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.

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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

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.

• 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)

• 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

• 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

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.

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."

• Gordon's unique take on work-life balance and cigar relaxation
• His musical background and preference for smooth jazz
• 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...

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.

• 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

• 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

• "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"

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.

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.

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.

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