Episodes

“Hiring and Onboarding Better Salespeople” with Mike Koory
June 21, 2022

“Hiring and Onboarding Better Salespeople” with Mike Koory

Sales and Cigars Episode 55 “Hiring and Onboarding Better Salespeople” Walter sits down with new member of the Helix Sales Development team, Mike Koory. Mike talks about the great resignation, the shift in the workforce and the struggles in...
Jack Witte “Creating a Successful Sales Culture”
June 14, 2022

Jack Witte “Creating a Successful Sales Culture”

Sales and Cigars Episode 54 “Creating a Successful Sales Culture” Walter sits down with Jack Witte the President and owner of Corrective Asphalt Materials. Jack talks about being an engineer who also does sales and taking a more technical approach...
Phil Parks
June 7, 2022

Phil Parks "Fractional Sales Management"

Episode 53 Phil Parks “Fractional Sales Management” Walter sits down with Phil Parks; Phil is an outsourced sales management guru and the author of the book “Where Price Never Matters.” Walter and Phil discuss fractional sales management,...
Veronica Romney
May 31, 2022

Veronica Romney "Building Your Dream Team "

Episode 52 Veronica Romney “Building Your Dream Team.” Walter sits down with Veronica Romney, a Dream Team Architect, a Fractional Chief of Staff, and a Certified Master Marketer. Veronica explains what exactly a Fractional Chief of Staff does and...
Conversations with Nate Tutas: Change Management
May 24, 2022

Conversations with Nate Tutas: Change Management

Sales and Cigars Episode 51  Conversations with Nate Tutas: Change Management   This is part of a series of conversations between Walter Crosby and Nate Tutas on how to think about sales. This time Walter and Nate breakdown the three W’s...
Conversations with Nate Tutas: Disqualifying Questions
May 17, 2022

Conversations with Nate Tutas: Disqualifying Questions

Sales and Cigars Episode 50  Conversations with Nate Tutas: Disqualifying Questions This is part of a series of conversations between Walter Crosby and Nate Tutas on how to think about sales. This time Walter and Nate breakdown how to choose the...
Adapting To Sales In A Virtual World With Steve Brossman
May 10, 2022

Adapting To Sales In A Virtual World With Steve Brossman

Sales and Cigars, Episode 49 Steve Brossman “Adapting to sales in a virtual world”   Walter sits down with Steve Brossman from Sydney Australia to talk about how selling has changed with zoom and other virtual programs. Steve talks about the...
Don't think of it as sales think of it as helping people, with Terry Begue.
May 3, 2022

Don't think of it as sales think of it as helping people, with Terry Begue.

Episode 48 Title: Don’t think of it as sales, think of it as helping people, with Terry Begue. Summary  Walter sits down with Author, International Speaker and Business Owner, Terry Begue. Terry talks about developing your brand, building trust...
Supply Chains with John Shanahan of Forsyth Advisors
April 26, 2022

Supply Chains with John Shanahan of Forsyth Advisors

Proven Repeatable Sales Process with Scott Arnold
April 19, 2022

Proven Repeatable Sales Process with Scott Arnold

This week Walter welcomes Scott Arnold of Concord Sales Leadership. Scott talks about strategic engagment and and reviewing your sales infostructure to document a Proven and Repeatable Sales Process.(PRSP) If you are a business with 100 or less...
SHORTY: Cross Cut and New Stuff
April 12, 2022

SHORTY: Cross Cut and New Stuff

This Episode is what Walter calls a "SHORTY". It is Walters chance to just speak what is on his mind. Walter talks about a new technique  he learned called a Cross Cut. He also talksabout some new things with the Podcast. Episode Resources
Brendan Shanahan The Podcast ProShop
April 5, 2022

Brendan Shanahan The Podcast ProShop

Walter sits down with Brendan Shanahan of the PodCast Proshop. Brendan has been a radio and media personality for over 20 years. His voice has been heard all over the world in commercials, video games podcasts and more. Brendan is a award...
Marketing Incentives with Marco Torres
March 29, 2022

Marketing Incentives with Marco Torres

For today’s episode, Walter welcomes Marco Torres, co-founder of MarketingBoost.com. Marco has helped thousands of business owners worldwide, ranging from hotel and accommodation owners, insurance agents, realtors, and more, to boost their sales and...
Corporate Sales Enablement with Curt Tueffert
March 22, 2022

Corporate Sales Enablement with Curt Tueffert

Today’s guest is Curt Tueffert of DXP Enterprises. Curt is the VP of Sales Development for DXP, a Houston-based industrial distributor. He handled several roles in the past, which include, but are not limited to being the VP of Sales, a Sales...
Culture vs. Performance
March 15, 2022

Culture vs. Performance

Walter had one nagging notion all week, and here is where the focus of this shorty will be. He will discuss his thoughts on why people accept mediocrity and explain it by citing core values and culture. Listen in as Walter shares his thoughts over a...
Qualifying MQLs with Nate Tutas
March 8, 2022

Qualifying MQLs with Nate Tutas

To continue the How to Think About Sales series, Walter welcomes Nate Tutas for the third time. In this episode, Walter and Nate tackle topics on qualifying leads and MQLs, to put them into the sales pipeline. Tune in to know more about how these...
What Salespeople Should Know About Marketing with Susan MacConnell
March 1, 2022

What Salespeople Should Know About Marketing with Susan MacConnell

LinkedIn is a professional social network. You can look for new clients, build professional connections, and discuss other business-related topics with people of the same interest. But is LinkedIn an important tool of the trade for sales professionals...
Coaching Winning Sales Teams with Lynn Pickford
Feb. 22, 2022

Coaching Winning Sales Teams with Lynn Pickford

What is the key to coaching a successful sales team? How can you ensure that your team’s performance is optimized for greater results? For today’s episode, Walter welcomes Lynn Pickford. Lynn is the author of Coaching Winning Sales Team, an...
Creating a Podcast Community with Corinna Bellizzi
Feb. 15, 2022

Creating a Podcast Community with Corinna Bellizzi

Is it difficult to start a podcast? Walter and Corinna prove it isn’t. In this episode, Walter discusses Corinna’s journey from starting small in podcasting to creating her own podcasting community. Corinna also talks about the accomplishments she...
Top 5 Things Sales Managers Should be Doing
Feb. 8, 2022

Top 5 Things Sales Managers Should be Doing

Are the sales managers doing all the things that they should be doing? In this shorty, Walter calls all sales leaders, business owners, and CEOs to know the top five things sales managers should prioritize. According to him, sales managers should...
Thinking About Sales Process with Nate Tutas - Part 2
Feb. 1, 2022

Thinking About Sales Process with Nate Tutas - Part 2

Walter sits with Nate Tutas to continue their talk about sales. In this part two of their discussion, they tackle how people should be thinking about sales in terms of coaching and metrics of the team. Many companies do not provide the tools...
Thinking About Sales Process with Nate Tutas
Jan. 25, 2022

Thinking About Sales Process with Nate Tutas

Walter welcomes Nate Tutas in this first episode of a series about how to think about sales. How do you want your sales management to think about sales? Nate and Walter talk about a lot of topics insightful for sales managers and salespeople. ...
Fractional Sales Management with Jim Muelhaussen
Jan. 18, 2022

Fractional Sales Management with Jim Muelhaussen

Getting paid is good, but changing people's lives through your work is better. It gives us immeasurable satisfaction, which fuels us to keep us going. Walter invites Jim Muelhaussen to talk about fractional sales management in today's episode. Jim...
Thinking about Sales Master Mind with Nate Tutas
Jan. 11, 2022

Thinking about Sales Master Mind with Nate Tutas

If you want to jump into sales, should you have a sales master mind to act as your mentor? Having a sales mentor can provide the catalyst for your growth, especially if you are looking to expand your selling skills and to increase your confidence....