In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive into the Project Management Triangle and its impact on business decisions. Discover why you can't have it all when it comes to quality, speed, and cost, and learn how to confidently communicate your value proposition to customers.

Key Takeaways:

• Understand the Project Management Triangle: You can only choose two out of three - good, fast, or cheap.
• Value resides in the mind of the buyer; tailor your approach to individual customer preferences.
• Confident pricing and language are crucial when selling high-quality products or services.
• Embracing your market position and communicating your value proposition clearly is key to success.

Resources and Links:

• John Ruskin's quote on false economy (mentioned at 08:20)

• Project Management Triangle concept (originated in the 1950s)

Timestamps:

00:00:00 - Introduction and concept overview

00:02:15 - The Project Management Triangle explained

00:04:30 - Value perception in business

00:06:45 - The importance of confident pricing

00:08:20 - John Ruskin's quote on false economy

00:11:00 - Embracing your product's position in the market

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Host Bios:

Dennis Collins and Leah Bumphrey are experienced sales and marketing professionals who host the Connect and Convert podcast. They share valuable insights on business strategies, sales techniques, and marketing approaches to help small business owners accelerate their growth.

Join us for a transformative journey from naive rookie to savvy sales professional in this eye-opening episode of Connect and Convert. Host Dennis Collins shares his personal sales journey, revealing how embracing curiosity and effective questioning techniques led to his success in the competitive world of sales.

Key Takeaways:

• Being the "dumbest" person in the room can lead to sales success through curiosity and effective questioning

• Four types of effective questions: basic, clarifying, naive, and elaboration

• Sales is a transference of confidence, rooted in understanding customer needs and psychology

• Continuous learning and genuine care for helping people are crucial for a successful sales career

Timestamps:

00:00:00 - Introduction and 50th episode celebration

00:03:15 - Dennis's early sales career challenges

00:07:30 - The turning point: Learning to ask questions

00:12:45 - Four types of effective sales questions

00:18:20 - The psychology of successful selling

00:24:10 - Advice for aspiring salespeople

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Introduction:

In this enlightening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive deep into the crucial differences between leaders, managers, and coaches. Discover how understanding these distinct roles can revolutionize your hiring process and propel your small business to new heights.

Key Takeaways:

• Learn to identify whether your business needs a visionary leader, an efficient manager, or an empowering coach
• Understand the importance of self-assessment in leadership and how to recognize your own strengths
• Discover strategies for uncovering a candidate's true potential during the hiring process
• Explore the value of versatility in leadership roles and how to adapt as your business grows

Relevant Resources:

• "The One Minute Manager" by Ken Blanchard
• Brené Brown's TED Talks on leadership and vulnerability
• Social Style Assessment tools for leadership potential

Timestamps:

00:45 - Dennis's personal hiring mistake and lessons learned

03:20 - Defining leadership qualities and examples (e.g., Jeff Bezos)

05:15 - Characteristics of effective managers (e.g., Tim Cook)

07:30 - The coaching approach to leadership

10:00 - Finding the right balance for your business

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Guest Information:

This episode features insights from hosts Dennis Collins and Leah Bumphrey, drawing on their extensive experience in business leadership and sales acceleration.

Related Episodes:

• "Building a High-Performance Sales Team"
• "The Art of Effective Communication in Leadership"
• "Navigating Growth: When to Hire and How to Scale"