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A messy pipeline doesn’t just frustrate your sales leader—it kills deals. When sellers don’t have a clear picture of where each opportunity stands, they waste time chasing the wrong prospects, struggle to forecast accurately, and ultimately lose revenue.
So why isn’t pipeline hygiene every team’s top priority? Because it takes time, discipline, and a little help from our friends at 30 Minutes to President's Club.
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 provides practical (daily) tips to help your sales org stay on top of pipeline hygiene—and win more deals because of it.
Download your copy of the Insightly x 30mpc guide: https://www.insightly.com/30mpc/
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:
• Nick Cegelski: LinkedIn // 30 Minutes to President's Club
• Geoff Coutts: LinkedIn
• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube
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Hiring your first marketing agency? Get prepared now.
In this episode of Closing Time, we break down everything you need to know before making the leap—like when it’s the right time to bring on outside help, how to choose between full-service or boutique agencies, and the key questions you should ask during the selection process.
What’s the tipping point for outsourcing? How can you ensure the agency’s communication style aligns with your team? And most importantly, how will you measure their impact?
Get all the answers (and more) with expert advice from Brianna Doe, founder of Verbatim and host of the Stop the Scroll podcast.
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:
• Brianna Doe: LinkedIn // Verbatim agency
• Val Riley: LinkedIn
• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube
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Discounting in B2B sales is one of the quickest ways to erode trust and credibility—so why does it happen so often?
In this episode of Closing Time, John Barrows, CEO of JB Sales Training and author of I Want to Be in Sales When I Grow Up, breaks down why proactive discounts often do more harm than good, how they devalue your offering, and why they signal to buyers that your pricing isn’t credible.
John also shares actionable strategies for keeping deals moving without relying on discounts, from leveraging creativity and flexibility to building value during discovery. 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.
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:
• John Barrows: Instagram // LinkedIn // John's Sales Training & Resources
• Val Riley: LinkedIn
• Insightly: Website // Facebook // Twitter // LinkedIn // YouTube
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Still waving a whiteboard in desperation on your sales videos? Or kicking off with a screen share in your intro? Let’s leave those habits in 2024.
Chris Bogue, sales coach and author of The Complete Guide to Selling on Video, believes video is a goldmine for storytelling and connection—if done right. In this episode of Closing Time, Chris shares actionable tips for mastering video prospecting in 2025 using lessons from his side hustle: improv comedy.
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.
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:
• Chris Bogue: LinkedIn // Download the The Complete Guide to Selling on Video
• Val Riley: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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Pricing a SaaS offering is probably the hardest issue most leadership teams will tackle. In this episode of Closing Time, we sit down with Bill Wilson, founder and CEO of Pace Pricing, a B2B SaaS pricing consultancy.
Bill brings his expertise to unpack the complexities of SaaS pricing, from determining who within an organization should own pricing decisions to common mistakes companies make—and how to avoid them. Bill also dives into actionable strategies for creating a pricing page that resonates with your audience, builds trust, and drives conversions.
Plus, he explores how to leverage a freemium model to fuel product-led growth, including the critical role of delivering value quickly and efficiently.
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:
• Bill Wilson: LinkedIn // Pace Pricing website // Pricing page scorecard
• Val Riley: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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No matter your industry, media isn’t optional—it’s essential to your go-to-market strategy. Think launching a B2B podcast is enough to check the media box? Think again.
In this episode of Closing Time, Ben Shapiro, founder of I Hear Everything, explains why businesses need to think bigger. Discover how to use media as a strategic channel—just like email or events—and learn how to repurpose a single piece of content across multiple platforms to drive ROI and real value. Don’t miss these actionable insights for leveling up your marketing game.
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:
• Ben Shapiro: LinkedIn // I Hear Everything // MarTech Podcast
• Val Riley: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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Few decisions shape your business quite like choosing a CRM. That’s why you need a solid CRM buying guide to steer you clear of the pitfalls.
Meet Jason Kramer, Founder and CEO of Cultivize, a CRM consultancy. In this episode of Closing Time, Jason shares the must-ask questions to ensure your CRM fits your needs today—and scales with you tomorrow. Plus, he reveals why a top-down commitment is the secret to avoiding common implementation traps and driving lasting success.
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:
• Jason Kramer: LinkedIn // Cultivize Website
• Val Riley: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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Is fractional sales leadership right for you? In this episode of Closing Time, LinkedIn Top Voice and fractional sales leader Louie Bernstein shares what it takes to succeed in this unique role.
Louie covers the essentials, from finding clients to setting contract terms and pricing engagements. Plus, he dives into the highs and challenges of the job to help you decide if it’s the best next step for your career.
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:
• Louie Bernstein: LinkedIn
• Val Riley: LinkedIn
• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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With so many sales frameworks to choose from, it’s easy to get lost in the rules and lose sight of what makes each approach effective.
We met Sales Coach Jeff Bajorek in a recent episode of Closing Time, where he walked us through the highs and lows of various sales methodologies like the MEDDICC sales methodology, Miller-Heiman strategic selling, Sandler sales methodology, and the Challenger sales method.
Jeff is back to help you tailor these methods to fit your unique selling style, navigate leadership decisions on methodology adoption, and know when to break the mold for better results. He’ll also share some common threads and discuss his trademarked Sell Like You™ and Rethink How You Sell™ approaches.
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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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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