Brian Burns

speaker

104 appearances 1 recordings 1 series first heard Dec 2025 last heard 20 Dec

Brian Burns’s voice in public audio — every appearance, attributed to the second.

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recordings per month · last 12 months

Recordings per month over the last 12 months — 1 in all, peaking in Dec 2025 with 1.

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Sales Questions Show - Brutally Honest Answers - B2B Sales answers regardless of what you sell from saas to private jets · DOES A SCRIPT HELP OR HURT MY SALES AND SELLING - B2B SALES · 20 Dec 2025 podcast

So that they consider all the little nuances that if they don't do it right, it's going to come back to bite you.

How many times have you had something fixed or repaired or done that you spent all the money on and then you're like, ah, they missed the details.

It happens almost all the time.

But if they had a checklist, a process, a written punch list, they would basically be reminded to do those little detailed things.

Sales is just the same way.

And too often, even after the first year, we think, ah, we know how to do it.

And yeah, you do, but you have to understand that the devil is in the details sometimes.

And my analogy is let's say you travel, and I used to travel almost every week.

And for the first year or two, I'd forget stuff.

You'd forget your belt, your dress socks, your charger for your phone or your computer, directions or location or contact information for the people.

You know, a lot of these things have been taken care of by technology today, but I can't tell you the number of times I'd go on a business trip with somebody and the night before the meeting, they're like, oh, I got to go to the store and get a belt.

I got to go to the store and get a charger.

oh, I forgot this.

And believe me, after the first six months, I was like, I got to come up with a checklist.

And I had a checklist for my clothing, a checklist for my items, all the things that I need.

And I would just roll my eyes when I'd be with an executive or somebody who's been doing it for 20, 30 years, and they forget this and forget that.

And it was just

I was the type of person, I just hated going to a store to buy dress socks or taking the risk of sitting down in a meeting and your pants go up and they're seeing you wearing athletic socks because that's all you had.

Or you have sneakers and you have to go out and buy a $200 pair of shoes and try and break in a new pair of shoes while you're traveling.

A script is just that.

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