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 yet
• Guardrails beat gut feel, define what good deals look like, and what you will not sell
• A 1% price increase can drive a meaningful jump in profit, with less risk than chasing volume

Episode 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 profit

Connect 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/

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 organization
• How fractional sales leadership helps align strategy and drive growth
• Why structured sales processes and clear role definitions are key to scaling an SMB

Episode 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 success

Connect 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/

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 systems
• How AI opportunity mapping identifies the highest ROI use cases
• Why systems build confidence, and confidence drives revenue

Episode 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 training

Connect 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/