Hosted by Sales and Selling in B2B with - Brian Burns
This show is for any business owner who wants to sell more to other businesses.
100 episodes · publishes weekly · latest 2024-02-21 · ~43 min/episode
Rank
#4110
Substance
55.0
/ 100
Breakdown
Scored 2026-07
Updated monthly
Across the index
#4110 of 6183
Substance
Top 66%
outscores 34% of the index
Sales & Selling for B2B Entrepreneurs ranks #4110 on The B2B Podcast Index with a substance score of 55.0 out of 100, scored across 1 recent episode. It scores highest on guest caliber and insight density. Jimmy is a legitimate practitioner - VP of Sales at an enterprise SaaS company with a real background at Pitney Bowes and Cornerstone - who has actually carried a bag and built teams. However, he operates at modest scale, frequently hedges or trails off mid-answer, and admits gaps on the spot, which limits the density of hard-won, senior-level perspective.
Averaged across 1 recently scored episode, with cited evidence.
There are a handful of worthwhile ideas - the confidence→empathy→curiosity sequencing, the 401k delayed-gratification interview question, and the five-pillar sales framework - but they are buried under heavy filler, meandering tangents, and a lengthy self-promotional monologue at the end. The ratio of novel ideas to padding is low.
“you have to have confidence before curiosity. Then you have to have empathy before curiosity”
“50% is hard work, 40% is being a person of integrity and standing for something. And the last 10% is a dog fight”
Almost all frameworks are recycled: the hunter-farmer analogy is one of the most overused metaphors in B2B sales discourse, the 'people don't care how much you know' quote is decades old, and the Nick Saban 'focus on the play' reference is common leadership filler. The 401k interview question is a creative touch but a small bright spot in an otherwise familiar landscape.
“People don't know how much you don't care about how much you know until... How much until they know how much you care”
“slow and steady wins the race”
Jimmy is a legitimate practitioner - VP of Sales at an enterprise SaaS company with a real background at Pitney Bowes and Cornerstone - who has actually carried a bag and built teams. However, he operates at modest scale, frequently hedges or trails off mid-answer, and admits gaps on the spot, which limits the density of hard-won, senior-level perspective.
“I probably have to put some more thought into that. I know I have like a list of interview questions probably pulled up”
“I'm not the smartest guy in the world”
The episode is almost entirely abstract. Concrete figures are rare and unsourced - the Fortune 500 mentoring statistic is quoted without citation, and 'tremendous data points around ROI' are asserted but never shared. Named methodologies (VITO, SPIN) and company names provide minor grounding but there are no deal sizes, win rates, timelines, or real customer case studies.
“it's like 92% of Fortune 500 companies are doing mentoring. 100% of Fortune 50 companies are doing mentoring”
“we have tremendous data points around ROI and, And you know, reduction in turnover and promotions and things like that”
Brian asks several legitimate follow-ups - probing on how to interview for delayed-gratification mindset, on budget resistance from boards, and on how reps handle end-of-quarter pressure - and the confidence→empathy→curiosity framing is a host-generated contribution of real substance. However, he rarely pushes back when answers go vague, validates frequently, and the episode ends in an extended self-promotional monologue that kills any conversational momentum.
“And I got a. Your main objection or obstacle is nice to have versus must.”
“How do you keep the team focused on that and not try and, you know, push for the close on that first call or at the end of the month or quarter”
First period on the Index - history builds from here.
1 scored on substance · 60 tracked in total.
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