Sales Secrets

Selling to Committees: The Hidden Game Nobody Trains You For | #1319

Committee deals create complexity that most reps aren’t trained to handle.  In this episode, Brandon explains why ownership gets diluted, why urgency slows down in groups, and how power and influence operate differently inside buying teams. He breaks down the difference between a champion and a messenger, and how to multi-thread in a way that feels structured, not desperate. You’ll learn how to map decision paths, surface unspoken risks, and prevent silence from killing momentum.  If you’ve ever lost a deal that “should have closed,” this episode explains why, and what to do next time.

The “Nice Seller” Problem: How Being Likable Can Lower Your Close Rate | #1318

Sellers often rely on politeness and flexibility to build rapport, but this episode challenges the idea that likability equals trust.  Brandon breaks down the difference between politeness and authority, why agreeable sellers get stalled in “maybe” territory, and how protecting comfort often delays real decisions. You’ll learn how to challenge buyers without creating conflict, how to hold structure in conversations, and why guidance builds trust faster than agreement.  If your deals feel friendly but slow, this episode shows what to change.

Why Your Discovery Calls Feel Fine, But Don’t Convert | #1317

Discovery calls can feel smooth and productive while still failing to convert.  In this episode, Brandon breaks down why most discovery stays surface-level, why symptom questions don’t create urgency, and how consequence-based discovery accelerates deals.  He shares the one question that changes deal velocity: “What happens if you do nothing?” and explains how to create contrast between current state and desired state. You’ll learn how to uncover real stakes, surface urgency naturally, and run discovery that leads to decisions, not just conversations.

The Top Performer Advantage Nobody Talks About: Emotional Recovery Speed | #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 recovering and returning to consistent output.  He explains how emotional drag quietly destroys momentum, why slow recovery steals pipeline, and the simple reset loop elite sellers use to move forward quickly. You’ll learn how to convert setbacks into data, why action shrinks fear, and how to build emotional recovery into a repeatable system.  If you want a practical performance advantage that compounds, start here.

The 5 Buying Signals Most Reps Misread | #1315

Buyers often sound interested even when they aren’t committed.  In this episode, Brandon explains why the biggest deals are lost through misread signals, not direct rejection. He breaks down five critical behavioral buying signals: commitment to next steps, willingness to share context, collateral requests with ownership, engagement with real constraints, and sudden changes in responsiveness. You’ll learn how to interpret what buyers are actually doing, how to shift conversations from curiosity to clarity, and how to respond in ways that keep deals moving without sounding needy.  This episode reframes selling as reading behavior and designing decision paths... not chasing positive feedback.