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 

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 

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 

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 

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 

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 

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 

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   

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 

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 

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 

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 

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 

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 

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 

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 

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 

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 

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 

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 

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 

Sales cycles taking longer. More people on buying committees. It’s not your imagination – B2B sales is getting more difficult for both vendors and buyers. On this episode of Closing Time, we welcome Allyson Havener from TrustRadius to discuss the 2024 B2B Buying Disconnect Report and why this is 'the year of the brand crisis.' Allyson shares data-backed insights around the shrinking shortlist of preferred products, the increasing involvement of C-suite executives in purchase decisions, and the critical role of brand over demand generation in today's market. Struggling to gain executive buy-in for brand spending? Allyson and her team at TrustRadius have your back. Download the full report: https://bit.ly/3XAOPT2   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:  • Allyson Havener: LinkedIn // TrustRadius • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Still sending the same boring emails? You may get lucky here and there, but your open and response rates are likely abysmal. Sam McKenna, CEO of #samsales consulting, says that personalization in sales outreach is the key, but you need to take it even further. Genuine, research-based engagement will always win over generic, high-volume tactics. In this episode of Closing Time, Sam shares practical examples of using her trademarked “Show Me You Know Me®” model in cold email, nurture email, social media, and more. Tune in to learn how to cut through the noise and make your outreach truly stand out in a sea of same. 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:  • Sam McKenna: Website // Twitter // LinkedIn • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Ready to take your business to new heights? One of the biggest roadblocks to growth can be outdated tools that can't keep up with your ambition. This is especially true for mission-critical systems like your CRM. You need a solution that scales alongside you, not hold you back.  In this episode of Closing Time, Jerome Redmond, CEO of American Truck Training (ATT), shares his inspiring story of how Insightly's scalable CRM helped him haul his business from "zero to multi-millions." ATT, a commercial driver's license (CDL) training school in Oklahoma City, was founded to address the growing need for skilled truck drivers. Jerome, an Insightly customer since 2012, dives deep into the value that Insightly CRM + AppConnect has brought to his business. He'll reveal the top reasons why Insightly has become the engine driving his success and how it can help your company shift into high gear too! 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:  • American Truck Training: Website // Jermone's LinkedIn • Melinda Prescher: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Sure, getting leads from marketing is great. Leads served up from your SDR team? We love it! But real revenue growth happens when AEs are also self-sourcing pipeline. Sales leaders, if you want your AEs to get excited about outbound, it's up to you to explain the "why" and enable them with fresh tactics for success. In this episode of Closing Time, Jason Bay of Outbound Squad helps reps and their leaders really get outbound going by setting realistic activity targets, employing a solid contact strategy, and leveraging situation-based personalization.   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:  • Jason Bay: LinkedIn // Outbound Squad  • Dave Osborne: LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Small changes...BIG results. If you want to grow your business, spending money on getting more web traffic may seem like the right move. However, Sahil Patel and his team at Spiralyze take a different approach. Why not increase conversions from the traffic you already have?  In this episode of Closing Time, Sahil shares specific tactics to increase web conversion rates on landing pages and web pages. What content converts higher for enterprise vs. SMB? To include or not to include videos? Where should testimonials, client logos, and badges land in the hierarchy? Learn what small adjustments you can make today to yield big results in the future.   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:  • Sahil Patel: LinkedIn // Website  • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Quality discovery questions separate good sales reps from great ones. In this episode of Closing Time, Chip House welcomes Krysten Conner, a sales coach whose résumé includes experience at Outreach.io, Salesforce, and Tableau. Krysten shares five of her nine ‘deal doubling’ discovery questions, making you come across as informed yet curious and positioning yourself as a helpful advisor rather than a pushy seller.   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:  • Krysten Conner: LinkedIn // Website  • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

If you're not directly serving clients or customers, then what's the point of having a CRM? Nonprofit companies, especially in dynamic industries like film and television, face unique challenges—they must navigate industry shifts, uphold value for their members or communities, and ensure smooth operations without increasing costs. And having a powerful CRM like Insightly on your team can make all the difference. In this episode of Closing Time, Melinda Prescher talks with Neil Hatton, CEO of UK Screen Alliance, about leveraging Insightly CRM to maintain efficiency during the pandemic, the Hollywood actors' strike, and beyond. Neil shares how Insightly CRM, paired with integrations via Insightly AppConnect, has automated administrative tasks and member communication, allowing them to focus on what's at the core of their business—advocacy for their members. 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:  • UK Screen Alliance: Website // Neil LinkedIn  • Melinda Prescher: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

It doesn’t seem that long ago when SaaS purchases were easy to make based on the needs of one team or individual. Those days may be gone forever.   Whether real or perceived, SaaS bloat emerged at a time when cost-cutting became the top priority, and it’s up in the air as to whether the industry will ever recover.   In this episode of Closing Time, Eric Christoper shares compelling data from Zylo's 2024 SaaS Management Index that illustrates how SaaS buying is changing, what the future holds, and why platforms vs. point solutions are gaining momentum.   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:  • Eric Christopher: Zylo's Website // SaaS Management Index Report // LinkedIn • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Since the advent of the telephone, cold calling has been a staple in the world of B2B sales. For decades, call volume has served as a primary measure of a salesperson's success. But hold the phone—times (specifically, the buyer's journey) are changing! In the modern selling landscape, the old-school cold call is starting to feel a bit frosty. To cut through the noise, buyers need to see personalized outreach and authentic interactions with salespeople. 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. 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:  • Sam McKenna: Website // Twitter // LinkedIn • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

How does fostering internal and external communities in B2B help drive sales? Organizations that build an internal community around sellers to boost engagement and morale have more success. Similarly, organizations that build an external community of engaged users via forums and social media help convince sellers to trust them. Join author Simon Severino in this episode of Closing Time to learn how ‘community’ can de-risk the buying process in 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:  • Simon Severino: LinkedIn // Strategy Sprints • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Is your manufacturing business bogged down by manual data entry and slow processes? You're not alone—many manufacturers still use spreadsheets or legacy systems to run their operations. Until a few months ago, Moduflex, a UK-based manufacturer, was among them. In this episode of Closing Time, discover why Insightly is considered the best CRM for manufacturing and how Insightly CRM + AppConnect revolutionized Moduflex's efficiency and streamlined its operations. Join managing director Rich Blunden and marketing/CRM manager Megan Thomas as they share their journey with Insightly—from selecting the right CRM to swift implementation, smooth onboarding, and reclaiming valuable time to prioritize delivering exceptional customer experiences. 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:  • Moduflex: Megan Thomas // Rich Blunden // Moduflex's Site • Melinda Prescher: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

If you’re familiar with the 5 love languages, you know they are about how you love and want to be loved. Well, the dreamer-doer-driver model takes that concept to the office by clearly defining three types of leaders. It’s about how you lead and how people on your team need to be led. On this episode of Closing Time, join Sangram Vajre from GTM Partners as he discusses the importance of knowing whether you and those around you are dreamers, doers, or drivers and how this impacts your leadership and management style. 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:  • Sangram Varje: Instagram // Twitter // LinkedIn  • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

If you’re still ‘feature dumping,’ we need to talk. It’s time to start writing sales email cadences that make an impact and generate a response. In this episode of Closing Time, we hear from Kimberly Collins, VP of Strategy at #samsales Consulting. The team at #samsales has unveiled a new playbook for email writing, and Kimberly is here to share some highlights with us.  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:  • Kimberly Collins: LinkedIn // #samsales Consulting // Get the playbook  • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube     

If your company is not in a B2B buyer's initial consideration set for a purchase, the odds of winning the deal plummet. In fact, research shows that you have a less than 5% chance of closing the deal. How can marketers create awareness ahead of the buying process? You guessed it, with branding. In this episode of Closing Time, Jess Cook from Island provides tips for entering the initial consideration set for saturated categories (like CRM) and category creation (like Island's enterprise browser). 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:  • Jess Cook: LinkedIn // Island's Website • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Running a successful healthcare business requires top-notch service and unwavering security. In this customer spotlight edition of Closing Time, Neuline Health CEO Frank Gray III shares how Insightly CRM's automation and customization capabilities empower his team to deliver best-in-class neurodiagnostic testing to healthcare providers and patients. Healthcare organizations like NueLine Health choose Insightly because it is a HIPAA-compliant CRM and ensures patient data security through administrative, physical, and technical safeguards. In Frank’s own words, he “cannot imagine running Neuline Health, or any company, without Insightly.” 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:  • Frank Gray lll: LinkedIn // NeuLine Health • Melinda Prescher: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube   

In today’s SaaS purchasing climate, you are more likely than ever to be dealing with a buying committee. And those committees are getting larger. What does that mean to a seller? And how does the size of the buying committee make selling against the status quo even more difficult? In this episode of Closing Time, Doug Landis of Emergence Capital chats with Insightly’s Dave Osborne about tactics for selling to buying committees, the pitfalls to avoid, and the extra work it takes to close a deal.  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:  • Doug Landis: LinkedIn • Dave Osborne: LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Sales kick-off season is upon us. Whether yours is virtual or live and in-person, get ready to be inspired. Geoff Hendricks of Challenger joins Closing Time this week to share what he is hearing in the industry as the major SKO themes for 2024 – and the 2023 hangovers we’re still dealing with. You'll learn how to future-proof your sales approach beyond SKO by establishing a culture of sales training in your org and see the unique way Geoff gets sales leaders to divulge their secrets on his podcast, My Best Sales Mistake. Geoff is also a contributor to the podcast Winning the Challenger Sale. 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:  • Geoff Hendricks: LinkedIn // Challenger's Website • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Imagine a world where you craft each piece of content, every email, and all sales pitches with one specific individual in mind.  Sounds time-consuming and unreasonable, right? But it's actually the approach used by businessman Warren Buffet as he writes his annual letter to shareholders. The letter is read by thousands, but written with one person in mind: Warren's sister, Doris. To make messages truly resonate with the intended audience, sales and marketing professionals must find the perfect balance between utilizing AI for personalization and maintaining the indispensable human touch. 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. 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:  • Ann Handley: LinkedIn // Ann's Website // Marketing Profs • Val Riley: LinkedIn  • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

B2B buyers now spend 80% or more of their journey alone before engaging with a salesperson. So, when they do finally engage with sales, they expect minimal friction, a great experience, and easy access to information to help them make a decision. This is why Josh Fedie founded Salesrach.io - to organize the sales process in a way that makes sense to your customers and 3x the likelihood of closing high-value, low-regret deals. Learn how to optimize for the B2B buyer experience and make buyer enablement work for you in this episode of Closing Time. 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:  • Josh Fedie: LinkedIn // SalesReach.io  • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

The future of B2B sales is here, and it's powered by AI. As a salesperson, what features and functions of day-to-day AI do you need to be aware of? In this episode of Closing Time, Ross Simmonds of Foundation Marketing talks about the AI-powered features that salespeople can use today. Learn how to incorporate AI into your sales process, avoid the dark side that comes with it, and discover why embracing this tech is key to closing more deals in the future. 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:  • Ross Simmonds: LinkedIn // Foundation Marketing • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

You've heard the saying, “No one ever got fired for buying IBM,” but do you know the psychology behind it? B2B sales reps often focus on how their solution is different, better, and has the latest features and functions. Buyers, meanwhile, are often fundamentally averse to anything revolutionary or innovative.  Their professional reputation is on the line with every purchase they make - especially the big ones. In many cases, the secret to building confidence in your solution is to de-risk the purchase process. 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). 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:  • Dale Harrison: LinkedIn • Val Riley: LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

What if AI has really just given us the ability to create mediocrity at scale? That doesn't actually help sellers or marketers write impactful emails that elicit a response, nor does it help foster brand authenticity. What does work is a three-step guide from Ann Handley, digital marketer, author, and content guru. Ann joins Insightly CMO Chip House to talk about the importance of relationships, connections, and branding when leveraging AI tools. AI-driven authenticity is about using tech not to replace human touch but to enhance and scale it in a way that remains true to the brand’s values and resonates with its audience. Find out how in this episode! 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:  • Ann Handley: LinkedIn // Ann's Website // Marketing Profs • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Is your team trapped in the inefficient cycle of 'checkbox marketing?' Quarterly webinar—check. Monthly newsletter—check. Weekly blog post—check. They're working at 110% capacity but only hit 50% of goals. In an era when marketers have higher expectations and tighter budgets, efficient growth in B2B is critical. Brendan Hufford founded Growth Sprints, a B2B marketing agency, to help companies adopt a more focused, momentum-driven strategy highlighting customer needs and creating valuable content around them.  In this episode of Closing Time, Brendan shares strategies for thinking about GTM differently, finding value in social selling, and optimizing your site (for free) with two SEO best practices that can have big impact. 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:  • Brendan Hufford: LinkedIn // Growth Sprints  • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Content marketing in 2024 looks different than it did in recent years. Why? Because the value of content marketing in B2B has been proven, so it’s no longer a question of whether your content budget is funded but how much you will spend and how you'll optimize it. In this episode of Closing Time, B2B Marketing agency owner Ross Simmonds talks about getting more mileage from your existing content. His mantra is, "Don't just create content for the sake of creating... create something once and distribute it, reuse it, repackage it, republish it, and recycle it forever." He’ll share specifics about how and when to recycle content and the changes AI will bring to the world of SEO. Ready to level up your content marketing in 2024? Join us! 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:  • Ross Simmonds: LinkedIn // Foundation Marketing • Val Riley: LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

How can you be creative, have fun, and let your personality shine in sales? Would you believe it’s by cold calling more? In this episode of Closing Time, we welcome Daisy Chung from Orum, who is on a quest to make outbound sellers love cold calling. Daisy shares her own experience in learning how to cold call effectively and provides insight into how cold calling has become significantly easier in recent years. Get ready to change your whole perspective on every salesperson’s least favorite task…cold calling. 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:  • Daisy Chung: LinkedIn // Orum's Website  • Val Riley: LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

When you hear the word 'influence,' who do you think of? The person on LinkedIn with 100k followers? The SaaS company that hires a thought leader to advocate for their product? People can be 'influencers' without necessarily having real 'influence.' In the context of B2B, brands (and their leaders) who have influence focus on elevating others, rather than themselves. In his book, “Secrets of Influence,” Matt Brown dives into the heart of what influence truly means, highlighting that real influence isn't about vanity metrics but meaningful impact. In this episode of Closing Time, Matt helps B2B sellers and marketers create their own influence, and harness the influence of others, which might be the missing ingredients your brand needs. 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:  • Matt Brown: The Matt Brown Show // LinkedIn • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

Talking less and listening more—a proven method to increase win rates among B2B sellers, and a mantra all GTM leaders want their sales and customer success reps to practice.  When you arm your reps with powerful questions, it helps them engage and better understand their buyers, ultimately, leading to more opportunities to acquire, keep and grow revenue. In this episode of Closing Time, customer discovery and listening expert Bob London provides three examples of disruptive questions that go beyond the cliche, "What keeps you up at night," and empower your reps to capture fresh insights. He also provides a colorful acronym ($TFU) to remind them to embrace silence and listen intently.  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:  • Bob London: LinkedIn // Bob's Website  • Val Riley: LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube