Sales Against the Odds

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.

Sales Against the Odds is a business podcast hosted by Unknown Host, with 23 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts Sales Against the Odds, a business show with 23 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #22

  20 Sales Lessons from Our First 20 Guests You Can Apply Today

  Aug 6, 202616 min

  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 complexity How great leaders build accountability through coaching, culture, and transparency The common traits shared by businesses that create sustainable, predictable growth Episode 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 competitive Connect 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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  Episode #21

  Why Great Leadership Teams Outperform the Rest with Mark O'Donnell

  Jul 23, 202635 min

  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-wide Why an untraditional path built the self-reliance that made Mark unstoppable, no matter the obstacle Why a disengaged sales leader is creating more excuses than results in your revenue meetings Episode 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 mile Connect 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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  Episode #20

  Scale Smarter with Global Talent and AI for SMBs with David Nilssen

  Jul 9, 202632 min

  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 instead How Doxa's conscious outsourcing model drives retention, culture, and real business results across global teams Why AI without human judgment is creating more noise than pipeline in your LinkedIn and sales outreach Episode 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 startups Connect 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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  Episode #19

  The Hidden Drivers of Nonprofit Growth with Karen Mozenter

  Jun 25, 202630 min

  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 environment How relationship mapping with board members and staff unlocks doors to companies, donors, and community leaders Why every person in your organization is part of your sales and growth strategy Episode 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 awareness Connect 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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  Episode #18

  Building Powerful B2B Networks from Scratch with Donnie Boivin

  Jun 11, 202629 min

  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 results How B2B professionals can build strategic referral networks to accelerate growth How structured approaches like virtual coffees create repeatable opportunities and long-term relationships Episode 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 attendees Connect 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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