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

Burn The Playbook

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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 owners to drive B2B sales success, design go-to-market strategies and deliver high-impact training and keynote presentations.
In addition, Scott owns and leads Network In Action (NIA) Treasure Valley, a premier networking franchise that goes beyond traditional meet-and-greet events. Through structured, results-driven groups, Scott helps Idaho business owners create powerful, revenue-generating connections and strategic partnerships.
A dynamic and engaging speaker, Scott is passionate about transforming how professionals think about sales, growth, and networking, equipping audiences with actionable insights they can immediately apply to win more business.
Scott Marker Linkedin: https://www.linkedin.com/in/scottmarker1
Network In Action: https://www.networkinaction.com
Scott Marker's Book BROKEN: How To Fix B2B Sales, Drive Profitable Growth & Win On Amazon: https://a.co/d/7KnmIA8
[0:30] Introduction
Marc Crosby introduces the show and guest, Scott Marker, a business growth strategist and author.
[1:17] Scott’s Background
Discussion of Scott’s experience in B2B sales, his books, and his consulting work.
[1:35] What’s Broken in B2B Sales
Scott shares early experiences that revealed issues in sales culture, such as internal competition and lack of collaboration.
[3:20] The Power of Storytelling in Sales
Both discuss the importance of storytelling, why company history is less relevant, and how stories connect with buyers.
[7:14] CRM Challenges
Scott and Marc discuss the pitfalls of CRM systems, why they often fail, and how to use them more effectively for sales and retention.
[14:39] Customer Retention Strategies
Scott introduces his “Strategic Customer Cycle” and emphasizes the importance of retention, sharing practical tips for keeping top customers.
[19:19] Compensation and KPIs
The conversation shifts to sales compensation, KPIs, and the need for customer-centric goals rather than traditional sales targets.
[27:05] Sales and Marketing Alignment
Discussion on aligning sales and marketing KPIs, the importance of collaboration, and account-based strategies.
[32:25] Cold Calling and Modern Prospecting
Scott and Marc debate the effectiveness of cold calling versus inbound and LinkedIn outreach, and how to make outreach more personal.
[41:00] The Customer Journey
They discuss mapping the customer journey, the importance of team selling, and involving multiple stakeholders on both sides.

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