From personalization and scaling to sales team participation and contact sourcing, you’ll learn practical advice for getting started and achieving ABM success.

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.

By utilizing content marketing resources effectively, sales reps can differentiate themselves from competitors and maintain meaningful engagement with buyers. Instead of merely reminding the prospect of their existence, they offer valuable information that addresses the prospect’s concerns and helps move the sales process forward. In this episode of Closing Time, Jay Baer discusses the latest […]

In this episode of Closing Time, Insightly’s Chip House is joined by Brad Rosen of Sales Assembly to talk through defining ICP (ideal customer profile) and ensuring that it resonates across your organization.

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.

John Short joins Chip House on this episode of Closing Time to talk about how your digital marketing team can power your ABM campaign, with an emphasis on the first (and most important) step, sales and marketing integration. 

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.

MQLs might not be dead, but they’re being abused. Learn the modern approach to generating high-intent MQLs 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.