Sales Secrets by Brandon Bornancin | Biz and Tech Podcasts

October 21, 20263 min

Stop Taking the Same Route to Every Deal | #1434

The destination is always the same: a closed deal. But every opportunity needs a different route to get there. In this episode, Brandon explains why he doesn't have one prospecting strategy, he has four. He also covers how to choose the fastest path to "yes" for every deal in your pipeline. In this episode, you'll learn: Route 1: Decision Maker Prospecting. When to go straight to the executive who owns the budget, and how to lead with business outcomes. Route 2: Top-Down Prospecting. How to win executive support first, and the one question that turns it into internal referrals. Route 3: Bottom-Up Prospecting. How to turn the people closest to the problem into your biggest champions. Route 4: Buying Committee Prospecting. How to map stakeholders and build support across the organization for bigger deals. The Mistake That Slows Deals Down: Why using the same route every time stalls your pipeline. Your 3-Step Game Plan: Three things to do with your pipeline this week. Key quote: "When a deal stalls, it's often not the rep or the product. It's the route." Want to go deeper? In Scale Your Sales , Brandon breaks down exactly when to use each of these four plays, how to recognize which route fits the opportunity, and how to avoid wasting months selling to the wrong people. RESOURCES & LINKS 📘 Grab a copy of Scale Your Sales : https://tinyurl.com/2twwf864 🔔 Subscribe on YouTube for weekly sales playbooks: https://www.youtube.com/@Brandon_Bornancin 🚀 Try Seamless.AI free to find decision makers, champions, and buying committees: https://tinyurl.com/38fvynzs 🎧 More episodes of the Sales Secrets Podcast: https://tinyurl.com/muh47drd FOLLOW BRANDON FOR MORE SALES TIPS LinkedIn: brandonbornancin TikTok: brandonbornancin Instagram: brandonbornancinofficial X/Twitter: bbornancin Facebook: seamlessai ABOUT BRANDON Brandon Bornancin is the Founder and CEO of Seamless.AI, an AI-powered sales automation platform with more than 1.5 million users and $250 million in sales. Before Seamless.AI, he sold for IBM Interactive and Google. He has written seven books, including Scale Your Sales , his playbook for finding prospects, closing deals, and scaling.

October 14, 20264 min

I Lost Millions Before I Made $250M | #1433

Everybody sees the $250 million. Very few people see what it took to get there. In this episode, Brandon gets personal about the failures, sacrifices, and near-quits behind building Seamless.AI. The episode is inspired by his recent interview with Steve Cross on the Success Stories podcast. In this episode, you'll learn: Lesson 1: Where You Start Doesn't Decide Where You Finish. How growing up broke became fuel, and why your "why" matters on the hard days. Lesson 2: Sales Is the Skill That Saves You. How Brandon sold his way out of going broke, and why every founder needs to be able to sell. Lesson 3: Failure Is Tuition, Not a Verdict. A simple 3-question postmortem to turn setbacks into lessons. Lesson 4: The Cost Nobody Posts About. The toll on family and friendships, and how to protect your non-negotiables. Lesson 5: Hustle Gets You Started. Systems Keep You Alive. How to move from brutal hours to a business that lasts. Lesson 6: Keep Going When Quitting Is Easier. How to tell the difference between a business that's hard and one that's broken . Want the full story? In the complete 40-minute interview with Steve Cross, Brandon goes even deeper on the bad hires that almost broke the company, the scaling challenges that nearly took it down, how Seamless.AI became an AI-powered sales automation platform, insights from his new book, and what's coming next. Key quote: "If customers are paying, staying, and referring others, your business isn't broken. It's just hard. Keep going." RESOURCES & LINKS 🎥 Watch the full interview on Success Stories with Steve Cross: Brandon Bornancin Lost Millions Before Making $250M 🔔 Subscribe to Brandon's YouTube channel for weekly sales and startup lessons: https://www.youtube.com/@Brandon_Bornancin 📘 Grab a copy of Scale Your Sales : https://tinyurl.com/2twwf864 🚀 Try Seamless.AI free: https://tinyurl.com/38fvynzs 🎧 More episodes of the Sales Secrets Podcast: https://tinyurl.com/muh47drd FOLLOW BRANDON FOR MORE BUSINESS TIPS LinkedIn: brandonbornancin TikTok: brandonbornancin Instagram: brandonbornancinofficial X/Twitter: bbornancin Facebook: seamlessai ABOUT BRANDON Brandon Bornancin is the Founder and CEO of Seamless.AI, an AI-powered sales automation platform with more than 1.5 million users and $250 million in sales. Before Seamless.AI, he sold for IBM Interactive and Google, went broke building a failed startup, and taught himself to sell his way out of it. He has written seven books, including Scale Your Sales , his playbook for finding prospects, closing deals, and scaling. If you enjoyed this episode , share it with one founder or salesperson who's in the struggle right now and needs to hear it. Leave a rating and review too. It helps more people find the show.

October 7, 20263 min

If I Started a SaaS in 2027, I'd Do This | #1432

In this episode, Brandon answers one question: if he were starting a SaaS company from scratch today, what would he do differently? The answer comes down to six rules that put customers and revenue ahead of code, so you never spend years building something nobody buys. In this episode, you'll learn: Rule 1: Sell Before You Build. Why code is cheap but customers aren't, and how to get commitments before you write a line of code. Rule 2: Get Hyper-Specific. How narrowing your ideal customer helps you close faster. Rule 3: Validate in 7 Days. A day-by-day sprint to test any SaaS idea, and why "That's a cool idea" isn't validation. Rule 4: Your First $10K Month. The simple math that shows you need only 10 to 20 customers to get there. Rule 5: No Revenue, No Feature. How to keep your roadmap tied to paying customers. Rule 6: Distribution Beats Product. Why reaching customers matters more than ever now that AI makes building easy. The Founder's Checklist: Five questions to answer before you build anything. Key quote: "'That's a cool idea' is not validation. A credit card is." RESOURCES & LINKS 🎥 Watch the full video breakdown: If I Started a SaaS in 2026, I'd Do This (0 to 10,000+ Users) 🔔 Subscribe on YouTube for weekly sales and startup playbooks: https://www.youtube.com/@Brandon_Bornancin 🚀 Try Seamless.AI free and build your prospect list: https://tinyurl.com/38fvynzs 📘 Grab a copy of Scale Your Sales : https://tinyurl.com/2twwf864 🎧 More episodes of the Sales Secrets Podcast: https://tinyurl.com/muh47drd FOLLOW BRANDON FOR MORE BUSINESS TIPS LinkedIn: brandonbornancin TikTok: brandonbornancin Instagram: brandonbornancinofficial X/Twitter: bbornancin Facebook: seamlessai ABOUT BRANDON Brandon Bornancin is the Founder and CEO of Seamless.AI, which over 10,000 companies use to find the world's best sales leads, including Google, Amazon, Dell, and Oracle. He's closed over $100M in sales deals and is a sales tech entrepreneur, motivational speaker, and author of The Ultimate Guide to Overcoming Sales Objections and Sales Secrets From The Top 1% . If you enjoyed this episode , share it with one founder who's about to spend a year building before selling, and leave a rating and review. It helps more people find the show.

September 30, 20263 min

Sales Discovery Is A Chess Match | #1431

Chess players know where they want the game to be three moves from now. In this episode, Brandon shows you how to run discovery the same way. The goal is to guide prospects toward a solution they arrive at on their own, instead of interrogating them with generic scripted questions. In this episode, you'll learn: The Checklist Trap: Why scripted discovery questions get you surface-level answers and stalled deals. Don't Jump to the Demo: What to do instead when a prospect tells you their problem. The 5-Question Chain: Cause, timeline, cost, impact, and "What happens if nothing changes?" Connect the Dots: Why prospects believe conclusions they reach themselves, and question the ones you hand them. Your 3-Step Game Plan: Three changes to make on your very next discovery call. Key quote: "Great discovery doesn't lead to a sales pitch. It earns one." RESOURCES & LINKS 📘 Get the full discovery framework in Scale Your Sales : https://www.amazon.com/Scale-Your-Sales-Prospects-High-Paying/dp/1952569435 🔔 Subscribe on YouTube for weekly sales playbooks: https://www.youtube.com/@Brandon_Bornancin 🚀 Try Seamless AI free: https://tinyurl.com/38fvynzs 🎧 More episodes of the Sales Secrets Podcast: https://tinyurl.com/muh47drd ABOUT BRANDON Brandon Bornancin is the Founder and CEO of Seamless.AI, which over 10,000 companies use to find the world's best sales leads. He's closed over $100M in sales deals and is a sales tech entrepreneur, motivational speaker, and author of The Ultimate Guide to Overcoming Sales Objections and Sales Secrets From The Top 1% . If you enjoyed this episode , share it with one salesperson who's still running discovery off a checklist, and leave a rating and review. It helps more people find the show.

September 28, 20264 min

The 5-Pillar LinkedIn Revenue Engine | #1430

Most people use LinkedIn wrong. They post inconsistently, try to appeal to everyone, and treat it like every other social platform. In this episode, Brandon explains why LinkedIn isn't social media at all. It's a trust-building engine, and once you treat it that way, it becomes a revenue machine. In this episode, you'll learn: Pillar 1: Relentless Consistency. Why you should treat posting like daily prospecting, and why you should judge results over 90 days, not 9 posts. Pillar 2: Narrow Focus Beats Broad Appeal. How to write for one ideal buyer, and the 3-question revenue filter every post should pass. Pillar 3: Data-Driven Iteration. The 4 numbers to track weekly instead of likes, and how to spot the topics that attract real buyers. Pillar 4: Authentic Beats Polished. Why vulnerability is your unfair advantage, plus a simple story structure that works: story, lesson, action. Pillar 5: Engagement Is Distribution. Why your comments can generate more reach than your posts, and how six-figure partnerships can start with one comment. Bonus: Why your LinkedIn profile is your new homepage, and what to fix today. The 30-Minute Daily LinkedIn Revenue Routine you can start tomorrow. Key quote: "LinkedIn isn't social media. It's a trust-building engine." RESOURCES & LINKS 🎥 Watch the full video breakdown: Steal My LinkedIn Strategy From 0 to 111K Followers 🔔 Subscribe on YouTube for weekly sales and growth playbooks: https://www.youtube.com/@Brandon_Bornancin 🚀 Try Seamless.AI free: https://tinyurl.com/38fvynzs 📘 Grab a copy of Scale Your Sales : https://tinyurl.com/2twwf864 🎧 More episodes of the Sales Secrets Podcast: https://tinyurl.com/muh47drd ABOUT BRANDON Brandon Bornancin is the Founder and CEO of Seamless AI, which over 10,000 companies use to find the world's best sales leads. He's closed over $100M in sales deals and is a sales tech entrepreneur, motivational speaker, and author of The Ultimate Guide to Overcoming Sales Objections and Sales Secrets From The Top 1% . If you enjoyed this episode , share it with one salesperson or founder who needs to hear it, and leave a rating and review. It helps more people find the show.

September 3, 20264 min

You’ll Never Get Great at Sales From the Sidelines | #1429

In this episode, Brandon covers: Why consuming more sales content does not automatically make you better at selling The difference between knowing a sales framework and executing it under pressure Why sales should be treated like a sport or performance skill How repetition creates pattern recognition and better judgment Why bad calls, objections, and lost deals are valuable learning opportunities The difference between repetition and deliberate practice The Do → Review → Adjust → Repeat learning loop Why the market is ultimately the best sales trainer How great reps learn when to follow the script and when to leave it Why sales managers should coach specific behaviors instead of giving vague feedback How avoiding uncomfortable parts of sales keeps those skills weak Why confidence usually comes after taking action, not before How books, training, and coaching should support real-world reps rather than replace them The metrics reps should focus on: conversations, pitches, objections, asks, wins, and losses Why the fastest path to becoming a better salesperson is getting back on the field

July 10, 20267 min

Chapter 46: Tech Stack, Tools To Turbocharge Sales | Scale Your Sales Audiobook

PART 6 SCALING: THE 4 PILLARS TO $100M + BEYOND Congratulations on already accomplishing what 99% of professionals never do. You’ve mastered the mindset and habits needed for success. You’ve learned how to deliver world-class pitches, overcome any objection thrown your way, and close deals like the top 1%. Now, Part 6 of this book is about building a scalable sales machine that grows with or without you. It focuses on the four essential pillars of scalable success: People, Data, Technology, and Playbooks. You’ll learn how to hire, train, and lead teams that execute at the highest level. You’ll discover how to track actionable data across every department. You’ll evaluate whether your tech stack is truly built for scale and how to integrate your systems for smooth operations. And lastly, you’ll learn how to build bulletproof playbooks and documentation so your business can scale predictably and sustainably. This is the final stretch, so stay with me! Part 6 is where good turns to great, and great turns into an unstoppable growth engine. People: Hire, train, manage, and empower high-performing teams to execute at scale. Data: Track and improve data to fuel smarter decision-making and growth. Technology: Integrate cutting-edge systems to streamline workflows. Playbooks: Develop playbooks to ensure consistency, alignment, and optimal results. P.S.) Once my team and I scaled the business to tens of millions of dollars in revenue, I didn’t have the expertise to scale it to $100’s of millions in revenue. That’s when we brought on a private equity firm that taught us how to grow to $100M+ and beyond. I share everything they taught me in this part of the book on scaling. Big shout out to one of the best PE Firms out there, Spectrum Equity, and one of the best managing partners out there, Mike Farrell. Thank you, Mike and Spectrum, for teaching us since day 1 how to build a repeatable and scalable architecture. We couldn’t have done it without you. When you reach $10M+ in revenue, consider reaching out to them for an investment at www.spectrumequity.com.

July 10, 202617 min

Chapter 45: Data, Measure What Matters | Scale Your Sales Audiobook

PART 6 SCALING: THE 4 PILLARS TO $100M + BEYOND Congratulations on already accomplishing what 99% of professionals never do. You’ve mastered the mindset and habits needed for success. You’ve learned how to deliver world-class pitches, overcome any objection thrown your way, and close deals like the top 1%. Now, Part 6 of this book is about building a scalable sales machine that grows with or without you. It focuses on the four essential pillars of scalable success: People, Data, Technology, and Playbooks. You’ll learn how to hire, train, and lead teams that execute at the highest level. You’ll discover how to track actionable data across every department. You’ll evaluate whether your tech stack is truly built for scale and how to integrate your systems for smooth operations. And lastly, you’ll learn how to build bulletproof playbooks and documentation so your business can scale predictably and sustainably. This is the final stretch, so stay with me! Part 6 is where good turns to great, and great turns into an unstoppable growth engine. People: Hire, train, manage, and empower high-performing teams to execute at scale. Data: Track and improve data to fuel smarter decision-making and growth. Technology: Integrate cutting-edge systems to streamline workflows. Playbooks: Develop playbooks to ensure consistency, alignment, and optimal results. P.S.) Once my team and I scaled the business to tens of millions of dollars in revenue, I didn’t have the expertise to scale it to $100’s of millions in revenue. That’s when we brought on a private equity firm that taught us how to grow to $100M+ and beyond. I share everything they taught me in this part of the book on scaling. Big shout out to one of the best PE Firms out there, Spectrum Equity, and one of the best managing partners out there, Mike Farrell. Thank you, Mike and Spectrum, for teaching us since day 1 how to build a repeatable and scalable architecture. We couldn’t have done it without you. When you reach $10M+ in revenue, consider reaching out to them for an investment at www.spectrumequity.com.

July 10, 202616 min

Chapter 44: People Hire Top Performers | Scale Your Sales Audiobook

PART 6 SCALING: THE 4 PILLARS TO $100M + BEYOND Congratulations on already accomplishing what 99% of professionals never do. You’ve mastered the mindset and habits needed for success. You’ve learned how to deliver world-class pitches, overcome any objection thrown your way, and close deals like the top 1%. Now, Part 6 of this book is about building a scalable sales machine that grows with or without you. It focuses on the four essential pillars of scalable success: People, Data, Technology, and Playbooks. You’ll learn how to hire, train, and lead teams that execute at the highest level. You’ll discover how to track actionable data across every department. You’ll evaluate whether your tech stack is truly built for scale and how to integrate your systems for smooth operations. And lastly, you’ll learn how to build bulletproof playbooks and documentation so your business can scale predictably and sustainably. This is the final stretch, so stay with me! Part 6 is where good turns to great, and great turns into an unstoppable growth engine. People: Hire, train, manage, and empower high-performing teams to execute at scale. Data: Track and improve data to fuel smarter decision-making and growth. Technology: Integrate cutting-edge systems to streamline workflows. Playbooks: Develop playbooks to ensure consistency, alignment, and optimal results. P.S.) Once my team and I scaled the business to tens of millions of dollars in revenue, I didn’t have the expertise to scale it to $100’s of millions in revenue. That’s when we brought on a private equity firm that taught us how to grow to $100M+ and beyond. I share everything they taught me in this part of the book on scaling. Big shout out to one of the best PE Firms out there, Spectrum Equity, and one of the best managing partners out there, Mike Farrell. Thank you, Mike and Spectrum, for teaching us since day 1 how to build a repeatable and scalable architecture. We couldn’t have done it without you. When you reach $10M+ in revenue, consider reaching out to them for an investment at www.spectrumequity.com.

July 10, 202612 min

Chapter 43: Unresponsive Prospects | Scale Your Sales Audiobook

PART 5 CLOSING: TURN MORE CONTACTS INTO CONTRACTS You’re almost through this incredible 6-part journey. Now that you’ve mastered how to overcome the most common sales objections, you’re equipped to find, pitch, and close any prospect, no matter the situation. Closing is the most important part of the sales process. It’s when all your hard work finally pays off. At the close, everything comes together. This is the critical exchange point where all the value you’ve built and the trust you’ve earned come together. Success in business and life boils down to your ability to close the sale. The difference between those who thrive and those who struggle isn’t luck or talent; it’s closing the sale when it matters most. Every conversation is a sale, whether you’re negotiating a multimillion-dollar contract or persuading a client to take the next step. In this part of the book, you’ll learn how to become a top closer and why closing is a crucial life skill to improve your revenue and the quality of your life. In this section, you’ll learn the top closing strategies that separate the top 1% from the rest. Lessons span: Value-Added Follow-Up: The money is in the follow-up. Plan out how to keep nurturing the prospect and getting everyone on the buying committee to sign the deal. Close or Lose – Nothing Else Matters: Understand why closing is a non-negotiable and how mastering this skill is the key to your success. Yes, Your Prospect Is Ready to Buy!: Get strategies to lock in the sale and close the deal. If you can’t close, you can’t win. Master the art of closing and you’ll unleash your success. Re-engage Unresponsive Prospects: Use these strategies to re-engage prospects who have gone silent.

Sales Secrets

About the show

Listen to episodes

Stop Taking the Same Route to Every Deal | #1434

I Lost Millions Before I Made $250M | #1433

If I Started a SaaS in 2027, I'd Do This | #1432

Sales Discovery Is A Chess Match | #1431

The 5-Pillar LinkedIn Revenue Engine | #1430

You’ll Never Get Great at Sales From the Sidelines | #1429

Chapter 46: Tech Stack, Tools To Turbocharge Sales | Scale Your Sales Audiobook

Chapter 45: Data, Measure What Matters | Scale Your Sales Audiobook

Chapter 44: People Hire Top Performers | Scale Your Sales Audiobook

Chapter 43: Unresponsive Prospects | Scale Your Sales Audiobook

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