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Sales Team Development

What is the Goal of Your Prospecting Call?

Feb 1, 2023 | Blog, Sales and Cigars, Sales Management Coaching, Sales Team Development, Sales Team Performance

What is the Goal of Your Prospecting Call? Having a goal of an outbound prospecting call is critical to success, but what should the goal be? If you are in a one call, transactional business, the objective is to make a sale and this blog post isn’t for you.  Keep...

How Do You Improve Sales Productivity?

Jan 15, 2023 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Performance, Uncategorized

How Do You Improve Sales Productivity? Sales productivity is the output from your salespeople.  Simply defined sales productivity is the relationship between sales revenue and the cost of sales.  Obviously, sales productivity improves when the revenue from each rep is...

You Should be Done with New Year’s Resolutions

Jan 1, 2023 | Blog, Sales Management Coaching, Sales Team Development, Uncategorized

You Should be Done with New Year’s Resolutions. New Year’s Resolutions are awesome for Gym owners, snarky media outlets who like to talk and write about resolutions that don’t come to fruition and those people who love to plan to get things done, but don’t take...

Your Sales Story Should Not Be a Bedtime Story

Dec 15, 2022 | Blog, Sales Management Coaching, Sales Team Development

Your Sales Story Should Not Be a Bedtime Story. Is your sales team sharing a compelling story with your prospects that matters to your ideal customers?  Probably not.  If I was a betting man, I would wager that your salespeople are talking about your offerings in the...

December is a Time for Action

Dec 1, 2022 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Performance

December is a Time for Action Late December is a time for reflection. Early December is a time for ACTION.   Often in late Q4 there is a huge push to close business.  The reasons vary.  Low performers are trying to reach their revenue goals, some are trying to save...

Why Is Joy and Fulfillment Elusive in Our Professional Roles

Nov 15, 2022 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Management, Sales Team Performance

Why Is Joy and Fulfillment Elusive in Our Professional Roles? Uncovering your team’s Working Genius will solve this problem.  Understanding your working Genius improves retention; increases productivity; makes meetings better instantly and allows the team to be more...
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Latest Podcast Episode

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  • Sales and Cigars Episode 89 Wally Bressler “Tragic Hero”
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Podcast Reviews

  • genuine
    January 18, 2023 by Raul.H. from United States

    Walter is genuinely interested and seeks to learn from his guests. Love his style and approach

  • Great Show
    January 3, 2023 by thesniper1325 from United States

    Really like the way that show is conducted. Sales aren’t easy and it’s good here a professional share wisdom freely.

  • Just what you need
    September 28, 2022 by Morris Sims from United States

    Walter is a walking sales encyclopedia! Listen to Walter and you’ll learn something on each and every episode. Enjoy!!!

  • Cigars and sales- two great topics
    July 14, 2022 by BookGuy96 from United States

    I love Walter Crosby's Sales and Cigars podcast because it combines two of my favorite topics into a powerful learning opportunity. Walter's skillful interviewing abilities brings out the best in his guests and makes this podcast worth listening to!

  • A podcast for sales professional
    July 8, 2022 by thepromoguy from United States

    Great information to improve your skills in sales. Walter is a great host who bring out the best content from his guests.

Podcasts Playlist

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  • Sales and Cigars Episode 89 Wally Bressler “Tragic Hero”
  • Sales and Cigars Episode 89 Wally Bressler “Tragic Hero”
  • Sales and Cigars Episode 88 Dr Lauran Star “From The Broadway Lights to Fire Fights”
  • Sales and Cigars Episode 87 Nate Culture "Sales Culture"
  • Sales and Cigars Episode 86 Donnie Boivin “The Cold Calling Conundrum”
  • Sales and Cigars Ep 85 Charles Read “Dealing with the IRS”
  • Sales and Cigars Episode 84 Joe Rockey “Local Football Flavor”
  • Sales and Cigars Episode 83 Daniel Hooberry, "Gentleman's Cigars" A Cigar World Special
  • Sales and Cigars Episode 81 Jason Marc Campbell “Selling with Love”
  • Sales and Cigars "The Cigar Special" with Ross Reida
  • Sales and Cigars Episode 80 Nate Tutas "Social Media Presence"
  • Sales and Cigars Episode 79 Morris Sims "The Business of Sales"
  • Sales and Cigars Ep 78 Jon Weberg “Your Success is his Obsession”
  • Sales and Cigars Ep 77 Jordon Mederich "DropFunnels"
  • Sales and Cigars Episode 76 Brent Keltner “The Revenue Playbook”
  • Sales and Cigars Episode 75 Conversations with Nate Tutas “How to Think About Sales; Mind Set Coaching”
  • Sales and Cigars Episode 74 Per "The Price Whisperer" Sjofors
  • Sales and Cigars ” The History of Japanese Whiskey” with Christopher Pellegrini
  • Sales and Cigars "1 Call Closers" with Richard Mugica
  • Sales and Cigars "Are You Wasting Time?" with Jamie Shanks
  • Sales and Cigars Shawn Casemore "The Unstoppable Sales Machine"
  • Sales and Cigars "Online to Offline" with Mat Boyle
  • Sales and Cigars Swire Ho Episode 68
  • Traci Orisko “How Do You Approach Sales?”
  • Conversations with Nate Tutas: What Have We Learned from History
  • Sales and Cigars - Bryan Clayton “From $20 and a Push mower to $10 Million Annually”
  • Sales and Cigars Ep 64 Andy Miller "Quota Busters"
  • Sales and Cigars Glenn Poulos Episode 63 Glenn Poulos “It All Started in The Arctic Circle”
  • Sales and Cigars Andy Paul "Sell Without Selling Out"
  • Sales and Cigars Nick Loise
  • Sales and Cigars "Turning Business Owners Into Book Authors" w/Mike Capuzzi
  • Conversations with Nate Tutas Part 1: Marketing Messages and Life Preservers
  • Conversations with Nate Tutas: The Recession Is Coming
  • Sales and Cigars "Cold Calling and Flight School"
  • Sales and Cigars Technical and Creative Marketing with Jon Tsourakis
  • Shorty Best Sales Guy
  • “Hiring and Onboarding Better Salespeople” with Mike Koory
  • Jack Witte “Creating a Successful Sales Culture”
  • Phil Parks "Fractional Sales Management"
  • Veronica Romney "Building Your Dream Team "
  • Conversations with Nate Tutas: Change Management
  • Conversations with Nate Tutas: Disqualifying Questions
  • Adapting To Sales In A Virtual World With Steve Brossman
  • Don't think of it as sales think of it as helping people, with Terry Begue.
  • Supply Chains with John Shanahan of Forsyth Advisors
  • Proven Repeatable Sales Process with Scott Arnold
  • SHORTY: Cross Cut and New Stuff
  • Brendan Shanahan The Podcast ProShop
  • Marketing Incentives with Marco Torres
  • Corporate Sales Enablement with Curt Tueffert
  • Culture vs. Performance
  • Qualifying MQLs with Nate Tutas
  • What Salespeople Should Know About Marketing with Susan MacConnell
  • Coaching Winning Sales Teams with Lynn Pickford
  • Creating a Podcast Community with Corinna Bellizzi
  • Top 5 Things Sales Managers Should be Doing
  • Thinking About Sales Process with Nate Tutas - Part 2
  • Thinking About Sales Process with Nate Tutas
  • Fractional Sales Management with Jim Muelhaussen
  • Thinking about Sales Master Mind with Nate Tutas
  • Sales Management Coaching with Tim Chapman
  • Shorty: Last Episode of 2021
  • Shorty: Irish Coffee & Consultative Selling
  • Building Trust with Branden Carney
  • Company Culture & Learning with Steve Jahr
  • Falling into Sales with Trade Experience with Jeremy Cook
  • Fractional CMO
  • Stop Prospecting & Pitching to Your Prospects
  • Entrepreneurial Goals, Positioning & Trust
  • Sales Managers Need to Do the Work
  • LinkedIn Social Selling with Bob Woods
  • Leadership Blind Spots with Rocky LaGrone
  • We Talk Sales Process as Context for Coaching with Nate Tutas of Membrain!
  • Finding a Sales Mentor & How it Can Accelerate Your Career with Ross Reida
  • Using Software Development to Solve Business Problems with Jefferson Nunn
  • Coaching Side by Side with Doug Price
  • How Should Your Sales Manager Think?
  • Balancing a Performance Sales Culture vs. Company Culture
  • Helping the Planet with Sales and Marketing with Nathan Hallmark
  • Scott Tappan - Creating a Great Network of People
  • Josh Ryther - Being a Creator
  • How To Get What You Really Want Out Of Your Business with Damon Pistulka
  • Why Do We Lie To Ourselves?
  • Southern Road Dog Jerry Johnson
  • Telemarketing. Prospecting.
  • Doing Great Discovery = Closing Business with Ian Richardson
  • How Mindset Plays a Pivotal Role in Sales with Tony Shereda
  • Sales Ethics. Building a Sales Culture. Doing the Right Thing Pays Off with Joshua Conran
  • Adam Bird / Marketing & Sales. How Do They Play Nice in the Sandbox
  • Rants Dry Rye Manhattan / Empathy and How They Tie Back to Sales
  • Resistance to Growth
  • A Shorty
  • Welcome to Sales & Cigars

Walter Crosby is on a mission to make sales managers better.

As Managing Partner for Helix Sales Development, he only engages with growth-minded, mid-market CEOs ($10-$25M) who have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are transformative- – -repeatable revenue growth with margin integrity.

He holds an advanced degree from the school of hard-won wisdom, as well as the University of Michigan. Frustrated by the lack of training every time he was promoted to management roles, he started his own firm to hire, train and influence successful sales teams.

His rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible. Using the proven Helix sales hiring process, the 91% of Helix recommended sales hires rise to the top half of the sales organization within the first year.

Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, you’ll hear more about his two favorite passions in his podcast called, Sales & Cigars.

Walter has been our Fractional Sales Manager for 2 years. Last year, I exceeded my revenue goal by 26%. This year I am trending to grow more than 32%. Walter’s coaching, and support rocks.

Colleen W. / Business Development at asphalt company

"The coaching sessions we had over the last five weeks, helped me close a significant engagement. I would not have had the confidence to execute had you not coached me."

John S. - Account Manager at a FinTech Company

 

"Our new Biz Dev Rep has been a great fit culturally, and has all the tools to do the job. We all, thank you."


Stephen M. - Integrator & Hiring Manager at a Health Services Company

"Helix's Fractional Sales Leadership has saved us time, and delivered more value than we expected!"


Jack W. - President at a Construction Company

"I can say with all confidence, Helix Sales Development has given me a richer life."


Joshua C. - Managing Partner at a Marketing Agency

"As a former athlete I realized that I lacked the coaching that I thrived on in college. Walter has challenged & guided as my football coaches did."


Tony S. - Vice President of Sales at a Promotional Products Company

"I wish there was some way to create a matching system like this for other positions!! I am so glad we found you!"


Suzanne B. - President at a Furniture Distribution Company

"We hired 9 salespeople in the last 3 months using your hiring process. 8 of them are heads and shoulders above anyone we've hired in the past 2 years. The 9th you told us not to hire, and he sucks at everything you said he would suck at."


Brent B. - Executive VP of Sales at an Outsourcing Company

"Using your hiring process, we hired two salespeople who have impacted the entire sales organization with their performance. We took your recommendation to speak with another candidate we would have ruled out, and that hire helped revive a struggling division!"


Gregg R. - Chief Operating Officer at a Furniture Distribution Company

"Walter’s coaching has helped resurface my confidence; he also has guided me down the path of greater sales success beating sales objectives each month. "

Yesmain R. - Sales Executive / Promotional Products Company

"With very little knowledge about hiring a high-level salesperson I turned to Walter for help as he came highly recommended. His skill set and experience was instrumental in our hiring process and allowed us to vet and ultimately higher very qualified candidates."

Caleb S. / CEO & C0-Founder of CPG Marketing Company

Helix Sales Development
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