Burn The Playbook - B2B GTM Strategies with Marc Crosby

Hiring is getting noisier. Brian Pahl breaks down what still gets people hired in technical manufacturing.Marc Crosby and Brian call out what leaders miss on succession, interviews, LinkedIn, and remote work.Why succession planning should start before the role is openWhat hiring managers actually notice in interviewsHow LinkedIn keywords help recruiters find the right peopleWhen remote work expands talent and when on-site still winsWhy networking beats resume polish in a crowded marketHow leaders can look past industry boxes and hire for fit first[00:00] Intro[00:41] How Brian got into recruiting[02:14] Market shifts in chemicals, electronics, and materials[04:19] The hardest roles to fill right now[06:03] Soft skills, leadership, and culture fit[07:41] Gen Z, retention, and clear career paths[10:32] AI, resumes, and why relationships still matter[16:18] How companies stop missing strong candidates[19:17] Internal vs external succession planning[20:56] Remote, hybrid, and the return to office[24:09] LinkedIn profiles, keywords, and candidate outreach[29:45] Why some candidates get hired and others do not[32:41] Interview prep that actually helps[35:27] Brian’s advice for leaders and candidates[37:48] Where to find Brian and Critical Fit RecruitingThis episode is for manufacturing leaders building a stronger bench, candidates trying to stand out without playing keyword games, and commercial or technical teams hiring into specialty markets.Hosted by Marc Crosby of Digital Rebels. Guest Brian Pahl, President of Critical Fit Recruiting, an executive search firm focused on technical manufacturing and high-growth markets.Connect with Brian Pahl on LinkedIn and explore Critical Fit Recruiting for open roles and company info. (LinkedIn)Follow Marc Crosby on LinkedIn and see more from Digital Rebels Consulting. (LinkedIn)#BurnThePlaybook #ManufacturingHiring #ExecutiveRecruiting #Leadershipexecutive recruiting;manufacturing hiring;industrial recruiting;technical recruiting;succession planning;LinkedIn;job interview tips;candidate experience;hiring managers;talent acquisition;remote vs onsite work;executive search;specialty chemicals;semiconductor hiring;manufacturing leadershipMost candidates blend in. Brian Pahl explains what actually gets people hired in manufacturing and technical markets. #ExecutiveRecruitingRemote or on-site? Brian Pahl breaks down when each model helps or hurts your hiring strategy. #ManufacturingHiringYour resume is not enough. This clip shows why networking and interview prep still decide who gets the offer. #JobSearchTipsWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Pricing pressure is real. Here’s how B2B teams defend price and win.Dr. Steve Laborda shares the value moves most sellers skip.On this episode of Burn The Playbook, Marc Crosby (Digital Rebels Consulting) sits down with Dr. Steve Laborda, Founder and CEO of Value Biz Booster and author of Master The Art of Value-Based Selling. Steve breaks down why “value-based selling” fails inside most companies, how to stop marketing-to-sales handoffs that die on impact, and what it takes to defend price without turning your reps into discount machines.What you’ll learn:How to break silos with value mapping that forces real alignment (and healthy friction)Why “discipline” beats one-time workshops, and how to set recurring checkpointsThe simplest way to add price transparency without exposing the whole P&LHow to sell services and terms without throwing the whole menu at the customerHow to differentiate in true commodities using service levels (and prove it)Where AI helps pricing, where it hurts, and why the black-box effect kills confidenceChapters:[00:00] Intro[00:29] Steve’s background: technical to commercial, translating features to value[02:18] Stop “throw it over the fence” value props: break the silos[04:14] Discipline, routines, and why value mapping creates alignment[06:05] Ownership, sales activation, and keeping momentum after workshops[09:06] Strategy first: profit vs growth, portfolio choices, no one-size-fits-all[13:44] Price transparency: guardrails, color coding, and commercial acumen[17:04] Selling add-ons: curiosity, relevance, and helping customers sell internally[19:34] Buying centers: why one-thread selling gets played by procurement[26:30] Global value: perceived value shifts by region and culture[29:18] Commodity reality: differentiate with services (the 20% premium story)[34:38] Guardrails for service: segmentation, service catalog, and give-get trades[39:19] AI in pricing: data limits, correlation vs causality, and the black box risk[45:08] Burn it or build it: cost-plus, discounts, email-only increases, AI pricing[52:07] One move to reduce pricing headaches: curiosity[53:03] Where to find Steve: LinkedIn + Virtual CoffeeWho this helps:Sales leaders tired of margin erosion and discount reflexesPricing, marketing, and product teams who want sales to actually use valueKey account teams selling into procurement-heavy, complex buying centersCredits:Guest: Dr. Steve Laborda, Founder/CEO at Value Biz BoosterLinkedIn: https://www.linkedin.com/in/stevelaborda/Host: Marc Crosby, Digital Rebels ConsultingLinkedIn: https://www.linkedin.com/in/marccrosby/#BurnThePlaybook #ValueBasedSelling #PricingStrategy #B2BSalesStop discounting out of fear. Sell value like you mean it. #PricingConfidence beats concessions. Here’s how to defend the number. #SalesConfidenceCommodity or not, you can still win on value. #ValueSellingWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

CRM adoption fails when teams treat it like data entry instead of a communication tool. In this episode of Burn The Playbook Podcast, Marc Crosby sits down with Michael Venman, founder of The Sales Nerd, to break down why the sales-marketing handoff keeps breaking, what “stage zero” really is, and how to build rev ops systems teams actually use.What you'll learnWhy CRM adoption fails when departments optimize for their own goalsHow to fix lead quality fights with ICP fit, persona fit, and lead scoringThe “stage zero” move that makes SDR to AE handoffs measurableWhy hope keeps deals stuck and how closing lost helps marketing re-engageThe CEO’s simplest move to improve data quality and CRM usageChapters00:00 CRM is a communication tool00:58 Intro: Michael Venman and The Sales Nerd03:10 Where CRMs break: handoffs between teams04:33 Execs see the CRM differently than reps06:51 Common mistake: starting with stages, ignoring handoffs08:13 Stage zero explained: tracking SDR meetings and qualification10:11 Defining lead vs opportunity is cultural12:55 Fix lead quality with ICP grade, persona grade, lead score15:05 Before and after examples: routing and closing lost19:18 Track win reasons, not just loss reasons22:05 Why renewals and churn risk come later23:12 Process beats tools, and AI reflects your system27:12 Using call transcripts for account summaries30:23 Low-hanging fruit: email sync and click-to-call31:07 Burn it or build it: rapid fire rev ops takes39:19 One CEO move: actually use the CRM40:14 Where to find Michael and the bookWho this helpsCEOs and founders of PE-backed or scaling B2B companiesCROs, RevOps leaders, and sales leaders fixing CRM adoptionMarketing leaders tired of “lead quality” fights with salesGuestMichael Venman, Founder, The Sales Nerdhttps://thesalesnerd.comLinkedIn: Michael Venman https://www.linkedin.com/in/michaelvenman/Book: A Sales Funnel That Scales (Amazon)HostMarc Crosby, Digital Rebels Consultinghttps://DigitalRebelsConsulting.comMarc Crosby on LinkedIncrm adoption; revenue operations; revops; go to market; b2b sales; sales and marketing alignment; lead qualification; mql sql; sdr handoff; sales funnel stages; hubspot; salesforce; data quality; pipeline management; closed lost reasons; win reasons; churn risk; customer success handoff; sales process#Leadership #BurnThePlaybook #B2B #RevOps #Sales #Marketingcrm adoption starts at the top: CEOs need to use it #RevOpsstage zero fixes the SDR to AE handoff mess #Salesstop the lead wars with ICP + persona + score #Marketinghope is not a pipeline strategy: close lost faster #SalesAI won’t fix bad process, it will expose it #B2BCRM = Communication ToolStop The Lead WarsUse The CRMWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Win-loss analysis for B2B sales. Learn how to capture clean, candid buyer feedback, stop guessing in CRM, and turn every pursuit into future wins. Author of “Rebirth of the Salesman” Cian McLaughlin joins Marc Crosby on Burn The Playbook to share 15+ years of hard lessons from enterprise pursuits at SAP, Cognizant, and Trinity.What you’ll learnWhy seller self-reports distort win-loss data and what to do insteadHow to set debrief expectations during the cycle to boost candor and participationThe “separation principle” for unbiased feedback buyers will actually shareHow to triangulate truth across multiple stakeholdersThree frictions that kill enterprise deals but never show up in CRMWhy risk beats price, and how to surface value drivers that matterA simple post-sale loop that turns insights into actions buyers noticeWhere AI helps in prep and follow-up, and where humans must leadChapters00:00 Intro00:31 Meet Cian + why teams guess on win-loss01:09 The Emperor’s-New-Clothes problem in sales04:57 Stop making AEs pick “reasons” in CRM07:27 Set debrief expectations early10:33 Why rigorous debriefs impress buyers12:22 Clean intelligence in practice15:03 5 principles: context, value, teaching, co-creation, professionalism18:22 Professionalism as the true differentiator19:01 3 frictions CRM misses: oral phase, risk, value vs price23:22 How many deals die in the first meeting?26:31 After the win: manage risk like an incumbent29:58 AI with a human in the loop33:29 What AI still misses35:59 Burn It or Build It: 10 hot takes43:32 One thing sales leaders can do tomorrow44:42 Where to find CianWho this helpsEnterprise sales leaders and CROsAEs, SEs, and pursuit teams selling complex dealsRevOps leaders fixing CRM noiseFounders selling to the mid-market and upGuestCian McLaughlin, Founder, Trinity; author, “Rebirth of the Salesman”Website: https://usetrinity.comLinkedIn: https://www.linkedin.com/in/cianmcloughlin/HostBurn The Playbook Podcast — Marc Crosby, Digital Rebels Consultinghttps://DigitalRebelsConsulting.com1: Your CRM isn’t truth. Here’s how to get real win-loss signals. #WinLoss2: Stop guessing why you lost. Ask buyers the right way. #B2B3: Risk beats price. Learn to surface and share it. #EnterpriseSales4: Make AEs stop self-reporting reasons. Create separation. #SalesLeadership5: Close the loop. Show buyers what you fixed. #SalesProcesswin-loss analysis, B2B sales, enterprise sales, CRM accuracy, buyer feedback, stakeholder mapping, deal risk, value vs price, oral presentations, pricing vs value; sales professionalism; co-creation; RFP response; QBR; sales risk; oral presentation phase; AI in sales; Trinity usedtrinity; Cian McLaughlin; Rebirth of the SalesmanWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Innovation playbooks that work. In this episode of the Burn The Playbook Podcast, Marc Crosby sits with Tendayi Viki, partner at Strategyzer and author of Pirates in the Navy, to break down how large companies build a repeatable system for real innovation instead of theater. You’ll learn how to run sprints, scorecard bets, and connect sales, R&D, and leadership so ideas turn into revenue.What you’ll learnWhat an effective innovation playbook looks like and why “traditional” playbooks stallHow to define innovation outcomes, not activitiesA simple cadence and timeline for sprints (6–12 weeks) that actually ship learningHow to blend bottom-up rebels with top-down supportWays to stop one-customer projects from trapping your roadmapHow to use AI without speeding in the wrong directionThe scorecard question every leader should answer tomorrow morningTendayi's BioTendayi Viki is an author and corporate advisor specializing in securing buy-in forinnovation, transformation and breakthrough ideas. With a PhD in Psychology andan MBA, he helps leaders and teams bridge the gap between how organizationsplan change and how people actually experience it. As a Partner at Strategyzer, hehas worked with global organizations like Symrise, Novartis, Unilever and Pearson. A Thinkers50 Innovation Award finalist, he was also named on the Thinkers50 2018Radar List for emerging management thinkers.Chapters00:00 Cold open00:31 Intro and guest setup01:07 Tendayi calls in from Harare, Zimbabwe01:42 Why traditional playbooks freeze innovation04:01 What “innovation” means beyond a workshop05:26 Timelines: day workshop vs 6–12 week sprint06:48 Sales, customers, and avoiding innovation theater08:12 Pirates in the Navy: rebels plus relationships10:25 “Show me when it hits the bottom line”13:17 Culture: bottom-up and top-down at the same time14:53 Connect sales and R&D with a continuous loop17:20 The single-customer trap and how to test for scale19:19 “Moneyball” innovation: start without budget, plan funding early21:47 AI hype vs. real transformation24:04 Can AI accelerate in the wrong direction? Guardrails30:23 Burn it or Build it: rapid-fire takes40:33 One action to start tomorrow: innovation scorecard41:40 Where to find Tendayi and StrategyzerWho this helpsManufacturing and industrial leaders with flat growthBusiness unit heads under quarterly pressureSales and product teams tired of “throw it over the wall”Corporate innovators who need executive air coverGuestTendayi Viki, Partner at Strategyzer; author of Pirates in the Navy and The Lean Product LifecycleWebsite: https://tendaiviki.comLinkedIn: https://www.linkedin.com/in/tendaivikiHostBurn The Playbook Podcast — Digital Rebels ConsultingSite: https://DigitalRebelsConsulting.comHost: Marc CrosbyWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Strategy in business is simple: create unique value people can’t get anywhere else. Author and consultant Alex M H Smith breaks down “No Bullshit Strategy” so leaders stop chasing buzzwords and start making real choices.What you’ll learnWhat “strategy” means in business and why most teams get it wrongHow to define unique value vs. “better” or “best in class”Innovation that counts: new vs. incremental “enhanced”Agile where it belongs: execution, not directionDifferentiation in commodity markets that buyers noticeWhy “customer centric” can mislead strategy, and where customers fitCascading the story so the whole org pulls in one directionOne practical move you can ship todayChapters00:00 Intro and setup00:24 What strategy really is: unique value, not flabby plans04:45 Value that counts and why it must be unique09:36 Emotional vs. utilitarian value in B2B14:40 What makes a company innovative17:22 Agile vs. strategy: be agile in execution23:43 Turning strategy into a clear company story27:57 “Best in class” vs. being the only in class30:31 Differentiation in commodity markets36:09 The limits of “customer centric” strategy41:21 Burn It or Build It: 10 hot topics53:28 One actionable idea leaders can use now54:10 Where to find AlexWho this helpsFounders and CEOs who need a clear market positionSales and marketing leaders stuck in feature fightsB2B teams in “commodity” categoriesOperators who want a simple, durable directionGuestAlex M H Smith, Founder, Basic Arts; Author, “No Bullshit Strategy”Website: https://basicarts.org/welcomeLinkedIn: Alex M H SmithHostBurn The Playbook Podcast by Digital Rebels ConsultingSite: https://DigitalRebelsConsulting.comHost: Marc Crosby, LinkedIn: Marc Crosbybusiness strategy, unique value, differentiation, innovation, agile execution, company story, alignment, B2B marketing, commodity markets, best in class myth, customer centric, Peter Drucker create a customer, Marc Crosby, Digital Rebels Consulting, Alex M H Smith, Basic Arts, No Bullshit Strategy#BurnThePlaybook #Strategy #B2B #Leadership #Marketing #Differentiationbusiness strategy; unique value; differentiation; innovation vs enhancement; agile execution; alignment; company story; B2B marketing; commodity markets; best in class; customer centric myth; Peter Drucker create a customer; Marc Crosby; Digital Rebels Consulting; Alex M H Smith; Basic Arts; No Bullshit Strategy; Burn The Playbook1: Strategy = create unique value only you provide. #Strategy2: Stop “best in class.” Be the only in class buyers need. #B2B3: Innovation isn’t “better.” It’s new. Full stop. #Leadership4: Agile belongs in execution, not direction. #Operations5: Your strategy needs a story people remember. #MarketingWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

B2B sales for founders: how to run real discovery, align a proof of value, and close without racing to discounts. Outcome: shorter cycles, cleaner handoffs, and deals that stick.In this episode of the Burn The Playbook Podcast, host Marc Crosby (Digital Rebels Consulting) digs into the WINGS Sales Program with Raz Vicerabin. Raz led revenue teams through IPO at Riskified and now teaches founders the sales fundamentals. We cover mindset shifts, first hires, metrics that matter, and a dead-simple POV alignment that stops deals from dying after the demo. Raz is bringing WINGS to NYC on February 3–4, 2026. (LinkedIn)What you’ll learnWhy discovery beats pitching and how to stay in investigator modeA 15-minute prep routine that saves wasted meetingsThe POV Alignment: success criteria, effort, economics, green lightNegotiation basics founders miss and how to anchor high with a pricing ladderWhen to hire your first AE or VP Sales and what must be trueThe two pipeline “cemeteries” and how to build momentum after a demoMetrics that matter: stage-to-stage conversion over “big pipeline” vanityChapters00:00 Intro + who is Raz00:38 Recording at Riverside01:48 Raz’s path: law, IDF interrogator, first AE03:21 Builder-to-investigator mindset shift04:53 The #1 mistake on first calls06:28 How to prep for discovery09:22 Teaching sales at universities vs founders11:34 The WINGS program format12:14 1:1 consulting vs workshops13:32 Negotiation influences and ZOPA15:36 Handling aggressive buyers17:00 Discount pressure and value gaps18:25 When to walk from a deal19:43 Timing the first sales hire21:05 Bad metrics vs stage conversion22:25 Why deals get “stuck”23:13 The POV Alignment framework27:55 Curiosity as the top trait29:24 Burn It or Build It: 10 hot takes41:14 Where to find Raz + NYC datesWho this helpsEarly-stage founders in B2B or cyber selling into the enterpriseTechnical leaders new to sales who need a practical operating cadenceSales leads cleaning up post-demo drift and endless POVsGuestRaz Vicerabin — Founder, WINGS Sales Program for Founders; B2B Sales LecturerWebsite: https://www.sales-wings.com (Home)LinkedIn: https://il.linkedin.com/in/raz-vicerabin (LinkedIn)HostDigital Rebels Consulting — https://DigitalRebelsConsulting.comHost: Marc Crosby, Burn The Playbook Podcast Website → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

B2B go-to-market that actually drives ARR. Richard Blundell shares the simple operating cadence founders need to land real customers, cut churn, and scale without burning cash. Richard Blundell is a SaaS sales and go-to-market expert with more than 20 years of experience scaling B2B software companies as a founder, CRO, and CEO. He’s helped dozens of founders grow from first product to recurring revenue, guiding many beyond the $1 million ARR mark and toward investment readiness.As founder of Vencha and the Vencha Scale Academy, Richard delivers practical, proven strategies that cut through the noise with clarity, structure, and hard-won lessons from the trenches. He’s also an author, creator, and most recently taught his Go-to-Market Playbook at ESCP Business School in London.What you’ll learnHow to build a GTM motion technical founders can runThe “customer at 3 a.m.” test for messaging that stops the scrollWhy introverts often outsell extrovertsWhen to hire sales vs. customer successNiching vs. scale: how to choose and when to shiftWar-gaming meetings so deals move fasterChurn, CAC, LTV: which metric matters whenDifferentiation through simple, visual pain→outcome storiesWho this helpsFounder-led B2B SaaS teams from zero to $5M ARRFirst-time CROs and product-led CEOsCS leaders fixing churn and expansionInvestors mentoring seed to Series AGuestRichard Blundell, Founder, Venture + Venture Scale Academyhttps://vencha-academy.com/HostBurn The Playbook Podcast — Digital Rebels Consultinghttps://DigitalRebelsConsulting.comB2B SaaS, go-to-market, GTM strategy, ARR, product–market fit, product–pain fit, churn, CAC, LTV, ICP, positioning, differentiation, introvert sales, customer success, sales hiring, niching, messaging, founder-led sales, pitch deck, LinkedIn content, AI go-to-market#B2BSaaS #GoToMarket #BurnThePlaybook #Startup #FounderLedSales #SalesLeadership #CustomerSuccess #Churn #ARR #MessagingB2B SaaS; go to market; GTM; ARR; churn; CAC; LTV; ICP; founder led sales; introvert sales; differentiation; positioning; pitch deck; customer success; SaaS growth; sales hiring; niching strategy; venture scale academy; richard blundell; digital rebels consulting; burn the playbook; marc crosby; ai go to market; sales engineering1: The “3 a.m. customer” test for messages that convert. #GoToMarket2: Stop hiring sales too early. Fix product–pain fit first. #SaaS3: Why introverts quietly win big deals. #Sales4: Churn kills faster than no pipeline. Here’s what to track. #Startup5: Differentiate by simplicity. Show pain → outcome fast. #B2BWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Business storytelling that closes deals. In this episode, Microsoft and Unilever advisor Nir Zavaro shows how to ditch slide-first pitching and lead with a clear, written narrative that aligns marketing, sales, and leadership. If your team talks features instead of a story, this is your playbook.Nir Zavaro is a global keynote speaker, author, and consultant known as "The Business Storyteller." With over 20 years of experience, he helps founders and top brands like Microsoft and Unilever implement storytelling to improve marketing, sales, and brand identity. Nir's work is centered on the principle that a compelling narrative is the most critical element for connecting with an audience and driving action. He travels the world teaching a proven methodology that enables corporate teams and leaders to move beyond a reliance on slides and craft powerful pitches that win deals. His keynotes are high-energy, practical sessions that provide actionable frameworks for building better brands and improving business outcomes through the power of a clear, consistent story. He is the founder of the creative agency Streetwise and the author of F*ck the Slides, a book dedicated to transforming presentations and pitches. His narrative-driven approach ensures that a company's marketing, sales, and internal communications are all aligned with a single, powerful story, helping them to scale more effectively.What you’ll learnHow to craft a 70-word hook and a 3-minute “trailer pitch” buyers rememberToilet deck vs. Babylon deck: what to send, what to present, what to keep in reserveWhy the brand is the hero and teams play supporting rolesTurning “no” leads into revenue with a customer-journey funnelSales–marketing alignment that actually works in the fieldStartup vs. enterprise branding: what changes and what never shouldWho this helpsB2B founders and CROs selling complex solutionsMarketing leaders who need sales alignmentEnterprise sellers who pitch across buying committeesRevOps teams mapping handoffs and SLAsGuestNir Zavaro, “The Business Storyteller,” author of “F*ck the Slides,” founder of StreetwiseWebsite: https://nirzavaro.com/LinkedIn: https://www.linkedin.com/in/nirzavaro/HostBurn The Playbook Podcast — Digital Rebels Consulting: https://DigitalRebelsConsulting.comMarc Crosby on LinkedIn: https://www.linkedin.com/in/marcccrosby/ #BusinessStorytelling #B2BSales #BurnThePlaybook #SalesLeadership #Marketing #Brand #CustomerJourney #Pitching #SalesEnablement; business storytelling; B2B storytelling; sales pitch; pitch deck; fuck the slides; toilet deck; babylon deck; customer journey; sales marketing alignment; enterprise sales; startup brand; narrative selling; Marc Crosby; Digital Rebels Consulting; Nir Zavaro; Streetwise; trailer pitch; buyer enablement; sales workshopWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

AI for life science sales and marketing that actually moves revenue. In this episode of Burn The Playbook, Marc Crosby digs in with Matt Wilkinson, founder of Strivenn, on how commercial teams cut through hype and apply AI where it matters: personas, buying groups, objection prep, and sales practice that sticks.What you’ll learnHow “persona AI” turns real LinkedIn and VOC data into a usable synthetic customerA simple way to map buying groups and pressure-test your pitch with role playWhere AI helps most in product launch, ABM, and key account managementWhy ungating content now matters for search and AI botsHow to prep objections with custom assistants and stay human in the loop“Moments over funnels” and what that means for 2026 GTM planningPractical tools Matt uses: Claude, ChatGPT, Humantic, Yoodli, Notebook LMChapters00:00 Welcome and setup00:30 Meet Matt Wilkinson and Strivenn01:29 When ChatGPT changed the game03:24 Science mindset for using AI05:21 Persona AI explained07:10 Synthetic buyers and role play08:05 From product to marketing to sales09:32 Mapping stakeholders10:18 Objection prep with custom assistants11:30 KAM board work and AI’s impact13:18 Big obstacles: data, maturity, fear15:00 Policies, “secret cyborgs,” and guardrails17:45 Showing value and time savings19:31 Repeatable assets reps will use19:39 Favorite tools for sales enablement21:41 Buying group mastery and practice23:55 2025–2026 outlook for life sciences26:17 Notebook LM for learning and policy chatbots26:46 Moments over funnels28:51 Rapid fire: the takes that matter35:46 Burn one habit, build one for 202636:28 Where to find Matt + 2026 speakingWho this helpsLife science commercial leaders and KAM teamsB2B marketers running ABM and launchesFounders building GTM in technical marketsSales enablement leaders installing AI the right wayGuestMatt Wilkinson, Founder, Strivenn | Website: https://www.striven.com | LinkedIn: https://www.linkedin.com/in/matt-wilkinson/HostBurn The Playbook Podcast — Digital Rebels Consulting: https://DigitalRebelsConsulting.comHost: Marc CrosbyAI for life sciences, persona AI, buying group mapping, key account management, ABM, objection handling, sales role play, Notebook LM, Claude, ChatGPT, Humantic, Yoodli, moments over funnels, commercial data readiness, AI policy, synthetic customers, B2B marketing, sales enablement, life science GTM, 2026 GTM planning1: Persona AI that isn’t fluff. Real data. Real buyers. #LifeSciences2: Map the buying group and stress-test your pitch. #SalesEnablement3: Ungate content so humans and bots can find you. #B2BMarketing4: Objection prep with custom assistants in minutes. #SalesTips5: Moments over funnels. Win where decisions happen. #GTMWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

B2B sales has flipped. Buyers complete most of the journey before you show up, and GenAI is doing the research. In this episode, Graham Hawkins explains how to win in a buyer-led era with GEO, deep selling, and agentic tools that cut wasted effort.Original release of this episode, July 25th 2025Graham Hawkins BioWith more than 34 years of business experience in executive B2B sales and sales leadership roles, Graham Hawkins is a highly experienced business executive with proven strengths in strategic business development, go-to-market planning, and sales and marketing.Graham has worked in the UK, Australia and across Asia Pacific as a representative of some of the world’s most innovative IT, telecommunications, finance and media organisations. Graham has an MBA (Exec) (Distinction) from RMIT and is a member of Golden Key International Honour Society for high-performing business students. Graham is also a part-time lecturer and student mentor in the RMIT Executive MBA Program.Graham has extensive experience in developing, mentoring and leading highly successful sales teams while driving multi-channel sales engagement strategies that dovetail with the new Age of the Customer.Today, Graham is the Founder & CEO of SalesTribe, and Co-Founder of the world’s first AI-Guided Selling platform – Qoos.ai.What you’ll learnWhat buyer-led really means and why discovery must changeHow Generative Engine Optimization gets you into GPT resultsWhy 60–70% of buying tasks will be automated by 2027 and what to doFlipped funnel: land, prove value, expandCustomer-verified pipeline vs gut-feel forecastingMulti-threading across 11+ stakeholders without spammingWin-loss analysis that actually informs changeHigh-fit, high-intent targeting to stop chasing ghostsPractical AI stack for sellers: research, mapping, digital sales roomsHow sales leadership, comp, and coaching must evolveWho this helpsB2B founders, CROs, VPs of SalesRevOps and sales managers moving off activity quotasSDRs and AEs selling into complex accountsMarketers shifting from SEO to GEOGuestGraham Hawkins, Founder & CEO, SalesTribe; CEO & Co-founder, Qoos.aiWebsites: https://www.salestribe.com | https://qoos.aiLinkedIn: https://www.linkedin.com/in/futureofsales/HostBurn The Playbook Podcast by Digital Rebels Consultinghttps://DigitalRebelsConsulting.comB2B sales; buyer led; deep selling; GEO; Generative Engine Optimization; customer verified pipeline; flipped funnel; multi threading; win loss analysis; intent data; account based selling; Perplexity; Sales Navigator; trumpet digital sales room; Qoos.ai; SalesTribe; Marc Crosby; Graham Hawkins; RevOps; enterprise sales; sales coaching; next best action; agentic AI; CRM stages; manufacturing sales; LinkedIn Top VoiceWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Gap Prospecting that gets replies. Keenan breaks down problem-centric outbound, the Problem Identification Chart, and how to write messages that create intrigue and interest. If you’re stuck in activity theater, this flips the script. Keenan is the CEO of A Sales Growth Company, a Forbes Top 50 Social Seller, and one of the most cited sales experts in the world. He wrote Not Taught and the bestselling Gap Selling, with his new book Gap Prospecting dropping in 2026. His firm was also named a Representative Vendor in the 2025 Gartner® Market Guide for Sales Training Service Providers, Worldwide.What you’ll learnWho Gap Prospecting is for and why nowProblem-centric selling vs product-centric habitsThe three-layer enablement model: skills, opportunity, forecastHow to run a great discovery without scriptsThe Problem Identification Chart: problems, impacts, root causesSymptoms vs catalysts and how to spot themIntrigue→Interest: writing emails buyers answerWhere AI helps prospecting…and where it makes it worseBurn it or build it: rapid takes on quotas, video, texting, gifting, breakup emailsChapters00:30 Welcome, guest intro01:05 Who Gap Prospecting is for02:39 Why a prospecting book now04:31 Why coauthoring this time05:25 The Problem-Centric Operating System10:36 Where companies blow enablement12:38 What makes discovery questions good17:16 The Problem Identification Chart (PIC)22:22 Has this changed since 2020?23:22 AI and prospecting: help or harm31:25 Unexpected lessons: symptoms & catalysts32:42 Burn it or Build it: 10 hot takes41:32 One contrarian move for Q1 win rate42:48 Where to find Gap Prospecting info43:06 CloseWho this helpsCROs, VPs Sales, and founders with an outbound motionSDRs, BDRs, and AEs who prospectRevOps and Enablement leaders building repeatable systemsMarketers supporting pipeline with outbound signalsGuestKeenan, CEO, Sales Growth CompanyWebsite: salesgrowth.comLinkedIn: https://www.linkedin.com/in/jimkeenan/HostBurn The Playbook Podcast — Digital Rebels Consultinghttps://DigitalRebelsConsulting.comMarc Crosby — https://linktr.ee/digitalrebelsconsultingKeywordsgap prospecting, gap selling, problem centric selling, problem identification chart, discovery questions, sales enablement layers, skills layer, opportunity layer, forecasting layer, symptoms and catalysts, intrigue and interest emails, outbound strategy, SDR prospecting, BDR prospecting, AI in sales, breakup emails, video prospecting, multithreading, daily activity quotas, buyer intentHashtags#GapProspecting #GapSelling #Sales #Prospecting #B2B #Outbound #SalesLeadership #BurnThePlaybook #DigitalRebelsgap prospecting; gap selling; keenan; problem centric selling; problem identification chart; PIC; discovery questions; outbound prospectingWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

LinkedIn strategy for business in plain English. Learn how to fix your profile, post with purpose, and turn daily activity into real pipeline. Guest expert Brenda Meller shares simple steps any team can use in 15 minutes a day.Helping the self-employed, executives, and corporate teams enjoy a bigger slice of the LinkedIn pie, Brenda Meller is a former corporate marketer turned LinkedIn coach as an entrepreneur, national speaker, Chief Engagement Officer at Meller Marketing, author of "Social Media Pie: How to Enjoy a Bigger Slice of LinkedIn," and podcast host of "Enthusiastically Self-Employed."What you’ll learnHow to set up a profile that wins clicks: headshot, headline, bannerWho LinkedIn is for today and why it’s not just job seekersPosting that works: repost with your thoughts, original thought leadership, real photosComments as a growth channel and how to use LinkedIn NewsTime rules that matter: daily cadence and the 18-hour posting windowEmployee advocacy that actually helps salesC-suite participation: who should post and whyTrade show playbook: before, during, after on LinkedInMetrics that matter based on your goals, not vanity numbers“Burn it or Build it” takes on SSI, newsletters, DMs, automation, pods, and moreChapters00:00 Cold open00:30 Intro and why LinkedIn in 202501:24 Who LinkedIn is for now02:18 First-impression fixes: photo, headline, banner04:57 How often to update each section07:06 Daily time on LinkedIn and having a plan09:24 Opportunity stats and company visibility10:15 Activate employees as brand ambassadors12:25 Should execs post? Practical approach14:16 Top-down vs bottom-up strategy15:53 What to post: beginner to advanced18:43 Comments > easy on-ramp and reach20:31 Metrics that matter to your goals23:45 Algorithm talk without the stress25:29 Frequency and the 18-hour rule26:38 Conferences and trade shows playbook29:13 ROI for CEOs and social selling as a long game31:34 Does video dominate? How to use it34:48 Burn It or Build It lightning round45:58 One action to start today46:09 Where to find BrendaWho this helpsOwners, consultants, and solo pros who need clientsSales and SDR teams who want warm conversationsMarketing leaders building employee advocacyExecutives who want credible visibilityGuestBrenda Meller, Chief Engagement Officer, Meller MarketingWebsite: https://mellermarketing.comLinkedIn: https://www.linkedin.com/in/brendameller/Book: Social Media Pie: How to Enjoy a Bigger Slice of LinkedInHostBurn The Playbook Podcast by Digital Rebels ConsultingSite: Website → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

The Framemaking Sale for B2B sales. How to create buyer confidence, reduce regret, and win bigger, cleaner deals. Brent Adamson shares why “be helpful” beats “be the smartest” in 2025.What you’ll learnWhat “frame making” is and how it differs from ChallengerHow to drive high quality, low regret dealsWhere frame making plugs into discovery, objections, and coachingWhy differentiation now means reducing decision complexityHow to turn customer stories into practical buying adviceHow to rethink buyer intent, NPS, and thought leadershipThe role of AI in buying and why humans must solve for “feel,” not “know”Chapters00:31 Intro to Brent Adamson and the “crystal ball” joke02:06 Why another sales book and how frame making differs from Challenger04:44 Implementing frame making in training, discovery, and objections07:50 What good sales training looks like in practice09:39 Sense making vs frame making13:42 Differentiation in 2025: from product to solutions to helpful18:19 The four buyer challenges and the real enemy: exhaustion21:34 Rethinking trust: build customer self-trust first25:44 Better questions: “phrases that frame”27:40 High quality, low regret deals defined30:19 How to de-risk regret and align stakeholders33:47 Where AI helps, where it breaks, and what sellers must do38:57 Burn It or Build It: rapid-fire takes47:30 One actionable tip for 2026 + where to find BrentWho this helpsCROs and VPs of Sales under pressure to grow without discountingSales managers coaching discovery and objection handlingEnterprise AEs selling complex solutionsMarketing and enablement teams building content that actually helps buyersGuestBrent Adamson, author, The Frame Making Sale; coauthor, The Challenger Sale and The Challenger CustomerWebsite: https://framemakingsale.comLinkedIn: https://www.linkedin.com/in/brentadamson/HostDigital Rebels Consulting: https://DigitalRebelsConsulting.comMarc Crosby on LinkedIn: https://www.linkedin.com/in/marc-crosby/ (assumed; replace if different)Keywordsframe making sale, B2B sales, buyer confidence, low regret deals, differentiation, sales training, discovery, objection handling, sense making, challenger sale, challenger customer, customer verified pipeline, enterprise sales, decision complexity, information overload, outcome uncertainty, objective misalignment, sales methodology, sales enablement, LinkedIn content, buyer intent, NPS, AI in sales #B2BSales #FrameMaking #BuyerConfidence #SalesLeadership #ChallengerSale #SalesTraining #EnterpriseSales #DigitalRebels #BurnThePlaybookframe making sale; Brent Adamson; Challenger Sale; Challenger Customer; buyer confidence; low regret deals; B2B differentiation; sense making; sales discovery; objection handling; customer verified pipeline; enterprise salesWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

AI marketing for B2B that actually drives revenue, not vanity clicks. CEO Melih Oztalay of SmartFinds Marketing breaks down predictive scoring, active CTAs, chatbots, and SmartPress distribution so you can show up in news and AI surfaces.  If you’re planning 2026 budgets, this episode gives you the stack and cadence to win.Melih Oztalay is the CEO of SmartFinds Marketing and a digital strategist with over 35 years of experience helping businesses grow through smart, data-driven marketing. He’s a pioneer in building scalable marketing ecosystems that drive real revenue—not just website traffic. His agency, SmartFinds Marketing, has worked with major brands across manufacturing, professional services, transportation, and technology. Melih contributes to leading publications like Search Engine Journal and Crain’s Detroit, and he’s a recognized LinkedIn influencer with over 23,000 connections and a frequent guest on podcasts and digital media.What you’ll learnHow predictive scoring builds a personal journey for each visitor and pushes them to actionWhy “active” CTAs outperform static on-page buttons across your entire siteThe right way to deploy AI chatbots trained on your contentAccount-level identification vs contact-level guesswork for B2BSmartPress: distribution to notable outlets, backlinks, and why twice-monthly PR worksGEO for AI: how to be cited in generative answers with credible sourcesThe 4 A’s framework: Anticipate, Accept, Adapt, ActSprint planning: align marketing and sales around weekly KPIs and 90-day pushesChapters01:05 Who is Melih Oztalay, SmartFinds Marketing01:32 AI in marketing: from experimental to essential03:08 Predictive scoring and visitor journey funnels05:24 Active CTAs and on-site personalization07:26 AI chatbots that actually help buyers09:43 Identifying accounts with tools like ZoomInfo and WebTracks11:54 Where teams mess up with AI and automation15:17 SmartPress: modern press release distribution20:54 Who SmartPress fits and the twice-a-month cadence24:58 GEO for AI surfaces25:36 The 4 A’s to handle constant change32:44 2026 planning: AI engine, CRM, analytics36:30 Burn It or Build It rapid fire39:27 Burn business cards40:03 One actionable tip: 90-day sprints41:43 Where to find Melih42:35 CloseWho this helpsB2B founders and CEOsHeads of marketing and demand genRevOps and sales leaders building a data-driven engineGuestMelih Oztalay, CEO, SmartFinds MarketingWebsite: https://SmartFindsMarketing.comLinkedIn: https://www.linkedin.com/in/melih-oztalay/HostDigital Rebels Consulting: https://DigitalRebelsConsulting.comHost: Marc Crosby, Burn The Playbook Podcast#B2BMarketing #AIinMarketing #PredictiveScoring #SmartPress #PressReleases #GEO #DemandGen #SalesAlignment #LinkedInSEO #BurnThePlaybook #DigitalRebelsWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Business networking that actually produces deals. Entrepreneur Joe Mindak breaks down “Connectors Get Paid,” The Connective community, and how Nolodex helps companies track and reward referrals. If you want a pipeline that doesn’t stall, pay the connectors and make your whole org part of sales.What you’ll learnWhat a connector is and why connectors get paidTrust vs numbers: how real referrals close fasterFollow-up that isn’t pushy and actually lands meetingsHow to prep for events and target the 1 person who mattersIntroverts vs extroverts: who wins at connecting and whyTurn employees into introducers and track payouts with NolodexHow often to network and how to keep a live pipelineThe future of networking: smaller communities, clear incentivesChapters00:00 Intro00:30 Joe Mindak’s path: agencies, beer, tech, festivals02:00 What is a connector05:15 Trust over volume07:45 Introverts, extroverts, and listening10:00 Follow-up rules that build credibility13:30 Event prep that lands real meetings17:40 Make employees your introducers20:55 Paying for referrals with Nolodex23:20 How often to network26:50 Pipeline discipline when you’re busy27:50 Virtual vs in-person30:10 The future: connectors get paid31:20 Burn It or Build It lightning round42:37 Where to find JoeWho this helpsFounders and small business ownersB2B sales and marketing leadersCommunity builders and super connectorsEnterprise teams that want more warm doors openedGuestJoe Mindak, entrepreneur, The Connective; Head of Sales & Marketing at Nolodex; author of “Connectors Get Paid”Website: https://nolodex.comLinkedIn: https://www.linkedin.com/in/joemindakBook: “Connectors Get Paid” on Amazon https://a.co/d/58Am7rAHostDigital Rebels Consulting: https://DigitalRebelsConsulting.comHost: Marc Crosby, Burn The Playbook PodcastKeywordsbusiness networking, connectors get paid, Joe Mindak, The Connective, Nolodex, referral tracking, referral fees, warm introductions, B2B sales, pipeline, follow-up, event prep, super connector, internal referrals, employee-led growth, community-led growth, trust-based selling, networking cadence, LinkedIn networking, generative engines, #BurnThePlaybook #BusinessNetworking #B2B #Referrals #Sales #Marketing #TheConnective #Nolodex #ConnectorsGetPaid #Pipeline business networking; referral marketing; connectors get paid; Joe Mindak; The Connective; Nolodex; B2B referrals; pay for referrals; internal referrals; employee advocacy; sales pipeline; follow-up tips; event networking; super connector; trust-based selling; warm introductions; community-led growth; Marc Crosby; Digital Rebels Consulting; Burn The Playbook PodcastWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Trade show strategy that actually drives revenue. In this episode, Alison French, founder of LTO and creator of ShowScout, breaks down how to turn conferences and exhibit halls into qualified pipeline instead of expensive hope. If you sell B2B and still treat events like a “brand play,” this is your wake-up.What you’ll learnWhy conferences outperform big expos for B2B sales, and when to skip a showHow to pick events: national vs regional, professional associations, and ICP mathThe real success metric: ICP-matched conversations, not badge scansPre-work that moves the needle: account lists, outreach, aligned CTA, on-site workflowStaffing the floor: who belongs in the booth vs roaming meetingsPost-show follow-up that doesn’t get ignoredHow ShowScout helps teams target, capture notes, and sync to CRM without chaosRapid-fire “Burn It or Build It” on giveaways, booth design, live demos, and moreChapters00:30 Welcome + who Alison helps01:22 The point of trade shows in 202503:05 What’s broken with traditional expos05:26 Who should attend: sales, marketing, execs08:31 What show organizers must fix11:49 First-time exhibitor playbook13:43 How to measure success beyond badge scans15:25 Pre-work that creates real pipeline19:36 Booth time vs outside-the-booth meetings20:56 “Suitcasing,” targeting exhibitors, and ethics22:15 Credit or blame: who owns results25:31 What ShowScout does (and doesn’t)33:59 Where AI actually helps at events36:58 Burn It or Build It: rapid fire40:27 One bold move for a 10x1041:50 Where to book a demoWho this helpsStartup founders and Series A leaders who need pipeline nowB2B sales leaders and field marketers who own event ROIRevOps and demand gen teams tired of post-show chaosIndustries that sell complex products: healthcare, SaaS, manufacturing, CPGGuestAlison French, Founder, LTO (Lead-to-Opportunity) & Creator of ShowScoutWebsite: https://www.joinLTO.comLinkedIn: https://www.linkedin.com/in/frenchalisonKeywordstrade show strategy, conference marketing, B2B sales, lead capture, ShowScout, LTO, ICP, field marketing, booth strategy, post-show follow-up, HubSpot CRM, event ROI, sales activation, accountability, professional associations, regional conferences, pipeline generation, demos, pre-show outreach, buyer intelligenceHashtags#TradeShowStrategy #B2BSales #ConferenceMarketing #ShowScout #LTO #DemandGen #FieldMarketing #Pipeline #BurnThePlaybook #DigitalRebelsTAGS (YouTube keywords)trade show strategy; conference strategy; B2B sales; lead capture app; ShowScout; LTO; event ROI; booth strategy; ICP; field marketing; post-show follow up; HubSpot; sales activation; conferences vs trade shows; regional conferences; professional associations; pipeline generation; demo scheduling; buyer intelligence; Marc Crosby; Digital Rebels Consulting; Alison FrenchWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Leadership Under Fire: People, Process, & Persistence | Joseph Polanin - Founder Alaka'i GroupEpisode snapshotFrom special operations to the boardroom. Joe shows how vision, strategy, and talent work only when they work together. We cover hiring for values, over communication that actually builds trust, killing silos without calendar bloat, and taking prudent risk instead of chasing a zero-defect fantasy.HighlightsVision people love: Keep it short, bold, and shared. Maximum two sentences. State the future as a “we will” outcome, not an aspiration.Stop the technical hero worship: Great operators aren’t automatically great leaders. Hire for values and culture fit, then teach skills.Over communication that lands: Tight say-do alignment, clear themes, the right channels for distributed teams.Silos to unity: Simple cross-functional cadence. Each lead shares wins and asks for help on 1–3 blockers. Results, not theater.Prudent risk: Know why you’re taking it, what you don’t know, and back your people when they act with intent.P3 System: People, Processes, Persistence across four phases: Discovery → Initial Assessment → Strategy Development → Implementation.Rapid Fire: Burn It or Build It: Culture starts at the top (build), return-to-office mandates (burn), accountability as an always-on mindset, leaders who listen, rewards that are prompt, appropriate, and public.One behavior to double execution: Do less, think strategically more. Put it on the calendar. Involve other leaders.Timestamps00:30 Intro and Joe’s background02:11 Military principles that do and don’t translate04:18 The trap of technical proficiency in leadership07:32 Writing and deploying a real vision11:50 Pulling vision through the org without a say-do gap14:30 Hiring for values and culture fit18:06 Prudent risk vs zero-defect culture21:49 Killing silos with a simple operating cadence27:51 The P3 System and four-phase approach32:31 What breaks most: people, processes, or persistence42:01 Burn It or Build It49:31 One behavior to change this quarter52:03 Where to find JoeWho this helpsCEOs and COOs leading change in mid-market and enterpriseFunctional leaders stuck in silos who need cross-team momentumHR and Talent leaders hiring for leadership impactVeterans moving into civilian leadership rolesConnectThe Alaka’i Leadership Group: thealakaigroup.comEmail: [email protected]: https://www.linkedin.com/in/josephpolaninWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Bio:James Santy is the founder and CEO of The Sales DREAM, with more than 20 years of experience spanning frontline sales, sales operations, and executive leadership. His career has been defined by a consistent ability to transform sales organizations, build scalable infrastructure, and deliver measurable growth.SummaryIn this conversation, Marc Crosby interviews James Santy, founder and CEO of The Sales Dream, discussing the critical aspects of effective sales training and coaching. They explore the common pitfalls of traditional sales training, the importance of experiential learning, and the role of leadership in fostering a culture of continuous improvement. James emphasizes the need for organizations to invest in training and practice, especially in a challenging market, and highlights the potential of AI tools to enhance sales coaching. The discussion also touches on preparing for diverse sales meetings and the future of sales training, advocating for a more structured and supportive approach to developing sales talent.Web LinksThe Sales DREAM Website: https://www.thesalesdream.com/James Santy LinkedIn: https://www.linkedin.com/in/jamessanty/TakeawaysSales training often fails due to lack of application.Experiential learning is crucial for retention.Continuous practice is necessary for skill development.Leadership involvement enhances training effectiveness.AI can provide valuable coaching insights.Sales reps need to prepare for diverse audiences.Investing in training is essential for growth.Sales training should be a core organizational tool.Effort is a key indicator of sales success.A culture of practice leads to better performance.Sound bites"Adults need to experience things to learn.""Training should be rooted in deep application.""Effort is the leading indicator of success."Chapters00:00 Introduction to Sales Transformation03:09 The Importance of Effective Sales Training05:48 Engaging Experienced Salespeople in Training09:03 Leadership's Role in Sales Training11:53 The Need for Continuous Coaching and Role-Playing14:54 Leveraging AI in Sales Training17:57 Frameworks for Successful Sales Processes24:01 Tailoring Sales Strategies for Different Industries25:46 The Importance of Preparation in Sales Meetings28:00 Navigating Economic Challenges in Sales29:37 Investing in Sales Training and Practice31:58 The Future of Sales Training and AI Integration35:41 Rapid Fire: Burn It or Build It?42:46 Mindset Shift for Sales LeadersWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

SummaryIn this conversation, Marc Crosby interviews Karena Bell, a financial strategist, about the importance of profit optimization in businesses. They discuss common mistakes made by B2B leaders, such as focusing on revenue over profit, and the various profit leaks that can occur within organizations. Karina emphasizes the significance of effective contract management, tariff considerations, and the role of AI in enhancing profitability. The discussion also covers pricing strategies, sales incentives, and the need for a culture that values profit across all levels of an organization.Karena Bell – Founder & CEO, ProfitLinzForensic Financial Strategist | Organizational Profit Optimization Expert | Turnaround LeaderKarena Bell is a seasoned financial strategist with over 25 years of experience advising Fortune 500 executives and mid-market leaders. As Founder & CEO of ProfitLinz, she has built a reputation for uncovering hidden profit opportunities, driving distressed business turnarounds, and helping executives stabilize and accelerate enterprise value.Her specialty is organizational profit optimization, getting down to levels of financial detail most leaders need but rarely have access to. Through forensic-level financial analysis, Karena exposes inefficiencies, hidden losses, and untapped revenue streams that traditional reviews overlook. Her work consistently delivers transformative results, often unlocking gains of 6, 7, and even 8 figures in net profitability.Beyond optimization, Karena has extensive expertise in distressed business turnaround, guiding organizations through critical inflection points. From repairing cash flow and restructuring capital to stabilizing operations, she ensures companies emerge stronger, leaner, and positioned for growth.What sets Karena apart is her ability to combine rigorous financial forensics with practical, hands-on execution. She partners directly with C-suite leaders and business owners to ensure strategies move beyond theory into measurable results. The outcome is accelerated profitability, enhanced valuations, and long-term resilience.Recognized for uncovering hidden profit opportunities overlooked by standard financial reviewsProven history of driving measurable performance improvements in under 90 daysTrusted partner for CEOs, CFOs, COOs, and business owners navigating high-stakes financial decisionsTakeawaysB2B leaders often chase revenue at the expense of profit.Profit recovery involves multiple elements, not just cost control.Contracts should be treated as mini P&L statements.Tariff management is crucial for pricing and profitability.Sales teams should be incentivized based on profit, not just revenue.Dynamic pricing can significantly enhance profit margins.AI can improve decision-making in sales and marketing.Pilot AI projects should be small and focused.Profit responsibility should be a company-wide culture.Understanding profit leakage is essential for sustainable growth.Karena Bell's Contact Info:Email: [email protected]: ProfitLinz.comWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

SummaryIn this episode of Burn the Playbook, Marc Crosby interviews Richard Blundell, a SaaS sales and go-to-market expert with over 20 years of experience. They discuss Richard's journey as an author and consultant, the importance of understanding customer needs, and the common pitfalls founders face in scaling their businesses. Richard emphasizes the significance of empathy in sales, the necessity of revisiting foundational business strategies, and the critical role of differentiation in a crowded market. The conversation also touches on effective pitching strategies and concludes with actionable tips for founders to enhance their sales approach.Richard Blundell is a SaaS Sales and Go to Market expert with over two decades of experience scaling and selling B2B software companies as Founder, CRO and CEO. He’s helped dozens of software Founders grow from base product to recurring revenue, helping guide them to beyond $1 million ARR and the goal of investment readiness. As Founder of both Vencha and the Vencha Scale Academy, Richard delivers practical, proven Go-to-Market strategies to early-stage software businesses. His approach cuts through the noise with clarity, structure, and deep real-world insight using lessons learned from the trenches. Richard is an author, creator and most recently lectured his Go-to-Market Playbook at the ESCP Business School in LondonLinks From ShowNew book 'The Big Book of Braindumps' link: https://book-of-braindumps.com/1st book 'The Go to Market Handbook for B2B SaaS Leaders' link: https://amzn.eu/d/etGSkGqThe Vencha Scale Academy - https://academy.vencha.team/TakeawaysDo not obsess about your branding; focus on your customer.Introverts excel in sales due to their listening skills.Churn is a critical metric for business health.AI can enhance outreach but shouldn't replace genuine connection.Differentiation is key in a competitive market.Keep messaging simple for better customer understanding.Practice your sales pitches to build confidence.Regularly revisit your business fundamentals and mission.Empathy is essential in understanding customer pain points.Engage directly with customers to build relationships.Sound bites"Keep it incredibly simple to differentiate.""Be bright, be brief, be gone.""Churn is the most important metric you should monitor."Chapters00:00 Introduction to Richard Blundell and His Expertise09:04 Common Growth Strategies and Mistakes14:25 The Power of Introverts in Sales19:29 Team Alignment and Customer-Centric Practices29:01 Revisiting Business Fundamentals Regularly37:57 Simplicity in Messaging for Success55:46 Actionable Insights: Engaging with CustomersKeywordsSaaS, sales strategies, go-to-market, business fundamentals, growth strategies, introverts in sales, customer understanding, differentiation, pitching, business tipsWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Navigating Growth in Challenging Times | Insights with Kendall JustinianoAs the Founder and Managing Director of Growth Arc Advisors LLC, Kendall Justiniano helps chemical clients find untapped growth opportunities through his team’s expertise in marketing & sales, value growth and strategic transformation. With over 30 years of leadership experience, Kendall is a seasoned chemical executive who has worked across multiple sectors at Fortune 100 and global companies, including Dow, Avient Corporation, and most recently as Vice President of Marketing at W.R. Grace. Known for keen strategic assessment, and results-oriented execution, Kendall's mission at Growth Arc is to help chemical executives navigate the new realities of today’s challenging business climate.In this episode of 'Burn the Playbook,' host Marc Crosby talks with Kendall Justiniano, founder of Growth Arc Advisors, about the challenges and strategic shifts needed in the chemicals industry. Kendall, having a wealth of experience transforming and stabilizing major chemical companies, discusses the structural shifts in growth strategies, the evolving roles of sales and marketing, and the impact of AI and digital tools. He emphasizes the importance of focusing on customer behavior, re-evaluating sustainability initiatives, and the need for businesses to re-triangulate their strategies amidst a prolonged downturn. The episode concludes with a engaging 'Burn It or Build It' segment, where Kendall shares his insights on current industry trends.00:00 Introduction to Burn the Playbook01:17 Kendall's Industry Insights02:37 Navigating the Chemical Industry Downturn04:45 The Role of Sustainability in Business10:41 The Future of Sales and Marketing17:25 Cost Cutting and Strategic Shifts19:12 The Importance of Regular Segmentation21:10 Effective Segmentation Strategies22:08 AI and Segmentation: A Reality Check23:36 Navigating Unprecedented Times with Fundamentals27:13 Burn It or Build It: Industry Trends33:15 Final Takeaways and Upcoming EventsGrowth Arc Advisors https://www.growth-arc.com/Kendall Justiniano Linkedin https://www.linkedin.com/in/kendalljustiniano/The Chemical Summit https://thechemicalsummit.com/speakers-2/Website → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Scott Marker – Author, Business Growth Strategist & Networking LeaderScott Marker is a two-time author of sales and marketing books, including the bestseller BROKEN – How To Fix B2B Sales, Drive Profitable Growth & Win. With two decades of experience spanning startups to Fortune 50 companies, Scott helps businesses accelerate growth through modern sales strategies, marketing innovation, and the use of AI.He is the founder of MCA² LLC, where he consults with business owners to drive B2B sales success, design go-to-market strategies and deliver high-impact training and keynote presentations. In addition, Scott owns and leads Network In Action (NIA) Treasure Valley, a premier networking franchise that goes beyond traditional meet-and-greet events. Through structured, results-driven groups, Scott helps Idaho business owners create powerful, revenue-generating connections and strategic partnerships.A dynamic and engaging speaker, Scott is passionate about transforming how professionals think about sales, growth, and networking, equipping audiences with actionable insights they can immediately apply to win more business.Scott Marker Linkedin: https://www.linkedin.com/in/scottmarker1Network In Action: https://www.networkinaction.comScott Marker's Book BROKEN: How To Fix B2B Sales, Drive Profitable Growth & Win On Amazon: https://a.co/d/7KnmIA8[0:30] IntroductionMarc Crosby introduces the show and guest, Scott Marker, a business growth strategist and author.[1:17] Scott’s BackgroundDiscussion of Scott’s experience in B2B sales, his books, and his consulting work.[1:35] What’s Broken in B2B SalesScott shares early experiences that revealed issues in sales culture, such as internal competition and lack of collaboration.[3:20] The Power of Storytelling in SalesBoth discuss the importance of storytelling, why company history is less relevant, and how stories connect with buyers.[7:14] CRM ChallengesScott and Marc discuss the pitfalls of CRM systems, why they often fail, and how to use them more effectively for sales and retention.[14:39] Customer Retention StrategiesScott introduces his “Strategic Customer Cycle” and emphasizes the importance of retention, sharing practical tips for keeping top customers.[19:19] Compensation and KPIsThe conversation shifts to sales compensation, KPIs, and the need for customer-centric goals rather than traditional sales targets.[27:05] Sales and Marketing AlignmentDiscussion on aligning sales and marketing KPIs, the importance of collaboration, and account-based strategies.[32:25] Cold Calling and Modern ProspectingScott and Marc debate the effectiveness of cold calling versus inbound and LinkedIn outreach, and how to make outreach more personal.[41:00] The Customer JourneyThey discuss mapping the customer journey, the importance of team selling, and involving multiple stakeholders on both sides.[49:00] The “Three by Three” RuleScott explains the importance of having multiple contacts within client organizationWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

In this episode of Burn the Playbook, Marc Crosby sits down with David Nathan, the CEO of Scaler Marketing. They discuss David's transition from exploring jungles in Costa Rica to founding a successful marketing agency that specializes in science and tech industries. David shares his insights on the importance of having a website that serves as an effective sales tool, the pitfalls of relying on outdated or poorly designed sites, and offers tips for integrating a website into a company's overall strategy. He also touches on challenges and opportunities in the evolving landscape of AI, web development trends, and how companies can give their sales and marketing teams the resources they need to excel.David Nathan is the cofounder and CEO of Scaler Marketing, a brand-driven web agency that creates immersive and strategically grounded websites for science and technology companies.After leaving a career in California, David moved back to Boston to build something more personal that he’d be proud to share with his kids. The result was Scaler, a team of designers, developers, strategists, and storytellers helping complex companies communicate with clarity and conviction.David believes the best brands don’t chase attention. They express identity. That belief guides everything his team does, from uncovering a brand’s essence to turning it into an online experience that inspires action.To them, a website is the foundation of sales and marketing that when done right, helps everything else fall seamlessly into place.David serves on the board of SAMPS, is a devoted husband and father of five, an avid runner and hiker, and has a knack for getting lost in the jungle and finding his way out.David Nathan's LinkedIn: https://www.linkedin.com/in/davidinathan/Scaler Marketing: https://www.scalermarketing.com/SAMPs https://www.samps.org/00:00 Introduction to Burn the Playbook01:05 David Nathan's Adventurous Background02:32 Journey from Biology to Marketing05:32 Founding S Scaler Marketing09:11 Challenges and Evolution in Web Development16:42 Importance of Brand Consistency19:49 The Human Element in B2B Marketing28:11 The Importance of Quick Responses in Sales29:16 Transforming Your Website into a Sales Powerhouse31:06 Common Mistakes When Hiring an Agency33:32 Emerging Trends in Website Development37:15 The Future of Websites41:09 Burn or Build It: Rapid Fire Questions48:48 Final Tips for Sales and Marketing Leaders50:09 Where to Find Us and Upcoming EventsWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

Mastering B2B Sales with Petra Wagner: From Enterprise Exec to AI CoachJoin Marc Crosby and guest Petra Wagner, a B2B sales strategist with over 20 years of experience at Microsoft and IBM. Petra shares invaluable insights from her journey, including the challenges of transitioning from enterprise sales to helping startups achieve consistent revenue. Learn about the importance of personalized sales approaches, leveraging AI tools like her Petra AI, and essential sales training techniques. Gain expert advice on navigating price objections, stakeholder mapping, and the evolving role of AI in sales. Tune in for actionable tips on building a robust sales process and enhancing your sales strategy with real-world applications.Petra Wagner is a B2B sales strategist and the author of the SalesBooster Framework — a no-fluff system that helps founders with zero sales experience land their first customers and build repeatable revenue. With over 20 years of experience leading B2B sales at Microsoft and IBM, and later working as a C-level executive and tech buyer in a traditional enterprise, Petra brings a rare dual perspective: she knows how to sell — and how buying decisions are really made. She created SalesBooster to help early-stage founders build a sales engine they actually enjoy running — one that blends startup grit with enterprise strategy, and works even without a sales background. Through her free Petra AI Sales coach and her premium Traction Toolkit, Petra equips founders with the mindset, structure, and tools to go from pitch to close with confidence — and without the pressure of traditional sales tactics. LinkedInPetra SalesBooster web pageTraction Tool Kit 00:00 Introduction to Burn The Playbook01:09 Rapid Fire Facts About Slovenia02:53 Petra's Journey from Enterprise to Helping Founders04:27 Challenges in Enterprise Sales Processes05:28 The Importance of Sales Training07:10 Adapting Sales Training for Experience Levels09:14 Insights from a Buyer’s Perspective11:42 Navigating IWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.

In this conversation, Marc Crosby and Graham Hawkins explore the evolving landscape of B2B sales, emphasizing the need for sales professionals to adapt to the new buyer journey, which is increasingly influenced by AI and digital tools. They discuss the importance of visibility in the sales process, the necessity of understanding customer motivations, and the shift from traditional sales funnels to more dynamic approaches. Hawkins shares insights on leveraging buyer intent data, the significance of multi-threading in stakeholder engagement, and the future of sales leadership in an AI-driven world. The conversation also highlights the role of innovative tools like Qs.ai in enhancing sales effectiveness and the importance of continuous learning and adaptation in the sales profession.Graham Hawkins BioWith more than 34 years of business experience in executive B2B sales and sales leadership roles, Graham Hawkins is a highly experienced and versatile business executive with proven strengths in strategic business development, go-to-market planning, and sales and marketing.Graham has worked in the UK, Australia and across Asia Pacific as a representative of some of the world’s most innovative IT, telecommunications, finance and media organisations. Graham has an MBA (Exec) (Distinction) from RMIT and is a member of Golden Key International Honour Society for high-performing business students. Graham is also a part-time lecturer and student mentor in the RMIT Executive MBA Program.Graham has extensive experience in developing, mentoring and leading highly successful sales teams while driving multi-channel sales engagement strategies that dovetail with the new Age of the Customer.Today, Graham is the Graham is the Founder & CEO of SalesTribe, and Co-Founder of the world’s first AI-Guided Selling platform – Qoos.ai  https://salestribe.com/https://qoos.ai/TakeawaysBuyers are completing much of their journey before engaging sales.Sales strategies must adapt to the new buyer-led era.Visibility in the buying journey is crucial for sales success.The traditional sales funnel is becoming obsolete.Multi-threading is essential for engaging multiple stakeholders.Understanding customer motivations is key to effective selling.AI is transforming the sales landscape and freeing up time for relationship building.Sales leaders must evolve to support both human and digital teams.Data-driven insights are critical for identifying high-intent buyers.Personalized outreach is more effective than cold calls or emails.TitlesRethinking Sales in the AI EraNavigating the New Buyer JourneySound bites"We learn nothing from the win.""Data-led everything now.""Opening is the new closing."Chapters00:00 Rethinking Sales Strategies02:11 The Evolving Buyer Journey05:27 Visibility in the New Sales Landscape08:29 Reimagining Sales Funnels and Pipelines11:27 The Importance of Multi-Threading12:58 Understanding Customer Motivations14:23 The Impact of AIWebsite → DigitalRebelsConsulting.comLinktree → https://linktr.ee/digitalrebelsconsultingSocials → Follow us on LinkedIn www.linkedin.com/in/marcccrosbyEmail → [email protected] Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451Burn The Playbook Website → https://www.buzzsprout.com/2522863Views expressed are our own and do not represent any organizations© 2025 Digital Rebels Consulting. All rights reserved.