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."