Burn The Playbook - B2B GTM Strategies with Marc Crosby

Digital Rebels Consulting - Marc Crosby
  • 5.0 (6)
  • BUSINESS

🎙 Burn The Playbook is our podcast for rebels who refuse outdated go-to-market strategies. Hear from business leaders, sales renegades, and operators who challenge the status quo and build what works instead. 👉 Subscribe for weekly episodes, growth insights, and unfiltered takes from the front lines. Digital Rebels Consulting helps B2B manufacturing and industrial companies escape the commodity trap and stand out where others blend in. Digital Rebels Consulting works with growth-minded teams to realign sales, marketing, and positioning so you can win on value, not just price. Learn more: DigitalRebelsConsulting.comLinkTree: https://linktr.ee/digitalrebelsconsulting

  1. Value-Based Selling: Defend Price With Confidence Now

    4D AGO

    Value-Based Selling: Defend Price With Confidence Now

    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 Coffee Who 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 Booster LinkedIn: https://www.linkedin.com/in/stevelaborda/ Host: Marc Crosby, Digital Rebels Consulting LinkedIn: https://www.linkedin.com/in/marccrosby/ #BurnThePlaybook #ValueBasedSelling #PricingStrategy #B2BSales Stop discounting out of fear. Sell value like you mean it. #Pricing Confidence beats concessions. Here’s how to defend the number. #SalesConfidence Commodity or not, you can still win on value. #ValueSelling Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    51 min
  2. CRM Adoption Fails: Fix The Process w/ Michael Venman

    FEB 20

    CRM Adoption Fails: Fix The Process w/ Michael Venman

    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 learn Why 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 usageChapters 00:00 CRM is a communication tool 00:58 Intro: Michael Venman and The Sales Nerd 03:10 Where CRMs break: handoffs between teams 04:33 Execs see the CRM differently than reps 06:51 Common mistake: starting with stages, ignoring handoffs 08:13 Stage zero explained: tracking SDR meetings and qualification 10:11 Defining lead vs opportunity is cultural 12:55 Fix lead quality with ICP grade, persona grade, lead score 15:05 Before and after examples: routing and closing lost 19:18 Track win reasons, not just loss reasons 22:05 Why renewals and churn risk come later 23:12 Process beats tools, and AI reflects your system 27:12 Using call transcripts for account summaries 30:23 Low-hanging fruit: email sync and click-to-call 31:07 Burn it or build it: rapid fire rev ops takes 39:19 One CEO move: actually use the CRM 40:14 Where to find Michael and the book Who this helps CEOs and founders of PE-backed or scaling B2B companiesCROs, RevOps leaders, and sales leaders fixing CRM adoptionMarketing leaders tired of “lead quality” fights with salesGuest Michael Venman, Founder, The Sales Nerd https://thesalesnerd.com LinkedIn: Michael Venman https://www.linkedin.com/in/michaelvenman/ Book: A Sales Funnel That Scales (Amazon) Host Marc Crosby, Digital Rebels Consulting https://DigitalRebelsConsulting.com Marc Crosby on LinkedIn crm 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 #Marketing crm adoption starts at the top: CEOs need to use it #RevOps stage zero fixes the SDR to AE handoff mess #Sales stop the lead wars with ICP + persona + score #Marketing hope is not a pipeline strategy: close lost faster #Sales AI won’t fix bad process, it will expose it #B2B CRM = Communication Tool Stop The Lead Wars Use The CRM Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    41 min
  3. Win-Loss Analysis: How to Fix It w/ Cian Mcloughlin

    FEB 10

    Win-Loss Analysis: How to Fix It w/ Cian Mcloughlin

    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 learn Why 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 leadChapters 00:00 Intro 00:31 Meet Cian + why teams guess on win-loss 01:09 The Emperor’s-New-Clothes problem in sales 04:57 Stop making AEs pick “reasons” in CRM 07:27 Set debrief expectations early 10:33 Why rigorous debriefs impress buyers 12:22 Clean intelligence in practice 15:03 5 principles: context, value, teaching, co-creation, professionalism 18:22 Professionalism as the true differentiator 19:01 3 frictions CRM misses: oral phase, risk, value vs price 23:22 How many deals die in the first meeting? 26:31 After the win: manage risk like an incumbent 29:58 AI with a human in the loop 33:29 What AI still misses 35:59 Burn It or Build It: 10 hot takes 43:32 One thing sales leaders can do tomorrow 44:42 Where to find Cian Who this helps Enterprise sales leaders and CROsAEs, SEs, and pursuit teams selling complex dealsRevOps leaders fixing CRM noiseFounders selling to the mid-market and upGuest Cian McLaughlin, Founder, Trinity; author, “Rebirth of the Salesman”Website: https://usetrinity.comLinkedIn: https://www.linkedin.com/in/cianmcloughlin/Host Burn The Playbook Podcast — Marc Crosby, Digital Rebels Consultinghttps://DigitalRebelsConsulting.com 1: 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 Salesman Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    46 min
  4. Innovation Playbooks: How to Build What Actually Works with Tendayi Viki

    FEB 4

    Innovation Playbooks: How to Build What Actually Works with Tendayi Viki

    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 learn What 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 Bio Tendayi Viki is an author and corporate advisor specializing in securing buy-in for innovation, transformation and breakthrough ideas. With a PhD in Psychology and an MBA, he helps leaders and teams bridge the gap between how organizations plan change and how people actually experience it. As a Partner at Strategyzer, he has worked with global organizations like Symrise, Novartis, Unilever and Pearson. A Thinkers50 Innovation Award finalist, he was also named on the Thinkers50 2018 Radar List for emerging management thinkers. Chapters 00:00 Cold open 00:31 Intro and guest setup 01:07 Tendayi calls in from Harare, Zimbabwe 01:42 Why traditional playbooks freeze innovation 04:01 What “innovation” means beyond a workshop 05:26 Timelines: day workshop vs 6–12 week sprint 06:48 Sales, customers, and avoiding innovation theater 08:12 Pirates in the Navy: rebels plus relationships 10:25 “Show me when it hits the bottom line” 13:17 Culture: bottom-up and top-down at the same time 14:53 Connect sales and R&D with a continuous loop 17:20 The single-customer trap and how to test for scale 19:19 “Moneyball” innovation: start without budget, plan funding early 21:47 AI hype vs. real transformation 24:04 Can AI accelerate in the wrong direction? Guardrails 30:23 Burn it or Build it: rapid-fire takes 40:33 One action to start tomorrow: innovation scorecard 41:40 Where to find Tendayi and Strategyzer Who this helps Manufacturing 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 coverGuest Tendayi Viki, Partner at Strategyzer; author of Pirates in the Navy and The Lean Product LifecycleWebsite: https://tendaiviki.com LinkedIn: https://www.linkedin.com/in/tendaiviki Host Burn The Playbook Podcast — Digital Rebels ConsultingSite: https://DigitalRebelsConsulting.com Host: Marc Crosby Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    43 min
  5. Strategy That Actually Works: Alex M H Smith on Unique Value

    JAN 27

    Strategy That Actually Works: Alex M H Smith on Unique Value

    Strategy in business is simple: create unique value people can’t get anywhere else. Author and consultant Alex M H Smith breaks down “No B******t Strategy” so leaders stop chasing buzzwords and start making real choices. What you’ll learn What “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 todayChapters 00:00 Intro and setup 00:24 What strategy really is: unique value, not flabby plans 04:45 Value that counts and why it must be unique 09:36 Emotional vs. utilitarian value in B2B 14:40 What makes a company innovative 17:22 Agile vs. strategy: be agile in execution 23:43 Turning strategy into a clear company story 27:57 “Best in class” vs. being the only in class 30:31 Differentiation in commodity markets 36:09 The limits of “customer centric” strategy 41:21 Burn It or Build It: 10 hot topics 53:28 One actionable idea leaders can use now 54:10 Where to find Alex Who this helps Founders and CEOs who need a clear market positionSales and marketing leaders stuck in feature fightsB2B teams in “commodity” categoriesOperators who want a simple, durable directionGuest Alex M H Smith, Founder, Basic Arts; Author, “No B******t Strategy”Website: https://basicarts.org/welcomeLinkedIn: Alex M H SmithHost Burn The Playbook Podcast by Digital Rebels ConsultingSite: https://DigitalRebelsConsulting.comHost: Marc Crosby, LinkedIn: Marc Crosby business 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 B******t Strategy #BurnThePlaybook #Strategy #B2B #Leadership #Marketing #Differentiation business 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 B******t Strategy; Burn The Playbook 1: 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. #Marketing Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    54 min
  6. Stop Pitching. Start Investigating: The WINGS Playbook with Raz Vicerabin

    JAN 21

    Stop Pitching. Start Investigating: The WINGS Playbook with Raz Vicerabin

    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 learn Why 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” vanityChapters 00:00 Intro + who is Raz 00:38 Recording at Riverside 01:48 Raz’s path: law, IDF interrogator, first AE 03:21 Builder-to-investigator mindset shift 04:53 The #1 mistake on first calls 06:28 How to prep for discovery 09:22 Teaching sales at universities vs founders 11:34 The WINGS program format 12:14 1:1 consulting vs workshops 13:32 Negotiation influences and ZOPA 15:36 Handling aggressive buyers 17:00 Discount pressure and value gaps 18:25 When to walk from a deal 19:43 Timing the first sales hire 21:05 Bad metrics vs stage conversion 22:25 Why deals get “stuck” 23:13 The POV Alignment framework 27:55 Curiosity as the top trait 29:24 Burn It or Build It: 10 hot takes 41:14 Where to find Raz + NYC dates Who this helps Early-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 POVsGuest Raz 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)Host Digital Rebels Consulting — https://DigitalRebelsConsulting.comHost: Marc Crosby, Burn The Playbook Podcast Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    43 min
  7. *Re-Release* B2B GTM Playbook: Churn, Niching, and Sales That Actually Work With Richard Blundell

    JAN 10

    *Re-Release* B2B GTM Playbook: Churn, Niching, and Sales That Actually Work With Richard Blundell

    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 learn How 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 helps Founder-led B2B SaaS teams from zero to $5M ARRFirst-time CROs and product-led CEOsCS leaders fixing churn and expansionInvestors mentoring seed to Series AGuest Richard Blundell, Founder, Venture + Venture Scale Academyhttps://vencha-academy.com/Host Burn The Playbook Podcast — Digital Rebels Consultinghttps://DigitalRebelsConsulting.com B2B 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 #Messaging B2B 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 engineering 1: 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. #B2B Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    58 min
  8. Story-Driven Sales: How Nir Zavaro Wins Deals Without Slides

    12/31/2025

    Story-Driven Sales: How Nir Zavaro Wins Deals Without Slides

    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 learn How 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 helps B2B founders and CROs selling complex solutionsMarketing leaders who need sales alignmentEnterprise sellers who pitch across buying committeesRevOps teams mapping handoffs and SLAsGuest Nir Zavaro, “The Business Storyteller,” author of “F*ck the Slides,” founder of StreetwiseWebsite: https://nirzavaro.com/LinkedIn: https://www.linkedin.com/in/nirzavaro/Host Burn 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; f**k 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 workshop Website → DigitalRebelsConsulting.com Linktree → https://linktr.ee/digitalrebelsconsulting Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby Email → marc@digitalrebelsconsulting.com Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451 Burn The Playbook Website → https://www.buzzsprout.com/2522863 Views expressed are our own and do not represent any organizations © 2025 Digital Rebels Consulting. All rights reserved.

    45 min
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About

🎙 Burn The Playbook is our podcast for rebels who refuse outdated go-to-market strategies. Hear from business leaders, sales renegades, and operators who challenge the status quo and build what works instead. 👉 Subscribe for weekly episodes, growth insights, and unfiltered takes from the front lines. Digital Rebels Consulting helps B2B manufacturing and industrial companies escape the commodity trap and stand out where others blend in. Digital Rebels Consulting works with growth-minded teams to realign sales, marketing, and positioning so you can win on value, not just price. Learn more: DigitalRebelsConsulting.comLinkTree: https://linktr.ee/digitalrebelsconsulting

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