Brandon Kay started his sales journey at 13, flipping LeBron basketball shoes out of his school locker for profit. Today, he's building disciplined revenue systems as VP of Sales at Gallea AI while running Epicurean Social, a digital marketing agency he bootstrapped past seven figures. In this episode, Brandon shares the go-to-market playbooks that helped him book 70 qualified demos in two months and add over $250,000 in ARR with just two sales reps.
Brandon cuts through the noise about AI-powered sales automation and gets real about what actually works in 2025. He explains why he ditches mass email campaigns in favor of hyper-personalized outreach, video prospecting, and picking up the phone. Brandon reveals his three-step framework for training sales reps, the mistakes that nearly derailed his agency's growth, and why product-led growth trumps closing tactics when scaling from seven to eight figures. For business owners hitting growth ceilings, his advice is direct: you are the bottleneck, and delegating everything that someone else could do just as well will free up 50% of your time for high-leverage activities.

Key Topics:
Why hyper-personalized outreach and cold calling outperform mass AI email campaigns
The three-step sales training framework: master the ICP, identify reachable channels, lead with pain points
How to balance aggressive revenue targets with realistic quota setting to prevent team burnout
Why hiring salespeople with industry expertise beats hiring top performers without buyer knowledge
The critical mistakes of over-hiring during sales surges while neglecting customer retention
How to navigate complex enterprise deals by multi-threading to decision-makers with different motivators
Why sales leaders must align with product and fulfillment teams to scale beyond seven figures
The future of sales: using AI for data enrichment while investing in human relationship-building
Product-led growth strategies: solving more problems to inherently increase conversion rates and reduce deal velocity

Connect with Brandon Kay:
LinkedIn: https://www.linkedin.com/in/brandon-kay-1789471a7
Gallea AI: https://galleaai.com
Epicurean Social: https://epicurean.social

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– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call

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Welcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.