Sales and Cigars

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

• 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.

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

Subscribe to the Podcast:

Apple Podcasts: Subscribe on Apple Podcasts

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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.

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: [email protected]

• 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.

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.

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.

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—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.

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—where the only smoke we blow is from cigars.

This week, Walter sits down with Michael Cole, founder of Next Level Technician, for a conversation all about helping people—the true heartbeat of sales, business, and leadership. What started as a way to connect a few underserved young people with skilled trade jobs turned into a national staffing and training company with real community impact.

From hospitality to sales to entrepreneurship, Michael's journey is rooted in one belief: if you help enough people, you'll get what you need. This episode unpacks what it really means to add value, lead with integrity, and grow something meaningful—even when you're sweating payroll or navigating tough setbacks.

In This Episode:

• Why helping people is the foundation of lasting success
• Michael's unexpected leap from sales to staffing founder
• The moment he realized he had something important to build
• How green tech training is addressing the skilled labor shortage
• Real talk: surviving client bankruptcy, making payroll, and staying the course
• Lessons in management: challenge your team and watch leaders emerge
• The power of consistent effort—and just showing up

Critical Ideas:

• Always be looking for ways to add value—as a salesperson or entrepreneur
• If you haven't sweated payroll, you haven't truly run a business
• Give your team room to grow—and your managers will become leaders
• Serving others first opens up new doors for everyone involved

Connect with Michael Cole and Next Level Technician:

• Website: https://www.nextleveltechnician.com/
• LinkedIn: https://www.linkedin.com/company/next-level-technician/

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 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: LinkedInPowerUp 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