Sales

Plus, he shares cold email and social selling strategies to help you cut through the noise and book more meetings.

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 breaks down insights from Insightly’s guide, The Ultimate Guide to Managing Your Pipeline, and provides practical (daily) tips to help your sales org stay […]

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. Whether you’re a sales leader or an individual contributor, this episode is packed with tips to help you build stronger relationships, maintain your credibility, and align with your buyers’ […]

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.

Plus, he explores how to leverage a freemium model to fuel product-led growth, including the critical role of delivering value quickly and efficiently. Whether you’re rethinking your pricing model or refining your pricing page, this episode is packed with insights to help you get SaaS pricing right—and avoid the pitfalls that hold companies back.

He’ll also share some common threads and discuss his trademarked Sell Like You™ and Rethink How You Sell™ approaches.

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.

Drawing from firsthand experience in the ed-tech space, Pete outlines key strategies for keeping teams aligned, motivated, and focused during times of major organizational change.

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.  Come have a laugh with us!

T2D3 may sound like a lofty goal, but Stijn breaks down the foundational six growth pillars from his book that have helped SaaS startups scale beyond MVP and PMF to T2D3 status and beyond. 

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 daily sales success.

Steve shares his insights on how to best sell to mid-sized businesses, effective strategies for sales reps handling these deals (vs. SMB and Enterprise), and an exciting preview of what the future holds for both Insightly and Unbounce products. 

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.

Tune in to learn how to successfully navigate your new position and make a lasting impact.

Tune in to learn how to cut through the noise and make your outreach truly stand out in a sea of same.

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 in B2B.

The team at #samsales Consulting built a killer Sequence Playbook for email writing–from the first outreach through to the potential breakup–and Kimberly is here to share some highlights with us.

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.

Dale Harrison, a B2B marketing strategist, joins Closing Time to explain the difference between a buyer’s perception of “value” vs. “risk-adjusted value,” and why today’s buyers suffer from FOFU (Fear of F***ing Up). Wondering how you can help buyers overcome that fear? Find out how in this episode.

The question isn’t if AI will impact us, but how we’ll harness its power to become even more effective in generating revenue and building client relationships.

Get ready to change your whole perspective on every salesperson’s least favorite task…cold calling!

In this episode of Closing Time, Bob London helps leaders empower their reps to ask disruptive questions and provides three examples that go beyond the cliche, “What keeps you up at night.” He also provides a colorful acronym ($TFU) as a friendly reminder to embrace silence, allow the customer to speak, and listen intently. 

In this episode of Closing Time, Insightly CMO Chip House is joined by Revenue Funnel CEO Hannah Ajikawo to discuss four ways to increase ACV in your business: increasing the price, selling the solution, extending contract length, and enhancing the value. 

There are dozens of moving parts and tight deadlines. So, how can you nail your next launch and make the process suck a little less? Karthik joins Closing Time to guide listeners through an effective launch process where key stakeholders from different teams work towards one common goal: Smoothly launching the best product possible that […]

What is the best cold call opener, how should you talk about pricing, and is it OK to swear now and then? You learn all this and more, along with the data to prove it, in this episode of Closing Time!

Justin also explores how sales and marketing teams can collaborate to identify ideal targets and how sales reps can leverage this knowledge to maximize their opportunities. Ready to level up your prospect research? Join Justin and Chip in this episode of Closing Time!

Everything from leveraging buyer personas to tracking changes in buyer intent and building hyper-targeted lists – be prepared to level up your prospecting game with these tips.

In this episode of Closing Time, Jen Allen shares powerful tips for facilitating group meetings, overcoming dysfunction, handling objections, and, ultimately, making the consensus sale like a pro. 

Trust is the currency of modern B2B selling, and becoming a trusted advisor in the eyes of your buyers is the ultimate gateway to long-term partnerships, enhanced credibility, and sales success. Find out how in this episode of Closing Time!

Luigi’s not just presenting a calculator, he’s sharing a framework that encourages sales professionals to use their time wisely, focusing on tasks that truly lead to desired outcomes. It emphasizes the importance of efficiency and effectiveness in managing one’s time, as every salesperson faces the same constraint: 24 hours in a day. The goal is […]

That’s why Chris Walker and his team at Refine Labs propose a new Go-To-Market (GTM) framework – one that focuses on accounts rather than leads, employs multiple funnels based on aggregated buying intent, and measures marketing success using metrics directly tied to revenue. Join Chris and Chip in this episode of Closing Time to re-architect […]

In this episode of Closing Time, Sam McKenna, CEO of #samsales Consulting, will explore the best ways to handle B2B referral leads – with increased urgency, personalization, gratitude, and follow-up – to show you’re worthy of future referrals and build your lead referral machine.

But where do the lines between sales, marketing, and revenue get drawn? Do they work side by side, or are there hierarchies? In this episode of Closing Time, Mike Weir, CRO of G2, takes us through his career journey, how the role of Chief Revenue Officer has evolved, what his team looks like at G2, […]

So, how can sales leaders avoid churn in a highly competitive industry? It begins with their hiring practices and onboarding processes. In this episode of Closing Time, Amy Volas discusses the sales candidate experience, the different levers you can pull for compensation, the secrets to onboarding remote employees, and how to ensure a high acceptance […]

Tyler Lessard joins Closing Time to discuss proven ways to get your sales team confident and enthusiastically on board with video selling.

By adopting Mandy’s framework, you can turn your LinkedIn presence into a powerful tool for sales engagement. Consistency, strategic planning, and a focus on value-driven interactions will pave the way for successful connections and meaningful relationships. Find out how in this episode. 

Tyler Lessard joins Closing Time to provide insights on video-based strategies for prospecting, conveying value propositions, mitigating no-show rates, delivering short demos, and facilitating smooth handoffs to customer success. This episode is particularly beneficial for outbound reps, account executives, and customer success managers seeking to enhance their performance in these areas.

By making small changes and adjustments – such as listening to sales calls, documenting processes, and prioritizing project management – marketers can begin to slowly bridge the gap between these two departments. It’s time to get both the right and left brains working together; you’ll be a ‘whole brain’ marketer with these tips.

In this episode of Closing Time, Chip welcomes Mike Topalovich, solutions and CRM architect, to talk about what’s going on in the CRM market, how it has evolved over time, and what risks and requirements businesses must consider before purchasing a legacy system.

The answer is called Buyer Enablement. What is buyer enablement, why is it important, and how can sellers master it? In this episode of Closing Time, Chip is joined by Luigi Prestinenzi to talk through buyer enablement strategies that are proven to help B2B sellers make the consensus sale.

The icing on the cake? He’s bringing the data from Salesloft’s Data Science team along with him to back the claims. If you’re looking for quick and actionable tips to improve outbound email response rates, buckle your seat belts and open your notepad.

In this episode of Closing Time, CRM consultant Vanessa Hunt will guide you through the CRM selection process, explain why legacy CRMs like Salesforce aren’t for everyone, share the common mistakes she sees companies make, and help you find the best value and fit for your organization.

In this episode of Closing Time, Dave Osborne from Insightly and Brad Rosen from Sales Assembly discuss effective strategies for creating and maintaining a sales territory plan that is equitable and sets your sales team up for success. 

What’s the right mix of information vs. team bonding to maximize your time together, whether in person or online? How do we keep salespeople thriving in times of uncertainty? How does the approach differ with entry-level SDRs/BDRs vs. seasoned enterprise AEs? Join Mike Weir, CRO of G2 and former sales leader at LinkedIn, as he […]

See the top 5 key findings from Salesloft’s 2023 Revenue Team Benchmark Report, learn how to implement these best practices throughout your sales org, improve sales cadences, and measure how your team is stacking up so you can ensure you’re tracking the right KPIs.

As a sales leader, it is your responsibility to contribute towards bridging the gender gap in sales. Embracing gender diversity can help create a more inclusive, innovative, and prosperous sales industry, ultimately benefiting everyone involved. In this episode of Closing Time, Amy Volas breaks down the gender gap in sales and provides valuable insights for […]

In this episode of Closing Time, Todd Caponi explores the future of B2B sales, why it’s growing, and how sales teams should navigate the increasingly complex B2B buying journey.

During his tenure at Gong, Chris helped grow the company from $200K to $200M+ in revenue. After listening to countless demo calls and analyzing data, Chris shares his top SaaS demo best practices to keep buyers engaged, avoid confusion, and increase the chances of catalyzing a decision after the SaaS demo. 

In this episode of Closing Time, Amy Volas provides insights into the sales compensation market, highlighting key factors driving it. She also emphasizes the significance of a robust sales hiring process and the potential risks that sales leaders should consider when building out comp plans.

Most sales leaders use LinkedIn Sales Navigator to fuel their outbound sales process – but very few have mastered it. In this episode of Closing Time, LinkedIn Ambassador and CEO of #samsales Consulting, Sam McKenna, does a deep dive into LinkedIn Sales Navigator to showcase how users are underutilizing the tool and highlight features and […]

They’ll share the four questions every seller should answer when working with prospects: Who are they? What matters to them? What pains/problems do they have? What is the impact of those pain points?

It’s time to ditch your one-size-fits-all approach to selling and embrace a more tailored and flexible sales process that meets the unique needs and preferences of each buyer.

In this episode of Closing Time, Kim Cram talks with Insightly CSO Dave Osborne about how sales leaders can leverage a sales activity calculator and coach their teams to optimize outbound selling time and book more meetings.

Join Ravi Rajani in this episode of Closing Time to discover four simple virtual selling tips to establish rapport without appearing pushy or artificial. You will learn how to purposefully utilize your Zoom background, demonstrate your interest in potential clients, and use storytelling techniques to engage and connect with your virtual audience.

In Part 1 of Doug’s sales objection handling, you learned how to get past the “why change” question. In this episode (Part 2), you’ll learn how to get prospects to articulate the “why now,” (e.g. why the status quo isn’t working and is costly). You’ll do this through connection, credibility, and empathy.

This proven process will get you past the “why change” question (Part 1) and set you up for success in the subsequent Closing Time discussion (Part 2) – the “why now.”

Tune into this episode of Closing Time and level up your next demo call with Kim’s five sales demo tips – don’t just hit play, honor the buyer’s journey, dig into the discovery list, structure with care, and skip features that don’t resonate.

Keith and Chip talk through the 4 keys to successful sales proposals (timing, format, customer focus, and analytics) that are proven to better engage customers and increase close rates.

The six elements of the PRAISE model – Predictability, Recognition, Aim, Independence, Security, and Equitability – create incredible opportunities for organizations to make their workplaces more magnetic. Tune in to learn them all.

LinkedIn is the top social platform for business professionals and is a crucial lead-generation tool for many B2B salespeople and marketers today. Learn how to optimize your profile and leverage LinkedIn to build relationships, drive sales, and set yourself up for social selling success.

But when prospects go dark, how you handle the next steps could mean the difference between signature and silence.

Turn your outbound around with these eight responses for overcoming the dreaded “I’m not interested” objection.

Todd Caponi explores the science of empathy in sales and shares how B2B sellers can apply these learnings to win more deals.

In a time of economic uncertainty, B2B leaders face major go to market challenges that are putting their businesses at risk. Join Sangram Vagre to learn how to successfully overcome these challenges in this episode of Closing Time.

Join Insightly CMO Chip House and Sangram Vajre on this episode of Closing Time to learn Sangram’s 7 types of go-to-market (Inbound, Outbound, Product, Channel, Ecosystem, Community, and Event), and the growth lever and execution of each. 

Saleswomen are statistically proven to have better outcomes (e.g., more wins) than their male colleagues, yet the profession is still male-dominated. We’ll explore why this is and how we can change it in this episode of Closing Time.

Getting more revenue out of the revenue engine at a lower cost, thereby increasing the value of your company – that’s what RevOps is all about. Tune in to learn how you can get started.