The Brandon Bornancin Show
by Brandon Bornancin
So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.
Episodes
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Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors
Customers are king and nowhere is that more apparent than in the casino and gaming industry. The retention and treatment of a customer can make or break a company. In this episode, managing partner Cory Morowitz talks about his experience consulting companies on the importance of the customer in...
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How Successful Leaders, Lead with Transparency with David Karp at Numerator
Transparency is a buzzword but it’s still important. Great companies have figured out a way to be transparent but also be private. Transparency doesn’t mean telling everything but it does mean open and honestly. In this episode, David Karp talks about transparency and how great companies use this...
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Secrets to Successful Account Management with Suneal Rao at InsideSales.com
Account management has been around a long time but it’s changing every day. There are emerging trends that are forcing leaders of account management to change the way they do their job and it’s a good thing. In this episode, Suneal Rao talks about trends in account management and the secrets…
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How to Scale an Inside Sales Team with Jeff Knowlton at Softchoice
Inside sales is growing at incredible rates and it doesn’t appear to be slowing down anytime soon. Many companies struggle to figure out how to change their typical outside sales motion to an inside sales motion. In this episode, Jeff Knowlton from Softchoice talks to us about how to effectively...
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Engaging Employees in Times of Change with Sharlene Dozois at Cision
Change is hard. Nobody likes it but it is something that we all have to deal with every day in sales. In this episode, Sharlene Dozois from Cision talks about her experiences with change and how she’s managed teams through that change to be successful.
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Moving from Question Selling to Insight Selling with Lori Langholz at BDO
Why do sales reps always want to talk about themselves? It’s because they are comfortable with that. It’s hard to learn about the customer, their problems, and their industry but that’s exactly what great salespeople do. They spend more time on the customer then they do themselves. In this…
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Three Enduring Sales Principles with Joe Haynie at JCI
We've all sold for a long time but many of us have not taken the time to step back and think about what are the principles that make us successful in our day-to-day selling. In this episode, Joe Haynie from JCI talks to us about three enduring sales principles that have shaped his career and help...
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How to Master Pre-Call Planning with Jeff Boyle at Cision
Pre-call planning is one of most important tasks we overlook in sales. Many sales reps want to simply get on the phone and do their thing, but more and more reps are finding that shoot from the hip approach is not working. In this episode, we dive into how Jeff Boyle from Cision coaches his team…
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Are You a Real Salesperson or Not with Bill Parry at AspenTech
There are a lot of salespeople in the world but not every salesperson really wants it. To win at sales, you have to dive deep into yourself and really decided if you want to really get better at what you do or not. Don’t talk the talk if you’re not ready to walk the walk. In this episode, we talk...
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How to Support Frontline Sales Managers w/Natalie Bering @ServiceNow
Front-line managers are oft-forgotten and they shouldn't be. In this episode, Natalie Bering from Service now talks about how to support managers by coaching them, maximizing your 1:1 time with them, and focusing on their professional development.
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How Sept 11th Transformed me and my career w/ Jim Donovan (Bonus Episode)
September 11th was a terrible time for many people and the US as a whole. For many people, it was a day they will never forget as it changes their lives forever. In this special episode, we talk to inside sales executive Jim Donovan about his experience on 9/11 and how his life was transformed.
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Hire and Retain or Wither and Die in Today’s Market w/Neal Benedict Silver Brick Solutions
If you don't hire and retain you will wither and die in today's market. The problem most people don't know how to do this. In this episode, we discuss how to select candidates, on-boarding, and training.
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Product Selling vs Solution Selling w/Scott Crosley
We need to change the way we sell. We can't sell our products anymore. There are two many products but there are not enough solutions. Buyers have problems and they need solutions but not in the way you think you need them. We need to change the message in sales to get buyers to change...
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Leveraging Effective Sales Operations to Drive Revenue and Profitability w/Sri Chakravarty @AshleyFurniture
Sales Operations is a known function for many organizations but it is often underutilized. In this episode, we discuss how sales operations can be most effectively utilized by using big data, understanding the customer lifetime value, and collaborating with other parts of the organization.
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The Top 3 Skills Needed for Sales Development Reps w/ Tyler Wicks @HPE
Sales Development is an important role in many companies but many teams still struggle to figure out how to coach and train reps to be successful. In this episode we discuss the importance of sales development and the top three skills needed to be successful. Conversation starter Lead Management...
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How to Get Your Sales Pipeline Unstuck, Now
Let me guess, your sales pipeline isn't moving as you'd like it? Nobodies is. The question is how do you get it unstuck? Most people think you need to run fancy reports and have hours of conversations and although those are important things the most important thing about talking to customers is...
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The Answer to Building Strong Relationships in Relationship Selling w/Steve Steinmeyer @JLL
Everybody knows relationships make or break the sale but how do you build relationships to be a successful salesperson. In this episode, Sr Managing Director at JLL, Steve Steinmeyer talks about the power of relationship selling and how you can start to build relationships to help you sell more.
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Should You Be Using Text In Sales
In this episode, Gabe talks about using text messaging in your day to day sales activities to help you sell more.
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How to Use Texting in Sales
There are multiple ways to communicate with prospects and potential buyers. As salespeople, we often get comfortable with the methods we know best which are phone and email. The problem with this is, if you're using those methods probably everybody else is as well. What can you do differently?…
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Why Some Companies Win and Why Some Companies Lose
There are a lot of reasons why companies win and lose. Some of the reasons are simple and some are complex but either way, it's never easy to become a great company. In this episode, Gabe breaks down some of his experience consulting other companies and he gives his advice as to why some…
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How to Optimize Your Sales Process Top to Bottom
Acquiring new leads, moving them down the funnel, and closing the deal; this is the life-blood of any company. However, the complicated nature of strategy and execution often makes it the most broken process of an organization. How do you optimize this process in order to get the most out of your...
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Three Secrets to Account Based Marketing
Account-based marketing is a buzz word but how do you actually do it and should you do it? In this episode, Gabe breaks down the term account-based marketing into a three simple step process to start doing this motion correctly.
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Five Secrets to Using Video in Sales
Video in sales is all the rage but does it really work and should you use it? In this episode, Gabe Larsen talks about the secrets to using video and how, if done right, video can be a game-changing technology for you to use in your sales prospecting efforts.
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Should Only 14% of LinkedIn Connection Requests be Personalized?
I have nearly 1000 connection requests in my LinkedIn inbox (990). I'm not popular I'm just months behind because I promised myself I would do a personalized note for every response. I just looked at 990 requests and found that 142 of them had a note for a total of 14%. 14% of connection requests...
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The Selling Formula w/Brian Robinson
Everybody needs the formula to sell more and sell better. The problem is that is exactly what people lack.
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Three Steps to Successful Account-Based Marketing
Everyday people get confused with the term account-based and what it means for them. No matter what you call it, strategically prospecting to your target accounts is an important part of marketing and sales and if you do it right, you can sell more. In this episode, Gabe Larsen talks about...
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Why Conversational Intelligence Matters to You w/Roy Raanani @Chorus.ai
Every sales person has conversations but not every sales person has mastered the art of the conversation. Most sales people don't even have the ability to listen to their own phone calls let alone analyze and break them down. That's now changing. With the introduction of conversational…
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Your Handoff Between Sales Development & Sales Sucks And This Can Help
You might think the handoff between sales and sales development is working, right? I mean it might have a few problems but overall it's okay right? Wrong. It's totally broken and if it needs to be fixed ASAP. Sadly, there is no magic potion but there are a few things you can do to make it better....
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How to Map Accounts w/Dan Cook @Lucid
The art of mapping accounts is just that, an art. It's something that sales people have done for decades and it's not an easy task. In this episode, SVP of sales at Lucid, Dan Cook, talks to us about how companies are mapping accounts to improve their pursuit strategies and ultimately their sales.
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How Chatbots Are Changing The Way We Sell w/Billy Bateman @Chatfunnels
Chat is a so hot right now it's crazy. The problem is most people are jumping on the bandwagon and buying chat problems but nobody knows what to do with them or how they are impacting the way we sell. In this episode, Billy Bateman from ChatFunnels talks to us about how chatbots are changing the...
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Secrets of Account Based Marketing (ABM) w/Shari Johnston @WinningByDesign
Most sales and marketing leaders struggle to understand what ABM is and how they can do it effectively in their organization. In this episode, Shari Johnston talks about her ABM experience and the secrets every leader needs to master in order to win with ABM
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Three Paralyzing Mistakes of SDR Teams w/Becc Holland @G2
Every SDR team makes mistakes. Some make more than others. However, there are three mistakes almost every SDR team makes and they are killing the productivity and capability of SDR departments all over the world. In this episode, Becc Holland talks about these three mistakes and gives tips for...
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My Data-Driven Hiring Process on a Budget
Everybody wants to hire better people but most people don't spend the time to really think through a strategy on how they can hire better. In the recent months, we've sat down and built our own hiring model on a shoe-string budget. In this episode, we dive into that strategy and some of the early...
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Your Hiring is Broken & How You Can Fix it
Everybody needs to hire great sales people but not everybody can. Sales hiring is not just about the art of sales it's also about the science of selling and great leaders understand they need a balance of both. In this episode, Brett Morris, CEO of PerceptionPredict discusses the how you can make...
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Building an Integrated Sales & Marketing Engine w/Phillip Anderson @BCG
How can inside sales leaders be better, faster, and cheaper to help their companies transform and successfully go-to-market? What is the next generation of sales organization bringing to the table to facilitate the ever-changing landscape? In this episode, Philip Andersen, Partner & Managing...
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Working Harder vs Working Smarter Five Ways to Prioritize Your Leads and Improve Contact Rates w/Brandon Bornancin @Seamless.ai
If you’re in sales, it’s only a matter of time before someone tells you to “work harder” or “we need more activities (dials, emails, voicemails, social, mailers, etc).” But is this really the silver bullet to hitting your number in sales? Just work harder? If every sales reps works harder, will...
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How to Get Your Account Executives to Commit Better w/Michael Tuso @Chili Piper
Commitments are hard in every part of life and sales is no different. Committing people in the right way can make or break a deal so taking this principle lightly is a bad idea. In this episode, Michael Tuso talks about why commitments are not working and how they can.
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Four Laws to Build a Sales Cadence
Every sales rep is looking to have more meaningful conversations. Whether it’s with a new lead they’re hoping to get in touch with, or with a potential buyer who has gone cold. There is a plethora of strategies on how to acquire more conversations. With terms such as: cadence, sequence…
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Why You Should Be Using AI Right Now w/Babar Batla @SalesDirector.ai
What is AI and why is it important? Today there is a lot of talk about artificial intelligence but many people still struggle figure out how it can benefit their sales team. In this episode, we'll be addressing the mistrust in AI, how is AI being used in sales today, and what are real life…
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How to Build Your Brand Story w/Amiet Chevrier @Digital Brew
Not sure how to tell your story? Look no further than this podcast episode. In today's episode, Amiet Director of Business Development at Digital Brew talks about how to tell your story using proven principles and best practices with v
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Next Gen Sales Technology Powered by Collective Intelligence w/Dave Boyce @InsideSales.com
Sales technology continues to advance and leaders are looking for the next thing that will provide the growth for their organizations. Some sales technology will become commoditized in the future but the thing that will differentiate tools is data. Data provides a differentiator but not just any...
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The Five Sales Development Plays to Nail in 2019 w/Dan Gottlieb @TOPO
Sales Development is one of the biggest trends in sales and it is here to stay. To win at sales development you need to master five plays according to Dan Gottlieb from TOPO. Those plays are developing a repeatable and prescriptive live call framework, focus SDRs on multi-threading within target...
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Unique Aspects of Inside Sales in EMEA w/Christian Obando @Tesla
We all know how to build an inside sales team right? Well maybe but not when it comes to running an inside sales team in EMEA. Do the same rules apply as they do in the US? Can reps prospect just like they do in in the US? What about GDPR? How does it work between countries? These are all good...
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How to Manage your Pipeline & Forecast Call
Sales activity consistently spikes at the end of the month, but what managers don’t know is that this is costing them money. While sales reps stuff any opportunity, no matter how bad in the pipeline at the end of the month, win rates drop over 51% (from InsideSales.com research). But how do you...
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The Advantage of Non-Commissioned Sales People w/Mitch Little @Microchip
Don't pay your sales reps commission? You've got to be crazy! Well that's exactly what Mitch Little has been teaching and practicing for years and the funny thing is, he's seeing some pretty powerful results. Mitch has taken a non-traditional approach to sales by not paying his reps commissions…
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How do you Differentiate in Sales? w/Lee Salz @Sales Architects
When it comes to sales, most sales people think if they don't drop their price they won' win the deal. In this episode, we talk about sales differentiation and the 19 easy-to-implement concepts to help salespeople win deals while protecting margin.
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How AI is Disrupting Sales w/Damian Ofarrill @Autodesk
AI is here in full force and a lot of companies are talking about it but is it real and what can it do to help sales people sell more? In this episode, we talk about how AI is disrupting sales, how sales is being automated, and why sales people should care. How AI is disrupting sales – the age of...
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How to Optimize an Inherited Sales Team w/Brad Moore @PersonifyCop
Not every sales leader has the luxury of picking who he or she get's to work with and that can make things really difficult. If you inherit a sales team what should you do and how can you best perform? In this episode, we dive into how great leaders manage to be successful when they inherit a…
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How to Develop a Next Gen Sales Rep w/Mor Assouline @Practice Panther
Sales is not going anywhere but it is changing. What does the future of sales look like and how can you get ahead of it? In this episode, we talk about the next generation of sales people and how they can be successful.
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Creating A Culture Of Experimentation In Inside Sales w/Blake Johnston @OutboundView
Experiments are a must in sales. You can't guess and expect to be right all the time. In sales testing is the new normal and great sales reps and managers find a way to successfully test everything they are doing to find optimal ways to be successful. In this episode, we dive into the concept of...
About this show
So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.
Hosted by
Brandon Bornancin
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