The Brandon Bornancin Show

Every year, people write their top trend list so this year I thought I'd write mine. I usually think their lists are pretty weak and I can do better so I thought I'd take a stab. I was surprise that I came up with 50 trends in a really short amount of time. Most people thought I was crazy to say there was 50 trends happening in 2019 and maybe they are right. Maybe you should not call them trends but either way, these are things I think you'll see happen in 2019 so you'll want to watch them carefully.

Most people think they are great but they are not. There are top performers in every industry and segment who are truly pushing the boundaries and achieving new heights. Who are these people and what are they doing to be so successful? In this episode, Brad Jung, talks about how to 3x your sales results by following how the top 10% say on top.

There is something we all do in sales and I'm not sure it really works but because everybody does it, we think we should do it. It's this idea that if we call somebody up, we should ask them twenty questions and then push them towards a demo or a discovery call. The problem with this is, we expect to get before we give and it's not working yet we keep trying it. In this episode, I take you through the powerful principle of giving before you get in sales.

Scaling a business is never easy but technology can help. In order for technology to be successful, process have to be in place. Technology makes bad processes worse and good processes better. In this episode Christopher Fago talks about his experience growing a sales team and using technology to do it.

Sometimes it's hard to win when you sell to small business. They grow and then they shrink. Other parts of the business may be more profitable, such as your enterprise or large business unit. Managing a profitable house account strategy can be difficult and at times may not seem to be worth your time and effort. In this episode, Jen Tadin, talks about why it's important to have a house account strategy and how you can win doing so.

We have the www.salesdevelopmentsummit.com coming up on Dec 12th and 13th and it's going to be an awesome event. We're expecting more than 5,000 people to attend for the what will be the largest event ever for sales development reps and managers. A lot of people ask me, what is a virtual event and why did we pioneer them? The answer is easy, pipeline. These virtual summits are one of our best pipeline gen tools that we do all year. Sadly, most marketing and sales orgs don't know what a virtual event is and how they can do one. That needs to change so in this episode, I jump into the details as to what is a virtual event and how your company can start doing one to help you build pipeline.

Coaching is the one of the most important things managers and leaders can to for their teams. The problem is most managers and leaders don't know how to coach and they've never been given to tools to do so. In this episode, Jason Smith lays out his philosophy on coaching and discusses how others can be successful doing so.

Strengths is an important word in selling. Sales people can't be the best at everything but great managers find what they are good at and they ensure they do more of that. In this episode, Paul Allen, CEO of Soar talks about the strengths-based selling movement and how strengths can and should play a role in every sales organization.

Sales enablement is here to stay but do you know enough about it. In this episode, two titans of sales enablement, Tamara Schenk @CSO Insights & Scott Santucci @Growth Enablement Ecosystems, discuss what sales enablement is and how companies can succeed with this emerging function in sales.

Everything requires data right? Well, the sales process isn't any different. Most leaders know they need data but they don't know how to structure or really use it. In this episode, Justin Jarus, talks about data and how you can improve the sales process through reporting an analytics.