Sales Secrets

Many founders believe scaling is about doing more of what worked early. In this episode, Brandon explains why that mindset caps growth at $10M, and what has to change next.

You’ll learn how heroics turn into bottlenecks, why systems outperform hustle, how hiring people who challenge you strengthens the company, and why formal decision rights unlock momentum. 

Brandon also breaks down the emotional side of scaling (identity loss, cont...

Companies often treat missed quarters as a talent issue, but this episode reframes underperformance as a system design problem. 

Brandon breaks down three failures leaders routinely blame on AEs: stale data, ineffective enablement, and slow or broken handoffs.

You’ll learn how poor inputs destroy belief before skill, why good systems make average reps look great, and how competitors with stronger infrastructure win even with less “ta...

Ghosting is one of the most misunderstood signals in sales. 

In this episode, Brandon reframes buyer silence as unresolved uncertainty rather than rejection. He breaks down the difference between what buyers say out loud and what they’re actually feeling, why ambiguity kills urgency, and how unspoken risk grows when it’s not addressed directly.

You’ll learn how elite sellers surface hesitation early, ask questions that invite honesty...

Having lived both as a quota-carrying AE and as a leader in board-level forecast discussions, Brandon breaks down why forecast obsession often works against the people actually responsible for closing deals. 

You’ll learn why leadership optimizes for predictability, why complex forecasting systems still miss, and how internal rituals quietly steal selling time.

This episode reframes forecasting through a seller’s lens and delivers a ...

Sellers often rely on scheduling links without realizing how much friction they introduce. 

In this episode, Brandon breaks down why links often stall momentum, how visual availability lowers decision effort, and why one-click scheduling outperforms multi-step flows.

You’ll learn the psychology behind initiation versus selection, how to implement inline availability using tools like Calendly, Outreach, or SalesLoft, and why respectfu...

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 outperf...

Most companies try to reduce sales costs with cuts, pressure, or more activity. But real efficiency comes from identifying and removing friction. 

In this episode, Brandon breaks down the four levers that instantly lower cost per sale: increasing conversion through clarity, accelerating sales cycles by eliminating uncertainty, protecting seller time through role alignment, and raising ACV with outcome-based selling.

You’ll learn how ...

Most professionals don’t struggle with discipline... they struggle with design. 

In this episode, Brandon breaks down why the human brain defaults to distraction, and how to reverse that with a system built around elimination, automation, and delegation. You’ll learn how to run a daily 10-minute focus ritual, how to conduct a weekly audit that prevents drift, and why task switching silently destroys productivity.

Brandon also explain...

Most people struggle with social media branding because they post from insecurity, chase trends, or change their voice week to week. 

In this episode, Brandon unpacks the system behind consistent growth: clear positioning, predictable content pillars, recognizable identity, and production workflows that eliminate creative pressure.

You’ll learn how to write a one-line brand identity, choose the three content themes your audience will...

Most teams try to grow by pushing harder, adding hours, or stacking tasks. But in reality, output only compounds when your environment supports clarity, consistency, and deep work.

In this episode, Brandon breaks down the three revenue systems used by top performers: a daily deep work block that produces leverage, pipeline hygiene habits that eliminate chaos and keep deals moving, and a weekly review ritual that corrects drift befor...

Most teams blame “lead quality,” funnels, or budget when results slow down. But in reality, weak offers, not weak traffic, create the friction that stalls pipeline, drags out sales cycles, and makes buyers hesitate.

In this episode, Brandon breaks down why strong offers feel obvious within seconds, why poor offers require long explanations, and how to evaluate your offer using the Pain –> Promise –> Proof –> Price framework. You’ll ...

Most teams drown in features and dashboards, then wonder why demos don’t convert. Data helps you find the right buyer... but it’s story that makes them care. 

In this episode, Brandon Bornancin shows how top sellers turn product tours into three-act narratives where the buyer is the hero, the current pain is the conflict, and your solution is the resolution, with proof.

You’ll learn a simple playbook you can use tomorrow: open with o...

No virality. No connections. No fancy loft. Just an air mattress in a Newark basement, a $150K accelerator bet, and a 17-hour daily schedule split between building and selling. 

In this episode, Brandon Bornancin takes you inside the unglamorous year that turned zero revenue into the first 100 paying customers—and kicked off a path from $0 to $1M in 12 months.

You’ll learn the exact system he ran: build in the morning, sell all day, ...

You asked for honesty—then froze the room when an AE flagged a dead “hero” deal. Next week, the bad news vanished. 

In this episode, Brandon Bornancin breaks down how one meeting can train a team to hide risk, and how to rebuild a culture where truth beats theater.

You’ll learn a simple framework to make honesty safe and accountable: embed real buyer signals (job changes, intent, site behavior) directly in the CRM, open every review ...

Most sales orgs brag about being data-driven, then bury SDRs under forty-seven KPIs, endless meetings, overlapping territories, hope-based quotas, and tool sprawl. That’s not accountability. It’s anxiety by design.

In this episode, Brandon Bornancin breaks down the five GTM design flaws quietly crushing performance and shows you what elite VPs do instead. You’ll learn how to cut to five controllable KPIs, replace meeting bloat with ...

Most “overnight successes” hide a decade of losses. Not luck. Not timing. Not shortcuts. They’re built on failure, debt, and the decision to keep going when everyone stops.

In this episode, Brandon Bornancin unpacks the unglamorous stretch behind Seamless AI—shutting down startups, watching a $12M business vanish overnight, and digging out of nearly $200K in debt. You’ll learn the systems that turned chaos into compounding progress:...