Ask Questions to Uncover Opportunity - Gary Braun

12/06/22 • 42 min

Branch Out - A Podcast from Connection Builders

The word “sales” often leaves a sour taste in people’s mouths. But sales is different than most people think, as today’s guest explains. Gary Braun, the Co-Founder of Pivotal Advisors, shares why it’s all about asking the right questions. Gary takes us on the journey of how he and his brother launched Pivotal Advisors and the lessons they have learned over the last 10+ years. We debunk negative connotations associated with “sales” and discuss why asking the right questions can build trust and lead to opportunities. Gary shares what it means to shortcut the discovery process, how to have a great pitch when you have little time, the positives of having repetitive systems, and why the fear of change is holding most sales professionals back. Gary also shares insights on creating accountability, the importance of reinforcement, and continual evolution.

Key Points From This Episode:

The journey that led to Gary and his brother starting Pivotal Advisors.
Debunking the negative connotations associated with being a person in sales.
Why solving problems is the core of sales.
How asking the right questions uncovers opportunities.
How asking the right questions can help build trust.
The right way to approach sales, and some wrong ones.
Earning respect: what it means to shortcut the discovery process.
How to stick to a quality sales pitch when time is limited.
Why you shouldn’t chase every sale and how to identify hot leads.
Narrowing your focus to help you grow.
How repetitive systems can help you scale.
Why the fear of changing behavior and mindset is the biggest thing holding sales professionals back.
How to deal with accountability in sales: positive and constructive reinforcement.
Why change is necessary for evolution and the importance of developing soft skills.

Gary Braun on LinkedIn
Pivotal Advisors
Pivotal Advisors on YouTube
Connection Builders Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Key Points From This Episode:

The journey that led to Gary and his brother starting Pivotal Advisors.
Debunking the negative connotations associated with being a person in sales.
Why solving problems is the core of sales.
How asking the right questions uncovers opportunities.
How asking the right questions can help build trust.
The right way to approach sales, and some wrong ones.
Earning respect: what it means to shortcut the discovery process.
How to stick to a quality sales pitch when time is limited.
Why you shouldn’t chase every sale and how to identify hot leads.
Narrowing your focus to help you grow.
How repetitive systems can help you scale.
Why the fear of changing behavior and mindset is the biggest thing holding sales professionals back.
How to deal with accountability in sales: positive and constructive reinforcement.
Why change is necessary for evolution and the importance of developing soft skills.

Gary Braun on LinkedIn
Pivotal Advisors
Pivotal Advisors on YouTube
Connection Builders Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Previous Episode

The Entrepreneur's Mindset - Isatou Smith

To be an entrepreneur requires hard work, self-discipline, and a tremendous amount of courage. When you are your own boss, there is no one else to look to. Therefore, everything your business needs to succeed requires your efforts and discipline. Today we are joined by the Managing Director of EisnerAmper, Isatou Smith. She is a natural entrepreneur who left a stable corporate role to gain greater autonomy and agency in her personal and professional life. In our conversation, we discuss how Isatou became an entrepreneur and what she's learned from her journey. Isatou shares examples of the challenging moments she has had to endure and ultimately persevere. Isatou also explains why all entrepreneurs need to know themselves very well, why instant gratification is a slippery slope, and how society can break you down if you let it. Finally, we discuss the importance of self-discipline, how to be intentional with how you spend your time, and why goal-setting is an entrepreneurial necessity.

Key Points From This Episode:

Isatou's entrepreneurial journey: when it started, how she chose it, and what she learned.
The part of her journey that forced her to endure and persevere.
The importance of knowing yourself and what you want very well.
Instant gratification and living in a world of 'right now'.
How external influences could be detrimental to your entrepreneurial endeavor.
The importance of leading both yourself and others as an entrepreneur.
Why there's a high risk of burnout and poor mental health when you're your own boss.
How to be self-disciplined when given full autonomy.
Being intentional with how you spend your time.
Why it's important to set goals as an entrepreneur.

Isatou Smith on LinkedIn
Isatou Email
EisnerAmper
Connection Builders Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Next Episode

Building Credibility to Facilitate Authentic Connections - George Sirignano

Building a strong network of professional connections ultimately comes down to the time and energy you are willing to invest in those relationships. Today’s guest understands this and has managed to build credibility by consistently looking for new ways to add value. George Sirignano is the Managing Partner of Old City Investment Partners, a firm that identifies high-quality alternative investment sponsors for a growing investor base of families and institutions. George manages Old City’s investing and capital placement businesses, including those of its SEC-registered broker-dealer, and acts as the firm’s general counsel.

In this episode, he offers insight into Old City’s broker-dealer platform and what sets them apart from other firms. We discuss the importance of advocating on behalf of your clients, prioritizing authentic interactions without distraction, and being open to mentors who might not be the obvious choice, plus so much more! You could say that collaboration, credibility, and curiosity are the three C’s of George’s unique approach to facilitating engagement between broker-dealers and building a network of meaningful relationships.

Key Points From This Episode:

An introduction to George and the services that Old City offers.
Insight into the process of raising capital for funds and private companies.
A look at the expertise and network value that Old City provides.
Why George says he isn’t engaged in “pure play investment banking.”
The role that collaboration plays in differentiating the Old City approach.
How George facilitates engagement across the broker-dealer platform.
The significance of acting as a trusted intermediary.
Conflicts that can come up, and the credibility needed to resolve them.
The huge impact that perception can have, regardless of the facts.
Why confidence is key in any sales business.
How Old City has evolved and why they set up the broker-dealer platform.
What George enjoys about advocating on behalf of his clients.
The importance of consistently working on your relationships.
Benefits of helping investors in different areas of their careers and lives.
George’s advice for building a network of meaningful relationships.
What it means to be open to “conscious serendipity.”

George Sirignano on LinkedIn
Old City Investment Partners
Connection Builders Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Branch Out - A Podcast from Connection Builders - Ask Questions to Uncover Opportunity - Gary Braun

Transcript

[INTRODUCTION]

[00:00:01] ANNOUNCER: Welcome to Branch Out, a Connection Builders podcast. Helping middle market professionals connect, grow, and excel in their careers. Through a series of conversations with leading professionals, we share stories and insights to take your career to the next level. A successful career begins with meaningful connections.

[00:00:21] AD: Hey, everyone. Welcome to the Branch Out podcast. I’m your host, Alex Drost.