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 

It’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.

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

Connect With: 

• Meg Peterson: LinkedIn // On Deck Leadership

• Dave Osborne: LinkedIn

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

Your RevOps team is the key to launching and maintaining a high growth trajectory for your business.

In this episode of Closing Time, Dave Osborne is joined by Eddie Reynolds, a RevOps consultant and CEO of Union Square Consulting, to hear about a model Eddie developed while working with high-growth businesses. Dave and Eddie will talk through sales ops, marketing ops, and RevOps. Then, they’ll break down the five aspects of the model and talk about how each step can be accomplished by your team. Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Eddie Reynolds: LinkedIn 

• Dave Osborne: LinkedIn

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

The B2B sales compensation market shifts quickly – how are you keeping up in 2023?

In this episode of Closing Time, we’ve invited Amy Volas, strategic advisor and owner of Avenue Talent Partners, to break down what's driving the sales compensation market, risks to be aware of, and the importance of a strong sales hiring process. Why do A-players leave? Find out! 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Amy Volas: LinkedIn 

• Dave Osborne: LinkedIn

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

You’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 gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Gene Marks: LinkedIn

• Chip House: Twitter // LinkedIn

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

Looking to supercharge your outbound sales strategy in 2023? Most sales leaders use LinkedIn Sales Navigator to fuel their outbound sales process. But, as we have learned, very few have mastered it.

In this episode of Closing Time, LinkedIn Ambassador Sam McKenna, does a deep dive into LinkedIn Sales Navigator to showcase how users are underutilizing the tool and highlight features and tips most sales leaders are ignoring. Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Sam McKenna: Website // Twitter // LinkedIn

• Val Riley: LinkedIn

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

Are MQLs dead? Marketers have relied on generating Marketing Qualified Leads (MQLs) for years, using them as a critical metric to measure success. But treating all MQLs the same is a mistake. 

John Short, CEO of Compound Growth Media, joins Chip House in this episode of Closing Time to talk about the paid media strategies that drive MQLs. He’ll also talk through how the source of your MQLs results from the level of intent and how bucketing them differently is the key to conversions. 

Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• John Short: LinkedIn

• Chip House: Twitter // LinkedIn

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

Buyers – especially in B2B – learn about products and services in various ways. As social media platforms like TikTok continue to gain popularity, it becomes increasingly difficult for marketers to track web traffic and social engagement with traditional analytics tools.

Enter the phenomenon of dark social – something that is guaranteed to impact your brand. Author and CEO of Zen Media, Shama Hyder, will break it all down for you in this episode of Closing Time. She's answering the obvious questions: What is dark social? How does it affect companies? How can I leverage it? Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Shama Hyder: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

Happy Women's History Month! Female salespeople are statistically proven to have better outcomes (e.g. more wins) than their male colleagues, and yet the profession is still male-dominated. 

In this episode of Closing Time, sales leader Charlotte Lloyd dives into this phenomenon, looking at what attracts and repels women from the profession and how women salespeople can find the right businesses to use their talents and succeed. Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Charlotte Lloyd: LinkedIn

• Val Riley: LinkedIn

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

No one wants to receive a “check-in.” In fact, it might be the worst follow-up email to send (or receive). No value. No update. No bueno.

Instead of the same tired cadence, the most effective salespeople use content marketing resources – blogs, articles, reports, podcasts, videos, and more – to generate interest, capture demand, and close more deals. 

In this episode of Closing Time, Jay Baer discusses the latest tips and trends in content marketing so that every email, call, and text you send also makes your prospective customers better, smarter, and more ready to buy. Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Jay Baer: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

How 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. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Sangram Varje: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

To connect with your prospects and convert them into paying customers, one of the most powerful stories you can share during the sales process to accelerate trust is a customer success story.

In this episode of Closing Time, podcaster, speaker, and storytelling expert Ravi Rajani shares his "ACORN" checklist for crafting a compelling sales success story. Several key ingredients go into crafting a high-converting customer success story. Unlock Ravi’s ACORN checklist to take you and your team’s storytelling to the next level. Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Ravi Rajani: LinkedIn

• Val Riley: LinkedIn

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

To 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.

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: 

• Anthony Kennada: LinkedIn // AudiencePlus website

• Val Riley: LinkedIn 

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

Having trouble forecasting 1-2 quarters out? Feeling reactive rather than proactive? Hold out hope for big deals to save the quarter? You're not alone.

In this episode of Closing Time, Sangram Vajre, CEO of GTM Partners, shares the results of a recent survey of 250 go-to-market leaders in sales, marketing, and customer service. He'll cover the top 5 go-to-market challenges and how you can enable your GTM team to overcome them in 2023. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Sangram Varje: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

The prospect has the budget. They have the authority. They have the need. But timing? “Sorry, we’ll have to push this project for six months.”

Overcoming this lack of urgency is tough – but not impossible, and Closing Time has got you covered. You’ve got to help them recognize the negative consequences of their current state.

In this episode, we hear from Doug Landis, former Chief Storyteller and VP of Sales Productivity & Enablement at Box, on his game-changing tips to overcome a prospect’s lack of urgency. You’ll learn the skills to get your prospects to articulate why the status quo isn’t working and is costly. You’ll do this through connection, credibility, and empathy. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Doug Landis: LinkedIn

• Chip House: Twitter // LinkedIn

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

60% of well-qualified deals will end in no decision due to the fear of change or choice paralysis. Why? Salespeople fail to turn sales discovery calls into actual business conversations.

Doug Landis, former Chief Storyteller and VP of Sales Productivity & Enablement at Box, joins us for this episode of Closing Time to review the steps to building a real business conversation before the call. He'll also share tips for perfectly executing the discovery call and how to help buyers overcome status quo bias. FYI: This requires homework.

This proven process will get you past the “why change” question and set you up for success in the next discussion – the “why now.” Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Doug Landis: LinkedIn

• Chip House: Twitter // LinkedIn

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

Does the traditional sales negotiation process almost feels like a hostage situation? We build trust and form a relationship, then when the customer says "yes," the gloves come off. As a sales leader, we know you’ve been there.

In this episode of Closing Time, sales expert Todd Caponi will provide simple techniques to improve your sales negotiation skills, build trust, and create a better overall sales experience. The result? You’ll discount less and make all of your deals more predictable. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Todd Caponi: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

Building an SDR or BDR program from scratch can be daunting. What metrics can help you determine if the time is right to start an SDR program? Do you have the right size team, deal size, and sales cycle to justify it? How will your tech stack need to change? Do you need to hire SDRs with experience or recruit from different industries? What’s the best way to begin?

In this episode of Closing Time, sales expert Sam McKenna answers all those questions and more to ensure you're prepared to launch a successful SDR/BDR program in your organization. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Sam McKenna: Website // Twitter // LinkedIn

• Val Riley: LinkedIn

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

How is your sales team’s relationship with the marketing department? According to the latest research - it’s probably not great. In fact, 87% of the words marketers and salespeople use to refer to one another are negative (good luck reaching the quota in that environment). But it doesn't have to be that way.

In this episode of Closing Time, Jay Baer shows how smart organizations are building that bridge through unified CRM systems, aligned success metrics, KPIs, and proactive mechanisms to build relationships and eliminate surprises. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Jay Baer: Instagram // Twitter // LinkedIn

• Dave Osborne: LinkedIn

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

To retain, grow and inspire your sales team, your culture is everything. But how do you motivate a sales team that stays, performs, and advocates in the Great Resignation era? Sales expert Todd Caponi would argue it has to do with maximizing intrinsic inspiration.

In this episode of Closing Time, we'll discuss the six categories of sales motivation and inspiration (also referred to as the PRAISE model), along with easily actionable ideas to help you maximize them in any sales environment. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Todd Caponi: Instagram // Twitter // LinkedIn

• Val Riley: LinkedIn

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

Sales and marketing professionals – it's time to optimize your LinkedIn profile. With over 830 million users and 4/5 of them being decision-makers, it's more important than ever to utilize LinkedIn to its fullest potential.

In this episode of Closing Time, LinkedIn expert Sam McKenna dives into a few of the latest components of LinkedIn profile optimization, the logic and structure of the Linkedin algorithm, and even a few things that might be limiting your success on LinkedIn. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Sam McKenna: Website // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

How can aligning go-to-market teams help to elevate and deliver a fantastic customer experience? Research shows that aligned sales and marketing teams produce 400% higher average annual growth rates than teams that aren't aligned.

In this episode of Closing Time, Jay Baer explains the philosophy of "Youtility" and the importance of building relationships and creating value that "transcends the transaction." He also provides actionable tips for B2B go-to-market teams to help them achieve alignment and enhance the customer experience.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. Watch the episode on YouTube.

Connect With: 

• Jay Baer: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

The sales tech stack continues to grow and become more powerful. But is that a good thing? Or is it getting in the way of viewing the world through the eyes of the buyer?

In this episode of Closing Time, Todd Caponi will use sales history as a guide to optimize our tech stack decisions, talk about building a winning tech stack that’s right for your team, and restore the sales profession to its once-admired roots. Watch the episode on YouTube. 

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Todd Caponi: Instagram // Twitter // LinkedIn

• Val Riley: LinkedIn

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

Sales 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 a positive mindset.

This episode underscores the profound impact of treating customers with kindness and the immense value of small, thoughtful actions in driving business success.

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: 

• Neil Rogers: LinkedIn // Website

• Dave Osborne: LinkedIn

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

It happens every day in every SaaS sales department: Motivated prospect. Pricing finalized. Contract sent. And yet? Silence.

Boom! Ghosted!

But when prospects go dark, how you handle the following steps could mean the difference between signature and silence. In this episode of Closing Time, Sam McKenna, CEO at #samsales Consulting, LinkedIn Ambassador, and Sales Expert, talks about how to capitalize on being ghosted when booking inbound and outbound meetings and how to avoid being ghosted after your proposal has been sent. Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Sam McKenna: Website // Twitter // LinkedIn

• Val Riley: LinkedIn

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

What is clinical empathy, and how can it help sales professionals increase win rates, improve pipeline efficiency, and remove friction in the buying process? Clinical empathy refers to the ability to feel (and understand) the buyer’s experience. In this episode of Closing Time, Todd Caponi, author of The Transparency Sales, will help us explore the science of buyer empathy and immediately apply these learnings to improve sales processes, outcomes, and the entire buying experience. It’s clinical empathy for the buying brain! Watch the episode on YouTube.

Want to stock your bookshelf on us?

Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 

Connect With: 

• Todd Caponi: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

Welcome to the Closing Time podcast! Closing Time is a video and podcast series focused on tips for go-to-market leaders in the fields of sales, marketing, customer success, and more. Each week, we interview industry professionals and hear their thoughts on how sales and marketing professionals can improve their processes and see real outcomes fast. Get a feel for the podcast in this trailer and see if it's right for you. If it is, great! We're excited to have you onboard. Join us every Tuesday for new episodes! 

Sales 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-in for brand spending? Allyson and her team at TrustRadius have your back. Download the full report: https://bit.ly/3XAOPT2

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: 

• Allyson Havener: LinkedIn // TrustRadius

• Val Riley: LinkedIn 

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

Still 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 your outreach truly stand out in a sea of same.

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: 

• Sam McKenna: Website // Twitter // LinkedIn

• Val Riley: LinkedIn 

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

Ready 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 need for skilled truck drivers.

Jerome, an Insightly customer since 2012, dives deep into the value that Insightly CRM + AppConnect has brought to his business. He'll reveal the top reasons why Insightly has become the engine driving his success and how it can help your company shift into high gear too!

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: 

• American Truck Training: Website // Jermone's LinkedIn

• Melinda Prescher: LinkedIn 

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

Sure, 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 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: 

• Jason Bay: LinkedIn // Outbound Squad 

• Dave Osborne: LinkedIn

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

Small 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?

Learn what small adjustments you can make today to yield big results in the future.

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: 

• Sahil Patel: LinkedIn // Website 

• Chip House: Twitter // LinkedIn

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

Quality 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 love. 

Connect With: 

• Krysten Conner: LinkedIn // Website 

• Chip House: Twitter // 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 

If 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.

Neil shares how Insightly CRM, paired with integrations via Insightly AppConnect, has automated administrative tasks and member communication, allowing them to focus on what's at the core of their business—advocacy for their members.

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: 

• UK Screen Alliance: Website // Neil LinkedIn 

• Melinda Prescher: LinkedIn 

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

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: 

• Eric Christopher: Zylo's Website // SaaS Management Index Report // LinkedIn

• Chip House: Twitter // LinkedIn

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

Since 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 sales methodology—one that feels less salesy and more intentional. So grab a cup of coffee (or bubbly) and tune in as we bid farewell to the era of cold calling.

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: 

• Sam McKenna: Website // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

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

How 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 of Insightly's modern CRM that teams love. 

Connect With: 

• Simon Severino: LinkedIn // Strategy Sprints

• Val Riley: LinkedIn 

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

Is 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 implementation, smooth onboarding, and reclaiming valuable time to prioritize delivering exceptional customer experiences.

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: 

• Moduflex: Megan Thomas // Rich Blunden // Moduflex's Site

• Melinda Prescher: LinkedIn 

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

If 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.

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: 

• Sangram Varje: Instagram // Twitter // LinkedIn 

• Val Riley: LinkedIn 

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

If 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: 

• Kimberly Collins: LinkedIn // #samsales Consulting // Get the playbook 

• Chip House: Twitter // LinkedIn

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

If 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 to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM.

Connect With: 

• Jess Cook: LinkedIn // Island's Website

• Val Riley: LinkedIn 

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

Running 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.

Want to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM.

Connect With: 

• Frank Gray lll: LinkedIn // NeuLine Health

• Melinda Prescher: LinkedIn 

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

In 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.

Want to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM.

Connect With: 

• Doug Landis: LinkedIn

• Dave Osborne: 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 

Sales 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 contributor to the podcast Winning the Challenger Sale.

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: 

• Geoff Hendricks: LinkedIn // Challenger's Website

• Val Riley: LinkedIn 

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

Imagine 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 guru Ann Handley in this episode of Closing Time as she guides us through the nuances of crafting email and web copy that captivates. She also shares insights on how to personalize at scale, transforming how we connect with our audience.

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: 

• Ann Handley: LinkedIn // Ann's Website // Marketing Profs

• Val Riley: LinkedIn 

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

B2B 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.

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: 

• Josh Fedie: LinkedIn // SalesReach.io 

• Chip House: Twitter // LinkedIn

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

The 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 to better align your go-to-market teams? Get a free demo of Insightly's modern, scalable CRM.

Connect With: 

• Ross Simmonds: LinkedIn // Foundation Marketing

• Chip House: Twitter // LinkedIn

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