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

Sales & Marketing Playbook: Unleashed

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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!

Chapters

1. Introduction to Mid-Year Sales Tune-Up (00:00:00)

2. The Four Key Areas for Review (00:02:57)

3. Optimizing Your Messaging Strategy (00:04:47)

4. Pipeline Assessment and Management (00:09:22)

5. CRM and Tech Stack Optimization (00:14:17)

6. Skills Assessment and Development (00:18:59)

7. Key Takeaways and Final Thoughts (00:24:20)