Sales & Marketing Playbook: Unleashed

LinkedIn Outreach That Actually Works

Send us Fan Mail [https://www.buzzsprout.com/2309825/fan_mail/new] If LinkedIn “doesn’t work,” we think it’s usually because it’s being used like a static profile page instead of a living sales and marketing system. Craig Andrews [https://www.beholderagency.com/about/craig-andrews] and Evan Polin [https://www.polinpg.com/about/evan-polin] sit down with LinkedIn expert Sharon Shapiro of Broly Marketing to get specific about what actually moves the needle: clean data, smart targeting, authentic messaging, and the discipline to turn online touchpoints into real conversations. We talk about LinkedIn as a constantly updated database for research and business development, then walk through a practical process you can apply right away. Evan explains how exporting your connections and grading them from A to F creates instant clarity on who will respond, who can refer, and who belongs in your next round of outreach. Sharon shares how her team segments audiences, A/B tests messages, and uses automation carefully within LinkedIn’s limits so outreach stays human and doesn’t trigger that “obvious bot” reaction we all hate. We also draw a hard line between helpful automation and wishful thinking. AI can support segmentation, analysis, and personalization at scale, but it cannot replace the human context that builds trust. Craig brings it back to measurement, too: clicks and impressions are meaningless if they don’t lead to replies, meetings, and conversions. The real goal is a predictable pipeline and stronger relationships, especially for professional services and high-ticket offers. If you want a LinkedIn strategy that’s measurable, respectful, and built for real sales conversations, press play. Subscribe, share this with a teammate, and leave a review with your biggest LinkedIn outreach question.

Stop Chasing Cheapest Jobs And One Star Reviews

Send us Fan Mail [https://www.buzzsprout.com/2309825/fan_mail/new] Sales and marketing can either fuel each other or quietly sabotage each other. Recording live at PJ Wellahan’s in Oaks, PA with the Electrical Association of Philadelphia, we get brutally practical about what happens when marketing generates attention but sales can’t close, or when sales blames “bad leads” while marketing swears the leads are fine. The fix is not another tactic. It’s alignment: one message, one definition of the right customer, and one shared goal tied to revenue. We talk about why commodity-based jobs drag down profit and morale, and how value-based selling changes the conversation. Evan walks through how to handle the “price” objection with questions that expose risk, longevity, and quality, plus how to spot the prospects you should disqualify before they become your next one-star review. Craig adds the marketing side: prospects research you first, so your online presence must clearly explain what you do and why it matters. We also dig into trust builders that compound over time: an active Google Business Profile, consistent review generation, and a referral habit that can grow your customer base year after year. Then we sharpen the most overlooked advantage in crowded markets: specific differentiation. Not vague claims, but clear proof and simple language that customers remember in seconds. Subscribe to Sales And Marketing Playbook Unleashed, share this with a business owner who fights the “lead quality” battle, and leave a review with your biggest sales or marketing roadblock so we can tackle it next.

How to Measure the effectiveness of Sales Training Programs

Send us Fan Mail [https://www.buzzsprout.com/2309825/fan_mail/new] Want proof your sales training actually works? We dig into a no-fluff framework that moves beyond “feel-good” workshops and into measurable behavior change, pipeline impact, and real revenue. With sales coach Evan Polin and growth marketer Craig Andrews, we unpack how to align marketing and sales into a single system that compounds results instead of clashing at the handoff. We start by setting clear objectives: which problems are we solving, which skills must improve, and how we will measure success. Then we map five levels of effectiveness you can apply right away. Reaction doesn’t count; learning must be tested with role plays and pre/post checks. Behavior changes are the first real signal—more targeted outreach, tighter qualification, firm next steps. From there, we track pipeline impact: faster sales cycles, higher win rates, and bigger deal sizes. Finally, we tie it to revenue and ROI, including referral volume and account growth. Along the way, we talk leadership buy-in, shared language, and why a consistent message from marketing to sales is non-negotiable for trust. You’ll also hear a simple LinkedIn referral play that delivered quick introductions for a team of attorneys, plus how a “revenue cookbook [https://revenue-cookbook.com/]” turns annual targets into weekly behaviors anyone can follow. Expect honest timelines: 30–45 days for visible behavior shifts, 60–90 days for added opportunities, and three to nine months for booked revenue, depending on your cycle. Senior sellers often see faster returns; newer reps need reinforcement and patience. The goal is a scalable culture where everyone follows the same process, making coaching easier and results predictable. If you’re ready to stop chasing smiley surveys and start cashing checks, this is your playbook for measurable sales training, aligned marketing, and repeatable growth. Subscribe, share with your team, and leave a review telling us which metric you’ll improve first.

How to Market a Local Business Using Local Search, Local Trust, and a Proven Sales Playbook

Send us Fan Mail [https://www.buzzsprout.com/2309825/fan_mail/new] Buyers on their phones aren’t browsing—they’re choosing. We dive straight into how local search, clear messaging, and sales alignment transform high-intent moments into revenue you can forecast. Craig lays out the local-first marketing framework that gets your brand where it matters: “near me” queries, city pages, and listings that speak the language of your neighborhood. Evan shows how to carry that clarity into the first call, qualify fast, and keep the promise your marketing makes so deals close in days, not months. We unpack the difference between local search marketing and localized marketing, then show how they work together: discovery plus relevance. You’ll learn why vague superlatives like “best in the world” push buyers away, and how specific, local proof—reviews that mention neighborhoods, photos of real work, and recent wins—pull them in. We talk operational speed, too, because nothing kills intent faster than a 30-second hold. If calls go unanswered and forms sit idle, your competitors say thank you. The case study hits home: a new franchise moved from general tactics to a local-first playbook—optimized listings, targeted pages, review velocity, and conversation-led pricing. Within weeks they sold hundreds of thousands in equipment to nearby buyers who were already searching. Over the year, they neared seven figures from those channels. The lesson is simple and repeatable: align what people search for with what you say and how you sell. Track the loop—lead source, qualification, conversion, and margins—and adjust weekly so marketing and sales push the same story. Walk away with three anchors: be chosen, not just seen; follow search intent in both content and calls; and make growth predictable by sharing one playbook across teams. If you can explain your value to a 12-year-old, you can win a rushed adult on a tiny screen. Subscribe, share this with a local owner who needs a boost, and leave a review telling us the one change you’ll make this week. Beholder Agency [https://www.beholdermarketing.com/] We provide marketing strategies & services that increase in awareness, sales & engagement. Polin Performance Group [https://www.polinpg.com/] We 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.

A Practical Path From Idea To $100M

Send us Fan Mail [https://www.buzzsprout.com/2309825/fan_mail/new] 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.