Shows
Closing Time: quick insights from sales & marketing expertsHow to Manage Your Sales Pipeline Like a President’s Club Seller -- with 30mpc's Nick CegelskiA messy pipeline doesn’t just frustrate your sales leader—it kills deals. When sellers don’t have a clear picture of where each opportunity stands, they waste time chasing the wrong prospects, struggle to forecast accurately, and ultimately lose revenue. So why isn’t pipeline hygiene every team’s top priority? Because it takes time, discipline, and a little help from our friends at 30 Minutes to President's Club. In this episode of Closing Time, Insightly SVP Geoff Coutts welcomes Nick Cegelski, Founder of 30mpc, to share actionable strategies to manage your sales pipeline like a presiden...2025-02-0320 min
Closing Time: quick insights from sales & marketing expertsBuffalo Computer Graphics’ Journey to Successful CRM Adoption and Customization | Customer SpotlightSuccessful CRM adoption can make or break a company’s ability to streamline processes and improve team efficiency, but it doesn’t stop there—customizability is key to making it truly work for your unique business needs. In this special Customer Spotlight edition of Closing Time, Anastasia Dorsheimer of Buffalo Computer Graphics shares how her team tackled the challenges of implementing a new CRM, improving team adoption, and tailoring the system to their unique needs. From conducting operational analysis to building custom workflows and automation, Buffalo Computer Graphics leveraged Insightly CRM to boost efficiency and better...2024-10-1415 min
Closing Time: quick insights from sales & marketing expertsFrom Minimal Viable Product to Market Domination: The 6 Pillars of Growth for SaaS Startups -- with Stijn HendrikseGetting your startup from the minimum viable product (MVP) to unicorn status doesn’t happen by chance. In this episode of Closing Time, we meet Stijn Hendrikse, GTM sales coach and author of T2D3 - a handbook for early-stage SaaS leaders. T2D3 stands for tripling your annual revenue for two years in a row and then doubling it for three more years. Stijn talks through the six stages of successful start-up growth that cross product, sales, and marketing. This episode is packed with insights to help startups achieve sustainable growth and build lasting cu...2024-09-0917 min
Closing Time: quick insights from sales & marketing expertsEntering the Buyer-Led Growth Era (& How it Impacts Your Go-to-Market Motions) -- with Sean PiketYou’ve heard of the six go-to-market motions, but there's a new kid on the block...buyer-led growth. Meet Sean Piket, a fractional CRO and founder of RevXsell. Sean is passionate about buyer-first, customer-centric B2B selling, and he coined buyer-led growth to help sellers recognize the way today’s buyer wants to buy. This isn't a new motion but rather a driver that influences all six current motions—removing friction, teaching your sellers to be facilitators of the buying process, and redeploying your SDRs are all on the table. Learn more in this episode of Closing Time.2024-09-0219 min
Closing Time: quick insights from sales & marketing expertsThe 10 Commandments of Daily Sales Success -- with Kevin "KD" DorseyB2B sales has never been more of a challenge than it is today—buying committees are complex, sales cycles are long, and buyers are inherently risk-averse. When you’re focused on the big picture (closing deals and hitting quota), it’s easy to forget how your daily activities drive your success or hold you back. In this episode of Closing Time, Kevin Dorsey, a SaaS Sales Consultant, Keynote Speaker, and Sales Leadership Coach, reveals his "10 Commandments of B2B Sales Success”—a set of daily practices that will keep you sharp, focused, and ahead of the competition...2024-08-2617 min
Closing Time: quick insights from sales & marketing expertsHow to Sell to Mid-Sized Businesses -- with Insightly & Unbounce CEO Steve OriolaMany businesses aspire to move upmarket to enterprise, but there’s a catch—long, sometimes painfully long, deal cycles and demanding customers can make it a challenging arena. If your small business deals aren’t fueling your growth, here’s a tip: don’t underestimate the mid-market advantage. Mid-market companies (typically with 50-250 employees) offer a sweet spot for scaling your business. In this episode of Closing Time, we sit down with Steve Oriola, CEO of Unbounce, a landing page builder that recently acquired Insightly CRM. Both companies are key players in the SMB and mid-market...2024-08-1914 min
Closing Time: quick insights from sales & marketing expertsThe LinkedIn Advantage: How to Break Through the Noise and Increase Win Rates -- with Morgan IngramYou can’t argue with the data—today’s business leaders are on LinkedIn, networking and building relationships with sales reps like you. In this episode of Closing Time, we welcome Morgan Ingram, CEO of AMP, a B2B Influencer Marketing firm, to share his advice for using LinkedIn (& Sales Navigator) to increase win rates. He’ll provide tips on what to do—and what NOT to do—on the platform, share his perspective on how the algorithm is changing, and explain how you can adapt your activity to maintain and improve your results. Watch the episode...2024-08-1216 min
Closing Time: quick insights from sales & marketing expertsBeyond the Grind: Tools to Avoid Sales Burnout & Reach Peak Performance -- with Jordan BenjaminIt's a new month/quarter, and you are back to zero again. Staying motivated in any role is difficult, but it’s even more so in B2B sales. In this episode of Closing Time, we welcome Jordan Benjamin, host of the Peak Performance Selling podcast. Jordan shares tips for avoiding sales burnout, bringing his perspective as a salesperson, sales leader, meditation coach, and yoga instructor. He’ll talk through the types of energy salespeople bring to their role, how to focus on the role of helper and the mind-body connection that he uses to coach salespeople and...2024-08-0514 min
Closing Time: quick insights from sales & marketing expertsAvoiding the Trial Trap: How to Leverage Free Trials in Sales Cycles (& Close More Deals) -- with Salman MohiuddinFree trials can be a double-edged sword in B2B sales. While they offer prospects a hands-on experience with your product, they can also lead to prolonged sales cycles and missed opportunities if not managed correctly. In this episode of Closing Time, Dave welcomes Salman Mohiuddin, a seasoned sales trainer and coach, to explore his framework for free trials in sales cycles. They delve into understanding the "why" behind trial requests, setting clear success criteria, engaging executive sponsors, and providing a white-glove experience to ensure trial success. Trials are where deals go to die. But...2024-07-2915 min
Closing Time: quick insights from sales & marketing experts5 Costly Mistakes New Sales Leaders Make (And How to Sidestep Them) -- with Meg PetersonIt’s midway through 2024, and you’re a new sales leader…congratulations! Now you’ve got to get to work. The current and future state of the organization is on your mind. How can you make an impact right away, keep 2024 goals moving, and still begin to plan for 2025 quotas? In this episode, Dave welcomes Meg Peterson of On Deck Leadership Consulting to discuss what it’s like to join an organization in this role at this moment in time and how successful sales leaders can navigate it. Watch the episode on YouTube...2024-07-2215 min
Closing Time: quick insights from sales & marketing expertsGated vs. Ungated Content…What’s the Real Answer for B2B Marketers? -- with Anthony KennadaTo gate or not to gate? Or “Gate-gate.” Either way, this is a controversial topic in B2B marketing. In this episode of Closing Time, we welcome Anthony Kennada of AudiencePlus, an online content experience platform. Anthony walks us through the value of owned media and talks about how to determine what is ‘exclusive content’ and therefore worthy of a gate of some kind. He also explains how having a first-party relationship with your audience is vital to lowering the cost of distribution, measuring the impact of content, and connecting audience engagement to bottom-line revenue. Wa...2024-07-1518 min
Closing Time: quick insights from sales & marketing expertsThe Power of Positivity: Boosting Sales with a Positive Mindset -- with Neil RogersSales reps often get tangled in complex tactics, losing sight of the basics that truly matter. But in today's competitive market, what really stands out? Exceptional customer experience. In this engaging episode of Closing Time, Neil Rogers, a marketing expert, speaker, and author of "Bar Tips: Everything I Need to Know in Sales I Learned Behind the Bar." Neil draws from his book to highlight the powerful parallels between hospitality and business, showcasing how the art of relationship-building can skyrocket sales performance. He also unveils the Positive Activity Process, a daily routine that boosts productivity and fosters...2024-07-0813 min
Closing Time: quick insights from sales & marketing expertsHow Data Privacy Company Streamlines Operations with Insightly's Enterprise CRM | Customer SpotlightIn today's digital age, data breaches have become a pressing concern for businesses of all sizes. Incident response service providers play a crucial role in mitigating these risks, helping companies swiftly identify and manage sensitive information after a security incident. Assessment First is one of those companies. Its CEO and founder, Kris Wasserman, and his team provide data privacy solutions for data breach coaches and insurers. In this customer spotlight edition of Closing Time, Kris speaks to the value Insightly has driven for his businesses since he became a customer in 2022. From early...2024-07-0116 min
Closing Time: quick insights from sales & marketing expertsIs Your Brand in Crisis Mode? Key Insights from the 2024 B2B Buying Disconnect Report -- with TrustRadius' Allyson HavenerSales cycles taking longer. More people on buying committees. It’s not your imagination – B2B sales is getting more difficult for both vendors and buyers. On this episode of Closing Time, we welcome Allyson Havener from TrustRadius to discuss the 2024 B2B Buying Disconnect Report and why this is 'the year of the brand crisis.' Allyson shares data-backed insights around the shrinking shortlist of preferred products, the increasing involvement of C-suite executives in purchase decisions, and the critical role of brand over demand generation in today's market. Struggling to gain executive buy...2024-06-2417 min
Closing Time: quick insights from sales & marketing expertsShow Me You Know Me: Mastering Personalization in Sales Outreach -- with Sam McKennaStill sending the same boring emails? You may get lucky here and there, but your open and response rates are likely abysmal. Sam McKenna, CEO of #samsales consulting, says that personalization in sales outreach is the key, but you need to take it even further. Genuine, research-based engagement will always win over generic, high-volume tactics. In this episode of Closing Time, Sam shares practical examples of using her trademarked “Show Me You Know Me®” model in cold email, nurture email, social media, and more. Tune in to learn how to cut through the noise and make...2024-06-1715 min
Closing Time: quick insights from sales & marketing expertsDriving Success with a Scalable CRM: How American Truck Training Scaled to Millions with Insightly | Customer SpotlightReady to take your business to new heights? One of the biggest roadblocks to growth can be outdated tools that can't keep up with your ambition. This is especially true for mission-critical systems like your CRM. You need a solution that scales alongside you, not hold you back. In this episode of Closing Time, Jerome Redmond, CEO of American Truck Training (ATT), shares his inspiring story of how Insightly's scalable CRM helped him haul his business from "zero to multi-millions." ATT, a commercial driver's license (CDL) training school in Oklahoma City, was founded to address the growing n...2024-06-1013 min
Closing Time: quick insights from sales & marketing expertsSelf-Sourcing Pipeline: How to Empower & Enable AEs to do More Outbound -- with Jason BaySure, getting leads from marketing is great. Leads served up from your SDR team? We love it! But real revenue growth happens when AEs are also self-sourcing pipeline. Sales leaders, if you want your AEs to get excited about outbound, it's up to you to explain the "why" and enable them with fresh tactics for success. In this episode of Closing Time, Jason Bay of Outbound Squad helps reps and their leaders really get outbound going by setting realistic activity targets, employing a solid contact strategy, and leveraging situation-based personalization. Watch t...2024-06-0316 min
Closing Time: quick insights from sales & marketing expertsA/B Testing & Optimization Tips to Increase Web Conversion Rates -- with Spiralyze's Sahil PatelSmall changes...BIG results. If you want to grow your business, spending money on getting more web traffic may seem like the right move. However, Sahil Patel and his team at Spiralyze take a different approach. Why not increase conversions from the traffic you already have? In this episode of Closing Time, Sahil shares specific tactics to increase web conversion rates on landing pages and web pages. What content converts higher for enterprise vs. SMB? To include or not to include videos? Where should testimonials, client logos, and badges land in the hierarchy? L...2024-05-2816 min
Closing Time: quick insights from sales & marketing experts5 Discovery Questions to Double Deal Size & Shorten Sales Cycle -- with Krysten ConnerQuality discovery questions separate good sales reps from great ones. In this episode of Closing Time, Chip House welcomes Krysten Conner, a sales coach whose résumé includes experience at Outreach.io, Salesforce, and Tableau. Krysten shares five of her nine ‘deal doubling’ discovery questions, making you come across as informed yet curious and positioning yourself as a helpful advisor rather than a pushy seller. Watch the episode on YouTube. Shopping for a new CRM? Get a demo or start a free trial of Insightly's modern CRM that teams...2024-05-2016 min
Closing Time: quick insights from sales & marketing expertsFrom Spreadsheets to Success: Why Insightly is the Best CRM for Nonprofit Business UK Screen Alliance | Customer SpotlightIf you're not directly serving clients or customers, then what's the point of having a CRM? Nonprofit companies, especially in dynamic industries like film and television, face unique challenges—they must navigate industry shifts, uphold value for their members or communities, and ensure smooth operations without increasing costs. And having a powerful CRM like Insightly on your team can make all the difference. In this episode of Closing Time, Melinda Prescher talks with Neil Hatton, CEO of UK Screen Alliance, about leveraging Insightly CRM to maintain efficiency during the pandemic, the Hollywood actors' strike, and beyond. N...2024-05-1310 min
Closing Time: quick insights from sales & marketing expertsIs the Party Over for SaaS? How SaaS Buying is Changing and Why Platforms are Winning -- with Eric ChristopherIt doesn’t seem that long ago when SaaS purchases were easy to make based on the needs of one team or individual. Those days may be gone forever. Whether real or perceived, SaaS bloat emerged at a time when cost-cutting became the top priority, and it’s up in the air as to whether the industry will ever recover. In this episode of Closing Time, Eric Christoper shares compelling data from Zylo's 2024 SaaS Management Index that illustrates how SaaS buying is changing, what the future holds, and why platforms vs. point solutions are gaining momentum. Watch the episode on YouT...2024-05-0617 min
Closing Time: quick insights from sales & marketing experts🎉 100th Episode: The End of the Line for Cold Calling (& What's Replacing it) -- with Sam McKennaSince the advent of the telephone, cold calling has been a staple in the world of B2B sales. For decades, call volume has served as a primary measure of a salesperson's success. But hold the phone—times (specifically, the buyer's journey) are changing! In the modern selling landscape, the old-school cold call is starting to feel a bit frosty. To cut through the noise, buyers need to see personalized outreach and authentic interactions with salespeople. In this landmark 100th episode of Closing Time, Sam McKenna of #samsales Consulting offers a more effective and efficient sa...2024-04-2921 min
Closing Time: quick insights from sales & marketing expertsCommunity is the New Marketing: Using Internal and External Communities in B2B to Support Sales Growth -- with Simon SeverinoHow does fostering internal and external communities in B2B help drive sales? Organizations that build an internal community around sellers to boost engagement and morale have more success. Similarly, organizations that build an external community of engaged users via forums and social media help convince sellers to trust them. Join author Simon Severino in this episode of Closing Time to learn how ‘community’ can de-risk the buying process in your organization. Watch the episode on YouTube. Shopping for a new CRM? Get a demo or start a free trial...2024-04-2215 min
Closing Time: quick insights from sales & marketing expertsWhy Insightly is the Best CRM for Manufacturing Business Moduflex | Customer SpotlightIs your manufacturing business bogged down by manual data entry and slow processes? You're not alone—many manufacturers still use spreadsheets or legacy systems to run their operations. Until a few months ago, Moduflex, a UK-based manufacturer, was among them. In this episode of Closing Time, discover why Insightly is considered the best CRM for manufacturing and how Insightly CRM + AppConnect revolutionized Moduflex's efficiency and streamlined its operations. Join managing director Rich Blunden and marketing/CRM manager Megan Thomas as they share their journey with Insightly—from selecting the right CRM to swift impl...2024-04-1513 min
Closing Time: quick insights from sales & marketing expertsDreamers, Doers, and Drivers (Types of Leaders) – What They Are and Why You Need All Three in SaaS -- with Sangram VajreIf you’re familiar with the 5 love languages, you know they are about how you love and want to be loved. Well, the dreamer-doer-driver model takes that concept to the office by clearly defining three types of leaders. It’s about how you lead and how people on your team need to be led. On this episode of Closing Time, join Sangram Vajre from GTM Partners as he discusses the importance of knowing whether you and those around you are dreamers, doers, or drivers and how this impacts your leadership and management style. Watc...2024-04-0817 min
Closing Time: quick insights from sales & marketing expertsHow to write sales email cadences that get opened (and replied to!) -- with #samsales' Kimberly CollinsIf you’re still ‘feature dumping,’ we need to talk. It’s time to start writing sales email cadences that make an impact and generate a response. In this episode of Closing Time, we hear from Kimberly Collins, VP of Strategy at #samsales Consulting. The team at #samsales has unveiled a new playbook for email writing, and Kimberly is here to share some highlights with us. Watch the episode on YouTube. Want to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM. Connect With: • Kimbe...2024-04-0117 min
Closing Time: quick insights from sales & marketing expertsBranding Your Way into B2B Buyer's Initial Consideration Set -- with Jess CookIf your company is not in a B2B buyer's initial consideration set for a purchase, the odds of winning the deal plummet. In fact, research shows that you have a less than 5% chance of closing the deal. How can marketers create awareness ahead of the buying process? You guessed it, with branding. In this episode of Closing Time, Jess Cook from Island provides tips for entering the initial consideration set for saturated categories (like CRM) and category creation (like Island's enterprise browser). Watch the episode on YouTube. Want t...2024-03-2516 min
Closing Time: quick insights from sales & marketing expertsHow Healthcare Business, NeuLine Health, Uses Insightly's HIPAA-Compliant CRM -- Customer Spotlight EditionRunning a successful healthcare business requires top-notch service and unwavering security. In this customer spotlight edition of Closing Time, Neuline Health CEO Frank Gray III shares how Insightly CRM's automation and customization capabilities empower his team to deliver best-in-class neurodiagnostic testing to healthcare providers and patients. Healthcare organizations like NueLine Health choose Insightly because it is a HIPAA-compliant CRM and ensures patient data security through administrative, physical, and technical safeguards. In Frank’s own words, he “cannot imagine running Neuline Health, or any company, without Insightly.” Watch the episode on YouTube. W...2024-03-1816 min
Closing Time: quick insights from sales & marketing expertsTo Win vs. The Status Quo – Your Talk Track for Selling to Buying Committees -- with Doug LandisIn today’s SaaS purchasing climate, you are more likely than ever to be dealing with a buying committee. And those committees are getting larger. What does that mean to a seller? And how does the size of the buying committee make selling against the status quo even more difficult? In this episode of Closing Time, Doug Landis of Emergence Capital chats with Insightly’s Dave Osborne about tactics for selling to buying committees, the pitfalls to avoid, and the extra work it takes to close a deal. Watch the episode on YouTube. 2024-03-1118 min
Closing Time: quick insights from sales & marketing expertsBeyond the SKO: Future-Proofing Your Sales Approach -- with Challenger's Geoff HendricksSales kick-off season is upon us. Whether yours is virtual or live and in-person, get ready to be inspired. Geoff Hendricks of Challenger joins Closing Time this week to share what he is hearing in the industry as the major SKO themes for 2024 – and the 2023 hangovers we’re still dealing with. You'll learn how to future-proof your sales approach beyond SKO by establishing a culture of sales training in your org and see the unique way Geoff gets sales leaders to divulge their secrets on his podcast, My Best Sales Mistake. Geoff is also a cont...2024-03-0415 min
Closing Time: quick insights from sales & marketing expertsHow to Personalize at Scale: Writing for the Masses vs. Writing to Doris -- with Ann HandleyImagine a world where you craft each piece of content, every email, and all sales pitches with one specific individual in mind. Sounds time-consuming and unreasonable, right? But it's actually the approach used by businessman Warren Buffet as he writes his annual letter to shareholders. The letter is read by thousands, but written with one person in mind: Warren's sister, Doris. To make messages truly resonate with the intended audience, sales and marketing professionals must find the perfect balance between utilizing AI for personalization and maintaining the indispensable human touch. Join content marketing g...2024-02-1918 min
Closing Time: quick insights from sales & marketing expertsHow to Optimize the B2B Buyer Experience and Improve Wins Rates in 2024 -- with SalesReach.io's Josh FedieB2B buyers now spend 80% or more of their journey alone before engaging with a salesperson. So, when they do finally engage with sales, they expect minimal friction, a great experience, and easy access to information to help them make a decision. This is why Josh Fedie founded Salesrach.io - to organize the sales process in a way that makes sense to your customers and 3x the likelihood of closing high-value, low-regret deals. Learn how to optimize for the B2B buyer experience and make buyer enablement work for you in this episode of Closing Time.2024-02-1220 min
Closing Time: quick insights from sales & marketing expertsHow to Incorporate AI into Your Sales Process (& Avoid its Dark Side) -- with Ross SimmondsThe future of B2B sales is here, and it's powered by AI. As a salesperson, what features and functions of day-to-day AI do you need to be aware of? In this episode of Closing Time, Ross Simmonds of Foundation Marketing talks about the AI-powered features that salespeople can use today. Learn how to incorporate AI into your sales process, avoid the dark side that comes with it, and discover why embracing this tech is key to closing more deals in the future. Watch the episode on YouTube. Want t...2024-02-0517 min
Closing Time: quick insights from sales & marketing expertsHow to De-risk the Purchase Process for Your Buyers and Avoid FOFU (Fear Of F***ing Up) -- with Dale HarrisonYou've heard the saying, “No one ever got fired for buying IBM,” but do you know the psychology behind it? B2B sales reps often focus on how their solution is different, better, and has the latest features and functions. Buyers, meanwhile, are often fundamentally averse to anything revolutionary or innovative. Their professional reputation is on the line with every purchase they make - especially the big ones. In many cases, the secret to building confidence in your solution is to de-risk the purchase process. Dale Harrison, a B2B marketing strategist, joins Closi...2024-01-2916 min
Closing Time: quick insights from sales & marketing expertsAI-Driven Authenticity: How Sellers & Marketers Can Use AI to Foster Genuine Connections -- with Ann HandleyWhat if AI has really just given us the ability to create mediocrity at scale? That doesn't actually help sellers or marketers write impactful emails that elicit a response, nor does it help foster brand authenticity. What does work is a three-step guide from Ann Handley, digital marketer, author, and content guru. Ann joins Insightly CMO Chip House to talk about the importance of relationships, connections, and branding when leveraging AI tools. AI-driven authenticity is about using tech not to replace human touch but to enhance and scale it in a way that...2024-01-2220 min
Closing Time: quick insights from sales & marketing expertsEfficient Growth: Using Marketing Sprints to Grow Faster while Spending Less -- with Brendan HuffordIs your team trapped in the inefficient cycle of 'checkbox marketing?' Quarterly webinar—check. Monthly newsletter—check. Weekly blog post—check. They're working at 110% capacity but only hit 50% of goals. In an era when marketers have higher expectations and tighter budgets, efficient growth in B2B is critical. Brendan Hufford founded Growth Sprints, a B2B marketing agency, to help companies adopt a more focused, momentum-driven strategy highlighting customer needs and creating valuable content around them. In this episode of Closing Time, Brendan shares strategies for thinking about GTM differently, finding...2024-01-1620 min
Closing Time: quick insights from sales & marketing expertsContent Marketing in 2024: Putting the "Marketing" Back in Content Marketing -- with Ross SimmondsContent marketing in 2024 looks different than it did in recent years. Why? Because the value of content marketing in B2B has been proven, so it’s no longer a question of whether your content budget is funded but how much you will spend and how you'll optimize it. In this episode of Closing Time, B2B Marketing agency owner Ross Simmonds talks about getting more mileage from your existing content. His mantra is, "Don't just create content for the sake of creating... create something once and distribute it, reuse it, repackage it, republish it, and recycle it...2024-01-0817 min
Closing Time: quick insights from sales & marketing expertsFlipping the Script: How to Get Started with Cold Calling & Enjoy it! -- with Daisy ChungHow can you be creative, have fun, and let your personality shine in sales? Would you believe it’s by cold calling more? In this episode of Closing Time, we welcome Daisy Chung from Orum, who is on a quest to make outbound sellers love cold calling. Daisy shares her own experience in learning how to cold call effectively and provides insight into how cold calling has become significantly easier in recent years. Get ready to change your whole perspective on every salesperson’s least favorite task…cold calling. Watch the episode on YouTub...2024-01-0212 min
Closing Time: quick insights from sales & marketing expertsInfluence vs. Influencer Marketing: How to Harness Real Influence That Drives Meaningful Impact -- with Matt BrownWhen you hear the word 'influence,' who do you think of? The person on LinkedIn with 100k followers? The SaaS company that hires a thought leader to advocate for their product? People can be 'influencers' without necessarily having real 'influence.' In the context of B2B, brands (and their leaders) who have influence focus on elevating others, rather than themselves. In his book, “Secrets of Influence,” Matt Brown dives into the heart of what influence truly means, highlighting that real influence isn't about vanity metrics but meaningful impact. In this episode of C...2023-12-1915 min
Closing Time: quick insights from sales & marketing expertsHow to teach CSM and Sales Reps to ask disruptive questions and just $TFU -- with Bob LondonTalking less and listening more—a proven method to increase win rates among B2B sellers, and a mantra all GTM leaders want their sales and customer success reps to practice. When you arm your reps with powerful questions, it helps them engage and better understand their buyers, ultimately, leading to more opportunities to acquire, keep and grow revenue. In this episode of Closing Time, customer discovery and listening expert Bob London provides three examples of disruptive questions that go beyond the cliche, "What keeps you up at night," and empower your reps to capture fre...2023-12-1216 min
Closing Time: quick insights from sales & marketing expertsDoes Brand Awareness Work in B2B? Here's How to Prove it Does to Your CFO -- with Dale HarrisonThe data doesn't lie: If you are not in the consideration set for a buyer before they begin their buying journey, you have less than a 5% chance of closing that deal. It pays to be top of mind, and B2B marketers do that with brand awareness. In this episode of Closing Time, Insightly CMO Chip House speaks with Dale Harrison, a B2B marketing strategist, on why sales leaders should support and encourage their marketing team’s efforts in branding and brand awareness. Not sure how to communicate the value to your CFO? As a...2023-12-0521 min
Closing Time: quick insights from sales & marketing expertsHow to Choose (and Pivot Away From) Go-to-Market Motions -- with MRP's Chris RackWhen is the right time to review your go-to-market motions for effectiveness? When is a change of motions in order? Many go-to-market leaders get this wrong by waiting until a crisis or downturn and pivoting in a panic. In this episode of Closing Time, Chris Rack, a sales leader and CEO of the demand gen firm MPR, shares his insights from decades of experience in B2B sales and marketing to help viewers audit their marketing strategy and choose the right go-to-market motion(s) for their business. Watch the episode on YouTube. 2023-11-2821 min
Closing Time: quick insights from sales & marketing experts4 Tips to Help B2B Sellers Increase ACV (Average Contract Value) -- with Hannah AjikawoIncreasing Average Contract Value (ACV) can help your business grow faster while staying efficient. Think of it this way: all deals take time, but a $10K deal doesn’t take ten times more work than a $1K deal. By increasing your ACV, you can grow your revenue without adding more people or technology. As such, ACV is a key metric in the health of a business - particularly in a recurring revenue SaaS business. In this episode of Closing Time, Insightly CMO Chip House is joined by Hannah Ajikawo, CEO of Revenue Funnel, to talk ab...2023-11-2118 min
Closing Time: quick insights from sales & marketing expertsRandom Acts of Marketing: Move Past it to Make Your B2B Marketing Strategy Work FOR You -- with Jennifer ZickYour company is on a roll; you’re selling your product and beginning to expand, but you’re struggling to align on what to do next. How do you decide on messaging? In what order should you execute your marketing plan? What is your unique value proposition, and how can you add marketing as a strategic partner to your go-to-market plans? Jennifer Zick, founder and CEO of Authentic, joins Closing Time to help B2B marketing leaders "Overcome Random Acts of Marketing®" and move toward a marketing strategy that drives your business forward. Watch...2023-11-1421 min
Closing Time: quick insights from sales & marketing expertsMarketing on a Budget: 3 Cost-Effective Ways to Conduct Audience Research -- with Rand FishkinCan you afford to do audience research? The better question may be, can you afford NOT to? Most marketers are doing typical market research right, but when it comes to audience research, they're missing the mark. Audience research is exactly what it sounds like: Discovering who your audience is, what they pay attention to, and what sources influence them (publications, podcasts, YouTube channels, etc.). The better you know your customers and how their purchasing decisions are being influenced, the better you can serve them. In this episode of Closing Time, Insightly CMO Chip House welcomes...2023-11-0721 min
Closing Time: quick insights from sales & marketing expertsUnveiling the Shadows of B2B Marketing: 6 Metrics for Tracking Dark Funnel ActivitiesB2B buyers are making one thing clear: They want to research on their own before engaging with a salesperson. What’s shocking is how far into the funnel they get alone, as much as 83% of the way. We call this the ‘dark funnel’ (also referred to as dark social), and on this Halloween episode of Closing Time, we’re going to break down how marketers can unearth and track what’s going on in the hidden shadows of B2B marketing. Jen Allen-Knuth, a marketing consultant and evangelist partner at Lavendar.ai joins Val Riley to e...2023-10-3125 min
Closing Time: quick insights from sales & marketing expertsHow to Orchestrate a Successful Product Launch -- with Ignition's Karthik SureshWhen done well, a product launch can propel your business forward, engage your prospects, and drive adption. In fact, 79.5% of companies reported launches had a significant impact on revenue. The challenge? Orchestrating a successful product launch can be a painful process for product marketers – they require robust research, careful collaboration, and (ideally) a well-thought-out launch checklist to keep your GTM strategy on track and stakeholders aligned. Karthik Suresh, co-founder/CPTO of Ignition and former product lead at Facebook, joins Closing Time to guide listeners through an effective launch process where stakeholders from different teams work towar...2023-10-2413 min
Closing Time: quick insights from sales & marketing expertsHow to Make Your Next Sales Call Better: Data-Backed Call Openers, Pricing Phrases, & More -- with Gong's UdiThe perfect sales call…does it really exist? The team at Gong Labs might be able to answer. They have analyzed one billion sales calls to help sellers like you build trust, keep buyers engaged, and, ultimately, close more deals. On this episode of Closing Time, we welcome Udi Ledergor of Gong, who will provide actionable tips that you can start using tomorrow to make your next sales call better. How to open a call, how to talk about pricing, and is it OK to swear now and then? You learn all this and more. Wa...2023-10-1717 min
Closing Time: quick insights from sales & marketing expertsSales Prospect Research: Are You Doing Enough? -- with Justin FiteIn the age where personalization and understanding sales prospects shows a big improvement in close rates and deal sizes, why is it that most reps still don’t do enough research? In this episode of Closing Time, Chip talks with Justin Fite of J3 Consulting about a new way to conduct sales prospects research, how sales and marketing can align on ideal targets, and how sales reps can use this information to optimize every opportunity. Watch the episode on YouTube. Want to better align your go-to-market teams? Get a free demo of Insightly's mode...2023-10-1018 min
Closing Time: quick insights from sales & marketing expertsMust-Know LinkedIn Sales Navigator Tips and New Features to Optimize Your Prospecting -- with Mandy McEwenLinkedIn Sales Navigator is a powerful tool for salespeople, but like any app, you’ve got to stay up to date. Recently released features have resulted in some changes that can help sellers streamline the process of finding new leads and making more connections. In this episode of Closing Time, we welcome Mandy McEwen, founder of Mod Girl Marketing, to talk us through LinkedIn Sales Navigator tips and new features that will turn the platform into a lead-feeding machine. Everything from leveraging buyer personas to tracking changes in buyer intent and building hyper-targeted lists – be prepa...2023-10-0319 min
Closing Time: quick insights from sales & marketing expertsA B2B Seller's Path to Becoming a Trusted Advisor (and Having Your Buyers Sell for You) -- with Hannah AjikawoWhen your solution makes it on the agenda of your prospect’s weekly meeting, you’ve got a good chance of closing that deal. But how can you get your solution or service considered at that level? In this episode of Closing Time, Hannah Ajikawo, CEO of Revenue Funnel, talks through the pre-work you’ll need to do with your prospect and the questions to ask to become a trusted advisor. Learn how to ‘be in the room without being in the room’ with your prospect and their team using Hannah’s tips to plant seeds that le...2023-09-2613 min
Closing Time: quick insights from sales & marketing expertsThe New Sales Funnel Optimized for Revenue, Not MQLs or SQLs -- with Chris WalkerIf you're currently using a one-size-fits-all sales funnel (that ignores buyer intent or pipeline source) and is focused on top-of-funnel metrics like MQLs... it's time to rethink your strategy. The 'old' sales funnel, originally coined as the Demand Waterfall by SiriusDecisions in the early 2000s and then later revamped in 2012, fails to acknowledge that all MQLs and SQLs are not created equally. As a result, it can lead to misallocation of marketing budgets and misalignment within your sales and marketing teams. That's why Chris Walker and his team at Refine Labs propose a new Go-To-Market...2023-09-1917 min
Closing Time: quick insights from sales & marketing expertsModernizing Your GTM Strategy: Demand Creation vs. Demand Capture -- with Chris WalkerDemand capture vs. Demand creation – two of the most important areas of focus for today's marketers. Demand creation (aka demand generation) is about driving awareness and interest in a product or service, while demand capture focuses on attracting and converting the roughly 5% of your target market actively looking for a solution. Familiar marketing frameworks – like the Predictable Revenue and Demand Waterfall – that once laid the groundwork for thousands of B2B SaaS company's go-to-market strategies, are now outdated and doing more harm than good. Why? Because B2B buyers are much different in 2023 than they were in...2023-09-1217 min
Closing Time: quick insights from sales & marketing expertsBouncing Back After the Death of Marketing Attribution -- with SparkToro's Rand Fishkin“What are we getting for our ad spend?” This question is getting even more difficult to answer since the death of marketing attribution as we know it is looming. GDPR and CPAA have killed third-party cookies, and almost all privacy laws are getting even more strict. Will it be a return to the metrics of impressions, views, and engagement? In this episode of Closing Time, Rand Fishkin, CEO of SparkToro, talks about what marketers need to do to prepare their teams and board rooms for a reporting shift and how to surface metrics that contribute to a...2023-09-0517 min
Closing Time: quick insights from sales & marketing expertsOvercoming Dysfunction in a Consensus-driven Buying Environment -- with Lavendar's Jen AllenSales professionals – are you struggling to build consensus? Today’s B2B sales cycles are complex and include more decision-makers than ever before. According to recent data, 11.2 stakeholders take part in every deal. Unless you can convince the entire group of stakeholders to buy from you, there's no way the deal will close. But how can you receive a resounding “yes!” from all parties involved? In this episode of Closing Time, Jen Allen, CEO of Social Social and head of community growth at Lavender.ai, shares powerful tips for facilitating meetings, overcoming dysfunction, and building consensu...2023-08-3115 min
Closing Time: quick insights from sales & marketing expertsStanding out in Sales: How to Start Building Your Personal Brand on LinkedIn -- with Clari's Kyle Coleman“You’ve got to be posting on LinkedIn.” Depending on your target audience, this may or may not be true. In this episode of Closing Time, Insightly CMO Chip House meets with Kyle Coleman, SVP of Marketing at Clari, about how salespeople can start to build your personal brand on LinkedIn. They explore ways to determine content (based on your experience, expertise, or from industry leaders), the importance of writing in sales, and how you can use your posting efforts to help you crystallize your thoughts to become a better communicator and seller. Watch the episod...2023-08-2916 min
Closing Time: quick insights from sales & marketing expertsHow to Get Your Sales Team to Adopt Video Selling -- with Vidyard's Tyler LessardVideo selling is on a steep growth curve, so why isn’t everyone on board? You can equip your salespeople with the hardware and software required and train them, but they still may not be comfortable with the process. In this episode of Closing Time, we welcome Tyler Lessard, VP of Marketing at Vidyard, author of the book The Visual Sale, and host of The Sales Feed podcast, to talk us through ways to get your sales team enthusiastically on board with video selling. Watch the episode on YouTube. Want to better align you...2023-08-2414 min
Closing Time: quick insights from sales & marketing expertsTurning Strangers into Prospects: LinkedIn Social Selling in 4 Steps -- with Mandy McEwenYou’ve worked on your personal branding on LinkedIn, and now you’re looking for tangible results. How do you go from reaching out to someone in your ICP to counting them as a customer? In this episode of Closing Time, we welcome Mandy McEwen, founder of Mod Girl Marketing, to talk you through her 4-step engage - connect - post - repeat process for LinkedIn social selling. She’ll share tips for using prospecting skills plus effective content to move relationships to the next level. Watch the episode on YouTube. Want to better...2023-08-2214 min
Closing Time: quick insights from sales & marketing expertsSales Objections: Using COI (Cost of Inaction) to Defeat Your Buyer's Status Quo -- with Jen AllenOn average, 40-60% of B2B sales opportunities are lost to the status quo objection. We’re not losing to competitors as frequently as we're losing to customer risk aversion – aka the customer’s gut feeling that regardless of how much "better" our solution may be, the road to "better" involves change, cost, and productivity losses. In this episode of Closing Time, Jen Allen, head of Community Growth at Lavender.ai and Co-Founder of Social Social, will help sellers overcome the status quo, create demand, and earn time with budget-conscious buyers. Watch the episode on YouTube...2023-08-1715 min
Closing Time: quick insights from sales & marketing expertsThe Sales-to-Marketing Career Shift: Why Ex-Salespeople Make Great Marketers -- with Clari's Kyle ColemanPeople used to believe that marketing was art and sales was science, but today’s professionals know both need a little art and science to get the job done. Kyle Coleman of Clari has first-hand experience and insights on making the sales to marketing career shift. He is a former salesperson who now leads a marketing team. Join Kyle in this episode of Closing Time, where he talks about the ways marketers can make small changes to their processes and approaches to better align with sales teams. Get both the right and left brains working to...2023-08-1516 min
Closing Time: quick insights from sales & marketing expertsHow to Use Video Throughout The B2B Sales Process -- with Vidyard's Tyler LessardVideo selling can be the secret weapon to propel your sales team to higher conversion rates. Think video selling is just about prospecting? Well, you’d be wrong. The attention-grabbing power of video can have impacts at all stages of the sales cycle – from the initial outreach to personalized demos and proposal walkthroughs. In this episode of Closing Time, we’re joined Tyler Lessard, VP of Marketing at Vidyard, author of The Visual Sale, and host of The Sales Feed podcast, as he explores video tactics in prospecting, communicating your value prop, reducing no-show rates, mini-d...2023-08-1015 min
Closing Time: quick insights from sales & marketing expertsDo Legacy CRMs Need a Reality Check? 4 Risks of Purchasing Legacy SystemsHow do you know if you’re buying old technology? Are legacy CRM systems focused on enterprises, leaving small and midsize businesses flapping in the wind? As organizations look to make a CRM purchase, it’s time to dig into what’s going on in the market’s biggest players and make an informed choice for what is the single source of truth for your business. In this episode of Closing Time, Chip welcomes Mike Topalovich, solutions architect and CRM consultant, to talk about what’s going on in the CRM market, how it has evolved ov...2023-08-0824 min
Closing Time: quick insights from sales & marketing expertsBuyer Enablement: Helping B2B Sellers Make the Consensus Sale -- with Luigi PrestinenziThere is a ton of noise in the buyer’s journey, and many buyers are struggling to navigate through it. Things get even more complex when more stakeholders are involved in the decision-making process. If your buyer remains overwhelmed, your deal may get stuck in the pipeline…for good. How can you help cut through the abundance of content and make sense of it all? In this episode of Closing Time, Chip is joined by sales coach and consultant Luigi Prestinenzi to talk through strategies for buyer enablement. Watch the episode on YouTube. 2023-08-0315 min
Closing Time: quick insights from sales & marketing expertsShopping for a CRM? Expert Advice for Choosing the Right CRM For YouFew software tools are as mission-critical as your CRM. Whether you're a startup, mid-market, or enterprise business, choosing the right CRM is easier said than done. With over 850 options currently available in the market, according to G2, it can be an overwhelming process. If you're upgrading your company from Excel spreadsheets or simply looking for a new CRM, you're not alone. In this episode of Closing Time, CRM consultant Vanessa Hunt will guide you through the selection process and help you find the best value and fit for your organization. Watch the episode on YouTube.2023-08-0117 min
Closing Time: quick insights from sales & marketing expertsWhy Sales Leaders Fail: The Full Business Picture and Why it Matters -- with Amy VolasSales leaders often enter a new company and start working on their team immediately. This is important, but they are missing the larger picture by just focusing on their team. It can result in the "sales against the world" mentality. The best sales leaders do the work early and often to understand how the entire business works before implementing their playbooks. We'll talk about what sales leaders can do and the pitfalls to avoid in this episode of Closing Time with Amy Volas, CEO of Avenue Talent Partners. Watch the episode on YouTube. 2023-07-2715 min
Closing Time: quick insights from sales & marketing expertsEarly Stage Startup? 11 Startup Marketing Initiatives to Help You Grow Faster -- with Anna FurmanovCan you package up the marketing needs of early stage companies into 11 key initiatives? Yes, you can if you are the ‘Marie Kondo’ of startup marketing. Join this episode of Closing Time with Anna Furmanov, host of the Modern Startup Marketing podcast, as she details these 11 marketing essentials that startups need right out of the gate to help them grow faster. She calls it MaaS - Marketing as a System, but we call it brilliant! Watch the episode on YouTube. Want to better align your go-to-market teams? Get a free demo of Insightly's modern...2023-07-2516 min
Closing Time: quick insights from sales & marketing expertsWhy Typical Sales Presentations Don't Work (& What Will) -- with Todd CaponiWhy do most sales presentations fail? Because the traditional presentation choreography, used by so many organizations around the world for many years, runs opposite to how our brains engage and decide. They polarize rather than build consensus. In this episode of Closing Time, Todd Caponi will explore why the traditional presentation choreography doesn't work, how to make a better sales presentation, and how to use story-based selling to better choreograph your presentations to compel your audience to buy. (hint: it involves reality makeover TV). Watch the episode on YouTube. Want to be...2023-07-2013 min
Closing Time: quick insights from sales & marketing expertsBest Practices for Creating and Maintaining a Winning Sales Territory Plan -- with Sales Assembly's Brad RosenAs a sales leader, whether you're new to the field or experienced, managing and redistributing sales territories can be a challenging task. There are numerous factors to consider–industries, geography, ideal customer profile, and deal size–and it's not a one-time process. If your team operates remotely, it could be even more complex. So, how do you begin? How frequently should you reevaluate and redistribute territories? Is it fair for the best reps to get the best books? In this episode of Closing Time, Dave Osborne from Insightly and Brad Rosen from Sales Asse...2023-07-1817 min
Closing Time: quick insights from sales & marketing expertsWhy Personal Branding is Important in Sales -- with Jay BaerDo your sales team members have personal brands? There are a lot of salespeople trying to convince prospective customers to buy. And in many cases, working with a salesperson you know, like, and trust can tip the scales in their favor. So how are you – as a sales leader - coaching this? In this episode of Closing Time, join sales and marketing expert Jay Baer as he shares how sales reps can incorporate their personal brand into their go-to-market approach to generate more pipeline, get more referrals, and sign more deals. Watch the episode on Yo...2023-07-1310 min
Closing Time: quick insights from sales & marketing experts3-Step Playbook to Drive Revenue with Account-Based Experience (ABX) -- with Corrina OwensAs brands move towards efficient growth, aligning the sales and marketing teams on an account-based marketing strategy is a logical move. Most SaaS companies either already have a plan in place or are considering adopting an ABM program to drive revenue. But more and more are considering a new strategy focusing on the entire customer journey (sales, marketing, AND customer support). It's called Account-Based Experience (ABX). In this episode of Closing Time, Insightly CMO Chip House welcomes Corrina Owens, former head of ABM at Gong, a revenue intelligence platform. Corinna compares AMB and...2023-07-1119 min
Closing Time: quick insights from sales & marketing expertsHow to Meet & Exceed Your Sales Quota in 2023: The Sales Success Calculator -- with Luigi PrestinenziSalespeople often operate like independent contractors in their organizations. It's a career for the self-reliant and self-motivated. You know when your pipeline is healthy and when it’s anemic… but have you ever quantified your personal efforts that drive your pipe? In this episode of Closing Time, Dave talks with Luigi Prestinenzi, sales coach and host of the Skalable Growth podcast, about his Sales Success Calculator and why it should be a part of any rep’s toolbox. Watch the episode on YouTube. Want to better align your go-to-market teams? Get a free...2023-07-0615 min
Closing Time: quick insights from sales & marketing expertsThe Sales Hiring Scorecard: a Secret Tool for Job Seekers and Hiring Managers -- with Amy VolasSalespeople churn is almost 3x more than any other job role. With turnover at an all-time high, there has to be a better way to make hiring decisions and improve your hiring hit rate. And there is. Enter the hiring scorecard for your sales team. Amy Volas, strategic advisor and owner of Avenue Talent Partners, breaks down why a sales-specific hiring scorecard works, what it is, what metrics to track, how to collaborate with HR, and how to use it to keep your A-team together. Watch the episode on YouTube. Want to better a...2023-07-0412 min
Closing Time: quick insights from sales & marketing expertsHow to Convert B2B Referral Leads into Wins -- with Sam McKennaLead referrals should be treated like gold, and too often in sales, our peers fall flat. The most important pillar to remember when receiving a referral is that you're teaching the person that referred you whether or not you're worthy of future referrals, and it all rests in how you handle the first one. In this episode of Closing Time, Sam McKenna of #samsales Consulting will explore the best ways to handle referred leads through increased urgency, personalization, gratitude, and follow-up – to show you’re worthy of future referrals and build your lead referral machine. Watch the episo...2023-06-2913 min
Closing Time: quick insights from sales & marketing expertsImprove Your Sales Cadences and KPIs: 5 Key Findings From 570 Million Sales Interactions -- with Salesloft's Derek GrantIf you’re looking to better engage prospects, coach your team to success and close more deals, you’re in the right place. In this episode of Closing Time, Insightly CMO Chip House meets with Derek Grant of Salesloft to share a newly released research study that explores call and email data benchmarks by role (SDR, AE, and CSM). The study tracks more than 570 million interactions across 20 sectors over a year. See the 5 major takeaways, learn how to implement improvements, and measure how your team is stacking up. Watch the episode on YouTube. Get yo...2023-06-2727 min
Closing Time: quick insights from sales & marketing expertsDeep Dive into the Evolving Role of Chief Revenue Officer (CRO) -- with G2's Mike WeirMore and more, companies are adding a new title to their C-Suites: Chief Revenue Officer. It was once often linked to tech or high-growth companies, but its popularity is spreading to all types of organizations. On paper, a CRO creates synergy between sales and marketing teams that is needed to scale quickly and sustainably. The CRO may also oversee the revenue stack, which is becoming a significant investment as the number of options grows. But where do the lines get drawn between sales, marketing, and revenue? Do they work side by side, or are the...2023-06-2213 min
Closing Time: quick insights from sales & marketing expertsSalespeople: Crush Your Next SaaS Demo With These Tips -- with Chris OrlobThe demo call is pivotal. You've identified pain points during discovery. Your buyer is interested. They've agreed to another call. You can either solidify the deal or destroy it. In this episode of Closing Time, Insightly CSO Dave Osborne is joined by Chris Orlob (formerly of Gong, now with Quota Signal and pclub.io) to discuss how salespeople and their leaders can set SaaS demo calls up for success. During his tenure at Gong, Chris helped grow the company from $200K to $200M+ in revenue. After listening to countless demo calls and analyzing data, Chris shares his...2023-06-2022 min
Closing Time: quick insights from sales & marketing expertsThe Secret to Reducing Sales Turnover: Your Hiring & Onboarding ProcessesLosing team members in any position is tough. But losing salespeople? Way more common than you think. According to a Harvard Business Review study, the annual turnover for U.S. salespeople runs as high as 27% – 2x the rate of the U.S. workforce – and that was taken in 2017. More recent data from SiriusDecisions shows that almost half (45 percent) of B2B sales organizations have average turnover rates above 30 percent. So, how can sales leaders avoid churn in a highly competitive industry? It begins with their hiring practices and onboarding processes. In this episode of Closing Time...2023-06-1514 min
Closing Time: quick insights from sales & marketing expertsGrowth at all Costs is Over: How SEO Factors into Sustainable Growth -- with Demandwell's Mitch CauseyThe days of ‘growth at all costs’ appear to be over as firms move towards efficient and sustainable growth models. This seems to pave the way for justification of your SEO budget…planting seeds for a slow yet methodical rise in SERP. As brands look to balance demand gen with lead gen, how can the whole GTM support SEO efforts? In this episode of Closing Time, we’re joined by Mitch Causey of Demandwell, an SEO growth platform, to talk through striking the balance between organic and paid efforts. Watch the episode on YouTube. Want to...2023-06-1313 minClosing Time: quick insights from sales & marketing experts5 Simple Steps to Grow Your Business with Word-of-Mouth MarketingEveryone in sales knows that word-of-mouth marketing is the best way to grow your business and improve your close rate. Then why are companies still spending millions on advertising instead of turning their customers into volunteer marketers? It's because they're selling a boring and expected product or service. In order to have your customers advertise for you, you need to give them something to talk about. That means creating something unexpected and different. In this episode of Closing Time, marketing and CX expert Jay Baer goes beyond the mundane to share five Talk Triggers that...2023-06-0815 minClosing Time: quick insights from sales & marketing expertsSwitch up the Game Plan: Tips for Winning Over the B2B Buying CommitteeIn the world of sports, we expect a new game plan every week depending on the opposing team's strengths and weaknesses. So why do we run the same plays for every prospect? In this episode, sales consultant Kim Cram talks with Insightly CSO Dave Osborne about how sales leaders can coach up their teams to change the plan on the fly for better outcomes. They'll share the four questions every seller should answer when working with prospects: Who are they? What matters to them? What pains/problems do they have? What is the impact of those pain...2023-06-0611 minClosing Time: quick insights from sales & marketing experts3x Your Outbound Email Response Rate with CRM + Sales Engagement -- with Salesloft's Albert RheeIs your outbound email response rate falling short? Are you struggling to meet your sales quota because of it? Adopting a Sales Engagement tool like Salesloft and optimizing it to work in tandem with your CRM could be your answer. In this episode of Closing Time, we've brought in sales engagement expert and director of product marketing at Salesloft, Albert Rhee, to share the secrets to switching up your inbound and outbound cadences to elicit MORE responses from prospects, utilize all channels, and progress deals more quickly. The icing on the cake? He's bringing the data from...2023-06-0116 minClosing Time: quick insights from sales & marketing expertsMastering the Art of ABM: Tips for Running a Successful Account-Based Marketing ProgramRunning a successful account-based marketing program can be challenging. Whether your organization is just starting out, has a few campaigns under its belt, or is an ABM pro, there are almost certainly ways to improve your processes and results. In this episode of Closing Time, we welcome Meredith Fuller of Quarry to talk through the various stages of ABM, how go-to-market teams need to align to properly execute ABM, and how to encourage sales support and collaboration. Want to better align your go-to-market teams? Get a free demo of Insightly's modern, s...2023-05-3017 minClosing Time: quick insights from sales & marketing expertsAdding Conversational Chatbot Marketing to Your B2B Marketing Mix -- with Drift's Katie FooteB2B buyers want personalized experiences, including instant access to the brands with which they do business. That's why the ideal response time from chatbots is 5 seconds. The quicker the response, the higher the satisfaction. But personalized experiences don’t end with marketing either – they must extend through the sales process. In this episode of Closing Time, Insightly CMO Chip House and Drift CMO Katie Foote discuss ways to enhance your digital customer experience through conversational marketing and utilizing chatbots to boost pipeline and revenue. Watch the episode on YouTube. Want to better align...2023-05-2513 minClosing Time: quick insights from sales & marketing expertsWho is Your Ideal Customer? Defining ICP and Aligning Go-To-Market Teams Around It -- with Sales Assembly's Brad RosenAll of your go-to-market teams need to buy into your ICP in order to rally around it – but doing so is easier said than done. To start, you need to define who your ideal customer is. Then, you need to closely monitor the metrics to ensure your ICP is still relevant 6, 9, and 12 months down the road. This can be especially challenging for high-growth companies who are looking to go upmarket. In this episode of Closing Time, Insightly’s Chip House is joined by Brad Rosen of Sales Assembly to talk through developing and aligning around an ICP that...2023-05-2315 minClosing Time: quick insights from sales & marketing expertsHow to Get (and Keep) a Job as VP of Sales -- with Amy VolasBecoming a first-time VP of Sales is not for the faint of heart – the successful track record, tip-top resume, nailing the interview process. But as soon as you land that VP title, the hard work has only just begun. In our latest episode of Closing Time, we speak with Amy Volas, owner of the Executive Search Firm, Avenue Talent Partners, about the biggest struggles VPs of sales and sales executives face throughout their interview process, the first 90 days, and how to keep the title. Watch the episode on YouTube. First 90 Days book: https://hbr.o...2023-05-1815 minClosing Time: quick insights from sales & marketing expertsUsing a Sales Activity Calculator to Optimize Outbound Selling Time -- with Kim CramMore sales activity = more meetings? Maybe, if you have the right strategy. When it comes to a B2B seller's daily activities, there is a mathematical angle, but sales leaders need to explore their team's outbound strategy as well. In this episode of Closing Time, sales consultant Kim Cram talks with Insightly CSO Dave Osborne about how sales leaders can leverage a sales activity calculator and coach their teams to optimize outbound selling time and book more meetings. Watch the episode on YouTube. Want to better align your go-to-market teams? Get a...2023-05-1612 minClosing Time: quick insights from sales & marketing expertsRallying the Troops: Leading Remote Sales Teams During Challenging Times -- with G2's Mike WeirYour team is spread across the country, and the forecasts are looking a bit anemic. Is it the economy, our industry, or just bad timing? Regardless, it’s time for leaders to step up and create an environment that attacks, supports, and retains remote sales teams. Join Mike Weir, CRO of G2 and former sales leader at LinkedIn, as he shares his insights into effectively using off-site team meetups to keep remote teams engaged. What’s the right mix of information vs. team bonding to maximize your time together, whether in person or online? How do we keep...2023-05-1114 minClosing Time: quick insights from sales & marketing expertsCold Calling Tips: Use this Script to Quickly Build Trust and Book More Meetings -- with ConnectAndSell CEO, Chris BeallHow long do sellers have to gain trust during a cold call? 7 seconds. Whether you’re using intent data or slightly warm leads, the first few seconds of that first outreach are the most important. But it's oftentimes where sellers miss the mark, by either pushing their product or failing to build trust and spark the prospect's curiosity. In this episode of Closing Time, Chris Beall, CEO of ConnectAndSell, shares an outbound cold calling script that helps sellers create productive conversations quickly and increase their chances of booking a meeting in less than 30 seconds. Watch th...2023-05-0915 minClosing Time: quick insights from sales & marketing expertsSales Zoom Etiquette: 4 Simple Ways to Build Rapport Online -- with Ravi RajaniSellers: how are you creating connections, building trust, and cementing rapport without feeling inauthentic in a virtual first world? The goal is to provide your prospects and customers with a unique experience online or via Zoom that captures their attention and makes you memorable for weeks after your call has ended. The million-dollar question is…how? The secret lies in being intentional in the way you communicate so you can win every relationship, even if you don’t win the deal. Join Ravi Rajani, a podcaster, speaker, and communication expert, in the latest episode of Closi...2023-05-0416 minClosing Time: quick insights from sales & marketing expertsHow to Power Your SEO with AI – Proven Strategies to Save Time and MoneyAI services like ChatGPT and Bard are already impacting how marketing professionals generate content for SEO (search engine optimization). But most experts agree that high-performance content cannot be achieved simply by clicking a button. The human touch is necessary to be successful. In this episode of Closing Time, we’re joined by Mitch Causey of Demandwell, an SEO growth platform, where he’ll share his team’s tactics for leveraging AI to shorten the time it takes to produce quality content that not only ranks in Google but that your team can still be proud of. Wa...2023-05-0211 minClosing Time: quick insights from sales & marketing expertsGenerate More Sales Through Your CRM Using "Show Me You Know Me" -- with Sam McKennaHow you personalize your sales outreach can make or break your sales process. Show Me You Know Me (#SMYKM) is a concept that runs through every single part of your sales process, from the first email the buyer receives – to the 1,000th touchpoint you've had in a long-term client's engagement. In this episode of Closing Time, we interview sales expert Sam McKenna and discuss some of the key components of success with SMYKM and how to capitalize on the data in your CRM to personalize your sales and run effective sales campaign processes. Watch the epi...2023-04-2712 minClosing Time: quick insights from sales & marketing expertsTop 5 Tips to Tailor Your Sales Demo to the Discovery -- with Kim CramIt’s easy for salespeople to get into a rut and deliver the same sales demo every time. Today’s buyers won’t have it…they’ll watch a recording at their leisure if that’s what they want. You’ve got to use that discovery call to its fullest potential and customize the experience to make the most of your prospect’s time. In this episode of Closing Time, sales consultant Kim Cram talks with Insightly CSO Dave Osborne about how to be disciplined in the demo and use discovery details to make it impactful. Watch the episode on Y...2023-04-2512 minClosing Time: quick insights from sales & marketing expertsGender Gap in Sales: Why Women Close More Deals Than Men -- with Amy VolasNot only should women have a seat at the table in sales and sales leadership, but your company is actually suffering without them. How much? Well, according to a study from Gong, women close 11% more deals than men. Yet, here we are in 2023, and the gender gap still exists. In this episode of Closing Time, Amy Volas, strategic advisor and owner of Avenue Talent Partners, breaks down the gender gap in sales and what we can do to bridge it. Watch the episode on YouTube. Want to better align your go-to-market te...2023-04-2012 minClosing Time: quick insights from sales & marketing expertsThe 4 Keys to Successful Sales Proposals -- with PandaDoc's Keith RabkinWhat’s in between a ‘yes’ and a signed deal? It’s the proposal. The proposal is an opportunity to cement the deal or possibly lead it astray, so it’s crucial to get it right. In this episode of Closing Time, Insightly’s Chip House is joined by Keith Rabkin, CRO at PandaDoc. With more than 50,000 customers, the team at PandaDoc has some insights into what works – and what doesn’t – when it comes to proposals. Keith and Chip talk through the 4 keys to successful proposals (timing, format, customer focus, and analytics) that are proven to better engage custo...2023-04-1815 minClosing Time: quick insights from sales & marketing expertsHow To Navigate the Increasingly Complex B2B Buyer's Journey -- with Todd Caponi80% of a B2B buyer's time is spent researching products and evaluating options independently, and only 20% is spent meeting with a sales rep. As information sharing becomes more readily available for buyers, will the salesperson's job eventually become obsolete? In 2015, Forrester predicted that 1 million B2B sales jobs would be eliminated by 2020 because of buyers’ easy access to information. But it never happened. In fact, the opposite happened: B2B sales roles actually grew. In this episode of Closing Time, Todd Caponi joins us to explore the future of B2B sales, why it’...2023-04-1314 minClosing Time: quick insights from sales & marketing expertsUsing Digital Marketing to Launch an Account-Based Marketing (ABM) Strategy -- with John ShortAccount-based marketing (ABM) can be a more efficient way to drive higher-value deals, reduce lead lifecycle, and increase revenue for B2B businesses. The catch? Successful ABM strategies require complete alignment and support from your sales and marketing teams - and experienced go-to-market leaders know just how challenging that alignment part can be. John Short, CEO of Compound Growth Marketing, joins Chip House in this episode of Closing Time to talk about how your digital marketing team can power your ABM campaign, with the first and most important step being sales and marketing integration. With...2023-04-1115 minClosing Time: quick insights from sales & marketing expertsSales Objection Handling: 8 Responses to the "I'm Not Interested" ObjectionYou’re interrupting your prospect’s day. You have 10 seconds on a cold call to pique their interest and provide some sort of value before they inevitably say, “I’m not interested.” What is your response? According to Charlotte Lloyd, sales consultant and outbound sales guru, there are quite a few options available to you to not only respond but continue the conversation productively and increase your chances of landing that meeting. Turn your outbound around with these eight responses to overcome the dreaded "I'm not interested" objection. Watch the full episode on YouTube. W...2023-04-0418 minClosing Time: quick insights from sales & marketing expertsConversational Selling: How To Use Chatbot Marketing to Drive Sales Leads -- with Drift's Katie FooteChat leads inherently have high intent. This person is on your website and wants to engage with your team - amazing! Do you know how to best align your sales and marketing teams to get the most out of prospect chats? Join Insightly CMO Chip House and Drift CMO Katie Foote for this episode of Closing Time as they talk through effective ways to thoughtfully route chat leads to maximize their potential. Want to stock your bookshelf on us? Enter the giveaway to win a $100 Amazon gift card to purchase books au...2023-03-3013 minClosing Time: quick insights from sales & marketing expertsHow Go-To-Market Teams Can Use ChatGPT to Save time and Resources -- with Gene MarksYou’ve heard about ChatGPT in the news and online, but how exactly does it benefit Go-to-Market professionals? In this episode of Closing Time, columnist, author, and host of the Paychex Thrive business podcast Gene Marks joins Insightly’s Chip House on Closing Time to go over five areas where you can start using ChatGPT today to save on resources and time. Actionable tips for salespeople, marketers, and customer success professionals are included. Watch the episode on YouTube. Want to stock your bookshelf on us? Enter the giveaway to win a $100 Amazon g...2023-03-2114 minClosing Time: quick insights from sales & marketing experts7 Types of Go-to-Market & How to Choose the Right One -- with Sangram VajreHow do you make a go-to-market plan? Which motion and strategy do you choose? Which is best for your business? If you've asked yourself any of those questions, then this is the Closing Time episode for you. Join Insightly CMO Chip House as he interviews Sangram Vajre, CEO of GTM Partners on the 7 types of go-to-market. They’ll review the growth lever associated with each and who is responsible for execution. Whether you’re inbound-led, channel-led, or product-led, you’ll find key descriptions and teams associated with your chosen go-to-market strategy(s). Watch the episode on YouTube. ...2023-02-2814 min