Shows
Sales & Marketing Playbook: UnleashedSwing for Success: Summer Sports Sales StrategiesSend us a textWhat if the path to sales and marketing excellence was hiding in your favorite summer pastimes? Evan Polin and Craig Andrews reveal powerful business strategies inspired by golf, baseball, and pickleball in this thought-provoking episode.Golf isn't just about swinging clubs—it's a masterclass in preparation and customized strategy. Like selecting the right club for each hole, successful sales professionals choose the perfect approach for each prospect. The "platinum rule" of treating others how they want to be treated becomes your green-reading guide, helping you understand whether your prospect values results, re...2025-07-2730 minSales & Marketing Playbook: UnleashedSummer Sales & Marketing Refresh: Tuning Up for Year-End SuccessSend us a textThe halfway point of the year often sneaks up on us—one moment we're setting ambitious goals for January, and suddenly we're staring down July, wondering where the time went. This critical juncture demands honest reflection: Are you on track to hit your annual targets, or do you need to recalibrate?Evan Polin and Craig Andrews deliver a masterclass in mid-year sales strategy assessment with their "Summer Break, Time for Sales Tune-Up" episode. They break down four essential areas every sales professional needs to evaluate now: messaging effectiveness, pipeline reality, CRM op...2025-07-1326 minSales & Marketing Playbook: UnleashedInternal Selling: Building Trust in Healthcare ComplianceSend us a textWhat happens when compliance isn't a jail sentence but a collaborative approach to protecting your organization? Today's conversation with Raul, VP and Chief Compliance Officer for Jackson Health System, reveals the unexpected parallels between effective compliance work and successful sales and marketing strategies.With oversight of healthcare compliance for 15,000 employees across multiple hospitals and healthcare centers, Raul shares how his team has transformed potential fear and reluctance into trust and partnership. The secret? Embedding compliance officers directly within administrative teams, where they become trusted advisors rather than feared enforcers. "The approach...2025-06-2921 minSales & Marketing Playbook: UnleashedAuthenticity: Your Company Culture's Secret WeaponSend us a textAuthenticity isn't just a buzzword—it's the lifeblood of successful organizations. In this illuminating conversation with Rachel Platt, CEO of Platinum HR Consulting, we dive deep into how company culture directly impacts your bottom line and why the alignment between what you say and what you do matters more than ever.Rachel unveils the costly consequences of cultural disconnects: when your external messaging doesn't match your internal reality, employees sense it immediately, leading to eroded trust, disengagement, and ultimately, higher turnover. "The employee experience is your brand," Rachel emphasizes, "and the en...2025-06-2228 minSales & Marketing Playbook: UnleashedYour Vision Needs to Leave Your HeadSend us a textEver witnessed the classic battle between sales and marketing teams? "They're sending us garbage leads!" versus "They can't close what we're giving them!" This fundamental conflict has existed since the dawn of business itself, but it doesn't have to plague your organization.In this enlightening episode, EOS Implementer James Wisdom joins hosts Craig Andrews and Evan Polin to reveal how the Entrepreneurial Operating System transforms business alignment. With over two decades of experience leading Fortune 100 marketing teams and running his own agency, James brings practical wisdom to the perpetual sales-marketing divide.2025-06-0827 minSales & Marketing Playbook: UnleashedMeasuring Marketing Impact: Beyond Vanity MetricsSend us a textWhat happens when a C-suite executive asks the marketing team about bottom-line impact and is met with blank stares? For Mike Strata, that uncomfortable moment became the catalyst for creating Galileo, a revolutionary marketing analytics platform that's exposing the massive blind spots in how businesses measure marketing effectiveness.You're about to discover why the metrics you've trusted for years might be leading you astray. Mike reveals how one company was unknowingly losing 40 cents on every dollar spent on their seemingly "best-performing" marketing channel while a neglected channel was quietly generating 4.5x...2025-06-0127 minSales & Marketing Playbook: UnleashedKnow Your Buyer: How Sales Personas Drive Revenue GrowthSend us a textAre you struggling to connect with potential clients? The answer might be hiding in your understanding of customer personas. In this illuminating episode, sales coach Evan Polin and marketing expert Craig Andrews reveal how developing detailed customer personas can transform your sales approach from scattershot to laser-focused."Personas are only important for salespeople and companies that want to close sales," declares Evan, setting the tone for a conversation brimming with practical wisdom. This isn't just theory – it's battle-tested advice from professionals with decades of experience. They reveal how to identify your id...2025-05-2528 minSales & Marketing Playbook: UnleashedMaster Your Customer PersonasSend us a textHave you ever felt like your marketing dollars are disappearing into thin air? Or wondered why your sales team struggles to convert seemingly good leads? The answer might lie in how well you understand who you're actually selling to.In this enlightening episode, Craig Andrews and Evan Polin tackle the often misunderstood concept of customer personas and why they're fundamental to business success. As Evan aptly puts it, "If you don't know what a good prospect looks like, you're never going to find them." They reveal how properly defined personas serve...2025-05-1128 minSales & Marketing Playbook: UnleashedFinding Your Core Customer: The Key to Business GrowthSend us a textWhat if everything you thought about your ideal customer was wrong? In this eye-opening conversation with Kevin O'Connor, Vice President of Strategic Coaching and Consulting for Align5 and scaling up business coach, we uncover the crucial difference between high-revenue customers and truly profitable core customers that can transform your entire business strategy.Kevin challenges conventional thinking by defining core customers as those who not only generate maximum profit but are also genuinely passionate about your product or service. This distinction proves revolutionary for businesses struggling to grow efficiently. "Revenue is vanity...2025-04-2829 minSales & Marketing Playbook: UnleashedTrade Show Aftermath: Converting Connections into CashSend us a textThe trade show is over. You've collected business cards, scanned badges, and had promising conversations. Now what? In this final installment of our trade show trilogy, Evan Polin and Craig Andrews reveal the most critical—and most commonly neglected—phase of trade show strategy: the post-show follow-up.We begin with the clear signs of on-floor success that should set you up for effective follow-up. From high booth traffic and qualified leads to social media buzz and positive brand recognition, these indicators help you prioritize your post-show efforts. But here's the shocking trut...2025-04-2123 minSales & Marketing Playbook: UnleashedBeyond Cold Calls: The Relationship-First Approach to Market ExpansionSend us a textBreaking into new markets demands more than just cold calling and digital prospecting—it requires strategic relationship building. In this episode, we dive deep with Brendan Dodge, networking extraordinaire from VC3, who reveals exactly how he successfully entered the Philadelphia/New Jersey marketplace by leveraging his existing connections.Brendan shares the game-changing mindset shift that transformed his networking approach: switching from "what's in it for me" to "how can I help you?" This giving-first philosophy created a foundation for meaningful relationships that naturally evolved into business opportunities. He explains his tactical ap...2025-04-1324 minSales & Marketing Playbook: UnleashedWhole Being: The Evolution of Corporate WellnessSend us a textFormer architect Alice Dommert reveals how she transformed her corporate wellness company Prasada Whole Being through strategic data management and relationship building. From her first days as an entrepreneur, Alice implemented CRM systems that allowed her team to track every client interaction, analyze engagement patterns, and make data-driven decisions about sales and marketing approaches.Alice's architectural background instilled a deeper understanding of systems thinking that she applies to business growth. "When you're trained as an architect, you are all about systems because systems build the foundation of any building," she explains...2025-04-0729 minSales & Marketing Playbook: UnleashedTrade Show Success: Maximizing Your Presence on the FloorSend us a textTrade show season is upon us, and success requires much more than simply showing up with a booth and some brochures. Sales expert Evan Polin and marketing strategist Craig Andrews dive deep into what really makes trade shows work for your business during the crucial "at-show" phase.The foundation of trade show success begins before you ever reach the event. Without proper preparation—researching attendees, scheduling meetings in advance, and preparing your team with strong elevator pitches—you're already at a disadvantage. As Evan vividly explains, your booth's appearance directly impacts perc...2025-03-3126 minSales & Marketing Playbook: UnleashedThe Strategic Approach to Pre-Trade Show Preparation for Maximum ROISend us a textTrade shows demand substantial investments of money, time, and resources—so why do so many companies approach them without a comprehensive strategy? In this first installment of our three-part trade show series, we unpack the critical pre-show preparation phase that separates ROI winners from budget wasters.Most organizations focus exclusively on the event itself, missing the opportunity to lay groundwork weeks before arrival. We reveal proven tactics for researching attendee lists, scheduling high-value meetings in advance, and preparing your team for cohesive, effective engagement. One client scheduled 20 meetings before ever boarding th...2025-03-2531 minSales & Marketing Playbook: UnleashedThe Sexy Side of LinkedIn: Why Clarity Wins in B2BSend us a textReady to transform your LinkedIn profile from a digital resume into a powerful business development machine? Our latest episode featuring Angela Dunz, the self-described "Business Development Badass," delivers game-changing insights that will revolutionize how you approach professional networking online.Angela cuts through the noise with a refreshingly direct message: "The sexiest thing on LinkedIn right now is clarity." While many professionals hide behind clever but cryptic messaging, Angela reveals that being clear about who you serve and what problems you solve creates immediate trust with potential clients. This isn't just theory – sh...2025-03-1726 minSales & Marketing Playbook: UnleashedYour Elevator Pitch Is Making People's Eyes Glaze Over - Here's How to Fix ItSend us a textBeholder AgencyWe provide marketing strategies & services that increase in awareness, sales & engagement.Polin Performance GroupWe offer strategies to increase sales, maximize performance and increase revenue for businesses. Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.2025-03-0824 minSales & Marketing Playbook: UnleashedThe Elevator Pitch: It’s Not Just About SellingSend us a textUnlock the secrets to a powerful elevator pitch in our latest episode of Sales and Marketing Playbook Unleashed! Is your current pitch captivating enough to grab attention in the first 10 seconds? If you find yourself struggling to connect with potential clients, this episode is a must-listen. We dive into the core elements that make an elevator pitch effective, moving beyond the typical facts and figures to identify and engage with the problems your prospects face.Discover how a well-crafted elevator pitch can integrate seamlessly into your overall marketing strategy, highlighting that...2025-03-0326 minSales & Marketing Playbook: UnleashedReimagining Law Firm Efficiency with AI and StrategySend us a textThis episode emphasizes the critical need for legal professionals to embrace technology, particularly AI, to stay competitive and efficient in today's market. Daya Nafe shares practical insights on redefining success, assessing operational efficiency, and making strategic decisions to drive growth. • Understanding the importance of a growth mindset • Exploring the role of AI in modern business practices • Assessing the risks of traditional practices in the legal industry • Benefits of value-based pricing over hourly billing • Encouraging strategic planning and self-reflection • Tips for overcoming indecision and advancing success • Importance of attracting a tech...2025-02-1823 minSales & Marketing Playbook: UnleashedBoosting Business Performance Through Clarity and AccountabilitySend us a textThe episode focuses on the essential role of accountability in driving business success. Industry professionals Darren Webster, Evan Polin, and Craig Andrews discuss strategies for aligning sales and marketing teams, the importance of actionable goals, and how technology can enhance accountability.• Focus on maintaining fewer, essential goals • Understand the difference between leading and lagging indicators • Harness technology for real-time accountability tracking • Foster a positive accountability culture within teams • Regularly assess and adjust processes based on feedbackBeholder AgencyWe provide marketing strategies & services that increase in awareness...2025-02-0327 minSales & Marketing Playbook: UnleashedMastering the Art of Elevator Pitches: Strategic Insights for Networking SuccessSend us a textUnlock the secrets to crafting a captivating elevator pitch with expert insights from Evan Polin, president of Polin Performance Group, and Craig Andrews, CEO of Beholder Agency. Learn how to capture attention and make memorable first impressions within the first 15 to 40 seconds of any conversation. Discover the critical importance of tailoring your pitch to your audience's needs, ensuring your message is not only relevant but also compelling. Our experts share strategies to help you avoid the common pitfalls of self-focused pitches, empowering you to enhance your networking game as we enter a season...2025-01-2727 minSales & Marketing Playbook: UnleashedNavigating Regulated Industries: Strategic Legal and Marketing Insights for Sustainable GrowthSend us a textThis episode explores the interplay between sales, marketing, and legal considerations essential for business growth. Bernard Williams joins us to share insights on avoiding legal pitfalls, the importance of contracts, and the valuable role of fractional general counsel in helping small businesses navigate complex regulations.• Understanding regulatory issues in sales and marketing • The critical role of contracts in preventing disputes • Common legal hurdles during business growth • Proactive measures to avoid costly mistakes • The value of a fractional general counsel • Creative marketing within legal boundaries • Key legal advice for sma...2025-01-1928 minSales & Marketing Playbook: UnleashedSupercharge Your Business in 2025: Strategic Goal Setting and Content CreationSend us a textUnlock the secrets to supercharging your business in 2025 by mastering the art of strategic goal setting and content creation. Join us, Craig Andrews and Evan Polin, as we ring in the new year with a powerful discussion on the significance of reflecting on past successes to shape future victories. Evan shares his tried-and-true methods for analyzing client interactions, while Craig champions the use of data-driven insights for making impactful adjustments. Together, we paint 2025 as the "year of content," urging you to harness storytelling as your ultimate differentiator in an increasingly competitive market.2025-01-0529 minSales & Marketing Playbook: UnleashedBuilding a Thriving Law Firm Through Strategic RelationshipsSend us a textWhat happens when a county prosecutor takes a bold leap into the world of criminal defense? We sit down with Dan Rosenberg, managing partner at Rosenberg Perry Associates, to uncover the strategies that have made his firm a standout in aggressive legal marketing. Dan takes us on his unique journey, sharing how questioning norms and embracing unconventional methods have been key to his success. Alongside our co-hosts, Craig Andrews and Evan Polin, we navigate the dynamic interplay between marketing and sales, uncovering how these elements can both clash and harmonize to build a...2024-12-3028 minSales & Marketing Playbook: UnleashedPreventing Burnout and Enhancing Team Well-Being with Rachel BoehmSend us a textDiscover the secret to sustainable success with Rachel Boehm, a renowned expert in burnout prevention and peak performance. Rachel shares her personal journey from burnout to becoming a coach and offers transformative insights into how mental well-being is a cornerstone of business success. Gain practical strategies to ensure your team thrives without compromising health, innovation, or creativity. Learn why fostering an environment where individuals can flourish personally and professionally is crucial for effective leadership and workplace well-being.In our conversation, Rachel delves into the mindset shifts essential for modern leadership. She...2024-12-1630 minSales & Marketing Playbook: UnleashedElevating Your Law Firm Through Strategic Marketing and SalesSend us a textUnlock the secrets to building a successful law practice with Dan Posternock, managing shareholder at PosternockAppel, as he shares his journey into embracing an entrepreneurial mindset in the legal world. Together with Evan Polin, president of Polin Performance Group, and Craig Andrews, CEO of Beholder Agency, we examine how the often overlooked skills of sales and marketing can transform a professional career. Dan opens up about the challenges of marketing his firm and how law schools must prepare lawyers for the business side of their careers. This episode promises to deliver insights into...2024-12-0926 min