Sales Against the Odds

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Sales Xceleration

3 episodes

22 hours ago

There’s no silver bullet in sales. But there are proven processes, better questions, and the right kind of leadership, and that’s what we’re here to talk about. On Sales Against the Odds, we dig into the real challenges SMB leaders face and share sales strategies, tactics, and hiring best practices that actually work. This isn’t about making sales sound easy or polished. It’s about what really happens in the field. The horror stories, the humor, and the humble moments, we cover it all. Each episode, you’ll walk away with two things: stories you can relate to, and tangible actions you can take back to your business. We won’t pretend we have all the answers. But we’ve been there, we’ve seen what works, and we’re here to give you the best shot at building a sales-focused company that drives results.

Entrepreneurship

Business

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Entrepreneurship

Business

Episodes (3/3)

Sales Against the Odds

The Sales Strategy Shift Most Founders Miss

Too many founders think the solution to growth is hiring a salesperson.

In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Dave Parker, Serial Entrepreneur, Investor, and Managing Partner of DKParker, LLC. They explore the real challenges of startup growth, the power of storytelling, effective pricing strategies, and scaling a business without losing sight of what truly drives enterprise value. From establishing your first sales process to understanding ideal customer profiles and revenue models, this conversation uncovers the key factors that set apart the 8% of startups that succeed from the 92% that don’t.

Whether you’re a founder, CEO, or sales leader working to build structure and scalability into your sales organization, this episode delivers actionable takeaways you can use today.

Key takeaways:

Why 92% of startups fail and how to avoid their mistakes
The danger of outsourcing sales too early
Building enterprise value through focus and process

Episode highlights:

(00:00) Introduction
(01:13) From startup founder to ecosystem builder
(04:11) What separates successful founders from the rest
(06:41) Selling the story, not the software
(10:27) Growth strategies for product and service companies

(13:00) The danger of no pricing and no call to action
(16:25) Ideal customer profiles and staying focused
(21:21) Scaling starts with focus, not more ideas

(24:27) Five metrics that prove you have product-market fit

(31:29) Navigating the "messy middle" of startup scaling

(34:36) Why AI won’t replace the human side of selling

(35:32) Building a business that can thrive without you

Connect with the team:

Dave Parker on LinkedIn: https://www.linkedin.com/in/daveparker/

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 DKParker, LLC: https://www.dkparker.com/

Buy Trajectory: Startup: Ideation to Product/Market Fit: https://a.co/d/72IQVYh

4 days ago

42 minutes

Sales Against the Odds

How Do You Keep Sales Human In An AI-Driven World?

AI should make sales more human, not less.

Host Lee Brumbaugh sits down with John Hirsh, Sales Xceleration advisor and AI strategist, to talk about how artificial intelligence is reshaping the sales landscape, from the tools we use to the way we connect with customers.

John shares how he went from mechanical engineer to sales leader, and why that technical mindset helps him see AI as more than just automation. It’s an opportunity to elevate the human side of selling. Together, they discuss how SMBs can start using AI responsibly, the difference between personalization and automation, and why a broken process will stay broken, no matter how much tech you layer on top.

Key takeaways:

Start small with AI and build from solid sales fundamentals
Clean, personalized data drives connection, not just clicks
The best sales teams blend human authenticity with smart automation

Episode highlights:

(00:00) Intro

(01:51) AI tools for SMBs and how to implement them

(05:42) Personalization in sales with AI

(07:57) Smarter targeting starts with human insight

(11:35) Balancing quantity and quality in lead generation

(15:32) Why quality outreach wins every time

(20:06) Hyper-personalization strategies that convert

(22:08) Avoiding the potential pitfalls in AI adoption

(28:01) Where AI can take sales in the future

Connect with the team:

John Hirsh on LinkedIn: https://www.linkedin.com/in/john-h-38041b22/

Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/

SalesXceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/

Explore Sales Xceleration: https://salesxceleration.com/

2 weeks ago

33 minutes

Sales Against the Odds

Introducing Sales Against The Odds

Sales Against The Odds is the podcast for SMB leaders working to grow their business, even when the odds feel stacked against them.

Hosted by Lee Brumbaugh, we get into the unpolished reality of leading sales teams in small to mid-size businesses. From the grind of lead generation and pipeline development to comp models, onboarding, and accountability, each episode brings you relatable stories and proven strategies that go beyond theory.

If you’re a business owner or sales leader facing stagnant sales, competing priorities, or the challenge of building the right team, this show is for you.

Resources:
Check out SalesXceleration: https://salesxceleration.com/
SalesXceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/

1 month ago

1 minute