Your GPS doesn't give everyone the same route, and your prospecting shouldn't either. Brandon Bornancin breaks down the four prospecting plays he uses to close deals: Decision Maker, Top-Down, Bottom-Up, and Buying Committee. You'll learn when to use each one, what your first move should be, and why the wrong route is often what's stalling your deals.
The destination is always the same: a closed deal. But every opportunity needs a different route to get there. In this episode, Brandon explains why he doesn't have one prospecting strategy, he has four. He also covers how to choose the fastest path to "yes" for every deal in your pipeline.
In this episode, you'll learn:
Key quote:
"When a deal stalls, it's often not the rep or the product. It's the route."
Want to go deeper? In Scale Your Sales, Brandon breaks down exactly when to use each of these four plays, how to recognize which route fits the opportunity, and how to avoid wasting months selling to the wrong people.
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ABOUT BRANDON
Brandon Bornancin is the Founder and CEO of Seamless.AI, an AI-powered sales automation platform with more than 1.5 million users and $250 million in sales. Before Seamless.AI, he sold for IBM Interactive and Google. He has written seven books, including Scale Your Sales, his playbook for finding prospects, closing deals, and scaling.