Sales Against the Odds

Епизоде

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  How to Build a Powerful Network and Personal Brand with Kelly Crandall 17.09.2026 26мин

  Building a strong network requires trust, generosity, and a commitment to helping others succeed.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Kelly Crandall, Fractional Sales Leader of Sales Xceleration and a trusted advisor known for building powerful relationships throughout the Tampa business community. Kelly shares how she transformed from being internally focused in the corporate world to becoming a recognized connector, thought leader, and resource for business owners and professionals.Kelly explains why the best networkers lead with servant leadership, how genuine curiosity and helping others create long term trust, and why referrals should be viewed as the result of strong relationships rather than the goal of every conversation. She shares practical strategies for making meaningful introductions, following through on commitments, leveraging LinkedIn to strengthen your personal brand, and using your expertise to create value in your network.From building strategic peer groups and finding speaking opportunities to becoming the person others want to know and connect with, this conversation provides business leaders with a roadmap for expanding their influence, strengthening their reputation, and growing their network through generosity and trust.Key takeaways:Why serving others first creates stronger networks and lasting trustHow leaders can build their brand through follow-through and expertiseWhy referrals come from relationships, not transactional networkingEpisode highlights:(00:00) Introduction(01:42) Kelly's journey building her personal brand at Sales Xceleration(02:41) What makes a great connector(04:05) Turning genuine help into real referrals(08:22) Building your brand through social media(10:42) What makes a good peer group(14:50) Growing your network through speaking engagements(23:55) Becoming the "Kevin Bacon" of your networkConnect with the team:Kelly Crandall on LinkedIn: https://www.linkedin.com/in/kellycrandall1/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  How To Become Irreplaceable To Your Customers with Scott McKain 03.09.2026 34мин

  When customers can compare you, they can replace you.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Scott McKain, Founder and CEO of Distinction Institute, Hall of Fame speaker and author of Beyond Distinction, to discuss what it takes to become irreplaceable in an increasingly competitive, AI-driven marketplace. Scott shares how his family’s small-town grocery store taught him that competing on price is rarely the answer. Instead, lasting growth comes from creating meaningful customer relationships and delivering an experience competitors cannot easily replicate.Scott and Lee explore where sales teams lose sight of the customer, why differentiation only matters when customers value it, and how leaders can turn customer experience from a promise into consistent execution. They also discuss AI’s role in sales and why technology can support the work, but relationships, judgment, and experience remain critical to building lasting customer loyalty.Key takeaways:Why meaningful customer relationships help businesses compete beyond priceHow aligning your promise and performance creates repeat and referral businessWhy AI should support sales relationships, not replace human judgment and connectionEpisode highlights:(00:00) Introduction(01:23) A small town lesson in standing out(04:39) Building connections beyond the transaction(05:19) Why sellers overlook the customer experience(08:24) Breaking free from a sea of sameness(10:21) What sellers can learn from the Savannah Bananas(13:10) Asking questions customers actually care about(16:08) Closing the gap between promise and performance(17:49) Where AI ends and human wisdom begins(21:01) When cold outreach works against you(25:16) Turning company values into everyday behavior(30:09) Winning with high tech and high touchConnect with the team:Scott McKain on LinkedIn: https://www.linkedin.com/in/scottmckain/ Explore Scott’s Website: https://scottmckain.com/ Explore The Distinction Group with Scott Mckain: https://thedistinctiongroup.com/ Explore Beyond Distinction: https://a.co/d/06Gz7wqd Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  Scaling Beyond the Ceiling: EOS, Accountability, and AI with Jason Green 20.08.2026 23мин

  Too many business leaders rush to throw shiny new technology or AI at their operational problems, only to accelerate the friction and confusion already plaguing their organization.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Jason Green, a Certified EOS Implementer in the UK for EOS Worldwide. After realizing his own ego and micro-management were strangling his company’s growth, Jason turned to EOS to scale, build intrinsic value, and successfully exit his business. Today, with over 400 full-day EOS sessions under his belt, he helps SMB leaders align their teams and break through stubborn growth ceilings.Jason shares why founders must stop being "chief meddling officers" and step out of daily department meetings, how to build individual accountability into sales scorecards that drive healthy team competition, and the critical role of a strong Integrator in curing phantom accountability charts.From fostering vulnerability-based trust to dig past surface symptoms and find root-cause issues, to recognizing why aligning human energy must always precede adding AI multipliers, this conversation provides small-to-midsize business leaders with a tactical blueprint for scaling without the chaos.Key takeaways:Why technology and AI can’t fix broken operations and will only multiply chaos if human energy isn't aligned firstHow founders can transition from "chief meddling officers" to true leaders by trusting scorecards over attending every meetingHow individual sales scorecards replace team-wide smoke screens and build healthy, performance-driven competitionEpisode highlights:(00:00) Introduction(01:24) Jason's journey from struggling founder to EOS implementer(02:49) Helping visionaries realize when they are holding the business back(04:19) How vulnerability and open communication unlock root-cause issue solving(08:35) Moving from team scorecards to individual sales accountability(13:31) Transitioning from "chief meddling officer" to a true leader(16:40) Solving ambiguity with the accountability chart(20:34) Why aligning human energy must happen before adding AI multipliersConnect with the team:Jason Green on LinkedIn: https://www.linkedin.com/in/jason-green-eos/ Explore EOS Worldwide: https://www.eosworldwide.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  20 Sales Lessons from Our First 20 Guests You Can Apply Today 06.08.2026 16мин

  The biggest breakthroughs in sales rarely come from one game-changing idea. They come from consistently applying proven principles.In this episode of Sales Against the Odds, host Lee Brumbaugh looks back at the first 20 guests who have shared their expertise on building stronger sales organizations. Lee highlights the most impactful lesson from each conversation, covering everything from leadership and culture to AI, pricing, operations, execution, and business growth.Drawing from founders, CEOs, investors, operators, and sales experts, this episode delivers 20 practical insights that every business owner and sales leader can apply to build a more predictable, scalable business. Whether you’re refining your sales process, leading a growing team, or preparing your company for its next stage of growth, these lessons offer real-world guidance you can put into practice immediately.Key takeaways:Why clarity, focus, and execution consistently outperform complexityHow great leaders build accountability through coaching, culture, and transparencyThe common traits shared by businesses that create sustainable, predictable growthEpisode highlights:(00:00) Introduction(01:34) Clarity wins in sales messaging(02:26) Culture as a competitive advantage(03:11) Focus on the right customers(03:51) Coach more, manage less(05:19) Establish value before discussing price(05:53) Predictable growth builds enterprise value(06:50) AI should support human judgment(12:09) Solve root causes, not symptoms(14:19) Adapt faster to stay competitiveConnect with the team:Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/
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  Why Great Leadership Teams Outperform the Rest with Mark O'Donnell 23.07.2026 34мин

  Most entrepreneurs treat their leadership team as an afterthought, focusing all their energy on sales and product instead of the people who actually drive sustainable growth.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Mark O'Donnell, Visionary CEO of EOS Worldwide, a self-made entrepreneur who started 23 companies, implemented EOS through more than 500 full-day sessions with over 100 clients, and has grown EOS Worldwide roughly 500% since stepping into the CEO role in 2020.Mark shares how an untraditional path, from homeschooling himself calculus to building a pharma business without a college degree, shaped his relentless self-reliance, why the strength of the leadership team is the single biggest predictor of a company's success, and how founders who let go of sales and marketing to focus on talent development consistently outperform their peers.From building a scorecard that ties every number to real accountability to spotting the moment a sales leader stops owning the results, this conversation reveals how SMB leaders can build world-class teams, solve issues fast and permanently, and break through the revenue ceilings that keep so many companies stuck.Key takeaways:How EOS's leadership team scorecard drives accountability, clarity, and real business results company-wideWhy an untraditional path built the self-reliance that made Mark unstoppable, no matter the obstacleWhy a disengaged sales leader is creating more excuses than results in your revenue meetingsEpisode highlights:(00:00) Introduction(00:54) Mark's journey from entrepreneur to EOS implementer(03:48) How Traction and the Rockefeller Habits changed everything(04:52) Why "doctor, heal thyself" changed his perspective(06:06) Deciding to exit the day to day and sell his businesses(09:19) What core focus, purpose, and movement really mean(13:11) Why EOS is free to implement and spreads by word of mouth(14:24) The purpose behind solving issues fast and permanently(18:36) The elephant in the room when a leader stops owning results(27:46) Why leadership team quality separates top performers by a country mileConnect with the team:Mark O’Donnell on LinkedIn: https://www.linkedin.com/in/markaodonnell/ Explore EOS Worldwide: https://www.eosworldwide.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  Scale Smarter with Global Talent and AI for SMBs with David Nilssen 09.07.2026 31мин

  The global workforce is shifting, and the smartest business leaders are finding new ways to scale their teams, cut costs, and stay ahead of AI without sacrificing culture or quality.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with David Nilssen, CEO of Doxa Talent and co-founder of Guidant Financial, a leader who has built a 1,000-person global workforce across the Philippines, Kenya, Colombia, and Vietnam while helping over 35,000 entrepreneurs secure more than $8 billion to start or buy a business.David shares why most companies get outsourcing completely wrong, how Doxa's conscious outsourcing model drives retention and real business results, and why starting with just one overseas hire is one of the most common and costly mistakes small business owners make.From leveraging LinkedIn with a human-in-the-loop AI strategy to building remote teams that outperform their in-office counterparts, this conversation reveals how SMB leaders can think more strategically about global talent, AI adoption, and the leadership gaps that keep companies stuck at the same revenue ceiling year after year.Key takeaways:Why starting with just one outsourced hire is a costly mistake and what the data says you should do insteadHow Doxa's conscious outsourcing model drives retention, culture, and real business results across global teamsWhy AI without human judgment is creating more noise than pipeline in your LinkedIn and sales outreachEpisode highlights:(00:00) Introduction(01:18) David's story behind founding Doxa Talent(03:45) What makes Doxa's conscious outsourcing model different(06:07) How Doxa trains clients to manage remote global teams(07:32) Managing client relationships and ensuring team performance(08:07) How overseas talent can directly impact your sales organization(16:44) Why LinkedIn outreach fails and how to fix it with a human-in-the-loop AI strategy(19:49) How AI is transforming Doxa's recruiting, marketing, and operations(21:27) Why SMBs are getting busier with AI tools but not more strategic(25:33) How Guidant Financial helps entrepreneurs fund their startupsConnect with the team:David Nilssen on LinkedIn: https://www.linkedin.com/in/davidnilssen/ Explore Doxa Talent: https://doxatalent.com/ Explore Guidant Financial: https://www.guidantfinancial.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/ 
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  The Hidden Drivers of Nonprofit Growth with Karen Mozenter 25.06.2026 30мин

  Non-profit leadership is transforming, and forward-thinking executives are finding new ways to grow impact, attract resources, and run their organizations like businesses.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Karen Mozenter, CEO of Jewish Family Services in Columbus, Ohio, and a leader who has spent nearly a decade scaling a human services agency through entrepreneurial thinking, strategic relationship-building, and community-driven innovation.Karen shares why nonprofits are far more business-savvy than people realize, how her organization leverages board members and relationship mapping to open doors with companies and donors, and why every staff member, from the receptionist to the senior leadership team, plays a critical role in telling the organization's story.From navigating a rapidly changing funding landscape to building a fee-for-service workforce development model that competes with the private sector, this conversation reveals how mission-driven leaders can think like salespeople, create real economic impact, and grow sustainably, even when the rules keep changing.Key takeaways:Why nonprofits must think and operate like businesses to survive in today's funding environmentHow relationship mapping with board members and staff unlocks doors to companies, donors, and community leadersWhy every person in your organization is part of your sales and growth strategyEpisode highlights:(00:00) Introduction(01:38) Karen’s unconventional career path to nonprofit leadership(02:26) What Jewish Family Services does and who they serve(04:02) What people get wrong about the nonprofit world(05:04) Why everything a nonprofit does is sales(06:21) How board members become champions and open doors(10:13) Empowering every staff member to be part of the mission(14:07) Building a value proposition that competes with the private sector(15:03) Pivoting to a fee-for-service model as grants dry up(20:46) Using storytelling and community education to build brand awarenessConnect with the team:Karen Mozenter on LinkedIn: https://www.linkedin.com/in/karenmozenter/ Explore Jewish Family Services: https://jfscolumbus.org/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/
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  Building Powerful B2B Networks from Scratch with Donnie Boivin 11.06.2026 29мин

  B2B networking is evolving rapidly, and top professionals are discovering new ways to connect and grow.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Donnie Boivin, CEO and Founder of Success Champion Networking (SCN), and expert in building high-impact B2B referral networks. They explore how business owners and fractional executives can leverage strategic relationships, trust-building, and intentional networking to accelerate growth without relying on transactional approaches.Donnie shares why connecting through the right referral partners creates sustainable opportunities, how a structured “virtual coffee” process drives meaningful engagement, and how going deep in relationships builds long-term trust that fuels business development.From mapping networks to executing events that generate real connections, this conversation shows how professionals can expand influence, create value for others, and grow their business while maintaining focus on what matters most.Key takeaways:Why connecting through the right partners and focusing on trust drives sustainable resultsHow B2B professionals can build strategic referral networks to accelerate growthHow structured approaches like virtual coffees create repeatable opportunities and long-term relationshipsEpisode highlights:(00:00) Introduction(02:11) Transition from transactional to B2B networking(03:50) Launch and growth of Success Champion Networking(06:13) Building early traction through referral partners(08:40) The givers gain philosophy vs mutual respect approach(12:24) Virtual coffee process for meaningful networking(16:03) Networking experiment: building from zero in Houston(19:31) Long-term relationship building for business owners(21:27) Overview of the Badass Business Summit and value for attendeesConnect with the team:Donnie Boivin on LinkedIn: https://www.linkedin.com/in/donnieboivin/ Explore Success Champion Networking (SCN): https://successchampionnetworking.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/ 
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  Helping SMBs Scale Smarter Through Fractional CMOs and AI with Joseph Frost, MBA 28.05.2026 29мин

  The market is splitting in two, and smart businesses are already quietly repositioning to the right side.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Joseph Frost, MBA, co-founder of yorCMO, serial entrepreneur, and expert in fractional marketing solutions for SMBs. They explore what founder-led companies can learn about strategic marketing, customer understanding, and scaling with clarity without assuming one-size-fits-all solutions.Joseph shares why fractional CMOs provide the leadership SMBs need to move past tactical frustration, how clear messaging based on real customer insights drives growth, and how integrating AI with human strategy can create a sustainable marketing engine. From simplifying the buyer journey to building systems that continue to learn and scale, this conversation shows how businesses can grow smarter while freeing founders to focus on what matters most.Key takeaways:How fractional CMOs deliver strategic leadership to align marketing with business goalsWhy customer interviews reveal the triggers, language, and needs that drive conversionsHow combining human expertise with AI-powered systems can create continuous growthEpisode highlights:(00:00) Introduction(02:31) Transition from video business to fractional CMO(03:24) Six marketing fundamentals overview(06:28) Pre-sale insights drive messaging success(08:04) Modern buyer journey and trigger points(10:18) Enhancing word-of-mouth and sales support(12:32) Effective website messaging and conversion tips(16:01) Preparing marketing for AI integration(21:09) Core growth system explained(27:44) Founder-led marketing solutionsConnect with the team:Joseph Frost, MBA on LinkedIn: https://www.linkedin.com/in/josephfrost/ Explore yorCMO: http://yorcmo.com Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/
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  How Strong Partnerships Help Companies Scale Smarter with Lance Black, MD, MBID 14.05.2026 31мин

  Champions are made, not found.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Lance Black, MD, MBID, Senior Associate Dean of Innovation & Strategic Projects of Texas A&M Engineering Medicine’s innovation program, physician, engineer, and startup advisor. They explore what healthcare innovation can teach SMB leaders about customer development, champion building, early partnerships, and scaling without assuming one model fits every business.Lance shares why the first meaningful partner can become the key to unlocking growth, why founders must keep listening long after the first customer conversations, and how small, nimble teams can use technology as an advantage. From refining your message through real conversations to developing champions with frequency, depth, and diverse engagement, this conversation shows how businesses can move faster, learn sooner, and build growth around actual customer needs.Key takeaways:Why strong champions are developed through consistent, intentional engagementHow customer conversations reveal the real value, timing, and fit of your solutionWhy scaling requires a custom strategy, not a copied playbookEpisode highlights:(00:00) Introduction(01:40) How engineering medicine connects innovation and industry(07:50) Why the first partner can unlock growth(10:24) What SMBs can learn from healthcare partnerships(12:07) Why the best pitch starts with conversation(14:16) How to develop champions with intention(18:53) Why small teams have an AI advantage(22:10) The founder mistake that slows growth(25:27) Why scaling needs a custom strategy(28:16) How real-world use reveals what customers needConnect with the team:Lance Black, MD, MBID on LinkedIn: https://www.linkedin.com/in/lance-black-innovation/ Explore Texas A&M School of Engineering Medicine: https://enmed.tamu.edu/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/ 
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  Stop Leading Alone: Build a Self-Running Team with Brent Robertson 30.04.2026 33мин

  What if the biggest thing holding your business back isn't a people problem, but a missing piece?In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Brent Robertson, CEO and Founder of Be Generative, to explore why the 150-year-old leadership narrative is leaving business owners burned out and bottlenecked. Brent introduces the choreographer mindset, the idea that leaders who design the right conditions for their teams, rather than controlling every outcome, unlock dramatically higher performance, accountability, and growth.Brent digs into how creating clarity around authority and decision-making can immediately release the burden from leadership, why vision is most powerful when co-created by the entire team, and how companies approaching succession and exit can use that transition as a catalyst for doubling or tripling in value, rather than simply minimizing disruption.Key takeaways:Designing the right team conditions is what drives lasting performanceClarity around authority and decision-making is the fastest way to eliminate leadership bottlenecksCo-creating vision with your team transforms employees into owners and accelerates growth through successionEpisode highlights:(00:00) Introduction(02:47) The old leadership narrative holding SMBs back(03:59) The choreographer mindset: designing conditions for performance(07:50) Most problems are symptoms, not the root cause(09:04) The architecture firm story: what was really missing(10:36) The $350K waiting tax: what decision bottlenecks cost you(12:42) Change where you're thinking from first(13:43) Vision is a story about the future you want to be true(15:05) Inviting your team to author and own the vision(17:26) The coming fire sale in businesses and how to stand out(28:41) Using AI and technology as a growth accelerantConnect with the team:Brent Robertson on LinkedIn: https://www.linkedin.com/in/brentrobertson/ Explore Be Generative: https://www.be-generative.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/ 
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  How to Build a Significant, Sellable Business with Scott Snider 16.04.2026 33мин

  Unlock the strategies that turn business success into long-term value.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Scott Snider, President of the Exit Planning Institute (EPI), to discuss the Four C's: Human Capital, Customer Capital, Structural Capital, and Social Capital, and their role in driving business value. Scott explains how decentralizing ownership and focusing on value creation, rather than just income generation, can help businesses scale and prepare for a successful exit.Scott shares how Certified Exit Planning Advisors (CEPAs) guide business owners through the process of closing the "value gap" and making strategic improvements, such as building strong leadership teams, implementing scalable sales processes, and fostering a culture that aligns with long-term goals. He emphasizes the importance of involving key employees and advisors to ensure sustained growth and value creation.Key takeaways:Decentralizing ownership helps drive long-term business growth and valueFocusing on the Four C's: Human, Customer, Structural, and Social CapitalCertified Exit Planning Advisors (CEPAs) help close the "value gap" and guide strategic business improvementsEpisode highlights:(00:00) Introduction(01:33) The mindset shift: success vs. significance(03:34) Why structural capital drives long-term value(06:50) Understanding the value gap(07:33) What is a Certified Exit Planning Advisor (CEPA)?(09:21) How CEPAs close the value gap using the 4 capitals(10:23) How sales consultants drive both revenue and value(17:07) The 4 C's: what earns outlier multiples(22:51) Tying key employees to the business through culture and equity(27:48) The next-gen workforce and the need for purpose(29:43) Educating employees on the P&L to think like ownersConnect with the team:Scott Snider on LinkedIn: https://www.linkedin.com/in/scott-snider-epi/ Explore the Exit Planning Institute: https://exit-planning-institute.org/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  Driving Business Growth with Strategic CFO Insights with David Tramontana 02.04.2026 27мин

  Focus on the financial insights that drive growth, not just past numbers.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with David Tramontana, Area President at FocusCFO, to discuss how fractional CFOs can help SMBs scale with clarity and confidence. They get into why understanding your gross margin and cash flow is critical to making strategic decisions and ensuring sustainable growth.David explains how fractional CFOs act as a strategic partner, guiding business owners through forecasting, financial decision-making, and identifying the right revenue opportunities. He also shares how businesses can better assess their profitability by customer, streamline their financial strategies, and prepare for a successful exit.They explore the importance of building a predictable revenue stream, the role of a solid leadership team, and how financial clarity can relieve business owner stress, allowing them to focus on growth and value creation.Key takeaways:Fractional CFOs provide the strategic insights businesses need to scale effectivelyUnderstanding cash flow is key to making proactive growth decisionsBuilding a sustainable and transferable business value starts with strong leadership Episode highlights:(00:00) Introduction(01:27) The rearview mirror vs. GPS analogy(03:53) The lesson David learned the hard way(06:27) Good sales, bad sales, and strategic sales(09:40) One-time, reoccurring, and recurring customers(13:22) Gross margin and fixed overhead(15:41) Leading vs. lagging indicators(17:49) Tracking the sales funnel as a leading indicator(19:32) Aligning personal goals with business exit strategy(23:57) The 13-week cash flow model(25:45) What are KPIs?Connect with the team:David Tramontana on LinkedIn: https://www.linkedin.com/in/david-tramontana/ Explore FocusCFO: https://www.focuscfo.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  Using AI to Improve Sales Timing and Targeting with Mehdi Tehranchi 19.03.2026 28мин

  Stop chasing more data and start acting on the signals that matter.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Mehdi Tehranchi, Co-founder & CEO at KnowledgeNet.ai, to explore why revenue certainty matters, why more data does not create clarity every day, and why sales leaders should focus on the signals they are missing.Mehdi shares the three drivers of better sales execution: ICP, messaging, and timing. He explains why AI should act like a 24/7 coworker, how predictive signals can replace spray-and-pray outreach, and why companies must focus on outcomes instead of software alone. They also discuss transparency, trust, governance, and how leaders can use AI to make automation native to their ideas, strengthen decision-making, and create reliable growth without losing the human judgment that protects reputation.Key takeaways:AI should start with the missing signal, not a vague plan for “doing AI”Better sales execution comes from getting ICP, messaging, and timing rightTrust in AI depends on transparency, human oversight, and strong governanceEpisode highlights:(00:00) Introduction(01:47) The three keys to quality leads: ICP, messaging, and timing(05:17) AI as a 24/7 coworker that never stops working(06:56) Real results: 10x lead pipeline increase case study(08:07) Moving from spray and pray to laser focused outreach(08:47) Trust and reputation in the age of AI transparency(12:02) Why AI hallucination puts your reputation at risk(17:25) The shift from software company to outcome company(19:31) Change the question: what signal am I missing?(22:19) AI revolution and the dependency on automation ahead(25:09) Getting AI to work for your ideas, not the other way aroundConnect with the team:Mehdi Tehranchi on LinkedIn: https://www.linkedin.com/in/mehditehranchi/ Explore KnowledgeNet.ai: https://knowledgenet.ai/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  How To Build Confidence In Your Price And Your Process with Casey Brown 05.03.2026 35мин

  Stop sacrificing profits to close deals and start maximizing your pricing potential.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Casey Brown, founder of Boost Pricing and author of Fearless Pricing, to break down what price objections really mean, and why discounting is usually a symptom, not a solution.Casey shares the two biggest reasons sales teams cave on price, skillset and mindset. She explains how fear shows up in the moment, why leaders can become the “Chief Discount Officer,” and how SMBs can build simple guardrails that keep reps focused on the right deals. They also get tactical on how to raise prices, how to “fire” bad-fit customers the right way, and a simple 1% exercise every sales leader should run this week. Key takeaways:Price objections usually mean the value case is not clear enough yetGuardrails beat gut feel, define what good deals look like, and what you will not sellA 1% price increase can drive a meaningful jump in profit, with less risk than chasing volumeEpisode highlights:(00:00) Introduction(01:23) Why pricing is part math, part human behavior(04:32) The real issue is confidence, not better scripts(08:58) How leaders accidentally train teams to discount(12:05) Deal swim lanes that protect margins(15:57) Raising prices to move on from bad fit customers(21:10) Communicating price increases with clarity and control(25:16) Why discounts create the wrong expectations fast(31:14) The 1% move that builds confidence and profitConnect with the team:Casey Brown on LinkedIn: https://www.linkedin.com/in/caseybrownboost/ Explore Boost Pricing: https://boostpricing.com/ Explore Fearless Pricing: https://www.caseybrown.com/books Explore Casey’s website: https://www.caseybrown.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  The Power of Fractional Sales Leadership in SMBs 19.02.2026 33мин

  Sales growth isn’t just about hiring more people, it’s about building the right systems.In this episode of Sales Against the Odds, host Lee Brumbaugh talks to Jason Flanzbaum, president of Boca Bearing, and Michael Wills, Fractional Sales Leader at Sales Xceleration, about the journey of transitioning from a marketing-driven to a sales-driven organization. Jason shares the challenges of scaling his business, the frustrations of managing salespeople, and the critical moment when they realized they needed a structured sales approach. They explore how Michael helped align sales processes, redefine roles, and pivot the company toward targeting industrial buyers. From managing sales teams to refining incentive structures and using tools like HubSpot, this conversation will give insight on the key strategies for SMBs to achieve sustainable growth and long-term success.Key takeaways:The importance of transitioning from a marketing-driven to a sales-driven organizationHow fractional sales leadership helps align strategy and drive growthWhy structured sales processes and clear role definitions are key to scaling an SMBEpisode highlights:(00:00) Introduction(01:33) Discussion on sales challenges(04:03) Transitioning from a marketing-driven to a sales-driven organization(06:26) Implementing effective sales strategies for growth(08:03) Building and managing a high-performing sales team(11:03) Adapting to new market demands and evolving the business model(14:19) Leveraging technology for sales growth and efficiency(21:04) The role of AI in enhancing sales operations(24:49) Networking and its role in driving business successConnect with the team:Michael Wills on LinkedIn: https://www.linkedin.com/in/michaelwills2/ Jason Flanzbaum on LinkedIn: https://www.linkedin.com/in/jason-flanzbaum-32674362/ Explore Boca Bearing: https://www.bocabearings.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  Building a Strong Foundation for AI in SMB Sales and Operations 05.02.2026 30мин

  AI doesn’t fix broken systems. It accelerates them.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Sam Sharma, founder and CEO of Elevate AI Tech, to discuss what AI adoption really looks like inside growing SMBs. Sam reveals why most AI initiatives fail, how poor data and broken workflows breed chaos, and why AI is more of a change management challenge than a tech issue. They dig into real examples from sales, operations, and training, including how Sales Xceleration leverages AI to cut admin drag, boost consistency, and plug revenue leaks faster. From AI opportunity mapping to the shift from AI-enhanced to AI-first businesses, this conversation cuts through the noise and focuses on building systems that drive confidence, not just speed.Key takeaways:Why AI tools fail without clean data and connected systemsHow AI opportunity mapping identifies the highest ROI use casesWhy systems build confidence, and confidence drives revenueEpisode highlights:(00:00) Introduction(01:10) Sam Sharma on 20 years in tech and the human side of AI(03:23) Find workflow gaps with AI opportunity mapping(05:12) Where AI fits in sales for prediction and smarter plays(09:23) Real examples of AI in action from clicks to conversions(12:31) Why AI rollouts stall and how to get real adoption(16:59) How to measure ROI before you buy the next tool(21:41) What is next for AI and personalized sales trainingConnect with the team:Sam Sharma on LinkedIn: https://www.linkedin.com/in/samsconsultant/ Explore Elevate AI Tech: https://elevateaitech.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  How Clear Messaging Turns Noise Into Revenue with Donald Miller 22.01.2026 33мин

  If you communicate clearly, you win.In this episode, Lee Brumbaugh sits down with Donald Miller, CEO of StoryBrand and bestselling author of Building a StoryBrand, to break down why clear messaging is the ultimate competitive advantage in sales and marketing.Donald explains why customers tune out most marketing, how the human brain is wired for survival, and why short, repeatable, zero cognitive load messages outperform clever or complex language every time. Together, Lee and Donald connect the dots between marketing clarity and sales execution, from subject lines and calls to action to sales enablement, AI, and owning a single problem in the marketplace.Key takeaways:Why customers only pay attention to messages tied to their survivalHow to create zero cognitive load messaging that sales teams can actually useHow marketing should warm leads before sales ever gets involvedEpisode highlights:(00:00) Introduction(01:11) Why buyers tune out most marketing messages(02:05) How survival language cuts through noise(04:14) Writing emails buyers actually open and read(07:30) Why clarity wins attention in any market(11:53) Turning marketing clarity into sales momentum(17:47) Where AI helps and where it hurts sales and marketing(20:43) What StoryBrand is focused on next(26:33) Using clear language at work and at home(29:35) One focus every SMB needs to grow(32:47) Owning one problem to drive scalable salesConnect with the team:Donald Miller on LinkedIn: https://www.linkedin.com/in/donald-miller-storybrand/ Explore StoryBrand: https://storybrand.com/ Explore Building A StoryBrand 2.0: https://storybrand.com/building-a-storybrand-book-new/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  
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  The Secret to Aligning Sales and Operations for Success 08.01.2026 30мин

  The most successful businesses know how to extract hidden value from operations.In this episode, Lee Brumbaugh sits down with Tim Van Mieghem, founder of The ProAction Group, to discuss how uncovering overlooked opportunities can transform a company’s future. Tim explains the importance of replacing judgment with curiosity and shares his unique approach to operational efficiency. He reveals how business owners can uncover significant profit in areas they may not even know exist and why developing a team to sustain that growth is just as crucial as achieving it.Tim dives into the challenges of shifting mindsets within a company, how small operational changes can lead to big wins, and why sales and operations alignment is essential for sustainable growth. He also shares how embracing curiosity over inertia can lead to discovering breakthroughs that would otherwise remain hidden.Key takeaways:How curiosity over judgment drives business transformation and operational successWhy uncovering hidden value in your company’s operations can unlock significant profitThe importance of aligning sales and operations to create a unified, high-performing companyEpisode highlights:(00:00) Introduction(01:29) How hidden value in operations can unlock untapped profit(03:44) The real power of curiosity over judgment in leadership(06:00) A real-world example of transforming operations in a seafood processing plant(07:46) The key to creating lasting change: ROI and acceptance(10:31) How aligning sales and operations leads to better performance(12:25) The importance of understanding demand patterns to optimize scheduling(15:30) Why the 80/20 rule doesn’t always apply and how segmentation drives profitability(19:29) Rethinking how to manage high-volume, low-mix versus low-volume, high-mix products(26:56) How curiosity and mindset shifts can transform a companyConnect with the team:Tim Van Miegham on LinkedIn: https://www.linkedin.com/in/tim-van-mieghem-5ba91b/ Explore The ProAction Group: https://www.proactiongroup.com/ Explore Shocking Profit: https://shockingprofit.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  Explore EOS Worldwide: https://www.eosworldwide.com/ 
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  The Leadership Traits That Predict Breakout Success 11.12.2025 31мин

  The fastest-growing companies all share one trait: a CEO who never stops learning from customers.In this conversation, Lee Brumbaugh sits down with Bryan Cressey, Co-Founder and Partner at Cressey & Company, to reveal the traits that set great CEOs and founders apart. Bryan shares why creativity, genuine customer engagement, and the humility to hire exceptional people consistently predict stronger companies. He explains how leaders can evaluate whether a business truly has the potential to scale, starting with new ideas, bold aspirations, and healthy margins.Bryan explains why founders must be their company’s first seller, and how real customer conversations uncover insight no metric can. He breaks down the leadership red flags to watch for, the moments when change becomes the only path forward, and why pairing new technology with real customer needs creates advantage.Key takeaways:What traits distinguish founders and CEOs who can truly scale a companyWhy founders must be the first to sell and validate real market differentiationThe leadership red flags that signal a company may struggle to growEpisode highlights:(00:00) Introduction(03:09) The mindset and traits shared by exceptional founders and CEOs(04:18) Why founders must sell first and test real market differentiation(06:00) Leadership red flags seen  in CEOs who struggle(10:06) How great hiring and team-building fuel long-term growth(13:31) Three indicators to evaluate scalable companies(17:02) Why customer conversations are the key to innovation and clarity(21:24) Tech only wins when it solves real customer problems(25:50) The future of CEO leadership and casting a long-term vision(28:23) Questions to ask before starting a businessConnect with the team:Bryan Cressey on LinkedIn: https://www.linkedin.com/in/bryan-cressey/ Explore Cressy & Company: https://www.cresseyco.com/ Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/ Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/ Explore Sales Xceleration: https://salesxceleration.com/  Explore EOS Worldwide: https://www.eosworldwide.com/