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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AI Won’t Take Your Job (But Someone Using It Will) | Tom Capone on Sales, Business, and the Future of Work
Episode 87
Friday, September 26, 2025 • Duration 49:30
Is AI coming for your job — or is it creating the biggest opportunity of your career? In this episode of Connect & Convert, Dennis Collins and Leah Bumphrey sit down with Tom Capone, VP of Business Development at Concepta Technologies, to explore how sales leaders, business owners, and entrepreneurs can turn AI into their first employee instead of their replacement.
Tom shares real-world stories about how AI is transforming sales research, customer intelligence, proposals, and even entire business models. You’ll hear practical insights on:
Why the people who learn to leverage AI will replace those who don’t
How to treat AI as a co-founder and culture-shaping tool
The balance of “human in the loop” and automation in sales
Low-cost ways small businesses can get started with AI today
Whether you’re curious, skeptical, or already experimenting, this conversation will help you see why the future belongs to those who partner with AI — not those who ignore it.
👉 Subscribe for more conversations that help you connect better and convert faster.
ai in sales, artificial intelligence jobs, future of work, tom capone, concepta technologies, sales technology, ai business strategy, leveraging ai, connect & convert podcast, dennis collins, leah bumphrey, wizard academy
From Technician to Business Owner: What Drives Great Coaches - Part 3
Episode 86
Friday, September 12, 2025 • Duration 30:09
In the final part of our three-part series, sales coaching legend Gordon Wilson gets personal about what truly motivates him as a coach and shares his unfiltered thoughts on managing younger generations. Discover his "elevator coaching" philosophy, why he prefers questions over statements, and his surprising regret about not starting his own consulting business earlier. This episode delivers raw wisdom from decades of transforming underperforming sales teams.
What You'll Learn:
Gordon's surprising source of motivation - why helping others succeed fills his cup
The "elevator coaching" method - meeting people where they are mentally and emotionally
His lightning-round preferences: mindset vs. product knowledge, framework vs. script, questions vs. statements
Why Gordon doesn't read sales books (and his reasoning makes perfect sense)
The infamous "19-year-old employee" story that shows generational workplace challenges
Gordon's approach to hiring: experienced vs. inexperienced salespeople
His philosophy on the influences that shape us (plus his addition to the traditional "books, music, people" formula)
Key Takeaways:
True coaching fulfillment comes from seeing others succeed, not personal achievement
"Elevator coaching" means adapting your communication to each person's level
Questions always beat statements in sales and coaching situations
Don't mess with what already works - protect your successful methods
Every business owner is ultimately a salesperson, whether they admit it or not
Authenticity wins over polished presentations every time
Lightning Round Results:
Mindset vs. Product Knowledge: Mindset wins - attitude and desire to learn beat technical expertise
Script vs. Framework: Framework - allows flexibility while maintaining structure
Questions vs. Statements: Questions - you can't help someone without knowing what they need
Cigars: It's a tie between Ashton VSG and Arturo Fuente Shark
The 19-Year-Old Story:
Gordon shares his most recent "crazy coaching experience" involving a defiant 19-year-old who went from being "offended" by accountability to achieving top performance - before ultimately falling back into old patterns.
Gordon's Biggest Regret:
If he could start over at 32, Gordon would have started his own consulting business helping companies perform better, recognizing that "you can't always help from the inside."
Personal Insights:
Gordon's unique take on work-life balance and cigar relaxation
His musical background and preference for smooth jazz
From Technician to Business Owner: Why Your Best Employees Are Your Biggest Challenge - Part 2
Episode 85
Friday, August 29, 2025 • Duration 22:32
In Part 2 of our exclusive series with sales coaching expert Gordon Wilson, discover why personal life always affects work performance and how to turn your most difficult employees into your biggest profit drivers. Gordon reveals his unconventional approach to managing "racehorses" - those high-performing, high-maintenance team members who can make or break your business.
What You'll Learn:
Why separating personal and professional life is impossible (and harmful)
How to identify when team members need coaching vs. discipline
The "racehorse employee" phenomenon - managing your most talented but difficult people
Why "hire old people" isn't about age discrimination - it's about untapped experience
Gordon's proven method for taking salespeople from $45K to $200K annually
The difference between managing a team and coaching individuals
Why most small business owners fail at interviewing and hiring
Key Takeaways:
Personal issues always show up at work - great coaches address this directly
Your most profitable employees are often your biggest management challenges
Individual coaching beats one-size-fits-all management every time
Building trust and rapport with employees works the same way as with customers
Results matter more than office politics or "optics"
Most hiring managers don't know how to properly interview candidates
Powerful Quotes from Gordon:
"When the pain overrules the money, the pain becomes more important"
"I manage a team, I coach to the individual"
"If you're gonna hire a racehorse, that will be one of your biggest nightmares, but one of your most profitable nightmares"
"You get what you're asking for - that's a mindset that'll kill your business"
The $100K Challenge Story:
Gordon shares his legendary story from the digital print industry where he challenged 45 salespeople to raise their hands if they wanted to make $100,000. The results led to him becoming the #1 regional manager in the country with a 289% closing average.
Guest Bio:
Gordon Wilson is a veteran sales coach with over 30 years of experience transforming underperforming sales teams. He has consistently achieved 100-200% over quota and specializes in individual coaching approaches that address both professional and personal development.
Sponsors:Free Consultation Offer:Coming Up Next:Previous Episode:Tags:
From Technician to Business Owner: Why Most Small Businesses Fail at Leadership - Part 1
Episode 84
Friday, August 15, 2025 • Duration 24:48
In Part 1 of our exclusive three-part series, sales coaching expert Gordon Wilson reveals why 75% of small business owners excel as technicians but struggle to manage employees effectively. Gordon, our first-ever repeat guest, shares decades of experience coaching sales teams to 100-200% over quota and explains the critical difference between managing tasks and coaching people.
What You'll Learn:
Why the best technicians often make the worst business owners
The difference between managing and coaching (and why most businesses need coaches)
How to identify the "coaching mindset" when hiring leaders
Why Gordon prefers hiring "old people" and what that really means
The three-legged stool approach to evaluating new hires
How personal stress affects business leadership decisions
Why treating employees like customers transforms team performance
Key Takeaways:
Everything starts at the top - leadership mindset flows through the entire organization
Most managers focus on tasks; great coaches focus on developing individuals
The biggest mistake: promoting top performers without considering their people skills
Experience matters: Don't dismiss candidates based on age stereotypes
Great coaches are rare - they enjoy helping people become better professionally and personally
Guest Bio:
Gordon Wilson is a veteran sales coach and manager with decades of experience across multiple industries. He has consistently achieved 100-200% over quota throughout his career and specializes in transforming underperforming sales teams. Gordon currently serves as a coach of coaches, developing sales leadership strategies that focus on individual development rather than one-size-fits-all approaches.
Sponsors:
This episode is brought to you by Wizard Academy (WizardAcademy.org), helping small businesses achieve heights they never dreamed possible.
Free Consultation Offer:
Dennis and Leah offer free 60-minute consultations for small business owners on any topic. Contact LeahBumphrey@WizardOfAds.com or .
Coming Up Next:
Bryan Eisenberg's Health and Business Journey
Episode 83
Friday, June 13, 2025 • Duration 27:20
This is a fascinating podcast transcript featuring Bryan Eisenberg, a well-known marketing expert and bestselling author. The conversation centers around his latest book "I Think I Swallowed an Elephant" and his personal health transformation journey.
Here are the key highlights from this first part:
Bryan's Background:
Co-author with his brother Jeffrey of multiple bestsellers including "Waiting for Your Cat to Bark" and "Call to Action"
Has worked with major companies like Google, Dell, HP, and NBC Universal
Founded a software company that went public but faced challenges during market crashes
The Book's Unique Approach:
Written in bite-sized chapters (250-400 words each)
Each chapter stands alone - you can read them in any order
Functions as a "Rorschach test" where readers take away different insights based on their current challenges
Focuses on simplicity and practical application
Bryan's Personal Health Journey:
The most compelling part of the conversation is Bryan's candid sharing of his health struggles:
Previously lost 100+ pounds (from 277 lbs) to keep up with his young children
During COVID, gained weight back and developed serious health issues
Blood sugar reached 376 (dangerously high), A1C of 13.9
Refused medication and gave himself 3 weeks to turn it around
Successfully reversed all conditions in 4 months through lifestyle changes
Now maintains blood sugar in the 70s-80s range without medication
Key Insights:
The importance of authentic storytelling in business and life
How our personal "stories" must evolve as our circumstances change
The power of real-time data (he used a continuous glucose monitor)
Simple habit changes can have profound impacts (like walking 10-15 minutes after meals)
The concept of "glycation" - how blood sugar spikes literally age us from the inside
I Think I Swallowed an Elephant: Behind the Book with Bryan Eisenberg (Part 1)
Episode 82
Friday, June 6, 2025 • Duration 28:42
New York Times bestselling author and conversion optimization expert Bryan Eisenberg joins Dennis Collins and Leah Bumphrey to share his incredible transformation story. From reversing diabetes without medication to discovering how personal authenticity drives business success, Bryan reveals the powerful connection between the stories we tell ourselves and the results we achieve.
Bryan and Jeffery's latest book is called: "I Think I Swallowed an Elephant: The Stories We Sell, The Success We Build" and is available at Amazon: https://www.amazon.com/Think-Swallowed-Elephant-Stories-Success/dp/1932226249?sr=8-1
Key Takeaways
• Health drives business performance - Bryan's journey from 277 pounds and diabetic blood sugar levels to optimal health in just 4 months demonstrates how physical transformation enables mental clarity and business success
• Authentic storytelling beats polished personas - Vulnerability and genuine human experiences create deeper connections with customers than carefully crafted marketing messages
• Simple habits create massive results - A 10-15 minute walk after each meal can stabilize blood sugar, reduce aging, and improve overall health and cognitive function
• Stories must evolve with your life - When your motivating story no longer aligns with who you are, it creates friction and prevents progress in both health and business
Resources & Links
Books Mentioned:
"I Think I Swallowed an Elephant: The Stories We Sell, The Success We Build" by Bryan Eisenberg & Jeffery Eisenberg
"Waiting for Your Cat to Bark" by Bryan Eisenberg & Jeffery Eisenberg with Lisa T. Davis
"The Rice and Beans Millionaire" by Bryan Eisenberg & Jeffery Eisenberg
Episode Timestamps
00:00:00 - Introduction and Bryan's impressive credentials
00:02:54 - The personal transformation story begins
00:08:17 - Weight loss journey and family motivation
Connect with Our HostsGuest Bio
81 - The Origin Story: How Connect & Convert Sales Accelerator Podcast Began
Season 1 · Episode 81
Friday, May 9, 2025 • Duration 16:01
Connect & Convert is your Sales Accelerator podcast where small business owners learn insider secrets to grow their sales faster than ever. Hosted by Wizard of Ads partners Dennis Collins, Leah Bumphrey, and Producer Paul Boomer, this podcast delivers actionable insights on marketing, leadership, company culture, and sales strategies tailored for small business growth.
In this special edition, our hosts share the origin story of the Connect & Convert podcast. From Dennis's first experiences at Wizard Academy over 20 years ago to how the trio came together to create this resource for small business owners, you'll hear the authentic journey behind their mission to help businesses grow. Learn how they offer free consultations, answer listener questions, and bring their diverse expertise in culture, leadership, sales, and marketing to help small businesses thrive.
Employee Accountability: The Hard Truth About Workplace Performance Standards
Season 1 · Episode 80
Friday, April 25, 2025 • Duration 39:21
In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey tackle the controversial topic of employee accountability and performance standards. Joined by Producer Paul, they debate the ethics and effectiveness of different accountability systems, from Sun Tzu's ancient methods to Jack Welch's infamous 20-70-10 system.
Key Takeaways
The standard set by keeping low performers becomes the standard for your entire company, affecting overall team performance and morale
Creating a "magnetic workplace" where people want to work is ultimately the leader's responsibility
Effective accountability requires clear, consistent consequences - not just occasional enforcement
Fear-based compliance and arbitrary standards can damage workplace culture and drive away top performers
Timestamps
00:00:00 - Introduction and welcome
00:02:00 - The Sun Tzu accountability story
00:05:25 - Jack Welch's 20-70-10 system explained
00:09:15 - The impact of keeping low performers
00:13:40 - Creating a magnetic workplace
00:17:30 - Fear-based compliance vs. genuine engagement
00:22:45 - The ethical questions of performance consequences
00:27:20 - The deliberately developmental organization concept
00:31:10 - Practical takeaways for small business owners
Connect With The Hosts
Dennis Collins: https://wizardofads.org/partner/dennis-collins/
Free 60-minute business consultation with Dennis and Leah
Midnight Musings of a Relational Marketing Mom: Finding Balance and Purpose in Business with Leah Bumphrey
Season 1 · Episode 79
Saturday, April 12, 2025 • Duration 01:02:29
In this special episode of Connect & Convert: The Sales Accelerator Podcast, host Dennis Collins interviews his co-host and business partner, Leah Bumphrey, about her newly published book "Midnight Musings of a Relational Marketing Mom: Finding Fairytale Growth for Your Real Life Business." Leah shares the inspiring journey behind her book, which began as late-night writings when her youngest child was just two years old. After being initially discouraged by publishing professionals, the manuscript was rediscovered years later, leading to its eventual publication.
Throughout the conversation, Leah explores the philosophy of relational marketing, emphasizing the importance of creating genuine connections with customers rather than focusing solely on transactions. She discusses how business owners can successfully integrate their personal and professional lives, sharing from her 35+ years of experience in radio advertising and marketing. The interview is filled with powerful stories that illustrate Leah's approach to business, including a touching anecdote about a wrong number call that led to a meaningful human connection and a baby named after her.
This episode goes beyond marketing tactics to deliver a powerful message about embracing opportunities, finding purpose in business, and the courage to say "yes" when presented with chances to make a difference. It's a must-listen for business owners seeking to build authentic brands while maintaining work-life integration.
Timestamps:
00:00 - Introduction of special guest Leah Bumphrey
02:20 - Discussion of Leah's new book and its journey to publication
07:20 - Leah's backstory and the inspiration behind the book
12:30 - The rediscovery of the lost manuscript
19:45 - The story of the wrong number call and unexpected connection
30:25 - Finding balance as a working parent in business
38:10 - Understanding relational marketing vs. transactional approaches
47:00 - The challenge for listeners and book giveaway
55:30 - Final thoughts on making a difference
About the Guest:
Leah Bumphrey is a seasoned marketing professional with over 35 years of experience in print and radio advertising. Based in Saskatoon, Saskatchewan, she specializes in helping small businesses develop relational marketing strategies that create authentic connections with customers. As a partner at Wizard of Ads, Leah combines her expertise in storytelling with practical business insights to help clients achieve sustainable growth. Her new book "Midnight Musings of a Relational Marketing Mom" draws from her experiences balancing motherhood with a successful marketing career.
Links:
078 - The Leader Shift Playbook: Overcoming Mount Stupid and Embracing Vulnerability with Philip B. Wilson
Season 1 · Episode 78
Friday, March 28, 2025 • Duration 49:36
Join hosts Dennis Collins and Leah Bumphrey in this enlightening episode of "Connect and Convert," the go-to Sales Accelerator Podcast for small business owners looking to harness insider knowledge to accelerate their growth. This week, they had the honor of welcoming Philip B. Wilson, President and General Counsel of LRI Consulting Services and a respected authority in employee retention and leadership. In an engaging conversation, Phil shares profound insights from his forthcoming book, "The Leader Shift Playbook," set to release on April 1, 2025.
KEY POINTS
The Dunning-Kruger Effect and "Mount Stupid": Phil discusses the pitfalls of leadership where individuals mistakenly overestimate their understanding or effectiveness. His personal journey emphasized acknowledging one’s limitations and the need for continual growth in leadership.
Identifying Warning Signs for Leadership Mindset Shifts: Phil offers insight into recognizing crucial signs that indicate leadership effectiveness may be lacking and shares his methodologies for overcoming them, rooted in proactive communication and genuine connections.
The Hero Assumption: An essential discussion element revolves around the belief in your team's potential. Phil stresses that believing in others can significantly impact their performance, drawing parallels with psychological studies illustrating the effects of perceived capabilities on actual results.
The Importance of Vulnerability in Leadership: Phil shares his transformative experience of confronting his leadership shortcomings, highlighting the power of vulnerability and open dialogue in fostering trust and collaboration within teams.
Practical Tools for Effective Leadership: As a rich resource, Phil discusses the Leadership Toolkit accompanying his book, which provides actionable strategies and exercises geared towards improving leadership efficacy and enhancing team dynamics.
TIMESTAMPS
00:00 - Introduction and welcome
02:15 - Introducing Phil B. Wilson
07:30 - Understanding "Mount Stupid" and Dunning-Kruger Effect
LINKSBIO & BACKGROUND
Why he avoids reading sales books to protect his proven methods
His addition to the "books, music, people" influence theory: the desire to change
Gordon Wilson is a veteran sales coach with over 30 years of experience across multiple industries. He has consistently achieved 100-200% over quota and currently serves as a coach of coaches, specializing in individual development approaches that address both professional and personal growth.
Part 1: Why most small business owners struggle transitioning from technician to leader
Part 2: Managing high-performers and the personal side of professional development
Part 3: Personal philosophy, generational challenges, and authentic coaching methods
This episode is brought to you by Wizard Academy (WizardAcademy.org), offering classes like Tower Talks where business leaders can share their expertise from the Wizard Tower's "plaid rug" area of authority.
Dennis and Leah offer free 60-minute consultations for small business owners. Contact LeahBumphrey@WizardOfAds.com or...
This episode is brought to you by Wizard Academy (WizardAcademy.org), helping small businesses achieve unprecedented growth.
Dennis and Leah offer free 60-minute consultations for small business owners. Contact LeahBumphrey@WizardOfAds.com or DennisCollins@WizardOfAds.com.
Part 3: Gordon reveals what truly motivates him as a coach, his philosophy on books and influences, and his surprising answer about what he'd do if he could start over at age 32.
Part 1: Why most small business owners struggle transitioning from technician to business leader and the critical difference between managing and coaching.
Part 2: Gordon shares his "elevator coaching" method and reveals his preference for questions over statements, plus the story of coaching a defiant 19-year-old employee.
The "Elephant" Metaphor:
Everyone has swallowed an elephant - we're all dealing with being
overstressed, overscheduled, overstimulated, and overwhelmed. The book provides a framework for addressing these challenges.
This appears to be part one of a two-part interview, with part two promising to dive deeper into Bryan's specific disciplines and rituals, plus how AI helped shape his book.
The conversation beautifully weaves together business wisdom with deeply personal health struggles,
making it both relatable and actionable for entrepreneurs and business owners.
00:11:28 - Business challenges and health decline during COVID
00:14:23 - The shocking blood test results and diabetes diagnosis
00:18:53 - Choosing personal responsibility over medication
00:22:00 - Reversing diabetes naturally in 4 months
00:24:36 - The simple post-meal walking habit that changes everything
00:26:27 - Understanding glycation and the aging process
Bryan Eisenberg is a multiple New York Times bestselling author and internationally recognized authority in online marketing and conversion optimization. He's been featured as a media expert on CNN and in the New York Times, and has helped thousands of companies including Google, Chase, Hewlett Packard, NBCUniversal, GE, WebEx, and Dell achieve dramatic improvements in their conversion rates and sales. Along with his brother Jeffrey, Bryan has authored several bestsellers including "Call to Action," "Waiting for Your Cat to Bark," "Always Be Testing," "Buyer Legends," and "The Rice and Beans Millionaire."
"If you are trying to have a life where it is completely separated, you're doing your job and then you come home, you're done, and then you're with your family, there is an integration that happens with something that you care about, and a business is something that you care about." - Leah Bumphrey
"Integration is key. If you are running a business, and I don't care at what level, but if you are running your own business, if you are not somehow making it work... that's what's important." - Leah Bumphrey
"We always have the opportunity to choose to say no, but we can also choose to say yes." - Leah Bumphrey
Take Leah's challenge: Set a timer for 10 minutes and write down your thoughts about something you know you...
15:00 - Recognizing the signs for leadership shifts
27:45 - Exploring the Hero Assumption
35:30 - Vulnerability and trust within teams
42:00 - Introducing the Leadership Toolkit
50:15 - Closing thoughts and challenges for listeners
Dennis Collins: https://wizardofads.org/partner/dennis-collins/
Philip B. Wilson: https://www.linkedin.com/in/pbwilson/
LRI Consulting Services: https://lrionline.com/
Amazon for "The Leader-Shift Playbook: https://www.amazon.com/Leader-Shift-Playbook-Changes-Unleash-Potential/dp/1639081178
Philip B. Wilson boasts a robust career and nearly five decades of experience in labor and employee relationship consulting. As the President and General Counsel of LRI Consulting Services, he has played a pivotal role in guiding organizations toward establishing extraordinary workplaces. With a passion for employee engagement, Phil authored the "Approachability Playbook" and is set to enrich the leadership landscape with "The Leader Shift Playbook." His work reflects a deep commitment to fostering meaningful connections and effective leadership practices that inspire teams to thrive.
In this episode, expect to be inspired as Phil shares vibrant anecdotes from his journey, coupled with actionable strategies that can help any leader reassess their approach, effectively connect with their team, and elevate their organizational culture. Don’t miss this masterclass in leadership transformation!
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