Shows
Sales & Marketing Playbook: UnleashedSimple Wins: Sales And Marketing Lessons From 2025Send us a textWe look back at a standout year and unpack why simplicity, clarity, and alignment made deals close faster and marketing work harder. We share the sales frameworks, marketing rhythms, and leadership habits that will set a stronger foundation for 2026.• simplifying a core promise and message• focusing on ICP fit and problem-led language• replacing bloated pipelines with task-driven CRM• disqualifying fast to speed decisions• using small touches over big-bang campaigns• keeping website, social, email, and pitch aligned• leveraging relationships and referrals with intent• letting data refine ICP and s...
2025-12-1528 min
The Automated Coach Podcast019 | Sales Success for Coaches: Automation, Prospecting, and Relationship Building with Evan PolinOn this episode of the Automated Coach Podcast, Dr. Denise Dennis welcomes sales expert Evan Polin, President of Polin Performance Group LLC. With over 25 years in sales coaching and consulting, Evan shares his journey from counseling to empowering professionals who never imagined themselves as salespeople, think attorneys, accountants, and consultants, by teaching them how to build their book of business. The conversation dives into practical strategies for maintaining a healthy sales pipeline, the importance of intentional prospecting, and how leveraging relationships (without resorting to spammy outreach!) can open doors to new opportunities. Evan also discusses the challenges o...
2025-10-2731 minSales & Marketing Playbook: UnleashedFrom Messy CRMs To Measurable Growth With HubSpotSend us a textIf your CRM feels like a black hole instead of a growth engine, this conversation will change how you build, measure, and coach your sales and marketing efforts. We sit down with Cathy Cain-Blank of The WDG Agency to unpack the real reason teams struggle with HubSpot—and how to fix it fast.We start by drawing a hard line: strategy before software. Cathy explains why DIY implementations fail, how to map progressive deal stages that reflect real buyer movement, and which definitions every team must standardize to trust their data. Fr...
2025-10-2626 minSales & Marketing Playbook: UnleashedWhat Happens When You Automate the Entire Client Journey Without Losing the Personal TouchSend us a textBuyers don’t wake up searching for your brand—they wake up searching for answers. We dive into how to meet them there and guide them all the way to loyal, long-term customers using automation that still feels human. With Dr. Denise Dennis of Action Accelerated, we map a complete journey from awareness and consideration to decision, onboarding, retention, and optimization—and show where automation saves hours without stripping out your voice or values.We start with solution-first awareness: what turns casual scrollers into qualified leads, why lead magnets work, and how to...
2025-10-1928 minSales & Marketing Playbook: UnleashedHow Sales and Marketing Win Q4 and Set Up a Bigger Q1Send us a textQ4 doesn’t forgive drift. We pull back the curtain on the exact plays we use to finish the year strong while quietly stacking wins for a faster Q1—no fluff, just moves you can run this week. From pinpointing the two or three channels that drove most of your revenue to reviving “closed-lost” opportunities with value-first outreach, we show how sales and marketing work together when the clock is ticking.Evan Poland (co-author of Selling Professional Services The Sandler Way) breaks down a practical pipeline audit: tag every deal by originat...
2025-10-1223 min
The Search Bar: Law Firm Growth. Wine Optional.Fix Your Intake: Stop Losing Cases Before They Start ft. Evan PolinAre you leaving cases and revenue on the table without even realizing it?In this episode of The Search Bar Podcast, Eric Ritter sits down with Evan Polin, president of Polin Performance Group, to uncover why law firm intake processes fail and how to fix them. Learn five actionable strategies to convert more leads, streamline your intake, and make clients feel valued from the very first call. Don’t let a broken intake process silently kill your growth. And sip a crisp Riesling while you listen, letting its balanced sweetness and bright acidity remind you th...
2025-10-0638 minSales & Marketing Playbook: UnleashedAI Is Already in Your Business Whether You Know It or NotSend us a textAre your employees already using AI without your knowledge? What competitive advantages are you missing by not having a clear AI strategy? Fractional COO Julio Gonzalez reveals how small and mid-sized businesses can harness artificial intelligence to drive efficiency and growth without massive investments or technical expertise.Drawing from decades of experience as a CIO and operational strategist, Julio cuts through the AI hype to deliver practical insights you can implement immediately. Rather than treating AI as just another tech buzzword, he approaches it from an operational perspective—focusing on how au...
2025-09-2929 min
From Stuck to Scaled: Growth Strategies for SMBsSales Tips to Hit Your Goals Before the End of the YearAs the year winds down, many business owners feel the pressure to meet or exceed their sales goals. In this episode of From Stuck to Scaled, host Julio Gonzalez sits down with sales expert Evan Polin, President of Polin Performance Group and co-author of Selling Professional Services the Sandler Way.Evan shares practical advice on overcoming sales challenges, the dangers of not having a defined sales plan, how to prospect effectively, and strategies for achieving quick wins that can make a real difference before year-end. Whether you’re a professional services firm or a small to mid...
2025-09-2341 minSales & Marketing Playbook: UnleashedAI-Powered Sales Coaching: Revolutionizing Practice for Better ResultsSend us a textWhat if your sales team could practice their pitches, objection handling, and closing techniques with an AI that looks, sounds, and responds just like a real prospect? On this episode of Sales and Marketing Playbook Unleashed, we dive deep into the revolutionary world of AI-powered sales training with special guest Mike from Colleva.Perfect practice makes perfect—but most sales professionals only get real-world practice once or twice a week with actual prospects. Mike reveals how Colleva's photorealistic AI creates face-to-face conversation opportunities that allow salespeople to practice extensively without the ri...
2025-09-1426 minSales & Marketing Playbook: UnleashedFinancial Clarity: The Missing Leg of Your Business TableSend us a textImagine building a table with only three legs – it would inevitably collapse. Your business operates the same way, requiring four sturdy supports: sales, marketing, financial health, and people management. When one weakens, everything becomes unstable.Steve Kapfer, founder and CEO of Tower CFO, joins hosts Craig Andrews and Evan Polin to reveal how financial clarity transforms business decision-making. With decades of experience simplifying finance for growth-minded entrepreneurs, Steve breaks down complex concepts into actionable insights that every business owner can implement.The conversation tackles a critical problem plaguing small to...
2025-09-0726 minSales & Marketing Playbook: UnleashedMargins Matter: The 10X ROI Secret No One Talks AboutSend us a textHave you ever wondered why your company struggles to convert leads despite having a robust marketing strategy? The answer might lie in the fundamental misunderstanding that plagues many businesses today.Dwayne Riff, President of Global Source International, joins hosts Craig Andrews and Evan Poland to unpack a critical business truth: sales and marketing are not the same thing. Drawing from decades of experience helping companies scale their revenue, Dwayne reveals how this misalignment creates significant blind spots in business growth strategies."Most companies invest heavily in marketing—SEO optimization, di...
2025-08-3127 minSales & Marketing Playbook: UnleashedStop Wishing, Start Planning: Your Post-Summer Sales PlaybookSend us a textThe back-to-school season isn't just for students—it's the perfect time for businesses to refocus and strategize for year-end success. Seasoned sales expert Evan Polin and marketing strategist Craig Andrews reveal the playbook for maximizing your Q3-Q4 performance when summer distractions fade and serious business resumes.We dive deep into the critical task of pipeline review, teaching you how to perform an honest "autopsy" of your year-to-date sales performance. Discover why successful businesses maintain pipelines four times larger than their revenue goals and how this cushion ensures hitting targets despite no...
2025-08-2429 minSales & 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 min