Latest Account-based selling Podcast Episodes
What Role Content Plays in the Sales Process w/Dave Koslow @DocSend
The Brandon Bornancin Show - July 19, 2018 12:35 - 31 minutes ★★★★★ - 73 ratingsEverybody 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 DocS...
How to Pay Your Sales Development Reps w/Alex Hudzik @Nasuni
The Brandon Bornancin Show - July 16, 2018 05:53 - 25 minutes ★★★★★ - 73 ratingsCompensation 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...
What are the Five Traits of Great Leaders
The Brandon Bornancin Show - July 12, 2018 12:08 - 15 minutes ★★★★★ - 73 ratingsAre 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...
How to Align Sales and Marketing w/Jeff Davis @jD2 Consulting Group
The Brandon Bornancin Show - July 09, 2018 01:33 - 29 minutes ★★★★★ - 73 ratingsSales 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...
What 500 Buyers Say About the Buying Process w/Jim Dickie @CSO Insights
The Brandon Bornancin Show - July 02, 2018 05:46 - 22 minutes ★★★★★ - 73 ratingsA 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. ...
Scientific Sales Conversations w/Udi Ledergor @Gong
The Brandon Bornancin Show - June 28, 2018 07:13 - 20 minutes ★★★★★ - 73 ratingsArtificial 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 o...
How to Create a Career for Sales Development w/Ryan Schertzer @Seal Software
The Brandon Bornancin Show - June 25, 2018 06:03 - 29 minutes ★★★★★ - 73 ratingsEvery 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 S...
What High Growth Companies Do Differently w/Katie Bullard @DiscoverOrg
The Brandon Bornancin Show - June 21, 2018 05:55 - 20 minutes ★★★★★ - 73 ratingsEvery 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,...
Why Account Based Is Right For You w/Trish Bertuzzi @BridgeGroup & w/Kathy Macchi @Inverta
The Brandon Bornancin Show - June 18, 2018 06:36 - 33 minutes ★★★★★ - 73 ratingsYeah 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 su...
Killer Campaigns to Double Response Rates w/Ryan O'Hara @LeadIQ
The Brandon Bornancin Show - June 07, 2018 04:59 - 20 minutes ★★★★★ - 73 ratingsCampaigns 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 campaign...
Five Myths of Prospecting w/Gord Smith & Dan McDonald @RainGroup
The Brandon Bornancin Show - June 04, 2018 07:15 - 30 minutes ★★★★★ - 73 ratingsEverybody worries about prospecting and they should be they often believe things that cause them to fail. Prospecting will always be a combination of art and science but what is most important is what drives results. In this episode, Gord and Dan from the RainGroup talk about myths of prospectin...
Digital Selling vs Cold Calling w/Mario M. Martinez Jr @Vengreso
The Brandon Bornancin Show - May 31, 2018 06:01 - 59 minutes ★★★★★ - 73 ratingsAre you ready for this? The fight of the century! In the last month, there have been more than 100,000 video views and thousands of comments on LinkedIn debating how sales leaders can best build pipeline with different prospecting methods. Is the phone really dead? Has buyer behavior changed? Is ...
Using Advanced Analytics To Boost Revenue w/Maria Valdivieso @McKinsey & Company
The Brandon Bornancin Show - May 28, 2018 06:01 - 43 minutes ★★★★★ - 73 ratingsIf you’re not using Analytics and AI in your sales tech stack today, you’re falling behind the times and behind your competition. Most high-performing companies are already using advanced analytics for lead scoring, forecasting, and amazing productivity increases. To truly harness the power of p...
Overcoming Cold Calling Objections w/Jason McElhone @MarketSource
The Brandon Bornancin Show - May 21, 2018 06:14 - 13 minutes ★★★★★ - 73 ratingsCold calling? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc. Most people think you need a different a...
What Sales can Learn from Lean Manufacturing w/Dominique Levin @Winning By Design
The Brandon Bornancin Show - May 17, 2018 07:02 - 18 minutes ★★★★★ - 73 ratingsSales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. The D stands for Define - First define an...
Cold-Calling is NOT Dead w/Jason McElhone @MarketSource
The Brandon Bornancin Show - May 14, 2018 04:41 - 48 minutes ★★★★★ - 73 ratingsLet me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a cal...
How to 10x Your Sales Productivity by Mapping Your Account Contacts w/Dan Cook @Lucid
The Brandon Bornancin Show - May 07, 2018 02:25 - 22 minutes ★★★★★ - 73 ratingsGone are the days of the simple sale. CRMs, like Salesforce, allow you to document and log key sales information in a world full of complex deal cycles. But you often lack the essential tools to see the big picture, build effective account plans, and operate strategically. To succeed in sales t...
Post Event Follow-Up Strategies w/Ralph Barsi @ServiceNow
The Brandon Bornancin Show - April 30, 2018 05:40 - 24 minutes ★★★★★ - 73 ratingsEverybody get's a cold-call but not everybody handles it like Ralph Barsi at ServiceNow. Ralph has made a lot of phone calls in his day and rather than giving sales people a hard time, he takes the time to provide coaching. Recently, Ralph received a cold call after an event he visited and the r...
How to Prospect to CEOs w/Matt Conway @MatthewConway.com
The Brandon Bornancin Show - April 26, 2018 06:59 - 29 minutes ★★★★★ - 73 ratingsSales reps are taught a lot of things but they are not often taught about how to approach senior level executives. Why? Most people don't know how. In this episode, Matt Conway, founder of MattConway.com talks about the skills needed to prospect to CEOs and why companies can't seem to figure it ...
How an AI System of Growth Solves the Biggest Challenge in Sales w/Dave Elkington @InsideSales.com
The Brandon Bornancin Show - April 23, 2018 04:29 - 42 minutes ★★★★★ - 73 ratingsThere are a lot of challenges in sales but there is one that trumps them all. That challenge is building enough quality pipeline. The problem is leaders know it but they don't know how to solve it. They often think it's a people challenge so they hire more people but the numbers don't improve. T...
Why You Can’t Survive Without a Digital Sales Strategy w/Amy Appleyard @LogMeIn Jim Donovan @iHeartMedia Katie Azuma @Infor Alli Gentile @Pearson
The Brandon Bornancin Show - April 16, 2018 04:42 - 24 minutes ★★★★★ - 73 ratingsTimes are changing and companies need to change with it. In the modern era of selling customers are buying different and sales reps are selling different. For companies to win they need to understand the latest selling trends and modernize their sales team to compete in an era of constant change...
Why You Need Data to Hit Your Sales Targets w/Edward Garry @Diolachan Consulting
The Brandon Bornancin Show - April 12, 2018 05:22 - 25 minutes ★★★★★ - 73 ratingsYour sales process doesn't have to be broken. Data can be used to drive the sales process forward and predict the result of the sales process. In this episode, Ed Garry talks about the importance of gathering the right data and making sure it is accurate. In addition, Ed hits on the pitfalls of...
Building an Inside Sales Team from 0 to 300 in 30 Months w/Sid Kumar @CA Technologies
The Brandon Bornancin Show - April 09, 2018 06:43 - 30 minutes ★★★★★ - 73 ratingsInside Sales is here to stay but not many people know how to build a killer team. Well, Sid Kumar from CA technologies does. Sid joined CA Technologies with the specific purpose of building a flourishing inside sales team and he did just that. Sid went from 0-300 reps in 30 months and in this ep...
How to Use Data to Manage Your Business w/Debra Senra @Harris Insights and Analytics
The Brandon Bornancin Show - April 05, 2018 07:36 - 26 minutes ★★★★★ - 73 ratingsNot everybody has a sales operations team but every leader still needs to manage their business based on numbers. When sales leaders are left alone there are basic ways they can still run their team using numbers but it does take work and determination. In this episode, Debra Senra, VP of sals a...
How Sales Reps Should Prioritize Their Time w/Caroline Robinson @Sandler
The Brandon Bornancin Show - April 02, 2018 03:34 - 27 minutes ★★★★★ - 73 ratingsThere are a lot of things that can derail sales reps time. Time management is one of the most important things a sales rep can do. In large deals, the ability to figure out if a deal is good or not can mean a lot to the company's sales numbers. Caroline Robinson is the Director of Sandler Traini...
10 Secrets for Responding to Inbound Leads
The Brandon Bornancin Show - March 29, 2018 06:41 - 46 minutes ★★★★★ - 73 ratingsThere are always debates. One that is starting to pick up more speed is whether or not sales reps should respond to inbound leads. I took the time to put down my top ten secrets to responding to inbound leads and it's a solid list. Links and Resources Mentioned in This Episode: Top Ten Secrets...
How to Use Content to Sell w/Will Barron @The Salesman Podcast
The Brandon Bornancin Show - March 22, 2018 07:30 - 31 minutes ★★★★★ - 73 ratingsShould every sales person be a thought leaders? What role should content play in sales? Will Barron leads the Salesman podcast, the largest B2B sales podcast in the world and he's one who has mastered the idea of content. In this episode, Will discusses his rise to fame and how he thinks sales p...
Creating A B2B Sales Playbook w/Daniel Baunds @Vendas B2B Academy
The Brandon Bornancin Show - March 18, 2018 03:27 - 20 minutes ★★★★★ - 73 ratingsWhat is a sales playbook and how should companies think about it? The answer may seem easy but it's not. In this episode, Daniel Baunds, CEO of Vendas B2B Academy, talks about his experiences with sales playbooks. He highlights the importance of making them custom centric and having them follow ...
Why Most Training Programs Don’t Stick w/Shari Levitin @Levitin Group
The Brandon Bornancin Show - March 12, 2018 11:14 - 36 minutes ★★★★★ - 73 ratingsYou can't replace in the human in selling, it's just not possible. Authenticity goes a long way and it just can't be faked. In this episode, Shari Levitin, founder of the Levitin Group discusses the human interaction and how important it is in training and coaching. Links and Resources Mentione...
How to Handle Change w/Katherine Andruha @Apttus
The Brandon Bornancin Show - March 08, 2018 05:51 - 25 minutes ★★★★★ - 73 ratingsEvery organization changes but not every organization handles change the right way. Kat Andruha is the director of sales development at Apttus and she's experienced her share of change. In her own words, Kat takes us through lessons learned and ways she's found toe successfully manage changing i...
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