Most sales friction comes from treating every buyer like they’re starting from zero.
In this episode, Brandon introduces a simple but powerful framework: low-information buyers who buy quickly, and high-information buyers who need extensive context, reassurance, and clarity before committing.
You’ll learn how long-term brand exposure reduces buying friction before a deal ever enters the pipeline, why familiarity consistently outperforms persuasion, and how repeated exposure to clear thinking shifts buyers from analysis to recognition.
Brandon explains why brand compresses time, shortens sales cycles, and transforms “convince me” conversations into “how do we start?” conversations.
If you want buyers who trust faster, decide sooner, and buy with confidence... this episode explains where that leverage really comes from.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.
Two Guys, Five Rings: Matt, Bowen & The Olympics
Two Guys (Bowen Yang and Matt Rogers). Five Rings (you know, from the Olympics logo). One essential podcast for the 2026 Milan-Cortina Winter Olympics. Bowen Yang (SNL, Wicked) and Matt Rogers (Palm Royale, No Good Deed) of Las Culturistas are back for a second season of Two Guys, Five Rings, a collaboration with NBC Sports and iHeartRadio. In this 15-episode event, Bowen and Matt discuss the top storylines, obsess over Italian culture, and find out what really goes on in the Olympic Village.