The Brandon Bornancin Show

Fraser Bullock is currently the Co-Founder of Sorenson Capital. Previous to founding Sorenson, Fraser was asked by Mitt Romney to be the COO of the 2002 Winter Olympic Games in SLC. In this episode, …

Most people sell features. A select few sell benefits but Anthony Iannarino teaches companies to sell something greater than that. People don't buy products, people buy people and until sales reps st…

If you have not heard of the Corporate Executive Board (CEB), you're missing out. CEB is a fantastic research and best practice organization that has revolutionized the way way we think about sales a…

Whatever you call it – predictive analytics, machine learning, or artificial intelligence, – you need to be doing it or at least say you're doing it. I'm serious, if your product isn't powered by art…

Proposals are an important part of the sales process but wasting time writing proposals for the wrong people or handing the process of proposal writing inappropriately, can cost sales people a lot of…

Sales development is a popular term for lead development reps or people who handle the prospecting part of the sales process. In this episode, the master Kraig Kleeman, discusses key trends driving t…

Justin Lindsey is a signal finder. As he explains it, he did not start out that way. he started out as builder. His Dad was a ham radio guy and it’s just the way it was around our home. . . from home…

Every company wants to sell to the enterprise but not every company knows how. In this episode, Mike Schultz, president of Raingroup, lets us in on some new research about what differentiates top per…

One of the most common behaviors in sales is the period-ending push, in which reps are pressured to make extra efforts to reach quotas at the end of calendar cycles. Conventional wisdom dictates that…

Malcolm Gladwell is the man. He runs a podcast called the The Revisionist History. His 3rd episode talks about why smart people do dumb things and we thought, in sales, smart people do dumb things. T…

Every company wants to move up stream and catch bigger fish but not every company can. Selling to bigger companies requires a different strategy and mind-set than selling to small companies. In this…

Antiquated systems, processes, data structures, and ideologies plague sales and marketing. If we do not optimize our sales and marketing technology stack to empower a formulaic approach that seamles…

Lindsey is a social selling guru. She a practitioner turned consultant because of the success she learned using social tools. Her mission is to now share her secrets and her best practices with the w…

Hiring is broken and if you're like most leaders you're not sure how to fix it. Great resumes, well-dressed candidates, and firm handshakes just don't cut it but what does? In this episode, Ross Rich…

Sales and marketing have always been known as the odd couple but that doesn't mean it's okay. How can you bring two things together that often don't naturally go together? In this episode, Gavin Harr…

This guy is the real deal. Aaron Ross made his fame and fortune at Salesforce.com where he helped Salesforce scale to 100million dollars. For years his book, Predictable Revenue," was called the bib…

When you think of the marketing cloud you think of full automation. Lead routing, lead scoring, lead research, lead nurturing. The list goes on and on. In the world of hiring it's different. There is…

We all talk about coaching but not many organizations know how to do it and almost nobody knows how to scale it. Coaching is easy with five sales reps but with 50 or 100 reps, it becomes a different…

Rapport is huge. It's the thing. Sales reps have to do it to sell a deal and they are often terrible at it. People know what rapport building is but they don't know how to do it. In this episode, Gab…

Every year people guess what will happen the following year but this is different. In this episode, Elyse Archer Sales and Leadership Coach, goes deep into her experience to talk about top trends, to…