Episode Details

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 with three risks to close, and publicly reward the rep who kills a zombie deal early. 

Brandon shows how to move activity vanity out of exec reviews, gate stage changes on Power, Process, and Proof, and turn “unkind truths” into faster decisions and cleaner pipeline.