Revenue, Profit, and Cash Flow—Oh My! Aligning Sales with Business Growth with Rocky Lalvani
Welcome to Sales & Cigars—where the only smoke we blow is from cigars.
This week, Walter sits down with Rocky Lalvani, the numbers-savvy entrepreneur behind Profit Comes First and the Profit Answer Man podcast. Rocky is on a mission to help business owners truly understand the business of business—from P&L and cash flow to aligning sales compensation with long-term growth.
If you’ve ever had a killer sales quarter but still couldn’t figure out where the money went, this episode is for you. Rocky breaks down how to build wealth, why market share is won in tough times, and what business owners need to do before turbulence hits.
In This Episode:
• Why so many business owners don’t actually understand their own numbers
• The difference between revenue, profit, and cash flow (and why it matters)
• What Rocky learned from growing up in an immigrant family obsessed with money strategy
• How your relationship with money shapes your business decisions
• Why “cut costs” isn’t the only play—and what to focus on instead
• Aligning your sales comp plan to drive profit, not just gross revenue
• Planning for a downturn before it happens—emotion-free decision-making
• Real talk on what freedom actually means for most entrepreneurs
Critical Ideas:
• Market share is earned in bad times—don’t freeze, take action
• If your team doesn’t understand profit, your comp plan is working against you
• Your sales team should be aligned with your operations team, not at odds
• Salespeople will follow the money—so incentivize the right behavior
• You need to understand why your clients buy—not just what they buy
Connect with Michael Cole and Next Level Technician:
• Website: https://profitcomesfirst.com/
• Free Book: https://profitcomesfirst.com/the-profit-blueprint
• Profit Answer Man podcast: https://profitcomesfirst.com/podcasts/
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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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.
