Sales & Marketing Playbook: Unleashed

Evan Polin & Craig Andrews
  • 5.0 (1)
  • MARKETING
  • UPDATED WEEKLY

"Sales and Marketing Playbook: Unleashed" is a dynamic and informative podcast that provides listeners with the essential strategies, tactics, and insights to excel in the world of sales and marketing. Hosted by industry experts and thought leaders, this podcast delves deep into the latest trends, best practices, and innovative approaches that drive success in the competitive business landscape. Whether you're a seasoned professional or just starting out, "Sales and Marketing Playbook: Unleashed" offers a treasure trove of actionable advice, real-world examples, and inspiring interviews to help you unlock your full potential and achieve outstanding results in sales and marketing. Join us on this journey of discovery, growth, and transformation as we unleash the power of effective sales and marketing techniques.

  1. 2D AGO

    A Practical Path From Idea To $100M

    Send a text Ready to move beyond founder-led hustle and build a business that scales on purpose? We sat down with growth leader Dave Jimenez, a six-time CRO with three exits, to unpack the real stages of scale: proving the idea, proving the product, proving the market, and finally proving the business. Along the way, we get specific about what changes at each stage, why integrations and workflows matter more than flashy features, and how to recognize the moment when personal relationships become a ceiling on growth. We dig into the numbers investors care about and why sustained growth often outranks margin for valuation in the $10–$30M range. Dave lays out practical signals that it’s time to hire your first sales pro, build a repeatable go-to-market motion, and introduce clear KPIs like CAC, payback, and rep productivity. We also tackle the tough stuff: when the people who got you here aren’t the ones to take you further, how “lifestyle business” habits stall momentum, and why swapping experienced staff for family introduces execution risk that spooks buyers. You’ll hear a simple, actionable framework for evaluating your current stage and choosing the next constraint to remove. We share guidance on creating a living deck that tells the story of your stage and ambition, how to meet investors before you need capital, and where coaches and mentors can compress your learning curve. If you’re a founder or leader aiming to professionalize sales, sharpen distribution, and attract serious attention, this conversation gives you the playbook to act with clarity. Subscribe on Apple or Spotify, follow us on YouTube and LinkedIn, and share this episode with a founder who’s ready to scale with discipline. Got a topic or expert you want us to feature? Tell us what would help you grow next year.

    28 min

  2. FEB 15

    A CRM For Consultants Who Hate Selling

    Send a text You don’t need a bigger tool—you need the best CRM for consultants, one that actually fits how relationship-driven businesses grow. We sit down with Ruben Schwartz, creator of a CRM built specifically for consulting, to unpack why copying enterprise sales systems suffocates solo operators and small teams—and what to do instead. If you’ve been searching for the best CRM for a small consulting business, this conversation reframes what “good” really means. We start by dismantling the “doctor on a plane” mindset and pivot to the power of specialization. Ruben explains how a focused CRM for consulting firms supports sharper positioning by helping you define an ideal client profile and turn it into repeatable messaging. That includes an elevator pitch that lands, website language that signals expertise, a lead magnet that attracts the right prospects, and customer success stories that sell your value. Stuck on positioning? Call a favorite client and co-create the before-and-after narrative—those insights become your ICP, content plan, and referral script. Then we turn the CRM for consulting into a true conversation engine. Instead of bloated pipelines, track contact basics alongside the “fuzzy file” details that make outreach effective—preferred communication channel, best times to connect, and meeting style. Map referral sources so you can see who actually drives revenue and reinforce those relationships with meaningful updates. Most importantly, stop letting great contacts disappear: log your last conversation, set the next one by default, and let cadence vary by relationship. This keeps your calendar aligned with revenue, not busywork. By the end, you’ll have a solo-friendly blueprint for choosing and using the best CRM for consultants: clarify your ICP, standardize your message, manage referrals like a virtual sales team, and install a follow-up rhythm that makes momentum inevitable. Want templates and training? Ruben’s resources and a free trial are available at mimiran.com. If this helped, subscribe, share it with a consultant who needs clarity, and drop a comment with one thing your CRM could do better—we’ll weigh in.

    28 min

  3. FEB 8

    Sales Management Training/Coaching for Small Business Owners and Managing Partners of Firms

    Send a text Tired of “partly sunny” pipeline updates and finger-pointing between sales and marketing? We dig into a practical system that replaces chaos with clarity by separating three roles most leaders blur: sales training, sales coaching, and sales management. Training builds team-wide skills, coaching advances live deals for individuals, and management sets the structure, cadence, and accountability that make results predictable. We start by mapping goals to data. What’s your ideal client profile, best referral sources, average deal size, and true funnel conversion at each stage? With those numbers, we build the sales cookbook: a reverse-engineered plan from annual revenue down to daily behaviors. Large, mid, and small accounts get their own paths, because enterprise outreach and SMB inbound do not convert the same way. The cookbook exposes gaps early—by week three, not month six—so leaders can coach, reassign, or refine the plan before the year slips away. From there, we show how strong leadership aligns sales and marketing. Clear ICPs and channel results let marketing narrow the field, sharpen messaging, and feed leads that fit. Sales replaces vague updates with concrete next steps, qualification standards, and consistent follow-up that shortens cycles and raises win rates. We share examples from consulting, executive recruiting, banking, and manufacturing, including territory design, cross-sell expectations, and one-on-one rhythms that turn “vibes” into visible progress. Mindset matters too. We outline how to craft an elevator pitch that highlights the problems you solve, differentiates against bigger competitors, and runs meetings that either move deals forward or end them decisively. If you’re a founder, managing partner, or new sales leader, this is the blueprint to stop herding cats and start leading with data, structure, and discipline. If this playbook helps, subscribe, share with a colleague, and leave a review. Want the next step? Grab The Revenue Cookbook link and join the 12-week sales training program to install this system with your team.  Then tell us: what’s the single metric you’ll track weekly to stay on course?

    27 min

  4. FEB 1

    Robots Do Paperwork; You Do Winning

    Send a text What if your team could trade hours of grunt work for minutes of streamlined execution—and spend the saved time actually winning business? We sit down with a former law firm manager turned automation strategist to unpack how robotic process automation reduces repetitive tasks, safeguards accuracy, and gives clients more of your human attention where it counts. We draw a bright line between RPA and AI: AI imitates thinking, while RPA imitates clicks and keystrokes with clear rules. That distinction is the key to consistency, compliance, and predictable outcomes. You’ll hear a probate case study where a bot turns four hours of admin into eight minutes—extracting data, triggering human intake, generating documents, coordinating DocuSign, e-filing, and updating calendars with human review steps baked in. We also break down the biggest bottleneck in personal injury—medical records—and how automation handles requests, retrieval, classification, naming, filing, and notifications so a six-person team can reclaim three days a week. For sales and marketing leaders, we get tactical: automate intake, CRM entry, routing, reminders, and asset prep, but keep live conversations human. Start with your current tech stack—HubSpot, Salesforce, Microsoft, or Calendly—before adding custom bots. Move information gathering from email ping-pong to structured web forms with conditional logic to create clean, searchable data that accelerates every downstream workflow. Most importantly, avoid culture traps by inviting your team into the process: ask what they love, what drags them down, and what they wish they had time to do. When people see automation as a gateway to higher-value work—strategy, client trust, and growth—they become champions, not skeptics. If you’re ready to scale service quality without scaling headcount, this playbook will help you choose the right tasks, design human checkpoints, and build buy-in from day one. Subscribe, share with a colleague who needs the time back, and leave a review telling us the first workflow you’d automate.

    29 min

  5. JAN 25

    How Smart Lawyers Stop Doing Busywork And Start Building A Profitable Practice

    Send a text What if your firm grew faster the moment you stopped doing “everything”? We brought on Ron Bockstahler of Amata Office Centers to show how small and solo law practices scale with less stress by outsourcing the back office, using virtual offices for presence, and focusing lawyer time on what actually pays: legal work and prospecting. We start with a reality check for attorneys leaving big firms. The comforts of enterprise-grade support vanish on day one—secure systems, phones, mail, intake, compliance, and endless admin decisions land on your desk. Ron explains how virtual office programs handle mail, calls, and client-facing workflows so you keep a professional footprint without a costly lease. Then we dig into the golden rule: if it’s not billable, you shouldn’t be doing it. Bookkeeping, IT, document production, and even first drafts can be handled by experts or AI-assisted tools, leaving you to review and refine at a higher value. Growth depends on the pipeline you build, not the clients you hope stick around. We break down referral strategies that drive 80% of matters for many small firms, from mapping complementary practices to scheduling weekly one-on-ones that consistently produce introductions. Evan shares a simple “pay time vs. no pay time” framework to protect your calendar, while Craig tackles the marketing wake-up call: AI is reshaping search behavior, so DIY tactics often miss shifting algorithms and intent. Ron’s story of a strong firm seeing call volume drop becomes a lesson in hiring professional marketing that tracks leads from search to signed engagement and adapts before results slide. By the end, you’ll have a lean, practical playbook: write clear goals, delegate nonbillables, protect pay time, invest in a referral engine, and modernize your marketing for the AI era. Keep it simple, keep it flexible, and align costs with revenue so your firm compounds instead of grinds. If these plays help, follow and subscribe for more sales and marketing strategies, share the show with a colleague, and leave a quick review to tell us which tactic you’ll put into action this week. Beholder 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.

    26 min

  6. JAN 18

    Top marketing agencies that focus on b2b lead generation

    Send a text Ready to trade noisy “more leads” for a pipeline you can actually close? We dig into what growth marketing really means for B2B teams: systematic experimentation tied to revenue, not vanity metrics. With Evan Polin’s sales coaching lens and Craig Andrews' growth marketing strategy playbook, we map how to align sales and marketing so both sides win and buyers feel it from the first touch. We start by cutting through agency labels and assets that masquerade as strategy. Then we define the difference between MQLs and SQLs and explain why shifting to sales accepted leads, pipeline created, and revenue influenced changes the culture overnight. If sales hates the leads, marketing is failing; if sales can’t say why, sales is failing marketing. That’s where the weekly feedback loop comes in—field notes shape ICP updates, messaging pivots, and nurture arcs that steadily advance deals instead of clogging calendars. You’ll hear practical takeaways for small and mid-sized teams without enterprise budgets: how to clarify your ideal client profile, why people remember you for the first thing you sold, and how long it really takes to reposition an offer. We talk problem-first content that answers real questions buyers ask, smarter LinkedIn targeting, and how to rebuild an email reputation after blasting the list into spam filters. Most of all, we show why better alignment beats more spend, and how testing, not guessing, builds durable momentum—cleaner discovery calls, shorter cycles, and easier upsells. If you’re serious about revenue and tired of activity for activity’s sake, this playbook episode is your next step. Follow the show, share it with your team, and leave a review to tell us what’s working.  What’s the biggest challenge between sales and marketing at your company right now? Tell us—we’re building the next episodes around your questions.

    28 min

  7. 12/15/2025

    Simple Wins: Sales And Marketing Lessons From 2025

    Send a text We 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 spend • separating sales and marketing roles while unifying goals • setting clear revenue targets and reverse-engineering activity Don't forget to subscribe to the Sales and Marketing Playbook unleashed on all major podcast platforms and follow us on YouTube, Facebook, and LinkedIn for even more exclusive content

    29 min

  8. 10/26/2025

    From Messy CRMs To Measurable Growth With HubSpot

    Send 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 definitions every team must standardize to trust their data. From there, we dig into quick wins at the professional tier: task automation that prevents post-proposal drift and playbooks that replace scattered notes with structured discovery captured right in the record. The result is fewer “I’ll get back to it” meetings and more pipelines that actually move. We also explore smart disqualification and recycling. Instead of letting “interested but later” clog your forecast, close the loop and send contacts into targeted nurture workflows. Cathy shows how unified engagement data—sales emails opened and clicked, marketing content consumed, form submissions—helps reps prioritize outreach while giving marketers the insight to refine offers. This is where HubSpot shines: one platform, shared visibility, and a feedback loop that ties campaigns to qualified conversations. Adoption is where leaders earn their keep. We talk through driving consistent usage without bureaucracy, building peer-led learning around what top performers record, and measuring what matters: stage conversions, time-in-stage bottlenecks, and the engagement signals that precede wins. If you’ve only used 25 percent of your CRM’s power, you’ll leave with specific ideas to expand intelligently—sequences for outreach, smarter forms for lead capture, and dashboards that bring focus to the day. Ready to turn your CRM from cost center to compounding asset? Listen now, then subscribe, rate, and share with a teammate who owns sales or marketing. Drop your questions on LinkedIn—we’d love to hear where your pipeline gets stuck and what you’ll try next.

    26 min
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About

"Sales and Marketing Playbook: Unleashed" is a dynamic and informative podcast that provides listeners with the essential strategies, tactics, and insights to excel in the world of sales and marketing. Hosted by industry experts and thought leaders, this podcast delves deep into the latest trends, best practices, and innovative approaches that drive success in the competitive business landscape. Whether you're a seasoned professional or just starting out, "Sales and Marketing Playbook: Unleashed" offers a treasure trove of actionable advice, real-world examples, and inspiring interviews to help you unlock your full potential and achieve outstanding results in sales and marketing. Join us on this journey of discovery, growth, and transformation as we unleash the power of effective sales and marketing techniques.

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