From the CEO to the SDR - How to Drive Revenue Alignment from the Top featuring Seamless
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Learn directly from Brandon Bornancin as he shares the hidden secrets behind how his sales team at Seamless.AI books 450+ Appointments per day and how you can copy it in 10 minutes or less! He is going to pull back the curtain and explain EXACTLY how we train our team to make cold calls that convert into booked appointments.
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From the CEO to the SDR - How to Drive Revenue Alignment from the Top featuring Seamless
- 1. From the CEO to the SDR: How to Drive Revenue Alignment From the Top
- 2. CEOs, VP Sales, AEs, SDRs, Ops, Marketing, CS Etc … This Session will help you achieve revenue alignment & maximize sales! Who is this for?
- 3. Founder of Seamless.AI: Brandon Bornancin
- 4. Brandon Bornancin I’m Here Today Because I’ve Seen FIRST HAND How SALES LISTS Can transform your business and your life...
- 5. Social Search Find Cellphones & Emails For Anyone In Seconds www.seamless.ai -> Join Free Now! Use Promo Code: Tenbound2021 Web Search
- 6. Turn Contacts Into Contracts Build lists of 1000’s in seconds Reduce Prospecting from Hours to Minutes www.seamless.ai -> Join Free Now! Use Promo Code: Tenbound2021
- 7. CONNECT WITH ME: /brandonbornancin Brandon Bornancin @brandonbornancinofficial
- 8. From the CEO to the SDR: How to Drive Revenue Alignment From the Top
- 9. To Align Sales, Marketing, SDRs, AEs, Sales Ops, Engineering, Customer Success or Any Other Division...
- 10. You Need to be a Great Leader
- 11. If Your Actions Inspire Others To:
- 12. If Your Actions Inspire Others To: Dream More
- 13. If Your Actions Inspire Others To: Dream More Do More
- 14. If Your Actions Inspire Others To: Dream More Do More Learn More
- 15. If Your Actions Inspire Others To: Dream More Do More Learn More Become More
- 16. If Your Actions Inspire Others To: Dream More Do More Learn More Become More Achieve More
- 17. You Are A GREAT Leader
- 18. ● Being a great "leader" starts at the top but it doesn't stop at the top. ● Every single person at the company needs to be a leader ● Everyone should be trained on management leadership ● Everyone should receive investments on how to become the best leader they can be What is the definition of a Great Leader?
- 19. Daily Communication of the Mission, Vision, and Results Company-Wide
- 20. ● Daily Standups across the entire company ● Daily Slack Post with KPIs and goals for every department ● Daily Slack bots posting KPIs and success metrics ● Weekly 1-on-1s with leaders to review KPIs, wins, learning opps, next steps every 30 minutes Daily Communication of the mission, vision and results company wide
- 21. ● Review KPIs from the previous week ● Celebrate Wins & Successes ● Discuss challenges and learning opportunities from things that didn’t perform as well as we had hoped ● Highlight what we are working on this week ● Blockers stopping completing any projects or tasks ● Next Steps Weekly 1-on-1s
- 22. ● Share successes every month ● Results tied your sales goals ● Spotlight top employees ● Highlight KPI Leaderboards, top performers ● Have each department share Monthly Company Meetings Share Mission, Vision, Goals
- 23. Get the Company Sold on Sales 4e94e4 Everyone is a Salesperson
- 24. ● Everytime you generate a new lead, appointment or sale.... Ring the gong, it's a sale ● Pay anyone at the company for driving results ● Everything in life is a sale and everything you get is a commission ● Get everyone at the company ringing the gong and sold on sales Get the Company Sold on Sales Everyone is a Salesperson - Everyone at the Company
- 25. Lead with Transparency and Radical Candor 4e94e4 Be Direct, Share Results, Improve
- 26. ● Be direct with your people about the current state of the business ● Be direct with your people about the current state of the project ● Share the results of the business or project every day ● Expect the team to identify ways to improve the results Lead with Transparency and Radical Candor
- 28. ● How can I Improve? ● How can our department improve? ● How can the company improve? ● How can the product improve? ● What's wrong with the process ● What can be done smarter? ● How can we generate more results? ● What needs changed? ABA - Always Be Asking...
- 29. Hire Leaders Who Can Get Dirty in the Trenches
- 30. ● Every leader at Seamless is required to be hungry, humble, and the hardest worker in the room. ● No one at the company is allowed to be complacent. Hire Leaders Who Can Get Dirty in the Trenches
- 31. Hire Coaches Who Play Ball
- 32. ● You are never better than anyone to do anything. ● If I have to pickup garbage or clean the toilets because the janitor is gone, I’ll do it. ● No one likes any leader in any division from Sales Development, to AE Team Leads, to CROs or C-Suite or Marketing.... ● No one likes a leader that sits in their eiffel tower at the top demanding everyone to work hard but themselves. Hire Coaches Who Play Ball You Have to be a Great Coach Who Can Play
- 33. MJ, Tom Brady, Kobe Bryant, Lebron James
- 34. ● These are all leaders who coach up the team... BUT, when needed, can 100% pick up the ball and shoot the winning shot. Hire Coaches Who Play Ball. Player Coaches.
- 35. Remember your WHY Tied To The Sales Goal & Mission
- 36. ● Keep track of all your success that ties back to the mission ● Share it with the entire company in real-time when it happens Remember your WHY Tied To The Sales Goal & Mission
- 37. Always be the hardest worker in the room Your Results & Effort Will Eventually Be Rewarded
- 38. Don't Expect Anyone to Do Something You Haven't Done or Won't Do
- 39. ● Lead by example ● Share your successes, share your failures doing the task at hand Don't Expect Anyone to Do Something You Haven't Done or Won't Do
- 40. Compete with Yourself. No One Else.
- 41. ● If you compare your success to others... you are limiting your potential to only what they achieved ● If you compare yourself to yourself... you have no limits on your potential ● The person who follows the crowd usually goes no further than the crowd ● The person who walks further than they walked before is likely to find themselves in places no one has been before Compete with Yourself. No One Else.
- 42. Build a Culture of Improving at Least 1% Every Day
- 44. ● Build a culture of 1% Gains. Improve 1% Every Day ● If you improve at least 1% every day, by the end of the year you will have improved 37x Let’s apply this money and compounding interest. ● Let’s say you have $100,000 in the bank. ● You are required to improve your bank account by 1% a day. ● By the end of the year… your bank account will be $3,700,000. ● All because of the gains you made with compounding interest. Build a Culture of Improving at Least 1% Every Day
- 45. I believe this is true however most people get compounding interest wrong… ● They think compounding interest only applies to money and multiplying money… Compounding interest can be applied to self-improvement and development…and it can be applied to learning, being coachable and doing whatever it takes to maximize your potential. ● Warren Buffett says compounding interest is the 8th wonder of the world, and he applies the power of it by stating it’s one of the best vehicles to achieve financial freedom
- 46. We work with our employees to improve by 1%: ● Professionally (maximize professional goals and kpis) ● Personally (maximize personal life) ● Mentally (maximize your headspace and eliminate limiting beliefs) ● Health (maximize your health) ● Relationships (family, friends, mentors, etc) Improve 1% every day in all pillars of life to achieve success. Every day if you improve in all facets of your life at least 1% you will multiply your skills and results by 37x
- 47. Become a Talent Acquisition Machine
- 48. ● Learn how to attract top talent then optimize great talent from great to unstoppable ● Poor leaders focus on building their empire while great leaders focus on developing the talent and success of others to their fullest Great leaders hire great talent and then help them build their empire. ● Develop a track record for delivering solid results and a reputation for utilizing the talents of employees to the fullest so your people can grow and prepare to move to the next level ● Become skilled at finding ways to accelerate the careers of the people who work for you and everyone will line up to come onboard Become a Top Talent Acquisition Machine
- 49. Free the People to Achieve
- 50. ● Top alignment leaders act as talent multipliers and liberators ● Diminishers act like tyrants ● Free people from being held back or the oppressive forces that exist in any company ● Give people permission to think, speak, share and act based on their own expertise, judgement, thoughts and beliefs If you do this you will create an environment where the very best ideas can float from the bottom to the top of the organization and get executed on. Free The People To Achieve
- 51. Challenge Your People to Excel by Demanding Thought Leadership from the Crowd
- 52. The wisdom of the crowd is also one of the greatest wonders of the world to achieve success. ● Don't become a know it all. Become a challenger. Challenge your people to excel by having them challenge the status quo ● Be open to not having all the answers and expecteeryone to be prepared to use their collective intelligence at all times to find the answers ● Push your people to identify big opportunities where they can make a contribution and push them to confront finding solutions to the challenge and do world-class stuff Challenge Your People to Excel by Demanding Thought Leadership from the Crowd
- 53. Always Invest in Your People and Make them Accountable!
- 54. ● Invest in your people and avoid making the mistake of micro managing everything ● Teach your team and your peers how to work independently by giving them ownership in their projects ● Invest in their success wherever they need support in strategy or execution to accomplish the goal ● It's not about holding your people accountable, it's about making them accountable. I.E. Fishing for the man or teaching the man how to fish!? ○ Make everyone self sufficient Always Invest in Your People and Make them Accountable!
- 55. Be Happy But Never Satisfied 4e94e4 Coach the entire company to be happy with their success… but never satisfied
- 56. ● Coach the entire company to be happy with their success… but never satisfied ● Be happy with what you accomplish while you are on your marathon to success ● There are no shortcuts to success… ● Be happy but never satisfied ● The person or group that thinks there is nothing else to learn or improve… is the group that starves to death and dies ● Appreciate the accolades and things you accomplish but stay humble, hungry and obsessed with improvement and beating whatever goals you accomplished already Be Happy But Never Satisfied
- 58. ● To achieve great alignment, you have to create great leaders ● Your ideal leaders consistently bring out the best in their people ● This is the kind of leader you will become if you integrate the secrets I shared with you today ● If you can identify, improve and harness the genius inside the people around you, there are no limits to what your team can achieve Conclusion
- 59. Thanks for joining /brandonbornancin Brandon Bornancin @brandonbornancinofficial
Editor's Notes
- Hello everybody and WELCOME to the 2021 Tenbound Conference. My name is Brandon Bornancin and I’m excited to share the hidden secrets behind how my sales team at Seamless.AI books 450+ Appointments per day and how you can copy it in 10 minutes or less! And today, we’re going to pull back the curtain and explain EXACTLY how we train our team to make cold calls that convert into booked appointments. Let’s dive and and get started with the training.
- So who is this presentation for??? Great question. This presentation is for salespeople just starting out who want to kickstart their careers and generate more sales starting today. The best part about this is you don't have a lot of the same bad mistakes that a lot of people already have. And you can start fresh today and make the right decisions in your career. This presentation is for salespeople with an empty calendar who dream about being booked in qualified demos, back-to-back-to-back on the hour, every hour… Okay, so if you've been in the sales game for a while, I'm going to show you a couple of tips and tricks that you can change, not huge changes in your process, that can completely change the trajectory of your career This Presentation is for the salespeople that are spending 3-5 hours a day on non-selling work like endless list building, prospecting, appointment setting and manual crm data entry. (Who does that?!) This is also for the salespeople that are trying to do everything they can to build pipeline and close more sales with absolutely no luck. Most importantly -- this is for the salespeople that are pinned up against the wall and needs traction ASAP. You are stressed because you are behind quota You are having trouble sleeping. You think about pitching and closing sales in the shower. You are reading all the sales books, launching all the cold calling and emailing campaigns but struggle to generate any new sales. This is for the salespeople who could even lose their job if they don’t increase sales as soon as possible, or even worse …. they may lose their house…. their family and everything they own. You know you are on the verge of massive sales success, but you need help. You know once you crack the sales code, you can generate millions in new sales. You are motivated, smart and you have the resources at your disposal. You just need the game plan to pull it all together. You are willing to work your tail off and run through walls to make your sales goals a reality. I totally get it… because I’ve been there before.
- And for those of you that don’t me. It’s Brandon Bornancin your presenter for the training today! My Dad with no college degree Built the First $ 1 Billion dollar SaaS company using Sales lists. Everyone on wall street told him it was impossible for any software company to do $1 Billion dollars in sales and then he did it and made it possible! That inspired me to launch My first startup at 18 selling for the online poker sites that did $10M while I was in college all because of the list Then the goverment made it illegal to gamble online in the US So I launched a Second startup at 22 that was a B2B Text Messaging software and over the next 3 years I lost $3 Million and went $100K in debt (bankrupt). Broke and starving had to go into sales and decided to sell for the two largest companies I knew at the time…. IBM & Google. Sold for IBM & Google. Using Sales Lists & Sales A.I. booked $100M in sales
- I’ve built sales lists that have made over $1M, $10M and even $100M in sales I’e built sales lists to Raise over $100M in venture capital funding from founders at Google, Amazon and the largest Venture Capital firms in the world. I’ve used sales lists to Find mentors Recruit new employees And I even used sales lists to get featured in Forbes, Wall Street Journal, New York Times you name it. You can use Sales lists for anything… And the only way to build your lists with……. Is SEAMLESS!!!!!
- Hello everybody and WELCOME to the 2021 Tenbound Conference. My name is Brandon Bornancin and I’m excited to share the hidden secrets behind how my sales team at Seamless.AI books 450+ Appointments per day and how you can copy it in 10 minutes or less! And today, we’re going to pull back the curtain and explain EXACTLY how we train our team to make cold calls that convert into booked appointments. Let’s dive and and get started with the training.
- Imagine the type of work environment you would be in like the one we have here where everyone is expected to inspire each other to dream more, learn more, do more and achieve more than they all believed was possible
- Study those that have actually made it (Sales millionaires) There is a lot of proven experts giving great advice There are a lot of bad experts giving shit advice Avoid the people that have never been there done that I don't get paid to teach so I can give you the cheat codes on everything I learned with no hidden agenda Master the secrets from a few vs. only picking up little bitty advice from masses This is pick a niche and get rich. Pick the top experts you want to go all-in on and study everything they tell you.
- Study those that have actually made it (Sales millionaires) There is a lot of proven experts giving great advice There are a lot of bad experts giving shit advice Avoid the people that have never been there done that I don't get paid to teach so I can give you the cheat codes on everything I learned with no hidden agenda Master the secrets from a few vs. only picking up little bitty advice from masses This is pick a niche and get rich. Pick the top experts you want to go all-in on and study everything they tell you.
- I believe this is true however most people get compounding interest wrong… They think compounding interest only applies to money and multiplying money… That’s the wrong way to think about.
- I believe this is true however most people get compounding interest wrong… They think compounding interest only applies to money and multiplying money… That’s the wrong way to think about.
- If one pillar is taller than the other…the house of cards can come crashing down
- Study those that have actually made it (Sales millionaires) There is a lot of proven experts giving great advice There are a lot of bad experts giving shit advice Avoid the people that have never been there done that I don't get paid to teach so I can give you the cheat codes on everything I learned with no hidden agenda Master the secrets from a few vs. only picking up little bitty advice from masses This is pick a niche and get rich. Pick the top experts you want to go all-in on and study everything they tell you.
- If you do this you will create an environment where the very best ideas can float from the bottom to the top of the organization and get executed on
- Study those that have actually made it (Sales millionaires) There is a lot of proven experts giving great advice There are a lot of bad experts giving shit advice Avoid the people that have never been there done that I don't get paid to teach so I can give you the cheat codes on everything I learned with no hidden agenda Master the secrets from a few vs. only picking up little bitty advice from masses This is pick a niche and get rich. Pick the top experts you want to go all-in on and study everything they tell you.
- Create a team that can deliver results without your direct participation or involvement and operate independently to generate results
- Yes it’s a marathon to success… not a sprint
- They make each of us feel smarter, better and more productive