Explorez tous les épisodes du podcast Closing Time: quick insights from sales & marketing experts

Most marketers understand the basics of attribution. First touch. Last touch. Maybe even multi-touch. But here’s the thing: there are seven different attribution models—and each one tells a slightly different story about what’s driving your conversions.

Larry Todd, who leads the team at LeadsRx by Unbounce, has spent years helping marketers figure this out. He’s seen firsthand how attribution can transform decision-making—and how the wrong model can skew results. In this Closing Time episode, Larry will break down the 7 types of marketing attribution models, explain how they work, their pitfalls, and when to use them.

Get a demo of LeadsRx's multi-touch attribution software today: https://bit.ly/4dziJv2

Watch the episode on YouTube.

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Connect With: 

• Larry Todd: LinkedIn //  LeadsRx

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

All sales leaders want to make good sales hires. But what defines “good?”

In this week’s episode of Closing Time, Kevin Gaither, CEO of InsideSalesExpert.com, reflects on a tough moment in his career—laying off more than 50 sales reps—and how it shaped his approach to hiring B2B sales reps.

He’s identified 6 essential traits that predict long-term success in sales. Join Kevin and host Val Riley in this episode to not only learn what those traits are, but also get real interview questions you can use to identify them in your next hire.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Kevin Gaither: LinkedIn // Get Kevin's interview guide

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Inbound and referral leads can fuel growth in B2B—but when your team masters outbound sales, results can skyrocket. But is outbound still possible in a post-pandemic world?

This week on Closing Time, Marcus Chan says absolutely. As a sales coach who’s led teams of 100+ and generated $70M in weekly pipeline, Marcus knows what it takes. We’ll dig into the outbound mindset, plus the training and leadership strategies that turn “cold into sold."

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Marcus Chan: LinkedIn // Venli Consulting

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Working in sales leadership at a bootstrapped company is much different than a PE or venture-backed company. Bootstrapped means “unfunded”—built using the founder’s own resources and revenue from the business, not outside capital.

This week on Closing Time, Louie Bernstein shares the real pros and cons of leading sales in this environment—from the scrappy creativity it demands to the resource limitations you’ll face. We’ll break down what to expect, how it compares to funded companies, and how to decide if a bootstrapped role is the right next move for your career.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Louie Bernstein: LinkedIn 

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

When you think of influencers on social media, Instagram and TikTok likely come to mind. But big growth is happening with influencer marketing on LinkedIn—the new 'global watercooler' for B2B brands.

In fact, influencer marketing is now considered 'essential spend,' showing exponential growth as more B2B companies embrace it.

In this episode of Closing Time, meet Aneesh Lal, head of Wishly, the #1 LinkedIn creator agency. He explains why LinkedIn influencer marketing is thriving in 2025, how to identify the right creators, structure partnerships, price deals, and measure impact.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Aneesh Lal: LinkedIn // The Wishly Group

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

LinkedIn video is an untapped goldmine for executives and go-to-market leaders looking to build trust, amplify brand reach, and engage customers, teams, and prospects. While text and photos have their place, video is where true thought leadership and authenticity shine.

In this episode of Closing Time, Val Riley welcomes Devin Reed, CEO of The Reeder and LinkedIn content expert, to share how leaders can harness video to drive business impact and strengthen company reputation. From strategy to execution, Devin shares practical tips to help leaders show up authentically—and effectively—on LinkedIn.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Devin Reed: LinkedIn // The Reeder

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Do you speak CFO? It’s a skill every marketer needs to master—fast. There’s often a gap between marketers who want to invest in brand (because they know it works) and CFOs who need to see clear metrics tied to that spend. Drawing that line isn’t always easy, but this week’s guest on Closing Time is here to help. Patrick Cumming of KlientBoost shares five practical tips to help marketers justify brand spend and communicate its value using the metrics and language CFOs care about most.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Patrick Cumming: LinkedIn // KlientBoost

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Did you know that up to 72% of a salesperson’s time is spent on admin tasks instead of selling? You’ve heard a lot of ideas about how AI will disrupt the sales profession—but what about the real, practical ways it can actually help your team sell more?

In this episode of Closing Time, Val sits down with Gaurav Bhattacharya, CEO of Jeeva.ai, to break down how AI can help flip that stat in your favor. Gaurav shares real-world examples of how AI can move your reps away from manual busywork and get them back to what they do best: closing deals.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Gaurav Bhattacharya: LinkedIn // Jeeva.ai

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Time kills deals. We all know it. Yet, in 2025, slow-moving pipelines and endless sales cycles are more common than ever. Buyers have more power, more options, and more reasons to delay decisions.

But what if you could flip that dynamic and move deals forward faster? Nick Cegelski, founder of 30 Minutes to President’s Club and author of Cold Calling Sucks, has mastered this art. He shared seven practical ways—from securing same-day next steps to holding pre-discovery calls with stakeholders—sellers can speed things up, accelerate pipeline velocity, and close more business.

Nick’s team at 30MPC also co-authored The Ultimate Guide to Managing Your Pipeline. Download your copy to keep your pipeline hygiene on point — and turn a cleaner, stronger pipeline into more closed deals: https://www.insightly.com/30mpc/

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Nick Cegelski: LinkedIn // 30 Minutes to President's Club 

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Gen Z sales reps are entering the workforce fast—and sales leaders need to be ready. By 2030, the U.S. Bureau of Labor Statistics projects that Gen Z will make up 30% of the U.S. workforce. If you’re not managing a Gen Z seller yet, it’s only a matter of time.

In this episode of Closing Time, we sit down with Tony Morando, Chief Sales Officer at World Emblem. Tony has climbed the sales ranks over two decades and now leads a multigenerational team spanning the U.S., Canada, and Mexico. He shares what he’s learned about onboarding, mentoring, and retaining Gen Z sales reps—plus tips for creating a team culture where every generation can thrive.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Tony Morando: LinkedIn // World Emblem

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

The North American economy is uncertain, so what should your agency be doing to stay profitable and keep growing? In this episode of Closing Time, we sit down with Jon Morris, founder of Fiscal Advocate, a firm that helps marketing agencies make smarter financial decisions through real planning—not just bookkeeping.

Jon shares the offensive and defensive strategies every agency should be using to navigate today’s unpredictable market. From identifying what’s really stalling growth to maximizing cash flow and investing wisely, this conversation is packed with insights to help agency owners weather the storm and come out stronger on the other side.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jon Morris: LinkedIn // Fiscal Advocate

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Email fatigue is real—and it’s hitting B2B marketers hard in 2025. With inboxes flooded by AI-generated outreach, outdated content, and automation overload, it’s no wonder open rates are tanking. So what can you do to stand out and stay relevant?

In this episode of Closing Time, we’re joined by Jack Kosakowski, CEO of Creation Agency (U.S.), who shares 7 practical tips to revive your marketing email nurture strategy. From smarter segmentation to more tactical content and tech stack hacks, this episode is packed with actionable ideas to help you build emails people actually want to open. Your email list is a competitive advantage—if you treat it like one.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jack Kosakowski: LinkedIn // Creation Agency

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Do you know the scroll rate or the engagement rate on your landing pages and website? Google does, and they are using those metrics to determine how you show up in search results.

In this episode of Closing Time, Jennifer Denney of Elevated Marketing Solutions talks about the key metrics on your website and landing pages, and how improving them can lead to an improved user experience, lower cost-per-click, and more visibility in search.

Plus, she unpacks Google’s latest update and what it really means for marketers trying to get more from their paid media campaigns.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jennifer Denney: LinkedIn // Elevated Marketing Solutions

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

Product-led growth thrives when customers can explore, try, and succeed—without ever needing to talk to sales. But designing that seamless, self-serve experience? That’s the hard part.

In this episode of Closing Time, Geoff Coutts sits down with Dave Boyce, Executive Chair and EVP of Product at Winning by Design, to explore how AI is transforming the PLG motion. From AI-guided demos and onboarding to post-sale copilots and intelligent product recommendations, they discuss how AI can fill in the gaps where human support once lived.

Dave also shares why the “self-service happy path” is essential for any PLG strategy—and what product leaders need to build before layering in AI. If you’re looking to scale more efficiently and put more power in your users’ hands, this one’s for you.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Dave Boyce: LinkedIn // Winning by Design 

• Geoff Coutts: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

How do you know if LinkedIn is really influencing your pipeline? Val Riley sits down with Deivis Rupslaukis, founder of DERU Digital, to explore practical ways to track LinkedIn ad impact—from adding “How did you hear about us?” to your forms, to manually cross-referencing CRM data, to using attribution tools like LeadsRx.

Plus, Deivis shares a clever workaround for LinkedIn’s lack of impression capping—and why showing your ads to the same accounts might be tanking your results. If you're spending time and budget on LinkedIn, this episode is for you.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Deivis Rupslaukis: LinkedIn // DERU Digital, B2B paid media agency 

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website 

What really drives a customer to click, convert, and come back?

This week on Closing Time, we’re joined by Jon MacDonald—founder of The Good and author of Behind the Click—to explore the psychology behind every stage of the customer journey.

From mental shortcuts to mobile optimization, Jon breaks down the five key phases and shares what smart marketers do to reduce friction, build trust, and drive action. He also weighs in on Google’s latest update and what it means for your landing pages—especially if you're still sending ad traffic to a generic site.

If you're not tailoring your funnel to match your buyer’s expectations, this episode is your wake-up call.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jon MacDonald: LinkedIn // The Good // Behind the Click

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website 

Do your customer success managers assist customers? Yes. But do they also handle renewals? Upsells? Expansion? Cross-sell? If it feels like every company writes its own script for this role, you are correct. In this week’s episode of Closing Time, host Geoff Coutts welcomes Kristi Faltorusso, Chief Customer Officer at ClientSuccess, to chat through the evolving role of customer success. Kristi shares her experience in leading customer success teams with a wide range of revenue responsibilities. She talks through the differing skill sets needed and what factors weigh in on the differing structures of CS teams.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Kristi Faltorusso: LinkedIn // Client Success 

• Geoff Coutts: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

You saw the LinkedIn beef between Apollo.io and Seamless.ai—but did you catch that LinkedIn shut them both down? Media platforms hold the power, and if you want to keep playing the game, you’ve got to play by the rules.

In this episode of Closing Time, we’re joined by Tim Davidson, founder of B2B Rizz, to unpack the risks of trying to game the LinkedIn algorithm. From automation flags to fake engagement tactics, Tim shares where people go wrong—and why authenticity is the long game that actually works.

If you're serious about growing your B2B presence on LinkedIn without getting burned, this episode is for you.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Tim Davidson: LinkedIn // B2B Rizz 

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website 

AI is transforming sales—but not everyone’s doing it right. In this episode of Closing Time, Nick Caruso, CRO at KnowledgeNet.ai, joins us to break down the smart (and not-so-smart) ways sales teams are using AI today. From AI SDRs and real-time lead research to bots talking to bots, Nick shares how to skip the gimmicks and use AI in B2B sales to drive real outcomes—not just activity.

Whether you're playing catch-up or looking to level up, this is your shortcut to getting AI right in your B2B sales process.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Nick Caruso: LinkedIn // KnowledgeNet.ai 

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website 

Pipeline looking thin? Sitting back and hoping for inbound leads won’t cut it—not in today’s market. Top-performing reps know that building a predictable pipeline means getting smart about outbound.

In this episode of Closing Time, Geoff Coutts sits down with Jed Mahrle, founder of PracticalProspecting.io, to break down seven buying signals that help reps reach the right prospects at the right time. Outbound will always be tough—but with Jed’s playbook, you’ll be miles ahead of anyone still doing it the old way.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jed Mahrle: LinkedIn // Practical Prospecting 

• Geoff Coutts: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Think cold calls and cold emails are your only shot at generating pipeline on a tight budget? Think again. In this episode of Closing Time, Chris Merrill, CEO of Better Media (the folks behind Sell Better & Market Better), shares tactical, low-cost strategies that go way beyond the inbox or the dialer.

From live events and webinars to podcasting and building niche communities, Chris unpacks creative ways to drive demand—without draining your budget or your team. Whether you're a lean team, a startup, or just looking for smarter ways to generate pipeline, this episode is packed with ideas you can start testing right away.

Watch the episode on YouTube. 

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Chris Merrill: LinkedIn // Sell Better

• Geoff Coutts: LinkedIn 

• Insightly's Website // Unbounce's Website 

Hot off the Google press...if your landing page content doesn’t match your ad AND if it doesn't have navigation, your ad might not even get served (no matter how much you’re willing to pay). Google is officially emphasizing the importance of relevant content and easy-to-navigate landing pages. 

In this episode of Closing Time, landing page expert and founder of The Scroll Lab, Tas Bober, breaks down what Google’s latest update means for marketers. She dives into why B2B and B2C landing pages should be structured differently, how to optimize landing pages for consumption before conversion, and how to incorporate navigation to satisfy Google's new ad policy. If you run paid campaigns, you don’t want to miss this one.

Watch the episode on YouTube.

Dive deeper into the Unbounce Conversion Benchmark Report: https://bit.ly/41xwo1N

More info on Google's ad updates: https://bit.ly/4bYOFcY

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Tas Bober: LinkedIn // The Scroll Lab

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website 

If you think influencers are just for B2C marketing, think again. B2B buyers are still people—and people trust people more than ads. Enter B2B influencers.

In this episode of Closing Time, Robyn Nissim, founder of Social Proof Agency, breaks down why 2025 is the year of the B2B influencer. She shares how to find the right creators, structure partnerships for long-term impact, and measure success beyond vanity metrics. Whether you’re looking to build awareness or drive conversions, this conversation will change the way you think about influencer marketing in B2B.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Robyn Nissim: LinkedIn // Social Proof Agency

• Val Riley: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Are you truly connected to your customers? Too many marketers think they know their buyers—but can you name seven of your customers by first and last name? If not, you might be suffering from disconnected marketing.

In this episode of Closing Time, host Val Riley sits down with Casey Cheshire, Chief Evangelist at Ringmaster Conversational Marketing, to discuss why go-to-market needs to become connect-to-market. Casey points to three areas where you should be making better connections with your audiences: Partnerships, Community, and Podcasting.

Stop assuming what your customers want. Instead, connect with them and ask. Learn how in this episode.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Casey Cheshire: LinkedIn // Ringmaster  

• Val Riley: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

It’s cold season—cold calling, that is. And while we’re at it, let’s toss in cold emails too. If you’re a sales rep waiting around for inbound leads to magically appear, you’re leaving money on the table. It's time to prioritize cold outreach in 2025.

“But no one answers the phone anymore!”—hogwash! Meet Troy Munson, CEO of Dimmo and proud cold-caller. In this episode of Closing Time, he breaks down how cold calling actually works in a post-pandemic, remote-first world—if you’ve got the right tools and mindset. Plus, he shares cold email and social selling strategies to help you cut through the noise and book more meetings.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Troy Munson: LinkedIn // Dimmo 

• Geoff Coutts: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Hiring a Chief Marketing Officer (CMO) is a big commitment—especially for growing companies that may not have the budget for a full-time executive. That’s where fractional CMOs come in.

A fractional CMO provides high-level marketing leadership without the full-time price tag. But how do you find the right fit for your business?

Andrew Dod, an experienced SaaS marketing leader and fractional CMO, shares what companies should consider before making this hire.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Andrew Dod: LinkedIn // qmarq 

• Val Riley: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

A 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 president's club seller. Nick provides practical (daily) tips to help your sales org stay on top of pipeline hygiene—and win more deals because of it.

Download your copy of the Insightly x 30mpc guide: https://www.insightly.com/30mpc/

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Nick Cegelski: LinkedIn // 30 Minutes to President's Club 

• Geoff Coutts: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Hiring your first marketing agency? Get prepared now.

In this episode of Closing Time, we break down everything you need to know before making the leap—like when it’s the right time to bring on outside help, how to choose between full-service or boutique agencies, and the key questions you should ask during the selection process.

What’s the tipping point for outsourcing? How can you ensure the agency’s communication style aligns with your team? And most importantly, how will you measure their impact?

Get all the answers (and more) with expert advice from Brianna Doe, founder of Verbatim and host of the Stop the Scroll podcast.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Brianna Doe: LinkedIn // Verbatim agency 

• Val Riley: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Discounting in B2B sales is one of the quickest ways to erode trust and credibility—so why does it happen so often?

In this episode of Closing Time, John Barrows, CEO of JB Sales Training and author of I Want to Be in Sales When I Grow Up, breaks down why proactive discounts often do more harm than good, how they devalue your offering, and why they signal to buyers that your pricing isn’t credible.

John also shares actionable strategies for keeping deals moving without relying on discounts, from leveraging creativity and flexibility to building value during discovery. Plus, he unpacks how to handle the infamous “procurement wildcard” and what every rep needs to know about their company’s pricing strategy to close deals confidently.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• John Barrows: Instagram // LinkedIn // John's Sales Training & Resources 

• Val Riley: LinkedIn 

• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Still waving a whiteboard in desperation on your sales videos? Or kicking off with a screen share in your intro? Let’s leave those habits in 2024.

Chris Bogue, sales coach and author of The Complete Guide to Selling on Video, believes video is a goldmine for storytelling and connection—if done right. In this episode of Closing Time, Chris shares actionable tips for mastering video prospecting in 2025 using lessons from his side hustle: improv comedy.

Learn how to take what you’re given, present your point of view with confidence, and use your prospect’s values and goals to create videos that don’t just stand out—they convert.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Chris Bogue: LinkedIn // Download the The Complete Guide to Selling on Video 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Pricing a SaaS offering is probably the hardest issue most leadership teams will tackle. In this episode of Closing Time, we sit down with Bill Wilson, founder and CEO of Pace Pricing, a B2B SaaS pricing consultancy.

Bill brings his expertise to unpack the complexities of SaaS pricing, from determining who within an organization should own pricing decisions to common mistakes companies make—and how to avoid them. Bill also dives into actionable strategies for creating a pricing page that resonates with your audience, builds trust, and drives conversions.

Plus, he explores how to leverage a freemium model to fuel product-led growth, including the critical role of delivering value quickly and efficiently.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Bill Wilson: LinkedIn // Pace Pricing website // Pricing page scorecard

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

No matter your industry, media isn’t optional—it’s essential to your go-to-market strategy. Think launching a B2B podcast is enough to check the media box? Think again.

In this episode of Closing Time, Ben Shapiro, founder of I Hear Everything, explains why businesses need to think bigger. Discover how to use media as a strategic channel—just like email or events—and learn how to repurpose a single piece of content across multiple platforms to drive ROI and real value. Don’t miss these actionable insights for leveling up your marketing game.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Ben Shapiro: LinkedIn // I Hear Everything // MarTech Podcast

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Few decisions shape your business quite like choosing a CRM. That’s why you need a solid CRM buying guide to steer you clear of the pitfalls.

Meet Jason Kramer, Founder and CEO of Cultivize, a CRM consultancy. In this episode of Closing Time, Jason shares the must-ask questions to ensure your CRM fits your needs today—and scales with you tomorrow. Plus, he reveals why a top-down commitment is the secret to avoiding common implementation traps and driving lasting success. 

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jason Kramer: LinkedIn // Cultivize Website

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Is fractional sales leadership right for you? In this episode of Closing Time, LinkedIn Top Voice and fractional sales leader Louie Bernstein shares what it takes to succeed in this unique role.

Louie covers the essentials, from finding clients to setting contract terms and pricing engagements. Plus, he dives into the highs and challenges of the job to help you decide if it’s the best next step for your career.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Louie Bernstein: LinkedIn 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

With so many sales frameworks to choose from, it’s easy to get lost in the rules and lose sight of what makes each approach effective.

We met Sales Coach Jeff Bajorek in a recent episode of Closing Time, where he walked us through the highs and lows of various sales methodologies like the MEDDICC sales methodology, Miller-Heiman strategic selling, Sandler sales methodology, and the Challenger sales method.

Jeff is back to help you tailor these methods to fit your unique selling style, navigate leadership decisions on methodology adoption, and know when to break the mold for better results. He’ll also share some common threads and discuss his trademarked Sell Like You™ and Rethink How You Sell™ approaches.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jeff Bajorek: LinkedIn 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Challenger vs. Sandler vs. Miller-Heiman vs. MEDDICC. How do you choose a sales methodology?

In this episode of Closing Time, we welcome Sales Coach Jeff Bajorek as he walks us through the what, why, and when of the top sales methodologies on the market. Whether you are a new sales leader searching for the right program or a salesperson wanting to get a bit of knowledge of what’s out there, this episode is for you.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jeff Bajorek: LinkedIn 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Today’s most successful agencies know that real growth comes from putting the customer at the center of every strategy. But shifting to a truly customer-centric approach means rethinking traditional marketing tactics and rallying entire teams around a shared vision.

In this episode of Closing Time, Tony Mohr, former CEO of strategic marketing agency Quarry and now Managing Director of Marketing Services at Marketbridge, shares insights on navigating the challenges for modern agency marketers, standing out in a crowded digital space, and building team alignment around a positive brand experience. 

From practical advice on transforming your brand to actionable strategies for boosting customer loyalty, this conversation is packed with valuable takeaways for agency leaders and marketers looking to fuel growth in 2025.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Tony Mohr: LinkedIn // Marketbridge

• Melinda Prescher: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

The stigma is gone when it comes to sales enablement. Once the red-headed stepchild, sales enablement has grown into a key part of a successful go-to-market program.

Join Danny Wasserman of Databricks in this episode of Closing Time as he talks about all things enablement - from answering the question ‘What is sales enablement’ to the tech stack, paths to an enablement career, and metrics that your enablement team should own.

We’ll also delve into when a team is ripe for an enablement leader and how leadership buy-in is key to making this function work for your organization.

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 love. 

Connect With: 

• Danny Wasserman: LinkedIn // Databricks

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Mergers and acquisitions are seemingly everywhere. The latest Deal Barometer forecasts that the 2024 US corporate M&A deal volume will increase by 20%, and US private equity M&A deal volume will be up by 16%.

What does that mean for sales leaders managing teams through the process? How do you keep selling business as usual when there’s nothing usual about the business?

In this episode of Closing Time, meet Pete Briggs, Sales Director at Epassi, who has led teams through the rollercoaster of M&A. He shares his tips for sales leaders on navigating this complex & chaotic process.

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 love. 

Connect With: 

• Pete Briggs: LinkedIn // Epassi

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Successful 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 serve their customers. Tune in for valuable insights on how to maximize your own CRM investment through effective adoption and customization strategies.

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: 

• Anastasia Dorsheimer: LinkedIn // Buffalo Computer Graphics

• Melinda Prescher: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

When marketers get marketing attribution right, it opens up a whole new world to them in terms of finding efficiency with spending. However, the complexities of a multi-channel marketing team often lead to marketing attribution only showing a small piece of the puzzle.

In this episode of Closing Time, meet Larry Todd of LeadsRx, a marketing attribution company. Larry will talk through the power of cross-channel attribution (also called full-funnel attribution) and will give you the trends to look for in 2025.

Watch the episode on YouTube.

Ready to convert every marketing touch into revenue? Get a demo of LeadsRx's multi-touch attribution software today. 

Shopping for a new CRM? Get a demo or start a free trial of Insightly's modern CRM that teams love. 

Connect With: 

• Larry Todd: LinkedIn //  LeadsRx

• Alex Nazarevich: LinkedIn //  Unbounce's Website

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

You know you’ve arrived as a sales professional when you have repeatable business as an enterprise seller. Large deal sizes and a 7-figure W2…you’ve arrived.

How can you start your career off on the right foot to end up a successful enterprise seller? Is sales leadership your end goal?

In this episode of Closing Time, meet Craig Surgey, head of sales at Comtrade 360 and co-host of the Struggle Bubble podcast. He’s sharing his insights and the ways the sales career path has changed over time…and remained the same. If you’ve got enterprise dreams, this is the episode for you.

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 love. 

Connect With: 

• Craig Surgey: LinkedIn //  Struggle Bubble podcast

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

There’s nothing funny about sales…or is EVERYTHING funny about sales? That’s the question for this week’s Closing Time guest, Tom Boston.

The daily trials and tribulations of the modern seller are happening in offices and homes across the world every day. As a former Brand Awareness leader for SalesLoft, Tom created a safe, fun place for salespeople to relate to each other and find camaraderie in a profession that can often feel lonely and full of rejection.

In this episode of Closing Time, Tom shares his journey from SDR to Chief Funny Guy, offering insights into humor in B2B sales and some tips and tricks on standing out with personal branding. We were lucky enough to catch him on the cusp of his next professional venture. Come have a laugh with us!

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 love. 

Connect With: 

• Tom Boston: LinkedIn //  YouTube // Twitter // Instagram // My Sales Coach

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Simple copy wins now more than ever. That’s what data from Unbounce, the global leader in landing page creation and optimization software, showed in the newly released 2024 Conversion Benchmark Report.

Analyzing proprietary Unbounce data from over 57 million conversions across multiple industries, the report found a 2x conversion rate with simple copy and some eye-opening results on mobile vs. desktop.

In this episode of Closing Time, Alex Nazarevich, VP of Growth Marketing at Unbounce, shares key insights from the report. This is also your chance to get acquainted with Alex, who will be hosting future episodes of Closing Time!

Watch the episode on YouTube.

Want to dive deeper into the data? Get access to the 2024 Conversion Benchmark Report today. 

Shopping for a new CRM? Get a demo or start a free trial of Insightly's modern CRM that teams love. 

Connect With: 

• Alex Nazarevich: LinkedIn //  Unbounce's Website

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Getting 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 customer relationships.

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 love. 

Connect With: 

• Stijn Hendrikse: LinkedIn //  T2D3

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

You’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.

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 love. 

Connect With: 

• Sean Piket LinkedIn //  RevXsell

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

B2B 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. 

From carving out time to roleplay and working in bursts to reflecting on your wins and preparing for tomorrow, these commandments are forged from real-world experience and proven strategies. Kevin encourages sellers to try them out for 30 days and see the difference in their sales performance.

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 love. 

Connect With: 

• Kevin "KD" Dorsey: LinkedIn //  Kevin's Sales Training

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Many 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 space. Steve shares his insights on reaching this market, effective strategies for sales reps handling mid-sized deals, and an exciting preview of what the recent merger means for customers of both companies.

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 love. 

Connect With: 

• Steve Oriola: LinkedIn

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

You 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 on YouTube.

Shopping for a new CRM? Get a demo or start a free trial of Insightly's modern CRM that teams love. 

Connect With: 

• Morgan Ingram: LinkedIn // AMP // Commish Newsletter

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

It'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 leaders.

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 love. 

Connect With: 

• Jordan Benjamin: LinkedIn // Peak Performance Selling podcast 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube