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Brandon Bornancin is a serial salesperson, entrepreneur, and Founder & CEO of Seamless.AI.
He has interviewed the world’s biggest and brightest business experts (including Kevin Harrington, Jordan Belfort, Ryan Serhant, Bob Burg, and many more) to uncover actionable strategies, tips, and insights that you can use to generate more revenue and accelerate your business.
Ready to learn exclusive secrets from top sales, business, and entrepreneurs from around the world?
Then Sales Secrets From The Top 1% is the place to find them.
He has interviewed the world’s biggest and brightest business experts (including Kevin Harrington, Jordan Belfort, Ryan Serhant, Bob Burg, and many more) to uncover actionable strategies, tips, and insights that you can use to generate more revenue and accelerate your business.
Ready to learn exclusive secrets from top sales, business, and entrepreneurs from around the world?
Then Sales Secrets From The Top 1% is the place to find them.
1344 Episodes
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In this special episode, Brandon announces the official Seamless rebrand, and shares the vision behind it. What began as a powerful sales automation solution has evolved into a unified AI-driven revenue platform — connecting data, workflows, and momentum in one seamless experience.Brandon explains why the redesign represents more than new colors or a logo, how momentum remains the core philosophy behind everything Seamless builds, and why this transformation marks the beginning of a new era of elevation for sales teams everywhere.
One-thread deals often feel smooth early, but they collapse when unseen stakeholders enter late-stage. In this episode, Brandon breaks down why multi-threading is really risk removal, not just adding attendees. He explains the four stakeholder roles every deal requires, why unknowns create fragility, and the language that brings the right people in without sounding desperate.You’ll learn how to multi-thread with sequence and intention, reduce surprises in procurement and security, and close deals faster through parallel alignment instead of sequential handoffs. If your deals keep dying late for “no reason,” this episode shows you the math behind it.
Many deals die not from objections, but from lack of internal ownership. In this episode, Brandon breaks down what a real champion is, why enthusiasm isn’t enough, and the warning signs that your buyer isn’t driving the deal forward.You’ll learn the questions that reveal decision dynamics early, how to enable buyers with the language and safety they need to sell internally, and how to multi-thread without sounding desperate. If your deals keep stalling after good calls, this episode shows you the hidden reason, and how to fix it.
Implementation fear often appears right when a deal seems ready to close. In this episode, Brandon breaks down why buyers worry more about rollout pain, adoption, and internal blame than the product itself. He explains why selling harder doesn’t solve hesitation — clarity does.You’ll learn how to surface implementation concerns early, how to sell the first 30 days instead of abstract outcomes, and how to replace fear with certainty through clear onboarding and early-win narratives. If your deals stall at the finish line for no obvious reason, this episode shows you why, and how to fix it.
Sellers fear procurement because it often brings price pressure and delays. In this episode, Brandon explains what procurement teams actually optimize for, why sellers lose leverage when they disengage, and how uncertainty turns price into the only negotiation lever.You’ll learn how to pre-wire procurement early, reframe value without sounding defensive, protect margin through smart trade-offs, and keep deals moving while contracts are reviewed. If procurement keeps slowing or shrinking your deals, this episode gives you a clear, confident playbook to handle it right.
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 episode, Brandon explains why closing fails when reps treat it like a single ask instead of a structured sequence.He breaks down the three decisions every buyer must make (problem, change, and vendor) and shows why skipping the change decision causes hesitation, delays, and ghosting late in the process. You’ll learn how to secure micro-commitments throughout the deal, how to surface the cost of inaction, and why the final close should feel obvious instead of risky.If your deals stall at the finish line even when everything seems aligned, this episode shows you exactly where the sequence is breaking, and how to fix it.
Deals stall even after “great conversations” because nothing required the buyer to decide. In this episode, Brandon breaks down why interest isn’t progress, how elite sellers design calls around decision anchors, and how to surface risk without pressure. He explains how to turn positive signals into commitments and why designing decision paths beats handling objections late.You’ll learn how to structure calls with a clear outcome, keep momentum alive, and stop wasting time on conversations that never turn into decisions.
Many demos lose buyers within minutes because they jump straight into product tours. In this episode, Brandon breaks down why outcome-first demo framing matters, how to use a before/after structure to anchor attention, and why showing less creates more impact. He explains how buyers evaluate demos emotionally and politically (not technically) and how to pace demos so they feel relevant instead of overwhelming.You’ll learn how to open demos with clarity, tie features directly to buyer outcomes, and avoid the most common mistakes that turn “good demos” into stalled deals.
Buyers frequently ask for decks, case studies, or follow-up materials... but those requests don’t always mean progress. In this episode, Brandon breaks down why “send me something” is often a polite exit, how sending collateral too early kills momentum, and what confident sellers do instead.You’ll learn how to diagnose the real reason behind the request, the exact questions that reopen a decision, and simple frameworks to trade content for commitment. If your deals keep stalling after you “send something,” this episode shows you how to fix it.
Late-stage deals often stall not because buyers lose interest, but because legal, security, and procurement introduce risk review friction too late. In this episode, Brandon breaks down how these teams optimize for safety instead of revenue, why surprise creates doubt, and the “procurement triangle” that slows approvals.You’ll learn the key questions that surface blockers early, how to pre-wire review timelines before deals reach the finish line, and how to keep momentum moving in parallel while risk teams do their work. If your best deals keep dying in legal or security, this episode gives you the playbook to prevent it.
Deals often stall after strong calls because nothing is anchored in writing. In this episode, Brandon explains why most follow-up emails fail, why long recaps increase friction, and how a short post-call recap can function as a decision tool instead of a reminder. He shares a simple three-line recap format (goal, blocker, next step with date) that creates clarity and makes it easy for buyers to move internally.You’ll learn how to make your follow-ups forwardable, reduce buyer confusion, and turn verbal agreement into real momentum. If your deals keep fading after “good conversations,” this is the fix.
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 MAPs fail when they’re generic and seller-driven, and what buyers actually need: clarity, risk reduction, and a real path to a decision. He shares the five milestones buyers care about, how to co-author the plan live on the call, and the importance of putting dates on every step.You’ll learn how to build MAPs that create momentum, keep control without sounding pushy, and prevent deals from slipping into “we’ll get back to you.” If your deals keep stalling after “great calls,” this is the fix.
Internal conversations are where urgency fades and objections grow, especially when sellers aren’t in the room. In this episode, Brandon breaks down what buyers really mean when they say “we need to talk internally,” why this phrase often leads to deal limbo, and how to uncover the pushback before it becomes a stall.You’ll learn the best questions to surface internal resistance, how to turn internal talks into scheduled decision events, and how to equip buyers with a clear internal pitch instead of dumping a deck. If your deals keep vanishing after “we’ll talk internally,” this episode shows exactly how to fix it.
Many reps think deals are lost because of price, but buyers evaluate price based on their internal reference point — their anchor. In this episode, Brandon breaks down how anchors get set, why feature-based anchors make everything feel expensive, and how to reframe pricing around outcomes, risk, and the cost of staying the same.You’ll learn how to reset a weak anchor without arguing, what to say when buyers claim it’s too expensive, and how to anchor value before price is ever presented. If pricing conversations keep going sideways, this episode shows the real fix.
Sales reps often manage deals through CRM stages while missing the buyer’s internal reality: approvals, meetings, budget cycles, and shifting priorities. In this episode, Brandon breaks down the two timelines running inside every deal and explains why “random” stalls usually happen when internal motion doesn’t match external progress.You’ll learn the questions that surface internal decision triggers, how to anchor next steps to real calendar events, and how to stop relying on hope as your timeline. If your deals keep slipping despite strong calls, this episode gives you the framework to regain control.
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 breaks down what early proposal requests usually mean, why proposals create false momentum, and the three gates sellers need before doing pricing work: decision criteria, decision makers, and scheduled next steps.You’ll learn how to respond confidently without sounding defensive, how to avoid the “proposal sent” dead zone, and how to turn a proposal into a meeting that drives a real yes or no. If your deals get stuck after sending pricing, this episode fixes it.
Many sales professionals know referrals are powerful, but hesitate to ask because they don’t want to impose. In this episode, Brandon explains why most referral asks fail—because they’re framed around need instead of outcomes. He shares simple scripts that feel natural, ways to make referral requests specific, and how to remove friction by offering a message customers can forward.You’ll learn when the right time to ask is, what language increases response rates, and how to make referral requests feel respectful and easy. If you want more warm intros without awkwardness, this episode gives you the exact playbook.
Reps assume senior titles equal decision authority, but real buying decisions are shaped by influence, risk, and ownership. In this episode, Brandon explains why deals stall when sellers chase hierarchy instead of commitment. He breaks down the three roles inside most deals (economic buyer, operator, and risk owner) and how to spot the true decision driver through behavior.You’ll learn how to ask the right questions without sounding political, recognize “meeting multiplier” signals, and build internal alignment before deals slip into silent delay. If your opportunities keep stalling despite “great calls,” this episode will help you sell to the right person sooner.
Case study requests are often misunderstood as buying intent, but they’re usually a signal of uncertainty. In this episode, Brandon breaks down why sending PDFs rarely moves deals forward, what buyers are actually trying to validate, and how to translate proof into outcomes that match their specific concerns.You’ll learn a simple 60-second framework for delivering proof on a call, why stories beat documents, and how to send follow-up collateral with context that actually gets used. If buyers keep asking for proof and then stalling, this episode shows the real fix.
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. He explains why interest doesn’t create decisions, how optional deals get delayed into death, and why the cost of inaction matters more than benefits.You’ll learn how to tie problems to time and impact, how to surface real urgency without pressure, and the simple framework that makes deals feel necessary instead of optional. If your deals keep getting pushed to “later,” this episode shows the real fix.
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