Latest Account-based selling Podcast Episodes
Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors
The Brandon Bornancin Show - October 17, 2019 18:47 - 22 minutes ★★★★★ - 73 ratingsCustomers 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 ...
How Successful Leaders, Lead with Transparency with David Karp at Numerator
The Brandon Bornancin Show - October 14, 2019 16:30 - 13 minutes ★★★★★ - 73 ratingsTransparency 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...
Secrets to Successful Account Management with Suneal Rao at InsideSales.com
The Brandon Bornancin Show - October 10, 2019 14:10 - 20 minutes ★★★★★ - 73 ratingsAccount 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 grea...
How to Scale an Inside Sales Team with Jeff Knowlton at Softchoice
The Brandon Bornancin Show - October 07, 2019 14:13 - 27 minutes ★★★★★ - 73 ratingsInside 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 ...
Engaging Employees in Times of Change with Sharlene Dozois at Cision
The Brandon Bornancin Show - October 03, 2019 15:28 - 19 minutes ★★★★★ - 73 ratingsChange 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.
Moving from Question Selling to Insight Selling with Lori Langholz at BDO
The Brandon Bornancin Show - September 30, 2019 14:00 - 22 minutes ★★★★★ - 73 ratingsWhy 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 episod...
Three Enduring Sales Principles with Joe Haynie at JCI
The Brandon Bornancin Show - September 23, 2019 16:18 - 2 minutes ★★★★★ - 73 ratingsWe'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...
How to Master Pre-Call Planning with Jeff Boyle at Cision
The Brandon Bornancin Show - September 23, 2019 11:22 - 21 minutes ★★★★★ - 73 ratingsPre-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 ...
Are You a Real Salesperson or Not with Bill Parry at AspenTech
The Brandon Bornancin Show - September 16, 2019 12:00 - 25 minutes ★★★★★ - 73 ratingsThere 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...
How to Support Frontline Sales Managers w/Natalie Bering @ServiceNow
The Brandon Bornancin Show - September 12, 2019 12:00 - 26 minutes ★★★★★ - 73 ratingsFront-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.
How Sept 11th Transformed me and my career w/ Jim Donovan (Bonus Episode)
The Brandon Bornancin Show - September 11, 2019 12:00 - 30 minutes ★★★★★ - 73 ratingsSeptember 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.
Hire and Retain or Wither and Die in Today’s Market w/Neal Benedict Silver Brick Solutions
The Brandon Bornancin Show - September 09, 2019 12:00 - 22 minutes ★★★★★ - 73 ratingsIf 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.
Product Selling vs Solution Selling w/Scott Crosley
The Brandon Bornancin Show - September 05, 2019 12:00 - 20 minutes ★★★★★ - 73 ratingsWe 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 vendors/pr...
Leveraging Effective Sales Operations to Drive Revenue and Profitability w/Sri Chakravarty @AshleyFurniture
The Brandon Bornancin Show - September 02, 2019 12:00 - 16 minutes ★★★★★ - 73 ratingsSales 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.
The Top 3 Skills Needed for Sales Development Reps w/ Tyler Wicks @HPE
The Brandon Bornancin Show - August 30, 2019 19:10 - 22 minutes ★★★★★ - 73 ratingsSales 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 Managemen...
How to Get Your Sales Pipeline Unstuck, Now
The Brandon Bornancin Show - August 26, 2019 22:44 - 7 minutes ★★★★★ - 73 ratingsLet 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 o...
The Answer to Building Strong Relationships in Relationship Selling w/Steve Steinmeyer @JLL
The Brandon Bornancin Show - August 12, 2019 15:36 - 20 minutes ★★★★★ - 73 ratingsEverybody 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.
Should You Be Using Text In Sales
The Brandon Bornancin Show - August 09, 2019 22:45 - 9 minutes ★★★★★ - 73 ratingsIn this episode, Gabe talks about using text messaging in your day to day sales activities to help you sell more.
How to Use Texting in Sales
The Brandon Bornancin Show - July 31, 2019 12:00 - 28 minutes ★★★★★ - 73 ratingsThere 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? Wh...
Why Some Companies Win and Why Some Companies Lose
The Brandon Bornancin Show - July 30, 2019 12:00 - 12 minutes ★★★★★ - 73 ratingsThere 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 companie...
How to Optimize Your Sales Process Top to Bottom
The Brandon Bornancin Show - July 29, 2019 12:00 - 44 minutes ★★★★★ - 73 ratingsAcquiring 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...
Three Secrets to Account Based Marketing
The Brandon Bornancin Show - July 25, 2019 12:00 - 10 minutes ★★★★★ - 73 ratingsAccount-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.
Five Secrets to Using Video in Sales
The Brandon Bornancin Show - July 23, 2019 14:04 - 6 minutes ★★★★★ - 73 ratingsVideo 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.
Should Only 14% of LinkedIn Connection Requests be Personalized?
The Brandon Bornancin Show - July 20, 2019 12:55 - 7 minutes ★★★★★ - 73 ratingsI 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...
The Selling Formula w/Brian Robinson
The Brandon Bornancin Show - July 17, 2019 15:22 - 16 minutes ★★★★★ - 73 ratingsEverybody needs the formula to sell more and sell better. The problem is that is exactly what people lack.
Three Steps to Successful Account-Based Marketing
The Brandon Bornancin Show - July 15, 2019 15:37 - 10 minutes ★★★★★ - 73 ratingsEveryday 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 accoun...
Why Conversational Intelligence Matters to You w/Roy Raanani @Chorus.ai
The Brandon Bornancin Show - June 30, 2019 15:46 - 24 minutes ★★★★★ - 73 ratingsEvery 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 intellige...
Your Handoff Between Sales Development & Sales Sucks And This Can Help
The Brandon Bornancin Show - June 28, 2019 04:15 - 25 minutes ★★★★★ - 73 ratingsYou 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...
How to Map Accounts w/Dan Cook @Lucid
The Brandon Bornancin Show - June 24, 2019 06:39 - 22 minutes ★★★★★ - 73 ratingsThe 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 sale...
How Chatbots Are Changing The Way We Sell w/Billy Bateman @Chatfunnels
The Brandon Bornancin Show - June 17, 2019 05:34 - 21 minutes ★★★★★ - 73 ratingsChat 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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