Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars.

In this episode, host Walter Crosby sits down with sales expert and executive coach Nathan Jamal to explore Nathan’s impressive and varied journey, which began by selling Encyclopedia Britannica, transitioned into insurance, and eventually led him to leadership roles at Sprint. These rich experiences laid the foundation for both his sales philosophy and his work as an executive coach.

During the conversation, Nathan highlights the fundamental role of accountability and alignment in effective leadership. He emphasizes the importance of clearly defined goals and strong team dynamics as essential components for achieving success. He also introduces a unique training concept he calls "scrimmaging," in which sales teams role-play realistic scenarios to prepare mentally and emotionally before engaging with actual customers.

Nathan further explains how his approach to executive coaching integrates core sales principles with strategic leadership development. He encourages leaders to foster alignment through shared purpose, metrics, and effective communication rhythms. Notably, he discusses his innovative AI-driven coaching tool, designed to support traditional coaching methods by providing personalized insights and scalable feedback—demonstrating how cutting-edge technology can elevate leadership training.

The episode wraps up on a more personal note as Nathan shares his enjoyment of cigars and narrates anecdotes that reveal how these relaxed moments promote camaraderie, reflection, and stress relief amid the fast-paced world of sales.

More Sales & Cigars here

More about Nathan Jamail

More about Walter Crosby

Welcome to Sales & Cigars, the sales podcast, where the only smoke we blow is from cigars. In
this episode, host Walter Crosby is joined by Mark Cox, founder of In the Funnel Sales
Coaching, to discuss his journey from leading sales organizations in large tech and outsourcing
companies to becoming a consultant and entrepreneur. Mark shares how, after stepping away
from a high-travel role, he stumbled into consulting through personal connections and quickly
realized he preferred working with midsize businesses over large corporations. This epiphany
led to the launch of In the Funnel, where he has since helped over a hundred companies build
sales playbooks and trained thousands of sales professionals. Mark emphasizes the
entrepreneurial energy and focus on growth that characterizes midsize companies, as well as
his own desire for autonomy and a more meaningful, hands-on impact.

Mark also discusses the inspiration behind his book, Learn to Love Selling: The Universal B2B
Sales Playbook, which offers a practical framework for converting business capabilities into
revenue. He explains how the book is structured to serve both frontline salespeople and sales
leaders, with clear steps including defining a value proposition, prioritizing market segments,
generating demand, and executing an effective sales process. Although the content had been
part of his training for years, the book took nearly three years to complete due to the demands
of consulting work and the challenges of writing. He also underscores the importance of CEOs
staying involved in sales strategy, warning against the common mistake of delegating it entirely
without understanding its foundational role in scaling a business.

Walter and Mark emphasize the critical importance of CEOs maintaining a strong connection to
the sales process—not necessarily by making cold calls themselves, but by regularly engaging
with their sales team and understanding what’s resonating with customers. Mark explains that
being close to sales helps CEOs make better hiring decisions, especially when choosing a sales
leader, and also provides a clearer picture of customer needs and market trends. Traveling with
sales reps or participating in client meetings allows CEOs to gain firsthand insight into what's
happening on the front lines, which in turn strengthens the company’s ability to craft a
compelling and competitive value proposition. He stresses that expecting a new salesperson to
define this value proposition is unrealistic—it must come from leadership.

Mark and Walter highlights how many founders and CEOs are “unconsciously competent” in
sales, having acquired clients and resolved issues themselves in the early stages of their
business. Because of this, they possess invaluable insight that can elevate the sales team if
shared effectively. When CEOs engage with clients, they often initiate high-level strategic
conversations rather than sales pitches. This approach demonstrates genuine interest and sets
an example for the sales team. Such intentional customer engagement, formalized as part of
executive priorities, helps ensure the business remains aligned with its clients' evolving needs.

Links:
Learn more about Mark Cox.
Find more episodes here.

Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. On today’s episode, host Walter Crosby is joined by guest Ethan Decker for a tactical discussion on branding for entrepreneurs, at times employing what can at times seem like counterintuitive, and a much needed discussion on the best drink pairings for cigars.

To begin, Ethan shares his early dreams of Broadway and environmental science, detailing his journey through music and ecology, and how he “fell backwards” into marketing and advertising. Walter and Ethan exchange stories about career pivots, risk-taking, and the role of serendipity in their professional paths. Ethan shares how his diverse background shapes his approach.

Next, Walter recalls a thought-provoking post by Ethan in which he introduces the main branding concept of the episode. Ethan’s approach of translating scientific research into practical branding advice, makes complex data simple and actionable for entrepreneurs.The core discussion centers around what Ethan emphasizes truly drives market share, referencing research by Bruce Clark and others. A key finding reveals that the number of buyers is the most crucial factor in market share growth—more significant than loyalty, repeat purchases, or celebrity endorsements. The discussion also covers key metrics like “share of wallet” , along with the challenges of increasing customer frequency versus expanding the customer base.

The conversation then delves into how product availability and distribution impact brand growth, using examples from the spirits industry (e.g., Tin Cup vs. Maker’s Mark). Ethan explains that while scarcity can be effective for luxury brands, most brands benefit more from being widely available. Walter and Ethan explore the realities of cross-selling, using examples from B2B promotional products and the banking industry. As the hosts discuss how entrepreneurs and sales leaders should allocate their efforts, Ethan uses the “Plinko” metaphor to illustrate the unpredictability of new customers and the importance of casting a wide net. This part of the conversation reinforces that most growth comes from new customers, not from trying to make existing customers buy everything.

Finally, to wrap up Ethan describes his home bar setup, featuring over 200 bottles and unique cheese knives made from old wrenches. The discussion predictably turns to drink recommendations for pairing with cigars, including rare bourbons, scotches, and armagnac. This episode concludes with a reminder to focus on growing your customer base and to enjoy the journey—preferably with a good drink in one hand and a cigar in the other.

Key Points:

• Data-driven branding strategies

• Market share growth through customer acquisition

• The role of product availability and distribution

• Limitations and risks of cross-selling

• The impact of brand loyalty versus buyer penetration

• Scarcity and exclusivity in luxury branding

• Simplifying complex marketing concepts for practical use

Ethan Decker on Linkedin

Applied Brand Science

The Business Tune Up

More About Walter

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Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. On today’s episode, Walter is joined by returning guest Nate Tutas to explore a concept Nate calls the "core four." This framework is designed to help entrepreneurs and business owners scale effectively while avoiding the common pitfall of chasing shiny distractions. The episode is a candid conversation about strategy, focus, and execution.

To begin, Nate shares insights from his current packed schedule, including involvement in multiple masterminds, coaching, and training for high-profile platforms He also discusses a personal growth goal achieved: traveling with his wife and daughter, and the recent loss of their Siberian Husky. The conversation then shifts to recommended reading, specifically 38 Letters from J.D. Rockefeller to His Son, a book that deeply impacted Nate’s perspective on leadership, values, and legacy. He reflects on Rockefeller's emphasis on responsibility, integrity, and the value of healthy competition, noting that the oil magnate never took rivalries personally but instead saw them as opportunities for mutual growth.

The discussion leads into the idea that these timeless business philosophies are still highly relevant today. Nate shares the catalyst moment behind creating the Core Four framework—a system to help entrepreneurs stay focused and scale more effectively. Nate and Walter dive deeper into the emotional challenges of building a business, especially around the initial “attract” phase of the Core Four framework. Walter shares his own struggles with consistently drawing in the right audience, admitting that figuring out the best vehicle to deliver his message has been frustrating. This discomfort is common and closely tied to the slow, unpredictable nature of marketing success and can manifest as frustration, tempting entrepreneurs to shift focus prematurely. Nate reiterates that lasting success requires staying in the discomfort long enough to complete and refine the system. Whether it’s wealth, health, or relationships, the same principles apply: stick with the process, resist the urge to start over, and avoid quick fixes. This mindset shift is essential for mastering the attraction stage and setting up a scalable business.

Finally, Nate emphasizes the importance of sticking with discomfort in order to grow, sharing how consistency is key to progress. He introduces his Core Four framework (Attract, Acquire, Ascend, Automate), explaining that many entrepreneurs struggle because they use too many strategies in each area. His upcoming program at unlockmv.com will guide participants to focus on one clear method per area to create a streamlined, effective customer journey. The episode concludes with a reminder that clarity and consistency drive business success, and Nate shares that his content will now primarily live on YouTube for easier access.

The 4 A’s: Scale your business regardless of your size

1. Attract

2. Acquire (information + Purchase)

3. Ascend (immediate, long term)

4. Automation

Key Episode Points:

• "Distraction is your enemy."

• The 4 A's works for Solopreneurs and Large teams. • You have get uncomfortable with the uncomfortable. • Sometimes uncomfortable feels like frustration. • Be careful not to diminish the focus of your teams

More About Mind Vault

More About Nate

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Podcast Offer: www.unlockmv.com

Changes are afoot! As I mention at the top of this episode, we’ll be moving to a bimonthly schedule and trying to live by the ethos of “quality over quantity”. You’re going to see a more nuanced, dual perspective between sales leaders and the CEO’s who need them. I can’t wait to show you what we have in store over the next few weeks.

Today’s guest Jason Abell (President of Rewire, Inc.) joins the discussion to share insights on effective leadership and the importance of core values in navigating tough times. Jason highlights common mistakes leaders make in meetings and provides practical advice on fostering a positive company culture. Together, we delve into the significance of leaders speaking last, the authenticity in sales, and the role of core values in sustaining businesses. The conversation closes with Jason giving a very thoughtful answer to my usual question : “What’s your relationship to cigars?”

So grab your cigar, grab a cocktail and strap in for an impactful episode. This is a good one for sales pros and leaders alike.

To reach Jason: Website: rewireinc.com
LinkedIn: linkedin.com/in/rewirejason
Connect with us: https://helixsalesdevelopment.com/welcome-to-sales-cigars/
Website: https://www.helixsalesdevelopment.com
Instagram: https://www.instagram.com/wcrosby248/
Facebook: https://www.facebook.com/walter.crosby.1690, https://www.facebook.com/salesandcigars/
LinkedIn: https://www.linkedin.com/company/helix-sales-development/
Twitter: https://x.com/WalterCrosby
#SalesPlaybook #CompetitiveIntelligence #SalesEnablement

00:00 Introduction and Podcast Updates
01:22 Guest Introduction: Jason Abel from Rewire
03:26 Leadership Coaching Insights
05:41 Effective Meeting Dynamics
11:31 The Importance of Leaders Speaking Last
20:55 Sales and Leadership Parallels
23:24 The Power of Authenticity in Business
26:40 The Importance of Core Values in Organizations
29:43 Adapting to Change: Lessons from the Pandemic
33:00 The Role of Core Values in Business Resilience
36:51 Connecting with Jason: Resources and Contact Information
38:01 Reflecting on Personal and Professional Experiences with Cigars

In this episode of Sales and Cigars, Walter Crosby sits down with Isaac Mashman, founder of Mashman Ventures, to dive deep into the essentials of personal branding and its unique power in today’s digital marketplace.

Isaac shares insights into the often misunderstood book The Prince by Niccolo Machiavelli, explaining how its lessons on influence and relationships can inform authentic branding. The discussion covers the ethics of branding, creating a genuine connection, and avoiding the “get rich quick” pitfalls in the industry.

Isaac lays out his journey toward becoming a reputable figure in personal branding, emphasizing the importance of transparency and ethical practices. He also speaks on the emotional resonance of personal branding, likening it to the camaraderie shared among cigar enthusiasts—a theme that resonates with Sales and Cigars’ audience.

With a clear roadmap for those just starting their branding journey and advice for seasoned professionals, this episode is packed with actionable insights.

• Redefining The Prince: Lessons on influence and good advisors

• Isaac’s vision for ethical personal branding and setting a powerful example

• Distinctions between branding vs. marketing

• The impact of cigars as a universal symbol for connection

• Building relationships, avoiding “shortcut” culture, and the authenticity factor in personal branding

Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice.

Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": https://helixsalesdevelopment.com/scale-your-sales

Connect with Isaac Mashman:

• Email: contact@mashmanventures.com

• LinkedIn: https://www.linkedin.com/in/isaacmashman/

• Website: https://mashmanventures.com/

Connect with Walter Crosby:

• Email: walter@helixsalesdevelopment.com

• LinkedIn: https://www.linkedin.com/in/walterlcrosby/

• Website: https://helixsalesdevelopment.com/

• Calendly: https://calendly.com/walter-helix/

• Get my new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": https://helixsalesdevelopment.com/scale-your-sales/

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Stay connected to Sales and Cigars for more episodes blending sales mastery with cigar culture.

Developed by Titan Media Worx – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow! Visit our website: https://titanmediaworx.com/

#SalesAndCigars #SalesStrategy #MarketingVsSales #EliteSales #B2BSales #WalterCrosby #Sales #Business

Walter Crosby welcomes intellectual property expert J. Lesperance, known as "The Patent Baron." They explore the world of IP for business owners—breaking down trademarks, copyrights, patents, and trade secrets. JB’s unique background as both an engineer and attorney makes him an insightful guide for business owners seeking to protect their valuable assets.

Highlights Moments

• Must-Know IP Protections: Learn why simple steps like trademarks, copyrights, and NDAs can be game-changers for business owners.

• Trade Secrets & Competitive Edge: JB explains why securing trade secrets is vital and how easy missteps can expose your business to risks.

• Walter’s Story on Memory & Cigars: Don’t miss Walter’s personal take on the nostalgic power of cigars, reminding us that some scents can take you back to cherished moments.

Grab a cigar, mix your favorite cocktail, and get ready for an episode filled with valuable insights and actionable advice.

Get Walter Crosby's new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": https://helixsalesdevelopment.com/scale-your-sales

Connect with J. Lesperance:

• LinkedIn: https://www.linkedin.com/in/j-baron-lesperance-patent-attorney-ip-protection-barrister-solicitor/

• Website: www.patentbaron.com

• X: x.com/ThePatentBaron

• Book a consultation to protect your intellectual property.

Connect with Walter Crosby:

• Email: walter@helixsalesdevelopment.com

• LinkedIn: https://www.linkedin.com/in/walterlcrosby/

• Website: https://helixsalesdevelopment.com/

• Calendly: https://calendly.com/walter-helix/

• Get my new book, "Scale Your Sales: Avoid the 7 Critical Mistakes CEOs Make": https://helixsalesdevelopment.com/scale-your-sales/

Follow & Subscribe for More Episodes
Stay connected to Sales and Cigars for more episodes blending sales mastery with cigar culture.

Developed by Titan Media Worx – making podcasting easy and professional. Learn more about our video editing services and how we can help you grow! Visit our website: https://titanmediaworx.com/

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#SalesAndCigars #IntellectualProperty #EntrepreneurTips #ProtectYourBusiness #Trademarks #Patents #WalterCrosby #ThePatentBaron #BusinessGrowth #CigarsAndSuccess