Mario Shares Sales Secrets From The Top 1% With Brandon Bornancin, Episode #121

VengresoDigital Selling Mario Shares Sales Secrets From The Top 1% With Brandon Bornancin, Episode #121
Mario Martinez Jr podcast interview on the “Sales Secrets of the Top 1%" podcast

Mario Shares Sales Secrets From The Top 1% With Brandon Bornancin, Episode #121

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This episode of #SellingWithSocial is a bit different than my typical format – it’s a great conversation I had with my friend, Brandon Bornancin of Seamless.ai. Our chat was recorded originally for his podcast “Sales Secrets of the Top 1%” and he’s graciously allowed me to pass it along to you.

Brandon and I had a great time walking down memory lane as I shared the story of my sales career. You probably don’t know that I didn’t initially choose a sales career for myself. At the time, I worked at a retail camera center in my area as a photo finisher. I loved to make suggestions to customers about things they could buy to make their photos better. As a result, my boss noticed that I was outselling most of the sales staff. When I put in for a transfer so that I could work closer to my college, my boss said he would only approve the transfer if I’d agree to go into sales. That was the start of an amazing journey.

Listen to this episode and you’ll hear how I got into technology sales, climbed the ladder, became a resource to those on my own sales team, and even arranged to be mentored by the President and Chief Sales Officer of the company I was working for at the time – Sprint. But none of that is the best part. I also share the three biggest sales secrets I’ve learned throughout my career so far: I call them “PVC” – Personalize | Value | Call to action.

Want to hear the #sales secrets that fuel the career of a high profile, successful seller? Join @M_3Jr, CEO of Vengreso and @BBornancin of @SeamlessAI for this episode of #SellingWithSocial. Listen now! #SalesTips #SalesLeaders Click To Tweet

Sales Secret #1: Personalize Your Messaging

I wasn’t in sales long, before I realized that every person I encountered, both as a potential buyer and as a team member in my own company, had their own set of unique challenges and goals. It was my job as a seller to personalize my approach to those specific things. When I was able to do that, I built rapport and trust quickly and was able to close more deals, faster.

In this conversation, I explain why personalization is so vital to the sales process and give examples of what it looks like when you do it well. If you want to learn how to truly get into the shoes of anyone you need to sell – externally or internally – you need to hear this conversation.

Secret #2: Value

“Value” is not an uncommon word to hear in the sales world these days. Almost instinctively, we know that people are not going to make a buying decision if they don’t believe the solution we’re offering provides the value they are looking for. But knowing exactly WHAT value you should provide takes discernment and insight – and makes all the difference in moving deals forward. It’s your responsibility as a seller to make that discovery.

Listen to this episode as I share how you can look for the “fish on the wall” that enables you to engage in conversations that build personal relationships with individuals. It’s these personal relationships that enable you to learn exactly what the person needs in terms of value. One story I tell is how my real-life experience of buying my first home in the San Francisco Bay area enabled me to connect with a CTO in a personal way – and THAT helped me discover the exact value I needed to provide to him and his company so that we could close a huge deal together.

When you learn how to add #value the right way, #sales will increase exponentially! Listen in as @M_3Jr, CEO of Vengreso and @BBornancin of @SeamlessAI discuss how it happens, on this episode of #SellingWithSocial. #SalesTipsClick To Tweet

My Third Secret: Call To Action

Another of the sales secrets I’ve discovered in my sales journey is this: Never step away from a sales call, meeting, or even a cold call without driving toward something else. Here’s why it’s important: You don’t want to leave the ball in the other person’s court once you’ve engaged with them. If things are going to move toward a deal that benefits your company AND your customer, you have to ensure that the next logical step is put forward for their consideration. When you do this, you’re nudging the conversation forward in a subtle, but powerful way. I share practical tips on how to apply this principle during our conversation.

50% Of Your Job Is Selling Internally: Here’s How To Do It

It’s natural to think of selling as an external thing – and it definitely is. But the external portion of what we do as sellers is only 50% of what matters. The other 50% is what goes on internally, within your team and company. You may not have thought of it this way but much of what you are able to accomplish in your career depends on how well you can sell yourself, your ideas, and your position INTERNALLY.

What does it take to sell effectively within your organization? First, you have to know your stuff – the data surrounding the issues. Second, you have to know your competition. Third, you must have a strategy in place that you can explain clearly and that makes sense. Fourth, you have to know why the people involved might say, “No.” When you have all those pieces, you are able to sell TO those things. Listen to hear how I discovered and applied that approach throughout my career – to great success.

#Sales professionals: 50% of your job is selling internally. Discover how on this episode of #SellingWithSocial with @M_3Jr, CEO of Vengreso and @BBornancin of @SeamlessAI. Listen now! #SalesLeaders #SocialSellingClick To Tweet

Outline of This Episode

Resources Mentioned

Connect with Mario!

Subscribe to Selling With Social

Apple Podcasts | Stitcher | Google Play | Google Podcasts

Learn how personalizing your messaging opens the door to more closed deals. Join @M_3Jr, CEO of Vengreso and @BBornancin of @SeamlessAI for this episode of #SellingWithSocial. Listen now! #SalesTips #SalesLeaders #SocialSelling Click To Tweet
Don’t leave a #sales call, meeting, or cold call without driving toward something else. Listen to @M_3Jr, CEO of Vengreso and @BBornancin of @SeamlessAI to learn how to use calls to action, on this episode of #SellingWithSocial.Click To Tweet
Mario Martinez Jr.

Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional, Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant, and was recognized in 2019 as one of the top Social Media Leaders by The Social Shake Up. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. He is also known to open a speech with a Salsa dance. Follow him on YouTubeLinkedIn, or on Twitter.

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