Podcast Episodes
Back to SearchThe Two Timelines in Every Deal (And Why Reps Only Track One) | #1325
Episode 1325
Sales reps often manage deals through CRM stages while missing the buyer’s internal reality: approvals, meetings, budget cycles, and shifting priorit…
4 months, 2 weeks ago
Why Buyers Ask for a Proposal Too Early | #1324
Episode 1324
Often, deals slow down the moment a proposal is sent because proposals are treated like progress instead of a decision tool.
In this episode, Brandon…
4 months, 2 weeks ago
How to Ask for Referrals Without Feeling Awkward | #1323
Episode 1323
Many sales professionals know referrals are powerful, but hesitate to ask because they don’t want to impose.
In this episode, Brandon explains why mo…
4 months, 2 weeks ago
The Decision Maker Isn’t Always Who You Think It Is | #1322
Episode 1322
Reps assume senior titles equal decision authority, but real buying decisions are shaped by influence, risk, and ownership.
In this episode, Brandon …
4 months, 2 weeks ago
The Real Reason Buyers Ask for Case Studies (And How to Answer Without Sending One) | #1321
Episode 1321
Case study requests are often misunderstood as buying intent, but they’re usually a signal of uncertainty.
In this episode, Brandon breaks down why s…
4 months, 2 weeks ago
The Silent Deal-Killer: When Buyers “Like It” But Don’t Prioritize It |#1320
Episode 1320
When buyers like a solution but don’t act, sellers often misread that as progress.
In this episode, Brandon breaks down the silent deal-killer: drift.…
4 months, 2 weeks ago
Selling to Committees: The Hidden Game Nobody Trains You For | #1319
Episode 1319
Committee deals create complexity that most reps aren’t trained to handle.
In this episode, Brandon explains why ownership gets diluted, why urgency …
4 months, 2 weeks ago
The “Nice Seller” Problem: How Being Likable Can Lower Your Close Rate | #1318
Episode 1318
Sellers often rely on politeness and flexibility to build rapport, but this episode challenges the idea that likability equals trust.
Brandon breaks …
4 months, 3 weeks ago
Why Your Discovery Calls Feel Fine, But Don’t Convert | #1317
Episode 1317
Discovery calls can feel smooth and productive while still failing to convert.
In this episode, Brandon breaks down why most discovery stays surface-…
4 months, 3 weeks ago
The Top Performer Advantage Nobody Talks About: Emotional Recovery Speed | #1316
Episode 1316
Sales is emotional, and rejection is unavoidable.
In this episode, Brandon breaks down why the highest performers aren’t tougher... they’re faster at…
4 months, 3 weeks ago