Closing Time Video Series/Podcast | Insightly

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Tune in for actionable tips for sales, marketing, & success leaders.

Revenue targets, leads, opp generation, opps to close ratios, hiring plans, tech stack…the pressure is endless.

This video series is designed with you in mind.

Closing Time features short, to-the-point videos that are actionable to help you in both your daily work and your strategic planning.

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Watch the latest episodes

Episode 81

Does Brand Awareness Work in B2B? Here’s How to Prove it Does to Your CFO

Episode 80

How to Choose the Right Go-to-Market Motions (or Pivot Away From Them)

Episode 79

4 Tips to Help B2B Sellers Increase Average Contract Value (ACV)

Episode 78

Random Acts of Marketing: Move Past it to Make Your B2B Marketing Strategy Work for You

Episode 77

Marketing on a Budget: 3 Cost-Effective Ways to Conduct Audience Research

Episode 76

Unveiling the Shadows of B2B Marketing: 6 Metrics for Tracking Dark Funnel Activities

Episode 75

How to Orchestrate a Successful Product Launch

Episode 74

How to Make Your Next Sales Call Better: Data-Backed Cold Call Openers, Pricing Phrases, & More!

Episode 73

Sales Prospect Research: Are You Doing Enough?

Episode 72

Must-Know LinkedIn Sales Navigator Tips and New Features to Optimize Your Prospecting

Episode 40

Making the Consensus Sale: Overcoming Dysfunction in a Consensus-Driven Buying Environment

Episode 35

Why Sales Leaders Fail: The Full Business Picture and How to Ensure Success

Episode 34

How to Create a Winning Sales Presentation That Captivates Buyers

Episode 71

A B2B’s Sellers Path to Becoming a Trusted Advisor (and Having Your Buyers Sell for You)

Episode 33

Differentiate Yourself (& Close More Deals) With These Personal Branding Tips For B2B Salespeople

Episode 36

A New Way to Map Sales Activities to Desired Outcomes: The Sales Success Calculator

Episode 31

The B2B Sales Job Hunt: A Secret Tool for Job Seekers and Hiring Managers

Episode 70

The New B2B Sales Funnel – Optimize for Revenue, Not MQLs or SQLs

Episode 69

Modernizing Your GTM Strategy: Demand Creation vs Demand Capture

Episode 30

How to Convert B2B Referral Leads into Wins

Episode 29

CMO to CRO: Deep Dive into the Evolving Role of Chief Revenue Officer

Episode 68

Bouncing Back After the Death of Marketing Attribution

Episode 28

The Secret to Reducing Sales Turnover: Your Hiring & Onboarding Processes

Episode 27

5 Simple Steps to Grow Your Business with Word-of-Mouth Marketing aka ‘Talk Triggers’

Episode 67

Standing out in Sales: How to Start Building Your Personal Brand on LinkedIn

Episode 39

How to Get Your Sales Team to Start Using Video for Sales Outreach

Episode 66

Turning Strangers into Prospects: LinkedIn Social Selling in 4 Steps

Episode 38

Using COI (Cost of Inaction) to Defeat Your Buyer’s Status Quo Objection

Episode 37

How to Use Video in B2B Sales – Tips for Outbounds Reps, AEs, and CSMs

Episode 65

The Sales-to-Marketing Career Change: Why Ex-Salespeople Make Great Marketers

Episode 64

Do Legacy CRMs Need a Reality Check? 4 Risks of Purchasing Legacy Systems

Episode 36

What is Buyer Enablement? The B2B Seller’s Secret Tool to Making the Consensus Sale

Episode 26

Improve Outbound Email Response Rate by 3x with CRM + Sales Engagement

Episode 63 1

Shopping for a CRM? Expert Advice for Choosing the Right CRM For You

Episode 25

B2B Chatbots: Adding Conversational Marketing to Your Marketing Mix

Episode 24

How to Get (and Keep) a Job as VP of Sales

Episode 62

Early Stage Startup? 11 Startup Marketing Initiatives to Help You Grow Faster

Episode 61

Best Practices for Creating and Maintaining a Winning Sales Territory Plan

Episode 23

Rallying the Troops: How to Lead Remote Sales Teams During Challenging Times

Episode 60

3-Step Playbook to Drive Revenue with Account-Based Experience (ABX)

Episode 21

CRM Best Practices to Generate More Sales – Show Me You Know Me!

Episode 59

Improve Sales Cadences and KPIs: 5 Key Findings From 570 Million Sales Interactions

Episode 20

Gender Gap in Sales: Why Women Close More Deals Than Men

Episode 19

The Future of Sales: Navigating the Increasingly Complex B2B Buying Journey

Episode 58

SaaS Demo Best Practices: How to Crush Your Next Demo Call

Episode 17

Conversational Marketing: How To Use Chatbot Marketing to Drive Sales

Episode 16

How to Build a Competitive Sales Compensation Plan in a Volatile Market

Episode 15

Pro Tips to Master LinkedIn Sales Navigator – Search Filters, List Building, and Lead Gen

Episode 57

Growth at all Costs is Over: How SEO Factors into Sustainable Business Growth

Episode 56

Switch up the Game Plan: Tips for Winning Over the B2B Buying Committee

Episode 14

Dark Social in B2B Marketing: What it is and How to Harness it

Episode 55

Mastering the Art of ABM: Tips for Running a Successful Account-Based Marketing Program

Episode 18

The Three Cs of B2B Sales Follow Up Communication

Episode 13

Close More Deals with These Content Marketing Tips for Salespeople

Episode 54

Who is Your Ideal Customer? Defining ICP and Aligning Go-To-Market Teams Around It

Episode 53

Using a Sales Activity Calculator to Optimize Outbound Selling Time

Episode 22

Virtual Selling Tips: 4 Simple Ways to Build Rapport and Engage Prospects via Zoom

Episode 12

5 Steps to Transform a Case Study into a Compelling Customer Success Story

Episode 52

Cold Calling Tips: Use this Script to Quickly Build Trust and Book More Meetings

Episode 51

Using AI for SEO-Rich Content Creation – Proven Strategies to Save Time and Money

Episode 11

B2B Sales Objection Handling: How to Overcome a Lack of Urgency

Episode 10

5 Discovery Call Tips to Help Buyers Overcome the Status Quo Bias

Episode 50

5 Sales Demo Tips: Using Discovery Details to Personalize Your Demo

Episode 9

Sell More & Discount Less with These B2B Sales Negotiation Tips

Episode 8

How to Build an Effective SDR or BDR Team (Sales & Business Development Representative)

Episode 49

The 4 Keys to Creating Successful Sales Proposals

Episode 7

How to Resolve Sales and Marketing Conflict (and Close More Deals)

Episode 6 copy

Using the PRAISE Model to Retain and Motivate Sales Teams

Episode 5 1

LinkedIn Profile Tips for B2B Salespeople and Marketers

Episode 4

How Go-to-Market Teams Can Deliver Exceptional B2B Customer Experiences

Episode 3 1

Lessons From Sales History: How To Build a B2B Sales Tech Stack That Works

Episode 48

Using Digital Marketing to Launch an Account-Based Marketing (ABM) Strategy

Episode 2 1

Ghosting in Sales: How to Follow Up When Prospects Disappear

Episode 47

Sales Objection Handling: 8 Responses to the “I’m Not Interested” Objection

Episode 1 1

The Science of Sales: Empathizing with B2B Buyers

Episode 41

Top 5 Go to Market Challenges in 2023 and How to Overcome Them

Episode 42

7 Types of Go-to-Market Strategies: Creating a Winning GTM Plan for Your Business

Episode 43

How Sales Leaders Can Foster an Environment Where Women in Sales Thrive

Episode 44

Is the MQL Dead? How Marketers Can Find the Channels that Drive Real Revenue

Episode 46

The 5-step RevOps Model for High-Growth Teams (Revenue Operations)

Episode 45

How Go-To-Market Teams Can Use ChatGPT to Save Time and Resources

See more episodes

Speakers

Todd Caponi

Transparency Nerd | Sales & Science Amalgamator | Sales Historian | Author | Speaker | Trainer

see latest episode

Topics: Improve your presentations, motivate sales people, the science of sales

Sam McKenna

Founder | #samsales | LinkedIn Expert | Early Stage Advisor

see latest episode

Topics: Master LinkedIn, SDR program tips, turn referrals into wins

Jay Baer

Hall of fame marketing and customer experience keynote speaker

see latest episode

Topics: Talk triggers, personal branding, content marketing that closes

Doug Landis

Growth Partner at Emergence Capital | B2B SaaS Business Coach | Former Chief Storyteller from Box

see latest episode

Topics: Sales discovery calls, overcoming status quo bias, sales objections

Amy Volas

3X Entrepreneur | LP Stage 2 Capital | Early Stage Strategic Advisor

see latest episode

Topics: Compensation trends, cross-functional alignment, women in sales leadership

Ravi Rajani

Founder of Ravi Rajani Consulting | Speaker | Storytelling & Communication Trainer | Host of The Influential Communicator Podcast

see latest episode

https://www.insightly.com/closing-time/clkn/https/youtu.be/OlPEOEdgVpM

Shama Hyder

CEO of Zen Media | Best-Selling Author | Keynote Speaker

see latest episode

Topics: Digital marketing, social media strategy, driving revenue for technology-driven B2B brands

Katie Foote

CMO at Drift | Former VP of Global Marketing at Salesforce

see latest episode

Topics: Conversational marketing and selling, optimizing your chatbot, best practices for chatbot lead routing

Mike Weir

CRO at G2 | Former Sales Leader at Linkedin

see latest episode

Topics: How to grow into the CRO role, leading sales teams during challenging times

Albert Rhee

Director of Product Marketing at Salesloft

see latest episode

Topics: Sales engagement tools + CRM, inbound and outbound sales tips, improving email response rates

Luigi Prestinenzi

Sales coach | Trainer | Host of the Skalable Growth Podcast

see latest episode

Topics: Sales success calculator, strategies for buyer enablement, pipeline generation tips

FAQs

What is Closing Time?

Closing Time is a weekly video series for go-to-market leaders.

Why should I watch?

You'll get actionable insights intended to help go-to-market leaders in their daily work and strategic planning.

Who are the guests?

Insightly will be joined by an industry leader on a weekly basis to discuss a variety of topics ranging from revenue targets - to tech stacks - to hiring tips.

When do episodes come out?

New episodes drop every week so there is always something new to watch and learn.

Where can I watch?

Subscribe on YouTube so you don’t miss an episode.

Hosts

Anthony Smith

CEO,
Insightly

Chip House

Chief Marketing Officer,
Insightly

Dave Osborne

Chief Sales Officer,
Insightly

Val Riley

Content Marketing
Director, Insightly

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See all episodes

Episode 42

7 Types of Go-to-Market Strategies: Creating a Winning GTM Plan for Your Business

Episode 45

How Go-To-Market Teams Can Use ChatGPT to Save Time and Resources

Episode 44

Is the MQL Dead? How Marketers Can Find the Channels that Drive Real Revenue