Burn The Playbook - B2B GTM Strategies with Marc Crosby

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Digital Rebels Consulting

11 episodes

5 days ago

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 learn What 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...

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Episodes (11/11)

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Business Networking That Works | Connectors Get Paid with Joe Mindak

5 days ago

42 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Trade Show Strategy 2025: Turn Conferences into Pipeline with Alison French

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 learn Why 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 succ...

1 week ago

42 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Leadership Under Fire: The Framework for Leading When Everything’s on the Line

Leadership Under Fire: People, Process, & Persistence | Joseph Polanin - Founder Alaka'i Group Episode snapshot From 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. Highlights Vision people love: Keep it short, bold, and shared. Maximum two senten...

2 weeks ago

54 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Train. Practice. Win. How Top Teams Actually Improve | James Santy, Founder & CEO, The Sales Dream

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. Summary In 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...

1 month ago

44 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

The Margin Playbook for Sales and Marketing | Karena Bell – Founder & CEO, ProfitLinz

Summary In 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, sale...

1 month ago

42 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Burning GTM Myths with The Big Book of Braindumps | Richard Blundell - Founder of Vencha

Send us a text Summary In 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 diff...

1 month ago

58 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Navigating Growth in Challenging Times | Insights with Kendall Justiniano

Send us a text Navigating Growth in Challenging Times | Insights with Kendall Justiniano As 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, incl...

1 month ago

35 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Sales Is Broken. Here’s How to Fix It. | Scott Marker - Author & Business Growth Strategist

Send us a text Scott Marker – Author, Business Growth Strategist & Networking Leader Scott 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...

2 months ago

1 hour 1 minute

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Your Website Is Costing You Deals | David Nathan on Digital Presence That Converts

Send us a text 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...

2 months ago

51 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Sales Without the Script | Petra Wagner on GTM, AI, and Getting Into the Buyer's Shoes

Mastering B2B Sales with Petra Wagner: From Enterprise Exec to AI Coach Join Mark 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. G...

2 months ago

43 minutes

Burn The Playbook - B2B GTM Strategies with Marc Crosby

Sales Is Being Rewritten. Are You Ready? | Graham Hawkins - Founder/CEO SalesTribe & Qoos.ai

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 significan...

3 months ago

41 minutes