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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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  • Stop Buying Cheap Swag: Branded Merch that Elevates Your Brand with Eric Turney

    Stop Buying Cheap Swag: Branded Merch that Elevates Your Brand with Eric Turney
    2025/12/16
    Is your "swag" secretly hurting your brand? In this episode of Sales & Cigars, Walter sits down with Eric Turney from The Monterey Company to talk about why your promo gear should do more than just check a box—it should actually say something about your brand. Eric shares his unconventional path from construction, to almost becoming a physical therapist, to "falling backward" into sales and eventually buying the company he worked for. He and Walter dig into the real differences between being a great salesperson and being a great sales manager, handling customers who only care about price, and why saying "no" is sometimes the most professional move you can make. They also get into the nuts and bolts of branded merch: why quality matters, how to help clients think beyond cheap t-shirts, and what the pandemic and shipping chaos taught Eric's team about communication, margins, and long-term customer loyalty. If you've ever ordered promo products for an event, trade show, or team—and regretted it—this one's for you. In This Episode: College vs reality – Why what you learn in college has almost nothing to do with building wealth or becoming an entrepreneur. Rich Dad, Poor Dad mindset – The books that shifted Eric's view of money, business, and long-term wealth creation. From construction to custom merch – How a layoff, a false start in physical therapy, and a new baby on the way pushed Eric into sales at The Monterey Company. Learning sales on the fly – Word tracks, repetition, and what he learned from a top car salesman buddy. The Dutch Bros lesson – Why consistently great experience beats mediocre product—and how Eric trains his reps to "bottle" that. Salesperson vs sales manager – Why being good at selling doesn't automatically make you good at leading a sales team—and what Eric had to learn the hard way. Needing to be liked – Staying up late worrying about orders, over-promising, and the shift from "pushover" to respected advisor. When to say no – Recognizing problem customers, setting boundaries, and why "if they come for price, they'll leave for price." Niche focus – How Monterey naturally gravitated to government, military, and public service clients—and what those buyers really need. Helping the real decision-maker – Working with marketing coordinators and event planners who are tasked with buying merch but don't know where to start. The Core Four sales process – Call leads quickly, text often, quote fast, and get an art proof in front of the customer ASAP. COVID, ports, and tariffs – Container costs jumping 10x, shipping delays, switching to air freight, and choosing to eat margin to preserve long-term relationships. Quality vs cheap – Why spending 20–50% more can result in a 10x better product—and how that shows up in customer perception. Brand alignment in merch – Walmart polos vs Carhartt gear, why your team's apparel reflects your brand values, and how "one thing is how you do everything." Upselling the smart way – Medals plus shirts, plus stickers; building better event experiences instead of just pushing more product. Lifetime value thinking – Why Eric would rather lose margin on a few orders than lose a great client for good. Cigars & solitude – Eric's "special occasion" approach to cigars and why a great stick pairs well with quiet, not crowds. Connect with Eric Turney LinkedIn: https://www.linkedin.com/in/eric-turney/ The Monterey Company: https://montereycompany.com/ Connect with Walter Crosby and Sales & Cigars: Website: Helix Sales Development LinkedIn: Walter Crosby Instagram: @wcrosby248 Facebook: Helix Sales Development Share Your Thoughts: We'd love to hear your feedback and experiences! Drop us a line and join the conversation on social media using #SalesAndCigars. Never Miss an Episode! Join the Sales & Cigars community by subscribing to our podcast and YouTube channel: Subscribe to the Podcast: Apple Podcasts: Subscribe on Apple Podcasts Spotify: Follow on Spotify ...and wherever you listen to podcasts! Subscribe to Us on YouTube: Stay updated with our latest video content by subscribing to our YouTube channel. Hit the bell icon for notifications on new uploads! YouTube: Sales & Cigars Channel Stay in the loop: By subscribing, you'll get instant access to new episodes, insightful conversations, and bonus content designed to elevate your sales skills and more. Keep savoring those cigars and stay sharp in sales! Until next time, keep listening to Sales & Cigars—the podcast where the only smoke we blow is from cigars.
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    35 分
  • How to Build a Sellable Business (That Could Run Without You) with B.D. Dalton

    How to Build a Sellable Business (That Could Run Without You) with B.D. Dalton
    2025/12/02

    If you've started a business, you've probably spent more time thinking about growth than your exit. But what if building a sellable business actually makes it a better business right now?

    In this episode of Sales & Cigars, Walter Crosby sits down with BD Dalton—sales guy turned financial adviser, business coach, and exit-planning pro. From jacking up frozen burrito sales in the northwest to helping entrepreneurs sell their companies for 150% more than they expected, BD has seen what makes a business attractive to buyers (and what absolutely kills value).

    Walter and BD dig into BD's "goldfish test" for a truly sellable business, why some firms are worth more even with the same revenue, and how to think about your future buyer the same way you think about your ideal customer. They also walk through BD's six levers—foundation, magnetic, and amplification—and how they work whether you're 2 years or 10 years away from exiting.

    If your business feels like a child that never grows up and always wants money, this conversation will help you start turning it into a real asset.

    In This Episode:

    • BD's journey from selling frozen burritos for Walmart/McLane to helping owners grow and exit

    • Why every entrepreneur should think about their exit earlier than they do

    • The "goldfish" test for a truly sellable business

    • Recurring revenue vs. "hunt, kill, eat" revenue models

    • What smart buyers are really looking for

    • Why so many owners overestimate what their business is worth

    • How BD helped a client increase valuation by 150% with simple systems

    • The six growth levers: Foundation, Magnetic, Amplification

    • Designing a "buyer avatar"

    • Why brand + "your thing" matter more than most owners think

    • Selling in 2 years vs. 7–10 years — what changes

    • BD's annual reread: The Compound Effect

    • Cigar story: smoking with the Swisher family and Cleveland Browns players at 25

    Connect with BD Dalton

    • LinkedIn: https://www.linkedin.com/in/b-d-dalton-ii-8a42752/

    • Rockfine Group: https://rockfine.co.uk/

    • Podcast: Grow, Sell and Retire

    Connect with Walter Crosby and Sales & Cigars:

    Website: Helix Sales Development

    LinkedIn: Walter Crosby

    Instagram: @wcrosby248

    Facebook: Helix Sales Development

    Share Your Thoughts:

    We'd love to hear your feedback and experiences! Drop us a line and join the conversation on social media using #SalesAndCigars.

    Never Miss an Episode!

    Join the Sales & Cigars community by subscribing to our podcast and YouTube channel:

    Subscribe to the Podcast:

    Apple Podcasts: Subscribe on Apple Podcasts

    Spotify: Follow on Spotify

    ...and wherever you listen to podcasts!

    Subscribe to Us on YouTube:

    Stay updated with our latest video content by subscribing to our YouTube channel. Hit the bell icon for notifications on new uploads!

    YouTube: Sales & Cigars Channel

    Stay in the loop: By subscribing, you'll get instant access to new episodes, insightful conversations, and bonus content designed to elevate your sales skills and more.

    Keep savoring those cigars and stay sharp in sales! Until next time, keep listening to Sales & Cigars—the podcast where the only smoke we blow is from cigars.
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    38 分
  • Building Trust in a Digital World with Butch Nicholson

    Building Trust in a Digital World with Butch Nicholson
    2025/11/18

    Welcome back to Sales & Cigars, the podcast where the only smoke we blow is from cigars.

    In this episode, Walter sits down with Butch Nicholson, Partner at Fist Bump, to talk about something every seasoned sales professional needs to hear: how to stay relevant and authentic in today's digital world.

    Butch has spent more than four decades in sales, building relationships the old-fashioned way—by getting to know people, earning their trust, and delivering value. Now, he helps Gen X and boomer leaders translate those timeless relationship skills into modern selling through platforms like LinkedIn.

    From breaking through the fear of posting online to creating content that connects (not just promotes), Walter and Butch dig into how to be influential without trying to be an influencer. This episode is packed with wisdom for anyone learning to adapt old-school relationship-building to new-school technology.

    So grab a cigar, a cocktail, and settle in for a conversation about authenticity, connection, and why "know, like, and trust" still matter more than ever.

    In This Episode:

    • Why "know, like, and trust" is still the foundation of great sales

    • How boomers and Gen X can adapt to digital buyers

    • Why LinkedIn isn't your résumé—it's your story

    • How to get past the fear of showing up online

    • The difference between being influential and being an influencer

    • Why authenticity beats polish every time

    • How storytelling builds trust faster than any pitch

    • The "content that connects, not promotes" mindset

    • How Fist Bump helps CEOs and sales leaders create meaningful content

    Key Takeaway:

    Authenticity is your advantage. The tools may change, but real connection never goes out of style.

    Connect with John Kelley:

    • Website: getfistbumps.com

    • Email: butch@getfistbumps.com

    • LinkedIn: https://www.linkedin.com/in/butchnicholson/ 

    Connect with Walter Crosby and Sales & Cigars:

    Website: Helix Sales Development

    LinkedIn: Walter Crosby

    Instagram: @wcrosby248

    Facebook: Helix Sales Development

    Share Your Thoughts:

    We'd love to hear your feedback and experiences! Drop us a line and join the conversation on social media using #SalesAndCigars.

    Never Miss an Episode!

    Join the Sales & Cigars community by subscribing to our podcast and YouTube channel:

    Subscribe to the Podcast:

    Apple Podcasts: Subscribe on Apple Podcasts

    Spotify: Follow on Spotify

    ...and wherever you listen to podcasts!

    Subscribe to Us on YouTube:

    Stay updated with our latest video content by subscribing to our YouTube channel. Hit the bell icon for notifications on new uploads!

    YouTube: Sales & Cigars Channel

    Stay in the loop: By subscribing, you'll get instant access to new episodes, insightful conversations, and bonus content designed to elevate your sales skills and more.

    Keep savoring those cigars and stay sharp in sales! Until next time, keep listening to Sales & Cigars—the podcast where the only smoke we blow is from cigars.
    続きを読む 一部表示
    35 分
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