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- Sold for IBM and Google
- Spent millions on sales databases
- They were missing 90% of the people he needed to reach
- It drove him crazy
- Built his own search engine and AI to find and validate these leads
- Helping over 150,000 salespeople around the world grow their sales
- Was an entrepreneur when he was 19 and built gambling software
- Lost $4 million building a text messaging company when online gambling was outlawed
- Went into Corporate sales
- Got frustrated doing redundant grunt work in his CRMs
- He didn't understand the B2B space at first
- Taught himself sales by reading hundreds of sales books
- IBM's Watson division was new and the training was terrible
- Get his books
- "Sales Secrets"
- "Whatever It Takes"
- Predictable, repeatable sales systems are needed
- Went to Google to sell something "easier"
- Built an overseas research team at IBM to help him find contacts
- Built a search engine at Google to find contacts and titles
- Leveraged AI he learned from IBM to perfect his search
You don't change my scripts until you hit quota."
- The phone still works in B2B sales today
- They've booked 406 sales calls in 24 hours with a small team
- Great salespeople can multi-task
- He finds cell phones, direct dials, and emails for his leads
- Corporate directories are death today in COVID
- Most people don't mind you calling their cell phones today
- Took him years to build this complex platform
- The founders of Google invested in him eventually
- $0 to $10,000 in MRR is pre-seed capital
- $10,000 to $100,000 MRR you go to seed round (up to $5 million)
- When you're confident you raise funding
- You gotta know your numbers
- He is very prescriptive in his approach for his salespeople
- Gives his salespeople the latitude to customize their approach
- You don't change my scripts until you hit quota
- Don't get too creative
- Don't invent. Block and tackle!
- He built a meritocracy
- Had an office in the Amazon building since they invested in him and one in Columbus, OH
- Shut down Columbus when the governor shut down the state due to COVID
Links Mentioned In The Sales Podcast
- Visit Seamless to get Brandon's books and free sales leads