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 → [email protected]
• 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 → [email protected]
• 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 → [email protected]
• 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 → [email protected]
• 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 → [email protected]
• 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.

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 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.

Timestamps
00:30 Intro and Joe’s background
02:11 Military principles that do and don’t translate
04:18 The trap of technical proficiency in leadership
07:32 Writing and deploying a real vision
11:50 Pulling vision through the org without a say-do gap
14:30 Hiring for values and culture fit
18:06 Prudent risk vs zero-defect culture
21:49 Killing silos with a simple operating cadence
27:51 The P3 System and four-phase approach
32:31 What breaks most: people, processes, or persistence
42:01 Burn It or Build It
49:31 One behavior to change this quarter
52:03 Where to find Joe

Who this helps

• CEOs and COOs leading change in mid-market and enterprise
• Functional leaders stuck in silos who need cross-team momentum
• HR and Talent leaders hiring for leadership impact
• Veterans moving into civilian leadership roles

Connect

• The Alaka’i Leadership Group: thealakaigroup.com
• Email: [email protected]
• Linkedin: https://www.linkedin.com/in/josephpolanin

• Website → DigitalRebelsConsulting.com
• Linktree → https://linktr.ee/digitalrebelsconsulting
• Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby
• Email → [email protected]
• 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.

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 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 Links

The Sales DREAM Website: https://www.thesalesdream.com/

James Santy LinkedIn: https://www.linkedin.com/in/jamessanty/

Takeaways

Sales 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."


Chapters

00:00 Introduction to Sales Transformation
03:09 The Importance of Effective Sales Training
05:48 Engaging Experienced Salespeople in Training
09:03 Leadership's Role in Sales Training
11:53 The Need for Continuous Coaching and Role-Playing
14:54 Leveraging AI in Sales Training
17:57 Frameworks for Successful Sales Processes
24:01 Tailoring Sales Strategies for Different Industries
25:46 The Importance of Preparation in Sales Meetings
28:00 Navigating Economic Challenges in Sales
29:37 Investing in Sales Training and Practice
31:58 The Future of Sales Training and AI Integration
35:41 Rapid Fire: Burn It or Build It?
42:46 Mindset Shift for Sales Leaders

• Website → DigitalRebelsConsulting.com
• Linktree → https://linktr.ee/digitalrebelsconsulting
• Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby
• Email → [email protected]
• 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.

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, sales incentives, and the need for a culture that values profit across all levels of an organization.

Karena Bell – Founder & CEO, ProfitLinz
Forensic Financial Strategist | Organizational Profit Optimization Expert | Turnaround Leader

Karena 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 reviews
• Proven history of driving measurable performance improvements in under 90 days
• Trusted partner for CEOs, CFOs, COOs, and business owners navigating high-stakes financial decisions

Takeaways

B2B 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]

Website: ProfitLinz.com

• Website → DigitalRebelsConsulting.com
• Linktree → https://linktr.ee/digitalrebelsconsulting
• Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby
• Email → [email protected]
• 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.

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 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 London

Links From Show

New 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/etGSkGq
The Vencha Scale Academy - https://academy.vencha.team/

Takeaways

Do 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."


Chapters

00:00 Introduction to Richard Blundell and His Expertise
09:04 Common Growth Strategies and Mistakes
14:25 The Power of Introverts in Sales
19:29 Team Alignment and Customer-Centric Practices
29:01 Revisiting Business Fundamentals Regularly
37:57 Simplicity in Messaging for Success
55:46 Actionable Insights: Engaging with Customers

Keywords

SaaS, sales strategies, go-to-market, business fundamentals, growth strategies, introverts in sales, customer understanding, differentiation, pitching, business tips

• Website → DigitalRebelsConsulting.com
• Linktree → https://linktr.ee/digitalrebelsconsulting
• Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby
• Email → [email protected]
• 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.

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, 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 Playbook
01:17 Kendall's Industry Insights
02:37 Navigating the Chemical Industry Downturn
04:45 The Role of Sustainability in Business
10:41 The Future of Sales and Marketing
17:25 Cost Cutting and Strategic Shifts
19:12 The Importance of Regular Segmentation
21:10 Effective Segmentation Strategies
22:08 AI and Segmentation: A Reality Check
23:36 Navigating Unprecedented Times with Fundamentals
27:13 Burn It or Build It: Industry Trends
33:15 Final Takeaways and Upcoming Events

Growth 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.com
• Linktree → https://linktr.ee/digitalrebelsconsulting
• Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby
• Email → [email protected]
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