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/

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 survival
• How to create zero cognitive load messaging that sales teams can actually use
• How marketing should warm leads before sales ever gets involved

Episode 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 sales

Connect 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/

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 success
• Why uncovering hidden value in your company’s operations can unlock significant profit
• The importance of aligning sales and operations to create a unified, high-performing company

Episode 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 company

Connect 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/

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 company
• Why founders must be the first to sell and validate real market differentiation
• The leadership red flags that signal a company may struggle to grow

Episode 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 business

Connect 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/

Growth begins to stall long before most leaders recognize the root cause.

In this conversation, Lee Brumbaugh chats with Kurt Schneiber, experienced CEO and EOS Implementer, to uncover the two primary obstacles that hold many businesses back: having the wrong people in key sales roles and lacking a repeatable sales process. Kurt shares his expert insights on how to assess whether a sales leader has the right coaching abilities, and why focusing on all the buying influencers, beyond just the champion, is crucial to keeping deals on track.

Kurt provides practical steps leaders can use to create clarity, consistency, and trust in the sales organization. From identifying hunters and farmers to building a process the team will follow, this conversation gives founders, CEOs, and sales leaders what they need to improve results with less friction.

Key takeaways:

• Why the wrong people in key sales seats hold companies back
• How to assess whether your sales leader can truly coach and manage
• What a predictable sales process should include and why most teams lack one

Episode highlights:

(00:00) Introduction

(01:31) How Kurt found his path to EOS

(06:23) The core components every SMB must excel at

(10:30) Why sales leadership breaks as companies grow

(17:34) How to achieve expertise in the sales trust process

(23:21) Understanding who really influences the deal

(28:59) Using CRM tools to create consistency

(30:57) Coaching and training that elevate a sales team

(33:43) Why relationships still matter in modern selling

(37:34) Aligning with what customers actually need

Connect with the team:

Kurt Schneiber on LinkedIn: https://www.linkedin.com/in/kurtschneiber/

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/

Most SMBs don’t lose because they lack effort, they lose because they lack structure.

In this Challenge of the Day episode of Sales Against the Odds, host Lee Brumbaugh puts Tom Gardner, Chief Community Officer at Sales Xceleration, on the hot seat for a rapid-fire round of five questions that hit at the heart of SMB growth.

From embracing AI and building repeatable sales processes to hiring and developing top talent, Tom shares practical insights drawn from supporting hundreds of business owners and sales leaders nationwide. Along the way, he offers stories, lessons, and a few laughs (plus a shot of espresso or two).

Key takeaways:

• Why repeatable sales processes drive predictability and insight
• How AI helps SMBs scale smarter and faster
• Why onboarding and coaching separate good teams from great ones

Episode highlights:

(00:00) Introduction

(01:37) Question 1: The biggest opportunity for SMBs to grow smarter

(02:50) Question 2: The mistake most business owners don’t see coming

(04:32) Question 3: How AI is changing the sales game for SMBs

(05:38) Question 4: A career lesson every sales leader should remember

(07:33) Question 5: What to look for when hiring your next sales rep

(09:01) Lee takes the hot seat and shares his biggest takeaway

Connect with the team:

Tom Gardner on LinkedIn: https://www.linkedin.com/in/tgardner1/

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/