listen.
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    34 分
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