The Brandon Bornancin Show

Do you ever feel like you're a small fish in a big pond? Well, a lot of inside sales people feel that way because outside sales, in many organizations, still dominates. Inside sales is sometimes looked down upon or treated differently than the field organization and that can hurt. In this episode we discuss how to be successful with inside sales in a field sales dominated organization.

As sales pipeline continues to be the biggest problem in sales, marketing and sales leaders search for answers to some of the biggest questions in sales. . .

> Where is their untapped value?

> Who is most likely to buy from me?

> What is the next best action to take?

In the sea of sameness, little progress is being made as companies scramble to compete with little to no improvement.

> Do you have a sales development team? Yes and so does everybody else

> Do you have marketing and sales technology? Yes and so does everybody else

> Are you running an account-based sales model? Yes and so is everybody else

If you’re doing the same thing but just trying to do it better or just doing what everyone else is doing how do you expect to win? That’s sounds like the definition of insanity.

The answer to the above questions and the solution to the biggest problem in sales is not the more of the same. The solution is breaking open the black box of predictive and and successfully operationalizing artificial intelligence. Artificial intelligence is the next big thing for sales and marketing and although AI will not replace marketing or sales, marketing and sales leaders who use artificial intelligence will replace those who don’t.

If you're looking to have more conversations with the right people, persistence is key. Data shows that most sales reps today stop at sending an email or placing one phone call. The best sales professionals will not give up so fast. They create a sales cadence with multiple touch points, including a variety of sales communication channels: calls, texts, email, social media, voicemail, event direct mail and video.

At InsideSales.com, we've tracked and analyzed thousands of sales interactions with machine learning algorithms and found there really is a formula for success. When executed correctly, the right sales cadence can double your contact rates.

There's an ideal duration, spacing, attempts, media, and messaging for each sales cadence during prospecting, and we're about to tell you what it is.

Gabe Larsen, VP of Growth for InsideSales.com, and Michael Pedone, founder and CEO of SalesBuzz, are going to show you the winning formula for sales prospecting.

Culture is not just important it is imperative to win. Some leaders pass culture off as something soft and not important and those leaders unfortunately have to learn the hard way. Great leaders recognize the value of their people and put them first. The problem is most leaders don't the best way to build a culture and so they find themselves struggling to create an environment where people want to be. In this episode, Tom Whalen, Dir of Inside Sales at McKesson, talks about his secrets to building culture and what he found works.

Let me guess, you’ve heard of AI? Everybody is talking about it but nobody seems to be effectively using it, until now. AI is meant is not meant to eliminate humans but enable humans and sales is a great place to start. In this session, Gabe Larsen VP of Growth at InsideSales.com, will take you through what AI is and how companies are winning using this cutting-edge science.

Change is hard no matter who you are or what company you've worked at but nobody knows that better than Mike Katz EVP of Sales at T-Mobile for Business. Mike has been with the organization 20 years and he's seen bad times and good times but through it all Mike and team have learned some important lessons about change management. In this episode, Mike takes us through his journey and how he and T-Mobile have successfully navigated change.

Do you even care about AI? Maybe you should. Mark Gorenberg is the founder of Zetta Venture Partners, an investment group focused on companies who lead the world in analytics and artificial intelligence. Mark has seen just about everything there is when it comes to AI and in this episode we sit down and talk about the trend of AI, what makes AI companies successful, and what sales leaders must know about it to win.

Have you heard about diversity? Have you heard it's important? The answer to that is probably yes and yes but do you know how to get a more diverse sales team? Maybe not. Diversity has become more and more important and many studies show diversity can be beneficial to organizations but many organizations lack the ability to make it happen. In this episode, Gabriel Moncayo CEO of AlwaysHired, talks about his own journey and how's discovered the benefits of diversity and what that can mean to an organization.

One of the secrets of a good sales team is its DNA or team make up. Not many sales leaders focus on it but the ones who do often have a special team and special results. The reason many leaders don't focus on designing the optimal team is because they don't know how to do it. David Belden, regional sales leader for Google Cloud and his colleagues at Google have sought to change that. An Inc magazine article depicts the research and tests Google has conducted to try and determine how to design the optimal team and the results are fascinating. In this episode, David breaks down the article and talks about the steps sales teams need to take to create winning teams.

Why do we not have a data driven hiring approach in sales? It's embarrassing we are still looking for people who are nice or positive, isn't it? When do we move past that and get to the data? When do we combine the art of hiring with the science of hiring? For some people that time is now and there is better expert on the topic of data driven hiring than Dr. Chris Croner from Sales Drive Test. In this episode, Chris lays it all on the line and talks about why people haven't gotten to a data-driven hiring model and how they can.