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 learn

• How “persona AI” turns real LinkedIn and VOC data into a usable synthetic customer
• A simple way to map buying groups and pressure-test your pitch with role play
• Where AI helps most in product launch, ABM, and key account management
• Why ungating content now matters for search and AI bots
• How to prep objections with custom assistants and stay human in the loop
• “Moments over funnels” and what that means for 2026 GTM planning
• Practical tools Matt uses: Claude, ChatGPT, Humantic, Yoodli, Notebook LM

Chapters
00:00 Welcome and setup
00:30 Meet Matt Wilkinson and Strivenn
01:29 When ChatGPT changed the game
03:24 Science mindset for using AI
05:21 Persona AI explained
07:10 Synthetic buyers and role play
08:05 From product to marketing to sales
09:32 Mapping stakeholders
10:18 Objection prep with custom assistants
11:30 KAM board work and AI’s impact
13:18 Big obstacles: data, maturity, fear
15:00 Policies, “secret cyborgs,” and guardrails
17:45 Showing value and time savings
19:31 Repeatable assets reps will use
19:39 Favorite tools for sales enablement
21:41 Buying group mastery and practice
23:55 2025–2026 outlook for life sciences
26:17 Notebook LM for learning and policy chatbots
26:46 Moments over funnels
28:51 Rapid fire: the takes that matter
35:46 Burn one habit, build one for 2026
36:28 Where to find Matt + 2026 speaking

Who this helps

• Life science commercial leaders and KAM teams
• B2B marketers running ABM and launches
• Founders building GTM in technical markets
• Sales enablement leaders installing AI the right way

Guest

• Matt Wilkinson, Founder, Strivenn | Website: https://www.striven.com | LinkedIn: https://www.linkedin.com/in/matt-wilkinson/

Host

• Burn The Playbook Podcast — Digital Rebels Consulting: https://DigitalRebelsConsulting.com
• Host: Marc Crosby

AI 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 planning

1: Persona AI that isn’t fluff. Real data. Real buyers. #LifeSciences

2: Map the buying group and stress-test your pitch. #SalesEnablement

3: Ungate content so humans and bots can find you. #B2BMarketing

4: Objection prep with custom assistants in minutes. #SalesTips

5: Moments over funnels. Win where decisions happen. #GTM

• 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.

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 2025

Graham Hawkins Bio
With 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 learn

• What buyer-led really means and why discovery must change
• How Generative Engine Optimization gets you into GPT results
• Why 60–70% of buying tasks will be automated by 2027 and what to do
• Flipped funnel: land, prove value, expand
• Customer-verified pipeline vs gut-feel forecasting
• Multi-threading across 11+ stakeholders without spamming
• Win-loss analysis that actually informs change
• High-fit, high-intent targeting to stop chasing ghosts
• Practical AI stack for sellers: research, mapping, digital sales rooms
• How sales leadership, comp, and coaching must evolve

Who this helps

• B2B founders, CROs, VPs of Sales
• RevOps and sales managers moving off activity quotas
• SDRs and AEs selling into complex accounts
• Marketers shifting from SEO to GEO

Guest

• Graham Hawkins, Founder & CEO, SalesTribe; CEO & Co-founder, Qoos.ai
• Websites: https://www.salestribe.com | https://qoos.ai
• LinkedIn: https://www.linkedin.com/in/futureofsales/

Host

• Burn The Playbook Podcast by Digital Rebels Consulting
• https://DigitalRebelsConsulting.com

B2B 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 Voice

• 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.

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 learn

• Who Gap Prospecting is for and why now
• Problem-centric selling vs product-centric habits
• The three-layer enablement model: skills, opportunity, forecast
• How to run a great discovery without scripts
• The Problem Identification Chart: problems, impacts, root causes
• Symptoms vs catalysts and how to spot them
• Intrigue→Interest: writing emails buyers answer
• Where AI helps prospecting…and where it makes it worse
• Burn it or build it: rapid takes on quotas, video, texting, gifting, breakup emails

Chapters
00:30 Welcome, guest intro
01:05 Who Gap Prospecting is for
02:39 Why a prospecting book now
04:31 Why coauthoring this time
05:25 The Problem-Centric Operating System
10:36 Where companies blow enablement
12:38 What makes discovery questions good
17:16 The Problem Identification Chart (PIC)
22:22 Has this changed since 2020?
23:22 AI and prospecting: help or harm
31:25 Unexpected lessons: symptoms & catalysts
32:42 Burn it or Build it: 10 hot takes
41:32 One contrarian move for Q1 win rate
42:48 Where to find Gap Prospecting info
43:06 Close

Who this helps

• CROs, VPs Sales, and founders with an outbound motion
• SDRs, BDRs, and AEs who prospect
• RevOps and Enablement leaders building repeatable systems
• Marketers supporting pipeline with outbound signals

Guest

• Keenan, CEO, Sales Growth Company
• Website: salesgrowth.com
• LinkedIn: https://www.linkedin.com/in/jimkeenan/

Host

• Burn The Playbook Podcast — Digital Rebels Consulting
• https://DigitalRebelsConsulting.com
• Marc Crosby — https://linktr.ee/digitalrebelsconsulting

Keywords
gap 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 intent

Hashtags
#GapProspecting #GapSelling #Sales #Prospecting #B2B #Outbound #SalesLeadership #BurnThePlaybook #DigitalRebels

gap prospecting; gap selling; keenan; problem centric selling; problem identification chart; PIC; discovery questions; ou

• 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.

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 learn

• How to set up a profile that wins clicks: headshot, headline, banner
• Who LinkedIn is for today and why it’s not just job seekers
• Posting that works: repost with your thoughts, original thought leadership, real photos
• Comments as a growth channel and how to use LinkedIn News
• Time rules that matter: daily cadence and the 18-hour posting window
• Employee advocacy that actually helps sales
• C-suite participation: who should post and why
• Trade show playbook: before, during, after on LinkedIn
• Metrics that matter based on your goals, not vanity numbers
• “Burn it or Build it” takes on SSI, newsletters, DMs, automation, pods, and more

Chapters
00:00 Cold open
00:30 Intro and why LinkedIn in 2025
01:24 Who LinkedIn is for now
02:18 First-impression fixes: photo, headline, banner
04:57 How often to update each section
07:06 Daily time on LinkedIn and having a plan
09:24 Opportunity stats and company visibility
10:15 Activate employees as brand ambassadors
12:25 Should execs post? Practical approach
14:16 Top-down vs bottom-up strategy
15:53 What to post: beginner to advanced
18:43 Comments > easy on-ramp and reach
20:31 Metrics that matter to your goals
23:45 Algorithm talk without the stress
25:29 Frequency and the 18-hour rule
26:38 Conferences and trade shows playbook
29:13 ROI for CEOs and social selling as a long game
31:34 Does video dominate? How to use it
34:48 Burn It or Build It lightning round
45:58 One action to start today
46:09 Where to find Brenda

Who this helps

• Owners, consultants, and solo pros who need clients
• Sales and SDR teams who want warm conversations
• Marketing leaders building employee advocacy
• Executives who want credible visibility

Guest

• Brenda Meller, Chief Engagement Officer, Meller Marketing
• Website: https://mellermarketing.com
• LinkedIn: https://www.linkedin.com/in/brendameller/
• Book: Social Media Pie: How to Enjoy a Bigger Slice of LinkedIn

Host

• Burn The Playbook Podcast by Digital Rebels Consulting
• Site:

• 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.

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 learn

• What “frame making” is and how it differs from Challenger
• How to drive high quality, low regret deals
• Where frame making plugs into discovery, objections, and coaching
• Why differentiation now means reducing decision complexity
• How to turn customer stories into practical buying advice
• How to rethink buyer intent, NPS, and thought leadership
• The role of AI in buying and why humans must solve for “feel,” not “know”

Chapters
00:31 Intro to Brent Adamson and the “crystal ball” joke
02:06 Why another sales book and how frame making differs from Challenger
04:44 Implementing frame making in training, discovery, and objections
07:50 What good sales training looks like in practice
09:39 Sense making vs frame making
13:42 Differentiation in 2025: from product to solutions to helpful
18:19 The four buyer challenges and the real enemy: exhaustion
21:34 Rethinking trust: build customer self-trust first
25:44 Better questions: “phrases that frame”
27:40 High quality, low regret deals defined
30:19 How to de-risk regret and align stakeholders
33:47 Where AI helps, where it breaks, and what sellers must do
38:57 Burn It or Build It: rapid-fire takes
47:30 One actionable tip for 2026 + where to find Brent

Who this helps

• CROs and VPs of Sales under pressure to grow without discounting
• Sales managers coaching discovery and objection handling
• Enterprise AEs selling complex solutions
• Marketing and enablement teams building content that actually helps buyers

Guest

• Brent Adamson, author, The Frame Making Sale; coauthor, The Challenger Sale and The Challenger Customer
• Website: https://framemakingsale.com
• LinkedIn: https://www.linkedin.com/in/brentadamson/

Host

• Digital Rebels Consulting: https://DigitalRebelsConsulting.com
• Marc Crosby on LinkedIn: https://www.linkedin.com/in/marc-crosby/ (assumed; replace if different)

Keywords
frame 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; enterpri

• 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.

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 learn

• How predictive scoring builds a personal journey for each visitor and pushes them to action
• Why “active” CTAs outperform static on-page buttons across your entire site
• The right way to deploy AI chatbots trained on your content
• Account-level identification vs contact-level guesswork for B2B
• SmartPress: distribution to notable outlets, backlinks, and why twice-monthly PR works
• GEO for AI: how to be cited in generative answers with credible sources
• The 4 A’s framework: Anticipate, Accept, Adapt, Act
• Sprint planning: align marketing and sales around weekly KPIs and 90-day pushes

Chapters
01:05 Who is Melih Oztalay, SmartFinds Marketing
01:32 AI in marketing: from experimental to essential
03:08 Predictive scoring and visitor journey funnels
05:24 Active CTAs and on-site personalization
07:26 AI chatbots that actually help buyers
09:43 Identifying accounts with tools like ZoomInfo and WebTracks
11:54 Where teams mess up with AI and automation
15:17 SmartPress: modern press release distribution
20:54 Who SmartPress fits and the twice-a-month cadence
24:58 GEO for AI surfaces
25:36 The 4 A’s to handle constant change
32:44 2026 planning: AI engine, CRM, analytics
36:30 Burn It or Build It rapid fire
39:27 Burn business cards
40:03 One actionable tip: 90-day sprints
41:43 Where to find Melih
42:35 Close

Who this helps

• B2B founders and CEOs
• Heads of marketing and demand gen
• RevOps and sales leaders building a data-driven engine

Guest

• Melih Oztalay, CEO, SmartFinds Marketing
• Website: https://SmartFindsMarketing.com
• LinkedIn: https://www.linkedin.com/in/melih-oztalay/

Host

• Digital Rebels Consulting: https://DigitalRebelsConsulting.com
• Host: Marc Crosby, Burn The Playbook Podcast

#B2BMarketing #AIinMarketing #PredictiveScoring #SmartPress #PressReleases #GEO #DemandGen #SalesAlignment #LinkedInSEO #BurnThePlaybook #DigitalRebels

• 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.

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 paid
• Trust vs numbers: how real referrals close faster
• Follow-up that isn’t pushy and actually lands meetings
• How to prep for events and target the 1 person who matters
• Introverts vs extroverts: who wins at connecting and why
• Turn employees into introducers and track payouts with Nolodex
• How often to network and how to keep a live pipeline
• The future of networking: smaller communities, clear incentives

Chapters
00:00 Intro
00:30 Joe Mindak’s path: agencies, beer, tech, festivals
02:00 What is a connector
05:15 Trust over volume
07:45 Introverts, extroverts, and listening
10:00 Follow-up rules that build credibility
13:30 Event prep that lands real meetings
17:40 Make employees your introducers
20:55 Paying for referrals with Nolodex
23:20 How often to network
26:50 Pipeline discipline when you’re busy
27:50 Virtual vs in-person
30:10 The future: connectors get paid
31:20 Burn It or Build It lightning round
42:37 Where to find Joe

Who this helps

• Founders and small business owners
• B2B sales and marketing leaders
• Community builders and super connectors
• Enterprise teams that want more warm doors opened

Guest

• Joe Mindak, entrepreneur, The Connective; Head of Sales & Marketing at Nolodex; author of “Connectors Get Paid”
• Website: https://nolodex.com
• LinkedIn: https://www.linkedin.com/in/joemindak
• Book: “Connectors Get Paid” on Amazon https://a.co/d/58Am7rA

Host

• Digital Rebels Consulting: https://DigitalRebelsConsulting.com
• Host: Marc Crosby, Burn The Playbook Podcast

Keywords
business 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 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.

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 show
• How to pick events: national vs regional, professional associations, and ICP math
• The real success metric: ICP-matched conversations, not badge scans
• Pre-work that moves the needle: account lists, outreach, aligned CTA, on-site workflow
• Staffing the floor: who belongs in the booth vs roaming meetings
• Post-show follow-up that doesn’t get ignored
• How ShowScout helps teams target, capture notes, and sync to CRM without chaos
• Rapid-fire “Burn It or Build It” on giveaways, booth design, live demos, and more

Chapters
00:30 Welcome + who Alison helps
01:22 The point of trade shows in 2025
03:05 What’s broken with traditional expos
05:26 Who should attend: sales, marketing, execs
08:31 What show organizers must fix
11:49 First-time exhibitor playbook
13:43 How to measure success beyond badge scans
15:25 Pre-work that creates real pipeline
19:36 Booth time vs outside-the-booth meetings
20:56 “Suitcasing,” targeting exhibitors, and ethics
22:15 Credit or blame: who owns results
25:31 What ShowScout does (and doesn’t)
33:59 Where AI actually helps at events
36:58 Burn It or Build It: rapid fire
40:27 One bold move for a 10x10
41:50 Where to book a demo

Who this helps

• Startup founders and Series A leaders who need pipeline now
• B2B sales leaders and field marketers who own event ROI
• RevOps and demand gen teams tired of post-show chaos
• Industries that sell complex products: healthcare, SaaS, manufacturing, CPG

Guest

• Alison French, Founder, LTO (Lead-to-Opportunity) & Creator of ShowScout
• Website: https://www.joinLTO.com
  
  
• LinkedIn: https://www.linkedin.com/in/frenchalison

Keywords
trade 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 intelligence

Hashtags
#TradeShowStrategy #B2BSales #ConferenceMarketing #ShowScout #LTO #DemandGen #FieldMarketing #Pipeline #BurnThePlaybook #DigitalRebels

TAGS (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; Ali

• 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.