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The Meeting Where You Trained Them to Lie

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Manage episode 522457692 series 3233001
Content provided by Brandon Bornancin. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Brandon Bornancin or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

You asked for honesty—then froze the room when an AE flagged a dead “hero” deal. Next week, the bad news vanished.

In this episode, Brandon Bornancin breaks down how one meeting can train a team to hide risk, and how to rebuild a culture where truth beats theater.

You’ll learn a simple framework to make honesty safe and accountable: embed real buyer signals (job changes, intent, site behavior) directly in the CRM, open every review with three risks to close, and publicly reward the rep who kills a zombie deal early.

Brandon shows how to move activity vanity out of exec reviews, gate stage changes on Power, Process, and Proof, and turn “unkind truths” into faster decisions and cleaner pipeline.

  continue reading

600 episodes

Artwork
iconShare
 
Manage episode 522457692 series 3233001
Content provided by Brandon Bornancin. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Brandon Bornancin or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

You asked for honesty—then froze the room when an AE flagged a dead “hero” deal. Next week, the bad news vanished.

In this episode, Brandon Bornancin breaks down how one meeting can train a team to hide risk, and how to rebuild a culture where truth beats theater.

You’ll learn a simple framework to make honesty safe and accountable: embed real buyer signals (job changes, intent, site behavior) directly in the CRM, open every review with three risks to close, and publicly reward the rep who kills a zombie deal early.

Brandon shows how to move activity vanity out of exec reviews, gate stage changes on Power, Process, and Proof, and turn “unkind truths” into faster decisions and cleaner pipeline.

  continue reading

600 episodes

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