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Most owners can feel when sales and marketing are out of sync — they just can't name why. In this episode, Craig Andrews (Beholder Agency) and Evan Polin (Polin Performance Group) lay out how to tell if your sales and marketing are truly aligned, and how to fix it when they're not.

They cover:

• Why alignment starts with a system and communication — not who's "right"
• "Random acts of marketing" and the finger-pointing trap
• The sales-dating-marriage analogy, and where your brand fits
• Ideal client profile (ICP): why closing the wrong deal costs more than losing it
• How to reverse-engineer your best client so your marketing promise attracts more of them
• Why closing is just the beginning of creating evangelists
• The Revenue Cookbook: a written plan that ties revenue goals to marketing
• Rabbits, deer, and elephants — getting your client mix right (and the one-client risk)
• WIIFM and perceived value — what actually turns a prospect into a client
• Six signs you're aligned: three from marketing, three from sales

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The Revenue Cookbook: https://www.revenue-cookbook.com

🌐 https://www.smplaybookunleashed.com

Hosts:

Craig Andrews (https://www.beholderagency.com)

Evan Polin (https://www.polinpg.com)

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Marketing can generate all the leads in the world — but if your intake process is weak, your firm won't grow. Hosts Craig Andrews (Beholder Agency) and Evan Polin (Polin Performance Group) sit down with two guests who live on opposite ends of the client journey: Emily Rowell, partner at Peachtree Offices, and Andres Palma, a lawyer and founder of Motus Legal AI.

Market for show, sell for dough — and intake keeps the client. The four of them trace the whole handoff: why the first 30 seconds of a call decide whether a prospect stays or dials the next firm, why "every client can represent 10 clients," how to let your intake data tell you when to staff the phones, and why a Google Business Profile and flexible office space are step one for a firm just getting started.

In this episode:

• Why firms overlook intake — and what it costs them
• Intake as a relationship, not a form ("every client can represent 10 clients")
• The first 30 seconds: first impressions and the "answer with a smile" standard
• The 5-second problem: what a prospect does after a bad call
• People do business with people they like — and people like themselves
• Letting your call data run your intake ("the market speaks by itself")
• Flexible office space + your Google Business Profile as step one
• How the right partners make 1 + 1 = 3

Guests: Emily Rowell — Peachtree Offices (flexible/virtual office space, Atlanta): https://peachtreeoffices.com Andres Palma — lawyer & entrepreneur; co-founder iNimble, founder Motus Legal AI

Hosts: Craig Andrews — Beholder Agency: https://www.beholderagency.com Evan Polin — Polin Performance Group: https://www.polinpg.com

Watch on YouTube: https://youtu.be/EEVD4M1DeZk More: https://www.smplaybookunleashed.com — also on Apple Podcasts & Spotify

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AI agents are moving from hype to real tools small businesses can use to sell and market smarter. Hosts Evan Polin and Craig Andrews sit down with Patrick Begley to unpack what agentic AI actually means, where AI agents fit in sales and marketing, and the practical first steps a small team can take without a big budget. What we get into: - What agentic AI really means, and where the hype ends and the useful part begins - Why the next three years of AI agents matter for small businesses right now - How AI compresses strategy work that used to take years down to months - Why AI-driven traffic still has to convert like human traffic, and what that means for your funnel - Using AI tools to cut through the content noise instead of adding to it - What AI can't replace: the human side of selling and building trust Guest: Patrick Begley Hosts: Evan Polin (sales) & Craig Andrews (marketing) Sales & Marketing Playbook: Unleashed helps small businesses and B2B teams align sales & marketing to grow revenue. Subscribe and keep winning: https://smplaybookunleashed.com Send us Fan Mail: https://www.buzzsprout.com/2309825/fan_mail/new About the guest — Patrick Begley: Patrick is Managing Partner of Agentic Growth Advisors, a firm he founded after serving as a sales leader at Accenture. His firm serves mid-market organizations in accelerating growth by using AI to book meetings at scale with target buyers and automate the most time-consuming parts of the sales process. This enables sellers to spend time with prospects at the bottom of the funnel and return to a warm audience of willing buyers as deals are closed. Patrick is the host of the podcast '10 Minute Major' and his firm can be found at https://agenticgrowthadvisors.com.