Sales Against the Odds4 Des 2025

The People and Process Mistakes That Hold Sales Back

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/

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