Podcast Episodes
Back to SearchHow to Handle Procurement, Without Losing Momentum or Margin | #1335
Episode 1335
Sellers fear procurement because it often brings price pressure and delays.
In this episode, Brandon explains what procurement teams actually optimiz…
4 months ago
Closing Isn’t a Moment, It’s a Sequence (Most Reps Skip Step 2) | #1334
Episode 1334
Deals appear “close” on the surface but quietly fall apart because the buyer never made one critical decision: the decision to change now. In this ep…
4 months ago
The Real Skill Top Sellers Have: Creating Decisions, Not Conversations | #1333
Episode 1333
Deals stall even after “great conversations” because nothing required the buyer to decide.
In this episode, Brandon breaks down why interest isn’t pr…
4 months ago
Why Most Demos Fail Before They Even Start | #1332
Episode 1332
Many demos lose buyers within minutes because they jump straight into product tours.
In this episode, Brandon breaks down why outcome-first demo fram…
4 months ago
“Send Me Something” Is a Trap (What to Do Instead) | #1331
Episode 1331
Buyers frequently ask for decks, case studies, or follow-up materials... but those requests don’t always mean progress.
In this episode, Brandon brea…
4 months, 1 week ago
Why Deals Die in Legal & Security (And How to Prevent It Early) | #1330
Episode 1330
Late-stage deals often stall not because buyers lose interest, but because legal, security, and procurement introduce risk review friction too late. …
4 months, 1 week ago
The Follow-Up That Actually Moves Deals Forward | #1329
Episode 1329
Deals often stall after strong calls because nothing is anchored in writing.
In this episode, Brandon explains why most follow-up emails fail, why lo…
4 months, 1 week ago
How to Build a Mutual Action Plan Buyers Actually Use | #1328
Episode 1328
Many sellers use mutual action plans as a process tool, but buyers ignore plans they didn’t help create.
In this episode, Brandon breaks down why MAP…
4 months, 1 week ago
When the Buyer Says “We Need to Talk Internally” | #1327
Episode 1327
Internal conversations are where urgency fades and objections grow, especially when sellers aren’t in the room.
In this episode, Brandon breaks down …
4 months, 1 week ago
The Price Isn’t the Problem. The Anchor Is. | #1326
Episode 1326
Many reps think deals are lost because of price, but buyers evaluate price based on their internal reference point — their anchor.
In this episode, B…
4 months, 1 week ago