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

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.

#HighPerformers #EmployeeManagement #SalesCoaching #TeamLeadership #BusinessGrowth #WorkplaceCoaching #SmallBusiness #SalesManagement #TeamDevelopment #ConnectAndConvert

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.

• 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

• 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

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.

This episode is brought to you by Wizard Academy (WizardAcademy.org), helping small businesses achieve heights they never dreamed possible.

Dennis and Leah offer free 60-minute consultations for small business owners on any topic. Contact LeahBumphrey@WizardOfAds.com or DennisCollins@WizardOfAds.com.

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.

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

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.

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

• 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

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

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

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

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/

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."

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.

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.

1. The standard set by keeping low performers becomes the standard for your entire company, affecting overall team performance and morale
2. Creating a "magnetic workplace" where people want to work is ultimately the leader's responsibility
3. Effective accountability requires clear, consistent consequences - not just occasional enforcement
4. Fear-based compliance and arbitrary standards can damage workplace culture and drive away top performers

• 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

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

• "The Art of War" by Sun Tzu
• Jack Welch's 20-70-10 system (vitality curve)
• Deliberately Developmental Organization (DDO) concept
• Free 60-minute business consultation with Dennis and Leah