Sales Secrets

When deals stall, discounting often feels like the fastest solution. 

In this episode, Brandon reframes discounting as a value-destruction habit rather than a negotiation tactic. He breaks down the psychological damage discounting causes, how it trains buyers to expect concessions, and why it weakens long-term account economics.

You’ll learn how elite sellers replace discounts with value stacking, why calm price confidence builds tru...

So many believe that focus is a personal discipline issue, but this episode reframes it as an environment problem. 

Brandon breaks down why willpower-based productivity fails, how modern work environments sabotage attention, and why high performers are often the most distracted.

You’ll learn how leaders unintentionally reward interruption, how to design distraction-resistant execution environments, and why focus improves when decisio...

When pipelines thin out, teams often focus on closing skills. 

In this episode, Brandon reframes pipeline health as a conversation and flow problem, not a closing problem. He explains why silence quietly kills deals, how conversation math replaces hope, and which leading indicators leaders should actually track.

You’ll learn how to identify momentum leaks early, why pipeline reviews often miss the real issue, and how fixing flow impr...

Many people set ambitious goals but struggle to make consistent progress. 

In this episode, Brandon reframes execution as a daily output problem, not a motivation problem. He breaks down why big goals often hide avoidance, how defining minimum daily output creates momentum, and why evidence, not intention, builds confidence.

You’ll learn how elite performers design days that force progress, why output beats discipline, and how to anc...

Many sellers struggle not because of skill gaps, but because attachment leaks into their conversations. 

In this episode, Brandon breaks down how emotional pressure shows up subtly, why buyers sense it immediately, and how detachment creates safety rather than distance.

You’ll learn how to care deeply without needing the deal, why neutral language signals confidence, and how shifting from outcome-focused to clarity-focused selling ch...

Sellers believe being agreeable and flexible builds rapport, but this episode challenges that assumption. 

Brandon breaks down the hidden cost of over-accommodation, explaining how “happy to do whatever works” often signals hesitation rather than service.

You’ll learn the difference between service and submission, why structure acts as a trust signal, how saying no can actually increase credibility, and why buyers feel safer when sel...

As a new year begins, many sellers focus on improving pitches, messaging, or tools. 

In this episode, Brandon reframes what actually drives closed deals: momentum. He breaks down why deals stall after “great” calls, how pauses and async limbo quietly kill urgency, and why speed creates certainty rather than pressure.

You’ll learn how elite sellers compress time between steps, reduce dead space in deals, and manage momentum as a psych...

As the New Year begins, many people set ambitious goals only to abandon them weeks later. 

In this episode, Brandon reframes why change is so difficult: people don’t resist effort, they resist identity loss. He breaks down the difference between goal pursuit and identity preservation, why motivation fades, and how fear of becoming someone new quietly blocks progress.

You’ll learn how to design change that feels safe, why behavior sti...

Early success often builds an identity around being the problem-solver, the decision-maker, and the smartest person in the room. 

In this episode, Brandon explains why that identity eventually becomes a growth constraint. He breaks down the difference between competence and control, why letting others be right feels emotionally difficult, and how dominance shuts down psychological safety.

You’ll learn why high-performing teams don’t ...

Many sellers believe enthusiasm and persuasion drive decisions, but this episode challenges that assumption. 

Brandon breaks down why buyers resist being convinced, how calm certainty outperforms hype, and why great sellers act more like guides than closers.

You’ll learn the difference between pitching and mirroring, how neutral language removes pressure, and why emotional safety is the real driver of buying decisions. 

This episode r...

After sixty years building Berkshire Hathaway into a trillion-dollar company, Warren Buffett used his final letter to reflect on life rather than markets. 

In this episode, Brandon unpacks four core lessons Buffett passed on: the power of consistency, designing your life intentionally, believing your best work may still be ahead, and redefining greatness beyond wealth or recognition.

You’ll learn why compounding applies to values as ...

Leaders often struggle with the idea of replacing themselves... not because they don’t care about the business, but because their identity is tied to the role. 

In this episode, Brandon breaks down the difference between investor thinking and operator attachment, and why companies stall when leaders confuse ownership with entitlement.

You’ll learn why the highest form of leadership is making yourself optional, how ego quietly caps gr...

As the pace slows and the noise fades, the holiday season creates space for reflection. 

In this episode, Brandon reframes the end of the year as a powerful settling period... a time for lessons to land, clarity to emerge, and identity to solidify.

You’ll hear why progress doesn’t always look like outcomes, how quiet seasons create leverage, and why subtraction often matters more than ambition when preparing for what’s next. 

This epi...

Many founders believe scaling is about doing more of what worked early. In this episode, Brandon explains why that mindset caps growth at $10M, and what has to change next.

You’ll learn how heroics turn into bottlenecks, why systems outperform hustle, how hiring people who challenge you strengthens the company, and why formal decision rights unlock momentum. 

Brandon also breaks down the emotional side of scaling (identity loss, cont...

Companies often treat missed quarters as a talent issue, but this episode reframes underperformance as a system design problem. 

Brandon breaks down three failures leaders routinely blame on AEs: stale data, ineffective enablement, and slow or broken handoffs.

You’ll learn how poor inputs destroy belief before skill, why good systems make average reps look great, and how competitors with stronger infrastructure win even with less “ta...

Ghosting is one of the most misunderstood signals in sales. 

In this episode, Brandon reframes buyer silence as unresolved uncertainty rather than rejection. He breaks down the difference between what buyers say out loud and what they’re actually feeling, why ambiguity kills urgency, and how unspoken risk grows when it’s not addressed directly.

You’ll learn how elite sellers surface hesitation early, ask questions that invite honesty...

Having lived both as a quota-carrying AE and as a leader in board-level forecast discussions, Brandon breaks down why forecast obsession often works against the people actually responsible for closing deals. 

You’ll learn why leadership optimizes for predictability, why complex forecasting systems still miss, and how internal rituals quietly steal selling time.

This episode reframes forecasting through a seller’s lens and delivers a ...

Sellers often rely on scheduling links without realizing how much friction they introduce. 

In this episode, Brandon breaks down why links often stall momentum, how visual availability lowers decision effort, and why one-click scheduling outperforms multi-step flows.

You’ll learn the psychology behind initiation versus selection, how to implement inline availability using tools like Calendly, Outreach, or SalesLoft, and why respectfu...

Most sales friction comes from treating every buyer like they’re starting from zero. 

In this episode, Brandon introduces a simple but powerful framework: low-information buyers who buy quickly, and high-information buyers who need extensive context, reassurance, and clarity before committing.

You’ll learn how long-term brand exposure reduces buying friction before a deal ever enters the pipeline, why familiarity consistently outperf...