The Brandon Bornancin Show
So 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.
- Update frequency
- every 4 days
- Average duration
- 26 minutes
- Episodes
- 295
- Years Active
- 2016 - 2019
Breaking Open the Predictive Black Box w/Dave Boyce @InsideSales w/Katie Bullard @DiscoverOrg w/Mike Burton @Bombora
As 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 mo…
Sales Prospecting for the Pros w/Michael Pedone @SalesBuzz
If 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 profes…
How to Create a Winning Culture w/Tom Whalen @McKesson
Culture 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 reco…
How to Cut Through the Crap and Build Pipeline with AI
Let 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 …
The Secret to Change Management w/Mike Katz @T-Mobile
Change 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 a…
Why You Should Care About Artificial Intelligence in Sales w/Mark Gorenberg @Zetta Venture Partners
Do 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 intellige…
The Power of Diversity in Sales w/Gabriel Moncayo @Always Hired
Have 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 an…
How to Design a Winning Team w/David Belden @GoogleCloud
One 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…
Why You Need Data Driven Hiring...NOW! w/Dr. Chris Croner @SalesDriveTest
Why 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…
How to Transform Customer Service into a Sales Machine w/David Schotz @Direct Energy
Customer 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 serv…
What Role Content Plays in the Sales Process w/Dave Koslow @DocSend
Everybody 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 peop…
How to Pay Your Sales Development Reps w/Alex Hudzik @Nasuni
Compensation 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 peopl…
What are the Five Traits of Great Leaders
Are 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…
How to Align Sales and Marketing w/Jeff Davis @jD2 Consulting Group
Sales 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 differe…
What 500 Buyers Say About the Buying Process w/Jim Dickie @CSO Insights
A 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 s…
Scientific Sales Conversations w/Udi Ledergor @Gong
Artificial 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…
How to Create a Career for Sales Development w/Ryan Schertzer @Seal Software
Every 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 fo…
What High Growth Companies Do Differently w/Katie Bullard @DiscoverOrg
Every 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 ac…
Why Account Based Is Right For You w/Trish Bertuzzi @BridgeGroup & w/Kathy Macchi @Inverta
Yeah 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 doe…
Killer Campaigns to Double Response Rates w/Ryan O'Hara @LeadIQ
Campaigns 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 t…