In this episode, the conversation covers Brandan Tobin’s summers selling books, the people he learned from, and the experiences that shaped how he approaches sales and leadership today. Brandan talks about starting out skeptical of the program, thinking it might be a scam, and showing up to Nashville realizing it was very real and very serious.

He shares stories from the field, including recruiting challenges, managing a large group early in his career, and learning how confidence, persistence, and systems affect performance. The discussion moves into how he tracked referrals using a handwritten notebook, how that system worked for him, and why building something you understand matters more than using a tool you don’t.

The episode also explores Brandan’s work building CRM systems, what differentiates their approach from platforms like HubSpot and Salesforce, and why follow-up systems often matter more than lead quality. He explains how automations, voicemail drops, texting, and consistent follow-up impact conversion rates.

Along the way, there are memorable field stories, including bike crashes, host families, nurses who bought books, and moments where persistence paid off in unexpected ways. The conversation wraps with reflections on faith, alignment with business partners, and why being on the same page matters regardless of belief.

00:01:53 – Early connections, sales school, and shared experiences
00:02:22 – Introduction to Brandan Tobin and background
00:03:45 – Growth awards, leadership roles, and early success
00:13:03 – Using CRM systems to manage buyers and follow-up
00:18:00 – Building CRM tools to help small businesses compete
00:21:47 – Why follow-up systems outperform lead quality
00:29:18 – Helping business owners define their sales process
00:33:37 – Pivoting from consulting to software development
00:35:32 – Using voicemail drops and reminders to drive action
00:45:08 – Recruiting stories and standout leaders
01:10:29 – Host families, delivery challenges, and field logistics
01:11:22 – Managing a large organization with limited experience
01:21:18 – Tracking referrals with a handwritten system
01:36:33 – Memorable field stories and “sit-downs”
01:37:26 – Bike crash story and persistence in the field
01:51:46 – Lessons on treating strangers and people skills
01:52:43 – Meeting a famous athlete in the field
02:06:26 – Faith, relationships, and being aligned with partners
02:07:16 – Closing thoughts and how to connect after the episode

Brandan Tobin is a believer in Christ and a humble salesman. His mission is to expand God’s kingdom by helping good people grow great businesses and increase their charitable giving.As the CRO with Knowledge Gap Consulting, Brandan leads the sales team and is still in the field, helping salespeople and entrepreneurs convert more leads in less time with custom built, AI-powered, CRM solutions. Over his nearly 20 year career in sales and business, Brandan built sales teams and sold for a variety of industries, including mortgage, real estate, solar, SaaS software and of course, books.He hit the double growth award his 2nd summer, and the quadruple growth award his 3rd summer, delivering over 8,000 units after hitting Mort, Chairman’s and PC several times. As a 19 year old sophomore and B manager, Brandan helped lead a group of 22 first years and only 3 other managers, also on their B summers….and not a single person quit.Brandan went on to close more than $7,000,000 of annually recurring revenue as an account executive for various tech companies until partnering with Joe Ignace, another SW alum, to sell their own software, Velocity 360.None of it came easily or naturally and Brandan will be the first to tell you, none of it would’vebeen possible without the grace of God, being coachable, and really great mentors.