The Brandon Bornancin Show

Everybody 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 wha…

If 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 f…

Cold 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 e…

Sales 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…

Let 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 pro…

Gone 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 …

Everybody 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 t…

Sales 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…

There 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. T…

Times 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…

Inside 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 flouris…

Not 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 …

There 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 c…

There 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 inbo…

Should 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 mastere…

What 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 sa…

You 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 …

Every 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 wo…