Sales & Marketing Playbook: Unleashed

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Sales & Marketing Playbook: Unleashed

Evan Polin & Craig Andrews

54 episodes

3 weeks ago

Send us a text If 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 defini...

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Entrepreneurship

All content for Sales & Marketing Playbook: Unleashed is the property of Evan Polin & Craig Andrews and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Send us a text If 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 defini...

Show more...

Entrepreneurship

Episodes (20/54)

Sales & Marketing Playbook: Unleashed

From Messy CRMs To Measurable Growth With HubSpot

Send us a text If 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 Caine-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 defin...

3 weeks ago

26 minutes

Sales & Marketing Playbook: Unleashed

What Happens When You Automate the Entire Client Journey Without Losing the Personal Touch

Send us a text Buyers 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-fi...

1 month ago

28 minutes

Sales & Marketing Playbook: Unleashed

How Sales and Marketing Win Q4 and Set Up a Bigger Q1

Send us a text Q4 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) br...

1 month ago

23 minutes

Sales & Marketing Playbook: Unleashed

AI Is Already in Your Business Whether You Know It or Not

Send us a text Are 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...

1 month ago

29 minutes

Sales & Marketing Playbook: Unleashed

AI-Powered Sales Coaching: Revolutionizing Practice for Better Results

Send us a text What 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...

2 months ago

26 minutes

Sales & Marketing Playbook: Unleashed

Financial Clarity: The Missing Leg of Your Business Table

Send us a text Imagine 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 entrepren...

2 months ago

26 minutes

Sales & Marketing Playbook: Unleashed

Margins Matter: The 10X ROI Secret No One Talks About

Send us a text Have 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 m...

2 months ago

27 minutes

Sales & Marketing Playbook: Unleashed

Stop Wishing, Start Planning: Your Post-Summer Sales Playbook

Send us a text The 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...

2 months ago

29 minutes

Sales & Marketing Playbook: Unleashed

Swing for Success: Summer Sports Sales Strategies

Send us a text What 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 ...

3 months ago

30 minutes

Sales & Marketing Playbook: Unleashed

Summer Sales & Marketing Refresh: Tuning Up for Year-End Success

Send us a text The 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 a...

4 months ago

26 minutes

Sales & Marketing Playbook: Unleashed

Internal Selling: Building Trust in Healthcare Compliance

Send us a text What 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 f...

4 months ago

21 minutes

Sales & Marketing Playbook: Unleashed

Authenticity: Your Company Culture's Secret Weapon

Send us a text Authenticity 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 immediatel...

5 months ago

28 minutes

Sales & Marketing Playbook: Unleashed

Your Vision Needs to Leave Your Head

Send us a text Ever 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 ...

5 months ago

27 minutes

Sales & Marketing Playbook: Unleashed

Measuring Marketing Impact: Beyond Vanity Metrics

Send us a text What 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 los...

5 months ago

27 minutes

Sales & Marketing Playbook: Unleashed

Know Your Buyer: How Sales Personas Drive Revenue Growth

Send us a text Are 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...

5 months ago

28 minutes

Sales & Marketing Playbook: Unleashed

Master Your Customer Personas

Send us a text Have 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'...

6 months ago

28 minutes

Sales & Marketing Playbook: Unleashed

Finding Your Core Customer: The Key to Business Growth

Send us a text What 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 bu...

6 months ago

29 minutes

Sales & Marketing Playbook: Unleashed

Trade Show Aftermath: Converting Connections into Cash

Send us a text The 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...

7 months ago

23 minutes

Sales & Marketing Playbook: Unleashed

Beyond Cold Calls: The Relationship-First Approach to Market Expansion

Send us a text Breaking 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 ca...

7 months ago

24 minutes

Sales & Marketing Playbook: Unleashed

Whole Being: The Evolution of Corporate Wellness

Send us a text Former 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...

7 months ago

29 minutes