Episódios
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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Free 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 it doesn’t have to be that way. Tune in to refine your trial strategy and use it to close more deals efficiently.
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:
• Salman Mohiuddin: LinkedIn // Salman Sales Academy
• Dave Osborne: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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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
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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
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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
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In 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 struggles with bloated legacy CRMs like Salesforce to the seamless integration of Insightly's enterprise CRM, Marketing, Service, and AppConnect tools, Chris provides a comprehensive look at how these solutions have streamlined his company's processes. He also shares the innovative ways his team uses dashboards and integrations to enhance efficiency and client satisfaction.
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:
• Kris Wasserman: LinkedIn
• Melinda Prescher: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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