Closing Time: quick insights from sales & marketing experts

May 28 2024 5

Closing Time is a weekly podcast with insider tips and insights for go-to-market leaders. In each episode, you’ll meet a luminary in the sales, marketing, or customer success field and get actionable tips and tactics to elevate your game. Each 15-minute episode will go deep on skills to close deals, see the latest on marketing tech, or check out trends to elevate the customer experience.

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A/B Testing & Optimization Tips to Increase Web Conversion Rates -- with Spiralyze's Sahil Patel

May 28 2024 16 mins

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 Spyralize 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 p

5 Discovery Questions to Double Deal Size & Shorten Sales Cycle -- with Krysten Conner

May 20 2024 16 mins

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 helpf

From Spreadsheets to Success: Why Insightly is the Best CRM for Nonprofit Business UK Screen Alliance | Customer Spotlight

May 13 2024 10 mins

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

Is the Party Over for SaaS? How SaaS Buying is Changing and Why Platforms are Winning -- with Eric Christopher

May 06 2024 17 mins

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 compel

🎉 100th Episode: The End of the Line for Cold Calling (& What's Replacing it) -- with Sam McKenna

Apr 29 2024 21 mins

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

Community is the New Marketing: Using Internal and External Communities in B2B to Support Sales Growth -- with Simon Severino

Apr 22 2024 15 mins

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

Why Insightly is the Best CRM for Manufacturing Business Moduflex | Customer Spotlight

Apr 15 2024 13 mins

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 CR

Dreamers, Doers, and Drivers (Types of Leaders) – What They Are and Why You Need All Three in SaaS -- with Sangram Vajre

Apr 08 2024 17 mins

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 impo

How to write sales email cadences that get opened (and replied to!) -- with #samsales' Kimberly Collins

Apr 01 2024 17 mins

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. Wa

Branding Your Way into B2B Buyer's Initial Consideration Set -- with Jess Cook

Mar 25 2024 16 mins

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 in

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