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

In this episode, Walter sits down with John Kelley—a firefighter, entrepreneur, podcaster, and co-founder of Beefy Marketing—for a powerful conversation about AI, automation, burnout, and what entrepreneurs need to stop doing if they want to grow.

John's journey is anything but ordinary. From running into burning buildings as a paramedic and firefighter to helping small businesses humanize their marketing strategies, he brings a refreshing mix of heart, hustle, and tech-forward thinking. The two dig into the mindset shift required to thrive in a world increasingly influenced by artificial intelligence—and how business owners can use tools like AI to buy back their time, serve people better, and grow without burning out.

Whether you're skeptical of AI or already using it in your business, this episode will challenge the way you think and give you real-world strategies to start applying today.

In This Episode:

• Why AI isn't coming for your job—but someone using AI might

• How to stop doing low-impact tasks and start focusing on what moves the needle

• Why the education system failed to prepare us for the AI revolution

• The "steam shovel" analogy every business owner needs to hear

• How John uses AI voice agents and automation to create speed-to-lead and drive conversions

• The importance of humanizing automation and staying connected to your clients

• How burnout forced John to re-evaluate his business, his priorities, and his mental health

• The power of cigars, brotherhood, and open conversations for mental wellness

Key Takeaway:

If you're not using AI to eliminate low-value tasks and free up your time, you're not just falling behind—you're choosing to stay behind.

Connect with John Kelley:

• Connect with John Kelley: https://johnthemarketer.com

• Try John's AI assistant: Call (346) 534-7200

• Beefy Marketing: https://beefymarketing.com

• Listen to Small Business Origins Podcast: Small Business Origins

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.

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

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...and wherever you listen to podcasts!

Subscribe to Us on YouTube:

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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.

In this episode of Sales and Cigars, Walter interviews Laura Patterson, founder of Vision Edge Marketing, as they discuss the evolving landscape of search and the importance of being customer-centric in today's market. Laura shares insights into her entrepreneurial journey, emphasizing the significance of understanding customer value and creating effective growth strategies. She also recounts a memorable story about her grandfather that underlines the importance of knowing your target audience. This episode is packed with valuable tips on aligning sales and marketing efforts, serving clients effectively, and navigating the complexities of B2B sales. Tune in for a deep dive into strategic marketing and customer-centric growth, and enjoy a fun conversation with plenty of golden nuggets. Don't miss out!

00:00 The Evolution of Customer-Centric Sales
00:59 Introduction to Laura Patterson and Vision Edge Marketing
02:21 Laura's Journey to Entrepreneurship
04:52 Navigating Challenges and Building a Customer-Centric Culture
07:33 The Importance of Customer-Centric Strategies in B2B
20:26 Transparency and Data-Driven Insights
22:26 Grandfather's Fishing Tradition
24:06 Fishing as a Metaphor for Business
25:07 Understanding Your Customer
26:12 Leveraging Data for Business Insights
29:45 Importance of Clear Positioning and Messaging
31:48 Ideal Clients and How to Reach Them
36:21 Personal Stories and Reflections
39:39 Concluding Thoughts and Farewell

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

Join host Walter Crosby in this eye-opening solo episode as he tackles common misconceptions in the sales industry. In this episode, Walter takes on two big myths: first, that promoting your top salesperson to sales manager is a smart move, and second, that hiring someone with extensive industry experience is crucial for a sales role.

In this episode:

Walter dives deep into why these widely held beliefs can be pitfalls for business owners. He argues that while top salespeople often possess great skills, these don't always translate to effective management abilities. Instead, he suggests seeking managers who can actively coach and guide the team, as a different set of skills is needed.

Moving on to industry experience, Walter explains why experience in a specific industry isn't always necessary for a sales role. What matters more is finding a candidate who can effectively communicate with buyers, possesses solid sales skills, motivation, and accountability. Walter shares how these qualities can lead to better results than simply having an industry insider.

Grab a cocktail and a cigar, and get ready to challenge conventional wisdom with Walter!

Key Topics:

• The traps of promoting top salespeople to management roles
• The significance of coaching skills in effective sales management
• Why industry experience isn't the ultimate requirement in hiring for sales roles
• The potential benefits of hiring salespeople from adjacent industries
• Strategies for uncovering real skills beyond industry experience

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.

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

Join host Walter Crosby as he sits down with sales veteran John Powers, founder of Power Up Sales, for an enlightening discussion on developing effective B2B sales strategies. With decades of experience, John's first-time podcast appearance brings a wealth of knowledge to the table.

In this episode:

John introduces his F.A.S.T. sales development model—focus, accountability, strategy, and teaching/coaching—highlighting its universal applicability across industries. They explore why having a structured and proactive sales management approach is vital for small and mid-sized businesses aiming to optimize their sales teams. John's insights also cover the importance of sales management, including the pitfalls of promoting top salespeople into managerial roles without proper training.

Together, they unravel how accountability, aligned with personal and corporate goals, can lead not just to effective sales management but to significant business growth. John emphasizes creating a positive culture around accountability, turning it into a desired component of organizational success rather than something to fear.

Key Topics:

• Understanding and implementing the F.A.S.T. model in sales development

• The critical role of structured coaching in boosting sales performance

• Cultivating a positive culture of accountability within teams

• Bridging the gap between individual sales goals and company objectives

• The changing landscape of sales and how to stay competitive

Connect with John Powers:
LinkedIn
PowerUp Sales & Consulting

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.

Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. In this episode of Sales and Cigars, host Walter Crosby chats with Sarah Nay of Duct Tape Marketing. Sara shares her unique approach to marketing, emphasizing the importance of entrepreneurs taking accountability and owning their marketing efforts. With over a decade at Duct Tape Marketing and now in the CEO role, Sarah discusses their two-fold business model—direct marketing strategies for small business clients and training marketing agencies and consultants.

They highlight the importance of strategy before technology, especially in the age of AI, and provide practical advice on integrating AI to enhance sales and marketing efforts. Sara also shares her entrepreneurial journey, her newly envisioned anti-marketing agency model, and details about her upcoming book 'Unchained: Breaking Free from Broken Marketing Models.' Lastly, she dives into the valuable role of curiosity and effective communication in sales.

Key Topics:

Sales Strategies and Introversion
The Importance of Listening in Sales
Strategy Before Tactics and Technology
Leveraging AI in Marketing and Sales
Teaching Teams to Use AI Effectively
Pricing Transparency and Customer Engagement

Pre-Order Sara Nay's Book: https://a.co/d/8OLc4Fa
More about Walter Crosby: https://helixsalesdevelopment.com/about/

Welcome to another episode of Sales & Cigars, where the only smoke we blow is cigar smoke.

In this solo episode of 'Sales and Cigars,' Walter takes the mic to bust the widespread myth that sales training is the ultimate solution for underperforming sales teams. Walter explains why sales training is actually the LAST thing you should do - not the first -while highlighting the 5 fundamentals that must be in place before any training can get traction.
He shares insights from a real case involving a distribution company's CEO, pinpointing the five fundamental issues that need addressing before sales training can be effective: sales process, people, messaging, measurement, and coaching. Walter also emphasizes the importance of understanding and fixing these fundamentals to achieve sustainable growth and improved performance. The episode also touches on Walter's personal take on Rocky Patel cigars and offers resources for listeners, including a free ebook on integrating sales teams with company vision.

Key Takeaways:
* Overview of the five fundamental issues that need to be addressed prior to sales training.
* How to achieve sustainable growth and improve performance
* What it takes for training to get traction

Sales Integrator and E-book link:
https://www.thesalesintegrator.com/vsl-consultation

Sales Velocity Weekly: [free weekly resource learn from Walter's mistakes]
https://magnet.helixsalesdevelopment.com/sales-velocity