Advertise on podcast: Sales Against the Odds

Derrick Smith, a Co-Founder of The FireFly Group, talks about his experience in finding companies ready to grow and building teams that support the mission to scale.

Great salespeople do more than build relationships. They know how to challenge customers, uncover real needs, and turn conversations into action. In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Larry Freedman, Founder of Inspire Impact Consulting and a sales leader with more than 30 years of experience at AstraZeneca and Sanofi. Larry shares what separates strong sales leaders from average ones, including how to balance support with accountability and coach teams to sell more consultatively. Larry explains why product knowledge, selling skills, and relationship building all matter, and why strong relationships alone are not enough. He breaks down how sellers get stuck in the "friend zone," why listening more leads to better customer conversations, and how asking the right questions can uncover needs and move opportunities forward. From coaching sales leaders in the field to using AI for research and targeting, Larry shares practical ways to sharpen sales execution, challenge the status quo, and help customers take action. Key takeaways: Why great sales leaders balance support with accountabilityWhy challenging the status quo helps customers move toward actionHow consultative selling turns relationships into business opportunities

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 networking Episode 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 network Connect 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/

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 connection Episode 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 touch Connect 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/

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 competition Episode 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 multipliers Connect 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/

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 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/

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 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/

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 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/

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 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/

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 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/

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 solutions Connect 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/

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 playbook Episode 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 need Connect 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/

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 succession Episode 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 accelerant Connect 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/

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 improvements Episode 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 owners Connect 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/

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/