The Brandon Bornancin Show
295 episodes - English - Latest episode: over 4 years ago - ★★★★★ - 73 ratingsSo 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.
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Episodes
How Salesforce does Sales Development w/Shahan Prashad @Salesforce
February 21, 2019 13:51 - 37 minutes - 30.4 MBSalesforce has become a special company and every once and awhile they will open the doors and let us understand their secrets of success. In this episode, we dive into how to build a sales development team the Salesforce way.
Must Have Sales Management Software w/Kyle Lacy @Lessonly
February 14, 2019 08:18 - 20 minutes - 16.7 MBSales technology is a must for every sales organization but that doesn't mean it's easy to know what technology you should and shouldn't use. In this episode, we discuss how companies are building and optimizing their marketing and sales technology stack.
Moving from Models to Mindsets w/John Reid @JMReid Group
February 12, 2019 05:25 - 20 minutes - 16.7 MBEverybody has a model but does a model really make a company successful? In this episode, we discuss how models and mindsets work together to drive success in organizations.
How to Find Direct Dial Phone Numbers When Prospecting
February 04, 2019 13:56 - 6 minutes - 5 MBSales prospecting is never easy. One aspect of sales prospecting that is particularly difficult is finding the right contact information for your target contacts. Phone numbers seem like they would be easy to find but they are not. That doesn't mean it's impossible to find direct dial phone numbers you just need to know some of the secrets of the trade. In this episode, we talk about some of the tips and tricks to finding direct dial phone numbers. Catch the blog here: https://blog.insides...
Sales Trends Every Leader Needs to Know About w/Dave Elkington @InsideSales.com
January 28, 2019 06:47 - 37 minutes - 29.8 MBTrends come and go and some stick and others don't. I sat down this Jan and wrote down 50 trends every leader needs to know about. Dave Elkington, CEO of InsideSales.com, and I decided to sit down and discuss some of these trends and get his take on which trends will mean the most as we jump into 2019.
How to Build the Ultimate Sales Cadence
January 24, 2019 13:45 - 10 minutes - 8.31 MBThis is the coolest thing we've done at InsideSales.com. We did a study to figure out what sales reps BELIEVE they do in an outbound sales cadences, versus what reps ACTUALLY do and the results were fascinating! You can see the results here: https://blog.insidesales.com/sales-development/outbound-sales-cadence/ We examined the pillars of a cadence, attempts, media, duration, spacing, and content. Here is what we found: ATTEMPTS: -Believed: 15.1 -Actual: 3.5 -Optimal: 7 MEDIA: -Believ...
Create A Cultural Transformation for Your Inside Sales Team w/Craig Parrish @McAfee
January 21, 2019 07:23 - 30 minutes - 24.9 MBMillennials are tough no matter how you slice it. The way they expect to work and they way they expect to sell is different than any generation before them. Nobody knows this better than Craig Parrish from McAfee. He's been doing inside sales for almost 20 years and he's battled training and coaching for a variety if different generational sales people. In this episode, Craig takes us through some of his experiences in transforming the culture of McAfee.
10 Trends (12-21) Every Sales Leader Needs to Know for 2019
January 14, 2019 13:24 - 14 minutes - 11.9 MBTrends are a funny thing. Some die and some survive. Unfortunately, we don't know which ones will be most impactful for our businesses so it's important to know what trends are out there and begin thinking how they will affect your business. In this episode, I dive further into our list of top 50 trends for 2019 and discuss the evolution of the sales model and well as what's going on with the technology landscape.
Six Trends (6-11) Every Sales Leader Needs to Know for 2019
January 08, 2019 13:49 - 12 minutes - 10.3 MBEvery year, people write their top trend list so this year I thought I'd write mine. I usually think their lists are pretty weak and I can do better so I thought I'd take a stab. I was surprise that I came up with 50 trends in a really short amount of time. Most people thought I was crazy to say there was 50 trends happening in 2019 and maybe they are right. Maybe you should not call them trends but either way, these are things I think you'll see happen in 2019 so you'll want to watch them c...
Five Trends (1-5) Every Sales Leader Needs to Know for 2019
January 07, 2019 13:26 - 13 minutes - 10.7 MBEvery year, people write their top trend list so this year I thought I'd write mine. I usually think their lists are pretty weak and I can do better so I thought I'd take a stab. I was surprise that I came up with 50 trends in a really short amount of time. Most people thought I was crazy to say there was 50 trends happening in 2019 and maybe they are right. Maybe you should not call them trends but either way, these are things I think you'll see happen in 2019 so you'll want to watch them c...
How the Top 10% Stay On Top w/Brad Jung @Russell Investments
January 03, 2019 14:29 - 26 minutes - 21.2 MBMost people think they are great but they are not. There are top performers in every industry and segment who are truly pushing the boundaries and achieving new heights. Who are these people and what are they doing to be so successful? In this episode, Brad Jung, talks about how to 3x your sales results by following how the top 10% say on top.
The Key to Sales: Give Before You Get
December 27, 2018 12:23 - 19 minutes - 15.4 MBThere is something we all do in sales and I'm not sure it really works but because everybody does it, we think we should do it. It's this idea that if we call somebody up, we should ask them twenty questions and then push them towards a demo or a discovery call. The problem with this is, we expect to get before we give and it's not working yet we keep trying it. In this episode, I take you through the powerful principle of giving before you get in sales.
How to Use Technology to Scale Your Sales Team w/Christopher Fago @Palo Alto Networks
December 17, 2018 05:29 - 24 minutes - 20.1 MBScaling a business is never easy but technology can help. In order for technology to be successful, process have to be in place. Technology makes bad processes worse and good processes better. In this episode Christopher Fago talks about his experience growing a sales team and using technology to do it.
How to Create a Profitable House Account Strategy w/Jen Tadin @Gallagher
December 11, 2018 06:58 - 28 minutes - 23.2 MBSometimes it's hard to win when you sell to small business. They grow and then they shrink. Other parts of the business may be more profitable, such as your enterprise or large business unit. Managing a profitable house account strategy can be difficult and at times may not seem to be worth your time and effort. In this episode, Jen Tadin, talks about why it's important to have a house account strategy and how you can win doing so.
Why You Should Have a Virtual Event to Build Pipeline
December 06, 2018 13:29 - 12 minutes - 10.3 MBWe have the www.salesdevelopmentsummit.com coming up on Dec 12th and 13th and it's going to be an awesome event. We're expecting more than 5,000 people to attend for the what will be the largest event ever for sales development reps and managers. A lot of people ask me, what is a virtual event and why did we pioneer them? The answer is easy, pipeline. These virtual summits are one of our best pipeline gen tools that we do all year. Sadly, most marketing and sales orgs don't know what a virtu...
How to Coach Your Team to Win w/Jason Smith @Unified
December 03, 2018 05:17 - 23 minutes - 19.3 MBCoaching is the one of the most important things managers and leaders can to for their teams. The problem is most managers and leaders don't know how to coach and they've never been given to tools to do so. In this episode, Jason Smith lays out his philosophy on coaching and discusses how others can be successful doing so.
How to Sell with Your Strengths w/Paul Allen @Soar
November 29, 2018 07:09 - 31 minutes - 25.4 MBStrengths is an important word in selling. Sales people can't be the best at everything but great managers find what they are good at and they ensure they do more of that. In this episode, Paul Allen, CEO of Soar talks about the strengths-based selling movement and how strengths can and should play a role in every sales organization.
What You Must Know About Sales Enablement w/Tamara Schenk @CSO Insights & Scott Santucci @Growth Enablement Ecosystems
November 12, 2018 13:49 - 49 minutes - 39.8 MBSales enablement is here to stay but do you know enough about it. In this episode, two titans of sales enablement, Tamara Schenk @CSO Insights & Scott Santucci @Growth Enablement Ecosystems, discuss what sales enablement is and how companies can succeed with this emerging function in sales.
How to Improve Sales with Reporting & Analytics w/Justin Jarus @Informatica
November 08, 2018 06:36 - 18 minutes - 14.8 MBEverything requires data right? Well, the sales process isn't any different. Most leaders know they need data but they don't know how to structure or really use it. In this episode, Justin Jarus, talks about data and how you can improve the sales process through reporting an analytics. In This Episode You'll Learn: How do you get started? Picking KPIs and Supporting Metrics/Reports, Crawl; Walk; Run What do you measure? What behaviors matter, how those impact KPIs, and reporting How do...
Don't Waste Your Leads w/C.J. Hauptmeier @KPI Analytics
November 05, 2018 13:31 - 19 minutes - 15.7 MBMost people recognize that one of the biggest problems in sales is leads. If you give sales reps more leads, often times they figure out how to close those leads. But the problem is not often more leads, it's ringing the value out of your current leads. In this episode, founder of KPI Analytics, C.J. Hauptmeier, talks about his perspective on leads and how companies can start focusing on not wasting the leads they are already have.
How to Create a Go-To-Market Strategy Like a Start-Up w/Sean Higgins Entrepreneur @Techstars
November 01, 2018 12:59 - 19 minutes - 15.4 MBGetting a company to grow is not easy but it can be done. Startups have a lot to figure out to make sure their message is heard and their product is then purchased. There is no secret to success to but there are principles that have led different companies to be successful. In this episode, Sean Higgins, Entrepreneur in Residence at Techstars talks about his experience working with startups to make them successful. Links and Resources Mentioned in This Episode: Sean's LinkedIn Why Plays A...
How to Build Sales Plays to Crush Your Quota w/Ralph Grimse & Brian Williams @Brevet Group
October 25, 2018 12:03 - 25 minutes - 20.2 MBPlays are a tricky thing but they can make all the difference in sales. Sadly, most sales reps don't use plays to win in sales, they simply rely on gut and intuition and so instead of having a repeatable process, sales is often a game of luck. The Brevet group is out to change that. In this episode, two partners at the Brevet Group, Ralph and Brian talk about the importance of plays and how reps can change the way they do sales with them. Links and Resources Mentioned in This Episode: Brev...
The Power of Strengths in Sales w/Bojana Bowermon @UiPath
October 22, 2018 14:45 - 20 minutes - 16.7 MBMost people focus on weaknesses to help people be stronger and and better. Many people think if you focus on what you are not good at, you can become a more-well balanced person. Although there is some truth in that, great leaders focus on what is best with their sales people and try to make that huge rather than focusing on what they are not good at. This approach is called a strengths-based approach and it's the model that Bojana Bowermon has used to create a successful career in sales lea...
How to align your sales conversation with your sales goals w/Daryl Fletcher @One Dynamic Life Consulting
October 15, 2018 12:59 - 24 minutes - 19.5 MBEmpathy is something most sales reps know about but not many sales people are good at. Empathy is the ability to put yourself in the situation of your prospect. With empathy you can listen better and consult better because of the understanding you have. In this episode, speaker and author, Daryl Fletcher talks about how to better improve your sales conversation mastering this concept of empathy. In This Episode You'll Learn: How to improve sales conversation Techniques to build rapport qu...
Make More Money with the Leads You Have w/Madeleine MacRae @MM MacRae Coaching and Consulting
October 08, 2018 12:45 - 20 minutes - 16.8 MBPeople often talk about how to get more leads which is important but what about the leads you already have? What can you do with those? Are you even thinking about them? Madeleine has dedicated her career to helping companies see the power of doing what with what you have rather than always looking for something new and better. In this episode, you'll learn how Madeleine has helped hundreds of companies make more money with the leads they have.
What Major League Baseball Taught Me About Sales w/Kevin Gergel @ITA Group
September 27, 2018 05:13 - 22 minutes - 18 MBA lot of sales people have a sports background. You might even say, it's a stereotype to assume a salesperson was an athlete at some point in their life. Even if that were true, not many sales people ever reached professional levels in their careers. It is a rare occasion to meet someone who has advanced to a level of 'professional' but that's exactly where Kevin Gergel found himself in his not so recent past. Kevin was a professional baseball player and although he didn't have a long caree...
How Data & Science Can Help You Sell More w/Michael Coscetta @Square
September 24, 2018 06:12 - 22 minutes - 18.5 MBThe days of running your business off gut and intuition are gone. Sales leaders now must look for competitive advantages using data and science to sell more. In this episode, Michael Coscetta from Square talks about the need for a scientific approach to sales and what organizations can do right now to move in the right direction.
The Power of Engagement in Sales w/Ryan Joswick @Heartland Payment Systems
September 20, 2018 08:47 - 21 minutes - 17.7 MBSome people consider employee engagement as a soft strategy that doesn't really move the needle in sales. Ryan Joswick, VP of sales at Heartland Payment Systems is not one of those people. In this episode, Ryan talks about why employee engagement matters, what it means to coach on strengths, and how hiring the right people can make all the difference between winning and losing.
How to Use Improv to Improve Your Sales w/Robert M. Peterson Ph.D. @Northern Illinois University
September 17, 2018 05:50 - 26 minutes - 21.2 MBEverybody does sales training but not everybody does improv but maybe they should. Robert M. Peterson is a professor of sales at the University of Northern Illinois and he has used improv as an effective method to training his students to become experts in sales. In this episode, Dr Peterson discusses improv and gives real tips on how companies can use this method to improve sales.
How to Win with Inside Sales in a Company Dominated by Field Sales w/Ed Porter @GuestSupply
September 10, 2018 07:30 - 27 minutes - 22.1 MBDo you ever feel like you're a small fish in a big pond? Well, a lot of inside sales people feel that way because outside sales, in many organizations, still dominates. Inside sales is sometimes looked down upon or treated differently than the field organization and that can hurt. In this episode we discuss how to be successful with inside sales in a field sales dominated organization.
Breaking Open the Predictive Black Box w/Dave Boyce @InsideSales w/Katie Bullard @DiscoverOrg w/Mike Burton @Bombora
August 27, 2018 06:59 - 37 minutes - 30 MBAs sales pipeline continues to be the biggest problem in sales, marketing and sales leaders search for answers to some of the biggest questions in sales. . . Where is their untapped value? Who is most likely to buy from me? What is the next best action to take? In the sea of sameness, little progress is being made as companies scramble to compete with little to no improvement. Do you have a sales development team? Yes and so does everybody else Do you have marketing and sales technolog...
Sales Prospecting for the Pros w/Michael Pedone @SalesBuzz
August 23, 2018 07:32 - 51 minutes - 41.5 MBIf you're looking to have more conversations with the right people, persistence is key. Data shows that most sales reps today stop at sending an email or placing one phone call. The best sales professionals will not give up so fast. They create a sales cadence with multiple touch points, including a variety of sales communication channels: calls, texts, email, social media, voicemail, event direct mail and video. At InsideSales.com, we've tracked and analyzed thousands of sales interactions...
How to Create a Winning Culture w/Tom Whalen @McKesson
August 20, 2018 06:08 - 22 minutes - 18.5 MBCulture is not just important it is imperative to win. Some leaders pass culture off as something soft and not important and those leaders unfortunately have to learn the hard way. Great leaders recognize the value of their people and put them first. The problem is most leaders don't the best way to build a culture and so they find themselves struggling to create an environment where people want to be. In this episode, Tom Whalen, Dir of Inside Sales at McKesson, talks about his secrets to b...
How to Cut Through the Crap and Build Pipeline with AI
August 10, 2018 05:00 - 44 minutes - 35.7 MBLet me guess, you’ve heard of AI? Everybody is talking about it but nobody seems to be effectively using it, until now. AI is meant is not meant to eliminate humans but enable humans and sales is a great place to start. In this session, Gabe Larsen VP of Growth at InsideSales.com, will take you through what AI is and how companies are winning using this cutting-edge science. Links and Resources Mentioned in This Episode: Video of Presentation Subscribe to Gabe's Content In This Episode ...
The Secret to Change Management w/Mike Katz @T-Mobile
August 09, 2018 12:37 - 26 minutes - 21.1 MBChange is hard no matter who you are or what company you've worked at but nobody knows that better than Mike Katz EVP of Sales at T-Mobile for Business. Mike has been with the organization 20 years and he's seen bad times and good times but through it all Mike and team have learned some important lessons about change management. In this episode, Mike takes us through his journey and how he and T-mobile have successfully navigated change. Links and Resources Mentioned in This Episode: Mike'...
Why You Should Care About Artificial Intelligence in Sales w/Mark Gorenberg @Zetta Venture Partners
August 06, 2018 05:14 - 24 minutes - 19.7 MBDo you even care about AI? Maybe you should. Mark Gorenberg is the founder of Zetta Venture Partners, an investment group focused on companies who lead the world in analytics and artificial intelligence. Mark has seen just about everything there is when it comes to AI and in this episode we sit down and talk about the trend of AI, what makes AI companies successful, and what sales leaders must know about it to win. Links and Resources Mentioned in This Episode: Mark's LinkedIn The State o...
The Power of Diversity in Sales w/Gabriel Moncayo @Always Hired
August 02, 2018 12:32 - 23 minutes - 19 MBHave you heard about diversity? Have you heard it's important? The answer to that is probably yes and yes but do you know how to get a more diverse sales team? Maybe not. Diversity has become more and more important and many studies show diversity can be beneficial to organizations but many organizations lack the ability to make it happen. In this episode, Gabriel Moncayo CEO of AlwaysHired, talks about his own journey and how's discovered the benefits of diversity and what that can mean ...
How to Design a Winning Team w/David Belden @GoogleCloud
July 30, 2018 12:30 - 23 minutes - 19.1 MBOne of the secrets of a good sales team is its DNA or team make up. Not many sales leaders focus on it but the ones who do often have a special team and special results. The reason many leaders don't focus on designing the optimal team is because they don't know how to do it. David Belden, regional sales leader for Google Cloud and his colleagues at Google have sought to change that. An Inc magazine article depicts the research and tests Google has conducted to try and determine how to desig...
Why You Need Data Driven Hiring...NOW! w/Dr. Chris Croner @SalesDriveTest
July 25, 2018 12:30 - 24 minutes - 19.4 MBWhy do we not have a data driven hiring approach in sales? It's embarrassing we are still looking for people who are nice or positive, isn't it? When do we move past that and get to the data? When do we combine the art of hiring with the science of hiring? For some people that time is now and there is better expert on the topic of data driven hiring than Dr. Chris Croner from Sales Drive Test. In this episode, Chris lays it all on the line and talks about why people haven't gotten to a data...
How to Transform Customer Service into a Sales Machine w/David Schotz @Direct Energy
July 23, 2018 13:00 - 21 minutes - 17.5 MBCustomer service teams are often a mess. They are often overlooked and understaffed so David Schotz, Sr. Direct at Centrica decided to do something about it. Rather than have a tier one customer service team, David had his sales reps be the tier one support and sales soared. The test wasn't without bumps and bruises but the creative idea and the subsequent test paid off. In this episode, David talks about his journey and his thoughts on why companies should think about making money when cus...
What Role Content Plays in the Sales Process w/Dave Koslow @DocSend
July 19, 2018 12:35 - 31 minutes - 25.7 MBEverybody says buyers are half way into their buying process before they talk to a sales person, is that true and if it is true what is the data source for this claim? One way to determine where people are in the sales process is how they engage with content and nobody does that better than DocSend. In this episode, Dave Koslow, COO at DocSend talks about the power of content and what it means for your company. Links and Resources Mentioned in This Episode: Dave's LinkedIn Profile State o...
How to Pay Your Sales Development Reps w/Alex Hudzik @Nasuni
July 16, 2018 05:53 - 25 minutes - 20.7 MBCompensation matters across all of sales but it really matters for sales development reps. SDRs need more guidence when managers can't be around and bad comp plans can lead to bad results. Most people don't have an answer for compensation but experience can teach you a lot. In this episode, Alex Hudzik, from Nasuni, talks about his experience and lessons learned about building an optimal SDR comp plan. Links and Resources Mentioned in This Episode: Alex's LinkedIn Profile State of Sales D...
What are the Five Traits of Great Leaders
July 12, 2018 12:08 - 15 minutes - 12.6 MBAre great leaders born or is it something that is learned? I sat down with CEO of InsideSales.com Dave Elkington and had him give me his top five leadership traits. How do you rate on each one? Where are your strengths and weaknesses? What can you do to become a more well balanced leader? Listen to this podcast and find out how good of a leaders you are. Links and Resources Mentioned in This Episode: Dave Elkington's Leadership Trait Article In This Episode You'll Learn: The five leaders...
How to Align Sales and Marketing w/Jeff Davis @jD2 Consulting Group
July 09, 2018 01:33 - 29 minutes - 24 MBSales and marketing are fighting STILL and sometimes I think they will never stop fighting. But, great organizations have figured out a way to make sales and marketing work and it makes a big difference in the bottom line of their organizations. What's the secrets and how can other organizations make it work? In this episode, sales expert Jeff Davis, talks about his experience and his goal of brining sales and marketing together once and for all. Links and Resources Mentioned in This Episod...
What 500 Buyers Say About the Buying Process w/Jim Dickie @CSO Insights
July 02, 2018 05:46 - 22 minutes - 17.9 MBA lot of people talk about how the buying process has changed but it's hard to find where that information came from. To change that Jim and team decided to interview 500 business buyers (with deal sizes over 10K and not in procurement) to understand what really happens during the buying cycle. The findings were fascinating as the top was not a sales person, in fact, a sales person was 9th on the list. Tune into this episode to learn more about this research and how decision makers really m...
Scientific Sales Conversations w/Udi Ledergor @Gong
June 28, 2018 07:13 - 20 minutes - 16.2 MBArtificial Intelligence is here to stay and one place it's making a lot of noise in is conversations. Conversations may be the most important metric in sales. If you don't have conversations, you can't progress the sale forward. In this episode, Udi Ledergor from Gong.io talks about the power of conversations and how organizations can turn them into incredible coaching through science.
How to Create a Career for Sales Development w/Ryan Schertzer @Seal Software
June 25, 2018 06:03 - 29 minutes - 23.5 MBEvery sales rep wants to move up in his or her career and every sales reps expects that to happen at their current company when they first join. Sadly, career progression at many organizations and for many sales development reps is tough to come by. Nobody knows that better than Ryan from Seal Software. As an expert in inside sales and sales development, Ryan has seen many examples of poorly run sales development teams. In this episode, Ryan flips it over and talks about how he's done things...
What High Growth Companies Do Differently w/Katie Bullard @DiscoverOrg
June 21, 2018 05:55 - 20 minutes - 16.3 MBEvery company wants to know how to GROW but growth is not an easy task. To learn more about this topic, DiscoverOrg surveyed leaders in sales and marketing on growth at their companies and factors accelerating it or inhibiting it. Survey questions delved into team structure, budgets, strategies, technologies stack, and more with the objective to uncover current trends leading to high growth success. Links and Resources Mentioned in This Episode: DiscoverOrg Research Katie's LinkedIn Stat...
Why Account Based Is Right For You w/Trish Bertuzzi @BridgeGroup & w/Kathy Macchi @Inverta
June 18, 2018 06:36 - 33 minutes - 27 MBYeah I know, you've heard the term account-based but like the rest of us, you're still trying to figure it out what it is and how to be successful doing it. Don't worry, you're not alone but that doesn't mean you can give up. In this episode, two experts of account-based strategies lend their support and their tips to help marketing and sales professionals win using account-based principles. Links and Resources Mentioned in This Episode: Kathy's LinkedIn Trish's LinkedIn In This Episode ...
Killer Campaigns to Double Response Rates w/Ryan O'Hara @LeadIQ
June 07, 2018 04:59 - 20 minutes - 16.4 MBCampaigns are tough and getting your top prospects to respond to your message is sometime a combination of luck and timing but there are principles that make some marketers shine above the rest. In this episode, Ryan O'Hara, VP of Marketing & Growth at LeadIQ talks about building killer campaigns and how he's seen success being creative in his campaigns. Links and Resources Mentioned in This Episode: The Coffee Campaign Campaign Ideas In This Episode You'll Learn: I'll talk about how Ca...