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 to Be a Fanatical Prospector w/Jeb Blount @SavyGravy
December 08, 2016 11:00 - 20 minutes - 19 MBEverybody prospects but not everybody really prospects. In this episode, Jeb Blount, CEO of SavyGravy, talks about the secrets of prospecting with the pros. In This Episode You'll Learn: How important is a manager Tips and tricks for prospecting How to differentiate yourself on the phone
Why Coaching Is So Much Better Than Training w/Rob Jeppsen @XVoyant
December 05, 2016 06:50 - 21 minutes - 19.5 MBTraining, coaching, skill building, on boarding . . .we hear about them but do we really know the difference and why they are so important? In this episode, founder of XVoyant, Rob Jeppsen, discusses what is coaching and how leaders can take steps to start coaching more effectively. In This Episode You'll Learn: What is coaching What is the business case for coaching Difference between training and coaching What are the things that a leader can do to be a world class coach Links and Re...
Top Five Things That Piss Off Inside Sales Reps The Most
December 01, 2016 06:00 - 17 minutes - 16.5 MBWe've completed a study for the last the last three years in partnership with the American Association of Inside Sales Professionals. We ask leaders and reps a series of questions to understand what's difficult about their job and what challenges they face. In this episode, we dive into the top challenges of reps and discuss the trends from 2015 to 2016. In This Episode You'll Learn: What are inside sales reps biggest challenges What inside sales reps don't think matters Trends and anal...
Five Steps to Scale a Successful Business w/Jamie Shanks @SalesForLife
November 28, 2016 07:37 - 25 minutes - 23.2 MBEvery company wants to grow, but not every company knows how to do that. In this episode, Jamie Shanks, CEO of Sales For Life, talks about his five step process to help companies achieve rapid and scalable business growth. In This Episode You'll Learn: How to plan your go-to-market strategy Use your people correctly Build out an ideal process How to thinking about optimizing your tech stack How to measure, adjust, and adapt Links and Resources Mentioned in This Episode: InsideSales.c...
Top Sales Technology Investment Recommendations for 2017 w/Matt Heinz @HeinzMarketing
November 21, 2016 11:00 - 25 minutes - 23.7 MBAs 2016 comes and goes, many companies are starting to think about budgets for 2017 and where to spend their precious dollars. In this episode, Matt Heinz, President of Heinz Marketing discusses some of the points companies should consider as they review and decide on their 2017 budgets. In This Episode You'll Learn: Budget considerations for 2017 Areas where companies often overlook when it comes to budgeting Links and Resources Mentioned in This Episode: 37: What Makes or Breaks A Gr...
What Are Your Most Embarrassing Sales Moments? Here Are My Top Two
November 17, 2016 07:02 - 12 minutes - 11.1 MBIn sales we all have those moments. Moments we can't forget for the rest of our lives and usually it's because those experiences were incredibly embarrassing. In this episode, we talk about our most embarrassing moments and some of the lessons learned. In This Episode You'll Learn: Some of our most embarrassing moments Lessons learned from these experiences A few tips to make sure you don't make the same mistakes Links and Resources Mentioned in This Episode: LinkedIn Post: What Are Yo...
Massive Misconceptions of Social Selling w/Jared Fuller @PandaDoc
November 14, 2016 06:28 - 30 minutes - 28.3 MBEverybody does social selling...or do they? Social selling is easy so you should do it...or should you? Social Selling is a buzzword but there are actually a lot of misconceptions about what it is, who it is for, and what it takes to really win. In this episode, Jared Fuller VP of Sales at PandaDoc, dives into the misconceptions of Social Selling and sets the record straight. In This Episode You'll Learn: The biggest misconceptions with social selling What companies and reps can do overco...
The One Statistic Every Leader Needs to Hang on Their Wall (Hint: It Involves Millennials)
November 10, 2016 11:00 - 16 minutes - 15.3 MBGreat leaders can sense what is coming. They know when change is imminent and they usually have an idea on how to handle it. Not this time. If you sit down with a leader, you can see it in their face. They don't have the answer. The topic is Millennials, and the statistic is that Millennials are now the largest generation in the workforce as 1 out of every 3 workers is a Millennial [Pew Research]. In this episode, Gabe discusses common issues how Millennials are changing the way we do busin...
What Makes or Breaks A Great Coaching Program w/Tom Lavery @Jiminny
November 07, 2016 07:05 - 27 minutes - 25 MBCoaching is something that people talk about but rarely do. Why? Is it because it's hard? Is there no technology to support coaching activities? In this episode, Tom Lavery CEO of Jiminny, discusses why and how companies can start creating a culture of coaching. In This Episode You'll Learn: What great organizations do to create a culture of coaching Where leaders should spend time coaching How to develop sales people in the ways they learn How companies are measuring performance Links...
A Day In The Life Of A Millennial Sales Rep: Why A.I. Is Causing A Sales Revolution
November 03, 2016 10:01 - 19 minutes - 17.6 MBThe workforce is changing. According to a White House report, 33% of the current workforce is a millennial and in 4 years time, millennials will make up over 50% of the entire U.S. workforce. Millennials do things differently and they expect their work life to be like the rest of their life -- supported by technology and A.I. The problem is, it's not. Work is the one area where sales reps do not get much support from A.I. and that trend is changing. A.I. in enterprise sales is at a tipping p...
The State of Inside Sales in Brazil w/ Diego Wagner @Meettime
October 31, 2016 02:45 - 21 minutes - 20 MBInside Sales is a model that is applicable in any market and any country. In this episode, Diego Wagner, CEO at Meettime discusses recent research regarding Inside Sales in Brazil and how his company is helping push this new model of sales in the emerging country of Brazil. In This Episode You'll Learn Research & Findings Regarding the first Inside Sales Benchmark in Brazil: The role of sales development and how companies are beginning to experiment with this model Conversion rates in the...
Data + Science = Sales Revolution w/Dave Elkington @InsideSales
October 27, 2016 23:14 - 41 minutes - 37.6 MBEnterprise AI has reached a tipping point with enterprise sales. Whatever you call it – machine learning, predictive analytics, artificial intelligence, cognitive computing – this phenomenon is dominating our newsfeeds. In this episode, CEO of InsideSales.com, Dave Elkington presents his thoughts A.I. and how it can effectively be used in the sales process. In This Episode You'll Learn That Meaningful AI requires Three Crucial Elements: Math – Algorithms that look for patterns in data in o...
How To Optimize Your Post-Sale Through Upselling and Cross Selling w/Richard Harris at Harris Consulting
October 24, 2016 10:00 - 37 minutes - 34 MBMost organizations struggle to sell and even more organizations struggle to up-sell and cross-sell. As organizations look to optimize their post-sale interactions, they will need to focus on the right people, systems, and process. In this episode, Richard Harris, owner of the Harris Consulting Group, discusses key points to winning after the initial deal is sold. In This Episode You'll Learn: How organizations are structuring their post-sales teams What companies are thinking about when i...
Lead Response Report Card: Companies Are Getting Even Slower at Responding to Inbound Leads
October 20, 2016 10:13 - 23 minutes - 21.3 MBInsideSales.com Labs has been performing ResponseAudits for over 7 years to determine how quickly and how persistently sales reps respond to inbound web leads. By submitting leads to 4,723 companies’ web forms and tracking calls, voicemails, and emails, we found some pretty interesting results. In This Episode You'll Learn: How fast or how slow companies are responding to leads What companies are doing with personalized versus automated emails How persistent companies are in following up...
Creating a Culture of Coaching by Using Call Recordings w/Steve Richard @ExecVision_io
October 17, 2016 12:24 - 27 minutes - 25.2 MBGame film is a integral part of any football team's activities. Oddly, in sales many don't use game film. With the ability to record calls in an easy-to-use interface companies can create a structure to have managers and reps coaching each other. In this episode, CRO of ExecVision Steve Richard, talks about how companies are creating coaching programs that actually work. In This Episode You'll Learn: How to capture call recordings in compliance with State and Federal laws The one InsideSa...
The Sales Acceleration Show at Dreamforce 2016 with @Domo @ Lessonly @ParadigmLife @OwnBackup
October 13, 2016 10:00 - 26 minutes - 24.4 MBDreamforce 2016 was an amazing event. We had the pleasure of interviewing representatives from Lessonly, Domo, Paradigm Life, Docusign, OwnBackup.com and Apttus. They shared their perspective on Dreamforce, and what they experienced. From Lessonly we had Scott Cook and Mike Wendahl. From Domo we met with Lauren Willman. From Paradigm Life we met with Daniel Torsak From OwnBackup we met with Alex Ortiz From DocuSign we met with Sandy Vaughan Finally From Apttus, and finishing out th...
How HubSpot Scaled Channel Sales to 40% of their New Business w/Peter Caputa @HubSpot
October 10, 2016 19:42 - 14 minutes - 13.6 MBPeter Caputa joined HubSpot as employee 15. After petitioning to start HubSpot's Agency Partner program, HubSpot's CEO reluctantly let him in 2009. Pete was responsible for the program and the team as recently as January 2016. The program is now responsible for 40% of HubSpot's new customers and cited as a major factor for leading HubSpot through a successful IPO and its accelerated growth rate since going public, not to mention the success of many marketing agencies and their clients. In T...
The Art and Science of Sales: Three Levers to Pull to Increase Sales Results w/ Steve Bonvissuto @MarketSourceInc
October 03, 2016 10:00 - 19 minutes - 18 MBInside Sales is an art and a science. In this episode, Steve Bonvissuto, Executive Director of Innovation at MarketSource, explains how only using people, systems, and process can lead a company to sales success. In This Episode You'll Learn: Training - What MarketSource sees as must haves for training sales people Process - What are people typical process problems for sales people Technology - Top technology required to optimize your technology stack Links and Resources Mentioned in T...
The Secret to Selling in the Enterprise: Navigating the Path to Power
September 29, 2016 16:50 - 23 minutes - 21.8 MBDavid Rudnitsky is enterprise sales. When you talk to him you can't help but think he has been doing enterprise sales his entire life. He eats, drinks, and sleeps it. David Rudnitsky coined a term called 'The Path to Power.' In this episode, Gabe and Steve discuss and debate the concept of the Path to Power and explain why companies should know about it and focus on navigating it correctly. In This Episode You'll Learn: What is the Path to Power Examples of navigating the Path to Power in...
Owning the Sales Conversation w/Josh Harcus @TeamHuify
September 26, 2016 10:00 - 23 minutes - 21.9 MBReps are not closing, what do you do? Most sales management teams don't realize they are not leaving their team out to dry. In this episode, Josh Harcus discusses how to support your team through a structured pipeline process and how to teach your reps to take control of the conversation and keep it. In This Episode You'll Learn: Keys to keeping control of the sales conversation and how to do it How to own the sales conversation from beginning to end Thoughts on supporting your sales tea...
Is the Break Up Email Dead?
September 22, 2016 19:22 - 19 minutes - 18.2 MBWe've all prospected for a long time. We've tried different tips and tricks. Today we want to discuss the break up email. The email you send when you're ready to give up on a contact. What are best practices? What are good and bad examples? Tune and and find out. In This Episode You'll Learn: What is a break up email What are bad and good examples of break up emails The principles of writing a good break up email Links and Resources Mentioned in This Episode: 17: Leverage Social Networ...
Seven Cadence Templates To Double Your Contact Rates in 20 Days
September 15, 2016 17:30 - 29 minutes - 27.3 MBCadence is a buzzword. What does it actually mean and more importantly how do you create a cadence that actually works. In this episode, Gabe Larsen, Director of InsideSales Labs, discusses the importance of a cadence, how to build a cadence, and what makes a great cadence. In This Episode You'll Learn: The definition of cadence The five step process to build a cadence Bad examples of cadences Great examples of cadences Links and Resources Mentioned in This Episode: Cadence Webin...
Four Keys for Sales & Sales Development to Partner to Achieve Success w/Kristin Agnelli @PGi
September 12, 2016 10:00 - 28 minutes - 26.5 MBWe all have sales development teams but we don't all have sales and sales development teams that work well together. In this episode, Kristin Agnelli, Sr. Director of Lead Development at PGI, discusses what's she learned to do to make these teams work successfully together. In This Episode You'll Learn: The importance of strategy – Sales is the customer of the sales development team. What does sales need, more volume or better leads? An agreement always needs to be there if you’re building...
How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales
September 08, 2016 10:05 - 27 minutes - 25.6 MBMany people believe sales starts with prospecting and ends with the close of a sale. Great companies think differently. Customer success can be a key part of a holistic approach to obtaining and retaining great customers. In this session, our expert panel of Dean Robinson, Dan Steinman, and Jim Steele discuss the topic of how customer success can accelerate sales. In This Episode You'll Learn: How client success can accelerate sales What formula great companies are using to connect the cu...
How to Build A High-Velocity Sales Machine w/Kevin Gaither @ ZipRecruiter
September 05, 2016 10:00 - 23 minutes - 21.2 MBPeople can 'talk the talk' but not many can't 'walk the walk'. ZipRecruiter represents a company that has been able to do both. Raising 63M in it's Series A funding, ZipRecruiter has quickly become a 'darling' in the tech space with it's ability to build a high-velocity machine. In this episode, Kevin Gaither, SVP of Sales, explains his three keys to building a killer company. In This Episode You'll Learn: Kevin's formula to hire top talent Kevin's systematic career progression path Kevi...
How To Do Account-Based Sales. . .NOT
September 01, 2016 10:00 - 31 minutes - 28.7 MBAs a consultant, Gabe has the unique advantage of visiting different companies and seeing their sales motion. Every once and awhile, he visits a company and experiences something less than stellar. A few weeks back, Gabe visited a company who was in the middle of a transition to an account-based approach. Diving into the weeds, Gabe reviewed the process beginning to end and discusses and debates with Steve the lessons learned. In This Episode You'll Learn: What not to do when identifying ...
Top Three Trends in Inside Sales w/Bob Perkins @ AA-ISP
August 29, 2016 10:00 - 26 minutes - 24.1 MBIf you're not experienced the American Association of Inside Sales Professionals or the AA_ISP, you'll need to take some time to check it out. The Association focuses on all things Inside Sales and the co-founder and chairman, Bob Perkins, joined us to talk about the three biggest trends he sees in the Inside Sales space. In This Episode You'll Learn: The three trends in inside sales Sales Acceleration technology. How companies are figuring out what's working and what's not. People probl...
How the World’s Top Tech Companies are Killing It with Sales Development w/Leaders from Apttus, Salesforce, Docusign, and Hubspot
August 25, 2016 17:17 - 57 minutes - 53.1 MBSales development is one of the hottest sales trends of 2016. In order to capitalize on this movement, companies must understand from A to Z how to set up and optimize this important function. Ever wonder how the world's biggest tech companies run their sales development teams? In this episode Apttus, Salesforce, Docusign, and Hubspot leaders talk about how they've built their SDR teams. In this episode you'll learn: Structure your sales development function Hire, train and pay your sale...
Leverage Social Networks to Gain Access to Big Time Decision Makers w/Brynne Tillman @PeopleLinx
August 22, 2016 10:00 - 39 minutes - 36.4 MBYou have a sales team and they are doing fine. You're hearing about social selling techniques and tools but you're not sure what do to or how to coach your people. You buy your team a license to LinkedIn Sales Navigator and nobody seems to be using it. Sound familiar? In this episode Brynne Tillman, social selling guru, talks about the five ways to actually get results social selling. In this episode you'll learn: The purpose of company pages and how to utilize them to sell more How to ki...
Leveraging Account-Based Marketing and Account-Based Sales in the Enterprise w/Ken Krogue, Jon Miller, & Rich Neal
August 18, 2016 10:00 - 1 hour - 56.3 MBHigh-performing sales development professionals know they can’t rely solely on marketing to cast a wide net and find the perfect buyer. If they want to be successful, sales development professionals must master a more targeted approach and go after the big fish themselves. In this episode you'll learn: How to move beyond the high velocity sales model to account-based selling strategies How to build a pipeline of targeted accounts What you must do to expand existing relationships quickly ...
Creating a Performance-Driven Culture w/Shea Stringert @AdRoll
August 15, 2016 10:00 - 28 minutes - 26 MBEver wondered how to create a winning culture based on performance? In this Episode, Shea Stringert, Sr. Director Platform Sales at AdRoll, discusses how he's helped Adroll achieve successful growth by creating a capacity model for hiring, a culture based on performance not politics, and a structured training program to progress reps in their careers. In this episode you'll learn: How to attract and hire the best talent Key KPIs you'll need to build a capacity model A phased-approach for...
Using Sales Operations to Drive Growth and Productivity w/Leaders from Apttus, New Relic, Xactly, and Splunk
August 11, 2016 10:00 - 56 minutes - 51.3 MBBig data is shaping functions across almost every industry, but if you’re in a sales ops role, or looking to build one at your organization, how can the big data revolution help you? Our panel of experts will leverage their experience and discuss how data and sales ops are driving success at their companies. In this episode you'll learn: Which best practices to follow when applying data to generate insights for the business Creative ways to leverage data and data science to drive growth a...
How Salesforce Is Changing the Sales Conversation w/Tim Clarke @Salesforce.com
August 08, 2016 10:00 - 27 minutes - 24.9 MBTim Clarke, Director of Product Marketing at Salesforce, joins the Sales Acceleration experts to discuss how Salesforce is helping to drive the sales conversation. We're going to talk about Salesforce's strategy and Tim's lessons learned to win at the top of the funnel with content and live events. In this episode you'll learn: How to run a top of funnel strategy that stays away from product and focuses on best-practices Key questions Salesforce asks it self when creating top of funnel co...
How I Broke the Rules and Doubled Oracles' Inside Sales Revenues w/Dan Freund @InsideSales.com
August 05, 2016 10:05 - 23 minutes - 21.8 MBIn this episode, Dan Freund SVP of Sales at InsideSales.com explains how he transformed OracleDirect into one of the top Inside Sales organizations in the industry by growing the division from $700M to $1.2B and doubling the organization to 2000+ people. Dan Freund ran one of the country's largest inside sales teams during his 19 years with Oracle. A true industry champion, Dan's methods, Dan's methods for challenging the rules of sales and innovating the way teams sell innovating the way t...
Innovative Approaches to Prospecting w/Braydan Young @CoffeeSender.com
August 01, 2016 10:00 - 26 minutes - 24.5 MBThe Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Prospecting has become old and stale. New and innovative ideas are required to keep prospects interested. In this episode Brayden Young, Co-Founder of CoffeeSender, breaks down his experience prospecting and what he's learned starting CoffeeSender. Why prospecting has changed over the years The most successful outreach strategies Biggest mistakes in sales Promo code: inside...
Five Social Selling KPIs Sales Leaders Should Focus On w/Brynne Tillman @PeopleLinx
July 29, 2016 10:00 - 29 minutes - 26.9 MBUnderstanding which LinkedIn activities are driving new business is a question that often plagues sales leaders. And, just like any other sales activity, you can’t manage what you can’t measure, so clarity on which KPIs are meaningful is where to begin. In this episode we review Brynne Tillman's webinar with InsideSales.com as she dives into to making visibility into social selling happen. Growing the LinkedIn Network with the Right Stakeholders Converting New Connections to Conversations...
Account-Based Everything w/Patrick Schneidau @PROS
July 25, 2016 10:00 - 14 minutes - 11.5 MBAccount-Based Everything is the talk but how do you actually do it? In this episode Patrick Scheidau talks about lessons learns as CMO of PROS as they've practiced an account-based approach. How do you structure an organization where account-based sales can be successful What are some different tactics to apply an account-based sales model What tools are most effective when applying an account-based approach
How to Integrate Social Selling into Your Traditional Sales Process w/Gabe Villamizar @HireVue
July 18, 2016 10:00 - 37 minutes - 17 MBThe Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Social selling can be misleading. Reps can't just social sell. The best reps have learned to infuse social selling into their day-to-day sales process. In this episode, Gabe Villamizar talks about how he's coached hundreds of companies to use traditional as well as new age social tactics to find, engage, and close more deals. Is social selling real? For most companies it is...
Time Management Secrets of Billionaires w/Amanda Holmes @Chet Holmes International
July 11, 2016 10:00 - 35 minutes - 16.4 MBThe Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Sales people waste a lot of time doing random tasks. Sales reps attempt to manage their time but become overwhelmed by long lists and outside distractions. A lot of companies sign their reps up for time management courses only to have great habits disappear. In this episode, Amanda Holmes, CEO of Chet Holmes International, talks about the book "The Ultimate Sales Machine" and ...
How to Add $1 Million to Your Sales Pipeline in Less Than 90 Days w/James Carbary @SweetFish Media
July 05, 2016 10:00 - 33 minutes - 15.4 MBThe Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Prospecting is one of the toughest jobs in sales and many reps and companies are confused about how to best approach this difficult task. James Carbary and Sweetfish Media have the answer. In this episode, James Carbary discusses his 12-step process to help companies perform targeted prospecting and marketing to achieve revenue goals. Step 1 - Prospecting Being creative eno...
The Five-Billion Dollar Playbook w/David Rudnitsky @InsideSales.com
June 27, 2016 10:00 - 39 minutes - 18.3 MBThe Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen David Rudnitsky, SVP of Enterprise Sales at InsideSales.com, discusses the principles he's learned over his sales career to close large enterprise deals. Dave's methodology has been honed over the years and was featured in Marc Benioff's book, Behind the Cloud, to describe how Salesforce.com was able to achieve unparalleled success in the enterprise space. 1) Think Big; Have A...
Five Secrets to Closing Seven Figure Deals
June 20, 2016 10:00 - 30 minutes - 24.5 MBNews Tech Disruptor 50 InsideSales.com is #31 http://www.cnbc.com/2016/06/07/insidesalescom-2016-disruptor-50.html Microsoft Purchase of LinkedIn http://www.nytimes.com/2016/06/14/business/dealbook/microsoft-to-buy-linkedin-for-26-2-billion.html Overview The latest InsideSales.com research suggests deal sizes have grown more than 5.5 percent, meaning companies are moving upstream and chasing bigger deals. In this new sales environment, applying the same tactics you used before won’t ...
Lessons Learned from Scaling a 100 Person Sales Development Team at Apttus w/ Kent Venook
June 10, 2016 10:00 - 31 minutes - 25.6 MBThe Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror - Gabe Larsen Apttus provides quote to cash solutions on the Apttus intelligence cloud. Since it's inception in 2006 Apttus has experienced rapid growth and was valued in 2016 at over one-billion dollars. Bootstrapping in the early days the company started with one and grew to 100 sales development reps in 18 months. Kent Venook, Director of Global Sales Development discusses his six lessons...
What's All This Talk About Account-Based Sales
June 04, 2016 06:25 - 38 minutes - 30.8 MBThere is a lot of buzz in the Sales Acceleration space about Account-Based Sales. In this episode we breakdown why people are even talking about it, what it really means, and who this strategy is right for. Why Are We Talking About Account-Based Sales? It's a surprise we're talking about Account-Based Sales but you can't deny it, you have to embrace it. Breaking Down the Definition of Account-Based Sales Prospecting Prospecting is the first part of Account-Based Sales. We define it so we...
Kicking Off the Sales Acceleration Show
June 01, 2016 02:43 - 13 minutes - 10.9 MBOverview There are a lot of buzzwords in the sales acceleration space: big data, gamification, social selling, etc. Although we may use these terms not everybody understands what we are referring to. In this episode, we define what Sales Acceleration means and discuss important topics that will be addressed on this show around the areas of Demand Generation, Sales, and Sales Operations. Definition of Sales Acceleration Marketing and marketing automation owns the idea of generating leads a...