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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 treating others how they want to be treated becomes your green-reading guide, helping you understand whether your prospect values results, relationships, or a specific communication style.

Baseball's greatest lesson? Consistency beats occasional brilliance. While everyone loves watching home runs, the player who reliably hits singles and draws walks creates more scoring opportunities. Similarly, steady prospecting and reasonable conversion rates typically outperform the hunt for blockbuster deals. A baseball player batting .300 is exceptional—and sales professionals should recognize that similar success rates can lead to tremendous results with sufficient volume.

The newest sporting sensation, pickleball, teaches agility and responsiveness. In today's digital marketplace, prospects expect immediate attention when showing interest. Like a pickleball player anticipating their opponent's next move, sales teams must be prepared to respond promptly when opportunity knocks, or risk losing business to more responsive competitors.

Throughout the episode, Evan and Craig emphasize the importance of metrics-driven improvement. Whether tracking your golf handicap, baseball batting average, or sales conversion rate, data reveals improvement opportunities and enables strategic adjustments.

Ready to transform your approach to business development? Listen now to discover how sports psychology and strategy can elevate your sales and marketing performance. Subscribe for more insights, and follow us on social media for bonus content that will help you outperform the competition.

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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 areas every sales professional needs to evaluate now: messaging effectiveness, pipeline reality, CRM optimization, and skills development. The summer months—with fewer networking events and client meetings—create the perfect opportunity for this strategic reset.

When examining your messaging, the focus shouldn't be on creativity but consistency. As Polin emphasizes, "If something's working, how can we double down, triple down?" This data-driven approach eliminates the common sales tendency to chase shiny new tactics when existing strategies are already proving effective. Similarly, your pipeline requires brutal honesty—are you hanging onto opportunities from last November simply because removing them feels uncomfortable? The hard truth: "I have worked with very few people who get paid on what's in the pipeline. Almost everybody only gets paid when somebody becomes a client."

The podcast also tackles CRM maintenance (suggesting monthly check-ins) and the importance of continuous skills development. Just as elite athletes never stop training, sales professionals must regularly sharpen their fundamentals—from elevator pitches to referral conversations—to stay competitive. This summer tune-up isn't merely administrative; it's the strategic reset that positions you for accelerated success when business activity intensifies after Labor Day.

What one thing will you implement before summer ends? Share in the comments for some public accountability—studies show you're more likely to follow through once you've stated your intentions!

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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 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 has to be 'I'm a member of your team,'" Raul explains. "I may sit in this corporate office, but every day I'm here with you guys and I'm the one that's here to help you stay out of trouble."

This relationship-building approach pays dividends when issues arise. By participating in activities beyond compliance functions and demonstrating a solutions-oriented mindset, compliance officers earn the credibility needed when difficult situations emerge. As Raul notes, "If they bring you issues and you make a mountain out of a molehill, that causes you to lose credibility." The key is positioning yourself on the same side of the table, working together to address challenges before they escalate.

Like any strategic function, compliance must demonstrate its value through data. Raul's team conducts surveys, tracks reporting metrics, and monitors training effectiveness to quantify their impact. His three key takeaways? Don't be the police, recognize that sales and marketing principles apply to compliance work, and build awareness throughout your organization. Whether you're in healthcare compliance or any leadership role requiring internal buy-in, these insights will help you transform rule enforcement into collaborative problem-solving.

Subscribe to the Sales and Marketing Playbook Unleashed wherever you get your podcasts, and follow us on social media for more strategies to transform your business approach.

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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 immediately, leading to eroded trust, disengagement, and ultimately, higher turnover. "The employee experience is your brand," Rachel emphasizes, "and the entire ecosystem suffers when you're not walking the walk."

One particularly thought-provoking segment explores why the common "we're one big family" corporate messaging can actually backfire. This well-intentioned phrase often blurs professional boundaries and carries manipulative undertones. Rachel offers refreshing alternatives like "purpose-driven team" or "high-trust, people-first organization" that communicate connection without the problematic baggage.

Perhaps most practically, Rachel shares her three-part formula for creating authentic workplace cultures: build genuine personal connections with staff beyond task discussions, regularly solicit employee feedback through surveys, and integrate HR with marketing and sales planning to ensure brand consistency inside and out. As she powerfully states, "Your vibe attracts your tribe"—when you're honest about who you are as an organization, you naturally attract people who will thrive in your environment.

Whether you're struggling with retention issues, disengagement, or simply want to strengthen your organization's foundation, this episode delivers actionable insights to help you create a workplace where words and actions align. Subscribe now and join us on this journey toward authentic leadership!

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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 of experience leading Fortune 100 marketing teams and running his own agency, James brings practical wisdom to the perpetual sales-marketing divide.

The heart of the problem often starts at the top. As James explains, "If the visionary or CEO can't communicate clearly what's in their head, what it feels like to be on that team is that it's inconsistent." Too many leaders keep their vision locked away, expecting teams to execute what they can't see or understand. Through the EOS framework of vision, traction, and healthy team dynamics, James shows how getting everyone on the same page creates powerful momentum.

We explore the critical components of alignment: defining your true target market, identifying your organization's genuine differentiators, establishing metrics that matter, and creating processes that make breakdowns immediately visible. The conversation delivers tactical approaches for bridging departmental divides while building a cohesive leadership team.

Perhaps most surprising is James's assertion that "process is sexy" – not because of rigid structure, but because strong systems create the space for creativity and opportunistic thinking. When your foundational processes run smoothly, your organization gains the freedom to innovate and take calculated risks.

Whether you're struggling with internal alignment or simply want to break through your current business ceiling, this episode delivers actionable strategies to transform your leadership approach. Subscribe, share, and implement these principles to watch your organization reach unprecedented levels of success.

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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 losing 40 cents on every dollar spent on their seemingly "best-performing" marketing channel while a neglected channel was quietly generating 4.5x returns. This isn't an isolated case – Mike consistently finds companies can achieve at least 30% improvement with no additional spending simply by correcting these hidden inefficiencies.

The conversation challenges fundamental assumptions about marketing accountability. For decades, marketers have hidden behind vanity metrics like impressions and click-through rates without connecting these activities to actual revenue generation. Galileo changes this by tracking every touchpoint along the customer journey and revealing which combinations of tactics actually drive sales, not just traffic.

This episode isn't just for marketers – it's essential listening for business leaders who want to transform marketing from a cost center to a strategic driver of profitable growth. You'll learn why the traditional silos between sales and marketing are crumbling as both disciplines become increasingly data-driven and accountable for measurable results. As Mike notes, "The marketers of tomorrow are going to be data-first, open-minded learners who constantly challenge the status quo."

Ready to uncover the blind spots in your marketing strategy? Listen now to discover how data-driven accountability could revolutionize your approach to growth. Then share your thoughts with us on social media – we'd love to hear how you're measuring marketing impact in your organization!

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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 practical wisdom. This isn't just theory – it's battle-tested advice from professionals with decades of experience. They reveal how to identify your ideal prospects by analyzing past successful clients, understanding what made those relationships work, and finding more opportunities with similar characteristics.

The conversation takes a fascinating turn when Evan introduces the 70-30 rule – the prospect should speak 70% of the time while you speak just 30%. This simple principle unlocks the power of active listening, allowing salespeople to identify pain points and determine qualification. "If you are talking, you are not learning anything about what your prospects' issues are," Evan emphasizes, highlighting how excessive talking prevents discovering whether you can actually help them.

Perhaps most importantly, Evan and Craig stress the critical alignment between sales and marketing. When your messaging is inconsistent, you confuse potential clients and damage credibility. Their three key takeaways provide a roadmap for success: develop clear personas, do your homework before meetings, and ensure sales and marketing are telling the same story. Whether you're new to sales or looking to refine your approach, this episode delivers actionable insights that will help you close more deals with less wasted effort. Subscribe now to transform your sales strategy!

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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're never going to find them." They reveal how properly defined personas serve as your business compass, guiding every marketing decision and sales conversation toward greater profitability.

The hosts share practical strategies for developing detailed personas, from conducting client interviews and analyzing historical data to exploring psychographic elements like communication preferences and lifestyle choices. Their baseball analogy brilliantly illustrates the problem many businesses face: being a pitcher with twenty catchers behind the plate means you might eventually hit one, but that's not an efficient strategy. Instead, they show how focusing on specific, profitable personas creates that "sweet spot" where marketing and sales align perfectly.

Craig and Evan don't just theorize—they provide real-world examples from their own businesses. Evan explains how he markets differently to attorneys versus commission-based salespeople, while Craig shares insights about targeting home service professionals. Their examples demonstrate that effective personas go far beyond basic demographics to include how prospects think, where they spend time, and what language resonates with them.

Whether you're struggling with unfocused marketing efforts or frustrated by low conversion rates, this episode offers concrete steps to transform your approach. Listen now to discover how well-crafted customer personas can turn your business from throwing "spaghetti at the wall" to precisely targeting the prospects who will become your most profitable clients.