Closing Time: quick insights from sales & marketing experts
Closing Time is a weekly podcast offering quick, actionable insights for go-to-market leaders. Each 15-minute episode features a luminary in sales, marketing, or customer success, sharing tips and tactics to elevate performance. Topics include closing deals, marketing technology, and improving customer experience. Aimed at professionals looking to stay sharp and informed.
Episodes
Why isn't your CRO working? Emotional targeting is the missing piece, not button color -- with Talia Wolf
Your landing page's button color isn't your conversion problem—your messaging is. Talia Wolf has spent over a decade helping high-growth B2B brands stop guessing at why CRO isn't working and start understanding the emotional psychology behind every buying decision. As the founder of GetUplift and author of the Emotional Targeting book, she's generated dramatic results for brands like Bitly, Amplit
Quick wins for marketers ready to tap into AI video -- with Lemonlight's Hope Horner
AI video is here, and it's already changing how marketers plan, produce, and scale content. Have you tapped into its potential yet? In this episode of Closing Time, Hope Horner, co-founder and CEO of Lemonlight, breaks down where AI video is creating real opportunities for marketers—and where human judgment still makes or breaks the final product. She explains how AI fits into the production proce
Why your outbound is missing the mark (it's not your reps, it's your strategy) -- with John Barrows
Most reps skip straight to messaging. They write emails without knowing who they're targeting, when to reach out, or what the buyer actually cares about. Then they wonder why no one responds. The problem usually isn't the email itself. It's the lack of context behind it. That matters even more if you're using AI for outbound. The way you collect and organize CRM data determines whether AI becomes
Are LinkedIn leads worth the cost? Rethinking your ad strategy to drive real pipeline -- with Philip Ilic
If your LinkedIn leads are getting more expensive, the problem isn't always your budget—it's your ad strategy. In this episode of Closing Time, Val Riley sits down with B2B growth expert Philip Ilic to unpack one of the biggest questions facing marketers today: how to evaluate the true ROI of LinkedIn ads. Learn why cost per lead is often misleading, how top teams prioritize pipeline generation an
Implementing AI into your sales process? It only works when you have a playbook -- with Deepak Shukla
Companies are rushing to adopt AI in their sales process, but very few are prepared for what it takes to implement it successfully. In this episode of Closing Time, Val Riley sits down with Deepak Shukla, Founder of LemStudio and AI automation expert, to talk about what actually needs to happen before you start implementing AI. They get into how teams are using AI today—handling inbound lead quali
The three stages of founder-led sales and the path to scaling your startup -- with Lou Shipley
Founder-led sales is one of the most important skills a startup founder can develop. Before you hire sales reps, build a revenue team, or create a formal sales process, founders are usually the ones closing the first deals and learning what customers actually want. In this episode of Closing Time, Val Riley sits down with entrepreneur and Harvard Business School sales lecturer Lou Shipley, author
The B2B landing page strategy every paid media team needs -- with Tas Bober
If your CPL is climbing, the fix probably isn't more budget or more campaigns—it's better destination pages. In this episode, you'll learn the B2B landing page strategy every paid media team needs to turn clicks into qualified pipeline instead of wasted traffic. Val Riley sits down with B2B landing page expert Tas Bober, Founder of The Scroll Lab, to break down her "Core Four" framework designed
The agency growth blueprint: Found Search Marketing's high-velocity landing page strategy
Scaling a digital agency isn't just about winning more clients. It's about building systems that help existing clients perform better—faster, more consistently, and without constant friction. That's the approach Found Search Marketing has taken as it's grown into a fast-moving agency managing hundreds of landing pages and significant media spend across competitive industries like higher education
Thinking about a career change into sales? Expert advice for reinvention in 2026 -- with Katia Vlachos
Is 2026 your year for a career change into sales? And what if that next chapter offers more flexibility, income potential, and ownership over your future? In this episode of Closing Time, we explore why sales is emerging as a powerful option for career reinvention—especially for women considering a midlife career change or looking for a more autonomous, growth-oriented path. Val is joined by reinv
Paid media strategy 2026: Surviving rising CPCs and budget shifts in SaaS -- with Jonathan Bland
Rising ad costs and tighter performance expectations are forcing SaaS marketers to rethink their paid media strategy in 2026. On this episode of Closing Time, Jonathan Bland, paid media strategist and co-founder of Omni Lab, breaks down the paid media trends shaping the year ahead—from rising CPCs and shifting Google Ads economics to what's actually working on LinkedIn ads for SaaS. Covering seaso
Master your brand storytelling in 2026: Proven frameworks, real examples, and the role of AI -- with Park Howell
Brand storytelling is becoming one of the most critical growth levers for B2B marketers—and in 2026, it's being reshaped by AI. In this episode of Closing Time, we're joined by brand storytelling expert and author Park Howell to break down what brand storytelling really is, why it matters more than ever, and how B2B marketing leaders can use proven frameworks to stand out in an increasingly automa
Sales and marketing misalignment: How RevOps and culture can help fix it -- part 2 with Jeff Davis
Sales and marketing misalignment is one of the biggest (and most expensive) problems facing modern go-to-market teams. It slows down deals, creates internal friction, and leads to inevitable revenue loss. In this episode of Closing Time, we are joined for a second time by the author of Create Togetherness, Jeff Davis, so he can finish sharing the final two of his five big ideas around sales and ma
Three brands, three GTM motions, one playbook: Inside Unbounce's multi-brand paid media strategy -- with Unbounce's Alexa Tsongranis
Running a paid media strategy for one brand is tough. Running it for three—with entirely different go-to-market motions—is a whole new level of complexity. In this special internal spotlight episode of Closing Time, Val Riley sits down with Unbounce's Senior Manager of Digital Marketing, Alexa Tsongranis, to unpack how her team of one built a unified playbook for scaling paid media across Unbounce
The 4 levers of B2B sales negotiation that protect margin and build trust -- with Todd Caponi
B2B sales negotiation doesn't have to feel like a high-pressure personality shift the moment a customer says "yes." Too often, sellers tense up, change their tone, and fall back into outdated tactics—but today's guest on Closing Time says there's a better way. In his new book Four Levers Negotiating, sales leader and speaker Todd Caponi shares his practical framework that transforms the negotiatio
How to launch a high-impact B2B field marketing strategy without blowing your 2026 budget -- with Jonathan Kazarian
Events are back and bigger than ever. Whether you're new to events or scaling an existing program, this episode is packed with tips to launch or improve your field marketing strategy in 2026. Accelevents CEO Jon Kazarian joins Closing Time to share a practical, modern take on B2B event marketing, including why micro-events and intimate dinners are outperforming saturated digital channels. You'll l
The ecommerce holiday marketing strategy to drive more sales in Q4 -- with Webistry's Jonathan Naccache
A strong holiday marketing strategy can make or break your Q4. November and December drive over $1 trillion in ecommerce spending, with conversions spiking up to six times higher during the Cyber Five. But with ad costs rising and competition at an all-time high, marketers need to move fast and optimize smarter. In this episode of Closing Time, Val chats with Jonathan Naccache, Co-founder and Pres
CRM implementation best practices that drive sales efficiency and maximize ROI -- with CRM consultant Vanessa Hunt
Getting CRM implementation right is one of the biggest levers for improving sales performance and efficiency. Yet many teams struggle to select the right system and see a fast return on investment. In this episode of Closing Time, CRM consultant Vanessa Hunt shares proven CRM implementation best practices that help companies boost ROI, improve CRM adoption, and reduce the total cost of ownership.
Sales and marketing alignment: What it really takes to operationalize it -- part 1 with Jeff Davis
Sales and marketing alignment is one of the most persistent challenges for go-to-market leaders. While most teams say they're aligned, the reality often looks different—with missed opportunities, broken handoffs, and a lack of shared accountability. In this episode of Closing Time, Val sits down with Jeff Davis, author of Create Togetherness, to unpack the first three big ideas about sales and mar
How to boost Google ads ROI with landing page message match -- with Barry Buckman
You've built a great ad campaign—but if your landing page doesn't match your ad message, you're losing conversions before they even start. In this episode of Closing Time, Barry Buckman joins us to explore how landing page message match—the alignment between your ad copy and landing page content—can dramatically boost conversion rates. A long-time Unbounce power user, Barry helps digital marketers
Lead handoff mistakes that are leaking revenue (and how to plug them) -- with Adam Lundquist
You've done a great job getting landing page visitors to convert—but what happens after the form fill? The lead hand-off between marketing and sales is often where revenue leaks begin. In this episode of Closing Time, Val Riley sits down with Adam Lundquist, founder of Nerds Do It Better, to share practical strategies for improving your post-conversion flow, optimizing your connection rate, and t
Still selling to everyone? Why firmographic sprints in sales help build momentum & confidence -- with Todd Caponi
Trying to be everything to everyone rarely works in B2B sales. Many teams start with a horizontal sales strategy—going after anyone who could use the product, across any industry. And that can work… until it doesn't. When reps start losing momentum, getting buried in research, or struggling to differentiate, it's often because they're spread too thin. In this episode of Closing Time, we welcome ba
From SEO to GEO: How marketers can optimize for AI search -- with Anthony Chiaravallo
Are you ready for the next generation of search? AI search is coming…now. About 2.5% of searches are currently run on sites like ChatGPT, but the experts say that number will grow exponentially—and fast. Marketers need to know what GEO is and how to optimize for AI search to stay ahead. This week on Closing Time, we welcome Anthony Chiaravallo, CEO of Vallo Media, to talk us through the steps to a
How Viva consulting firm increased conversion rates by 7.5% with Unbounce -- with Viva consulting firm
What happens when a fast-growing consulting firm removes the bottlenecks in their marketing workflow? For Viva Executive Assistants, the results were dramatic: a 6x increase in landing page output and a 7.5% increase in conversion rates. In this customer edition of Closing Time, host Melinda Prescher, Senior Director of Product and Customer Marketing at Unbounce and Insightly, sits down with Dania
The sales mindset shift: Coaching your team from the WAR room to the WIN room -- with Jaime Diglio
Can a sales mindset shift unlock better performance? According to today's guest on Closing Time, the answer is a resounding yes. Join Jaime Diglio, Founder of The WIN Room, as she breaks down how sales leaders can move their teams from the WAR Room (working against revenue) to the WIN Room ("What I Need" to succeed). Jaime has taken the TEDx stage, coaches students at Harvard Business School, and
The rise of fractional go-to-market leadership (and how to become one) -- with Sangram Vajre
Ready to make the leap from W-2 to 1099? As the global macroeconomic environment continues to shift, gig work is becoming more and more common. And if you've got experience, you're in a good place because fractional executives are in demand. On this episode of Closing Time, join Sangram Vajre from GTM Partners as he walks through how his consultancy can help experienced sales, marketing and custom
Hiring B2B sales reps? 6 traits to look for and the interview questions to ask -- with Kevin Gaither
All sales leaders want to make good sales hires. But what defines "good?" In this week's episode of Closing Time, Kevin Gaither, CEO of InsideSalesExpert.com, reflects on a tough moment in his career—laying off more than 50 sales reps—and how it shaped his approach to hiring B2B sales reps. He's identified 6 essential traits that predict long-term success in sales. Join Kevin and host Val Riley in
Creating a culture of outbound sales within your team -- with Marcus Chan
Inbound and referral leads can fuel growth in B2B—but when your team masters outbound sales, results can skyrocket. But is outbound still possible in a post-pandemic world? This week on Closing Time, Marcus Chan says absolutely. As a sales coach who's led teams of 100+ and generated $70M in weekly pipeline, Marcus knows what it takes. We'll dig into the outbound mindset, plus the training and lead
Is sales leadership at a bootstrapped company the right move for you? -- with Louie Bernstein
Working in sales leadership at a bootstrapped company is much different than a PE or venture-backed company. Bootstrapped means "unfunded"—built using the founder's own resources and revenue from the business, not outside capital. This week on Closing Time, Louie Bernstein shares the real pros and cons of leading sales in this environment—from the scrappy creativity it demands to the resource limi
The global watercooler for B2B: How to leverage LinkedIn influencer marketing to drive revenue -- with Aneesh Lal
When you think of influencers on social media, Instagram and TikTok likely come to mind. But big growth is happening with influencer marketing on LinkedIn—the new 'global watercooler' for B2B brands. In fact, influencer marketing is now considered 'essential spend,' showing exponential growth as more B2B companies embrace it. In this episode of Closing Time, meet Aneesh Lal, head of Wishly, the #1
LinkedIn video strategy for GTM leaders & executives who want to stand out -- with Devin Reed
LinkedIn video is an untapped goldmine for executives and go-to-market leaders looking to build trust, amplify brand reach, and engage customers, teams, and prospects. While text and photos have their place, video is where true thought leadership and authenticity shine. In this episode of Closing Time, Val Riley welcomes Devin Reed, CEO of The Reeder and LinkedIn content expert, to share how leade
5 ways B2B marketers can justify brand spend to their CFO -- with Patrick Cumming
Do you speak CFO? It's a skill every marketer needs to master—fast. There's often a gap between marketers who want to invest in brand (because they know it works) and CFOs who need to see clear metrics tied to that spend. Drawing that line isn't always easy, but this week's guest on Closing Time is here to help. Patrick Cumming of KlientBoost shares five practical tips to help marketers justify br
5 ways AI helps B2B salespeople waste less time (and close more deals) -- with Jeeva.ai's Gaurav Bhattacharya
Did you know that up to 72% of a salesperson's time is spent on admin tasks instead of selling? You've heard a lot of ideas about how AI will disrupt the sales profession—but what about the real, practical ways it can actually help your team sell more? In this episode of Closing Time, Val sits down with Gaurav Bhattacharya, CEO of Jeeva.ai, to break down how AI can help flip that stat in your favo
7 tips to accelerate pipeline velocity and compress your sales cycle -- with 30 Minutes to President's Club's Nick Cegelski
Time kills deals. We all know it. Yet, in 2025, slow-moving pipelines and endless sales cycles are more common than ever. Buyers have more power, more options, and more reasons to delay decisions. But what if you could flip that dynamic and move deals forward faster? Nick Cegelski, founder of 30 Minutes to President's Club and author of Cold Calling Sucks, has mastered this art. He shared seven pr
The rise of Gen Z sales reps and how to adapt as a leader -- with Tony Morando
Gen Z sales reps are entering the workforce fast—and sales leaders need to be ready. By 2030, the U.S. Bureau of Labor Statistics projects that Gen Z will make up 30% of the U.S. workforce. If you're not managing a Gen Z seller yet, it's only a matter of time. In this episode of Closing Time, we sit down with Tony Morando, Chief Sales Officer at World Emblem. Tony has climbed the sales ranks over
How to grow your agency in an uncertain economy (with offensive + defensive strategies) -- with Jon Morris
The North American economy is uncertain, so what should your agency be doing to stay profitable and keep growing? In this episode of Closing Time, we sit down with Jon Morris, founder of Fiscal Advocate, a firm that helps marketing agencies make smarter financial decisions through real planning—not just bookkeeping. Jon shares the offensive and defensive strategies every agency should be using to
7 tips to improve open rates on your marketing email nurtures -- with Jack Kosakowski
Email fatigue is real—and it's hitting B2B marketers hard in 2025. With inboxes flooded by AI-generated outreach, outdated content, and automation overload, it's no wonder open rates are tanking. So what can you do to stand out and stay relevant? In this episode of Closing Time, we're joined by Jack Kosakowski, CEO of Creation Agency (U.S.), who shares 7 practical tips to revive your marketing ema
What are the key metrics for measuring your landing pages and websites? -- with Jennifer Denney
Do you know the scroll rate or the engagement rate on your landing pages and website? Google does, and they are using those metrics to determine how you show up in search results. In this episode of Closing Time, Jennifer Denney of Elevated Marketing Solutions talks about the key metrics on your website and landing pages, and how improving them can lead to an improved user experience, lower cost-p
How to use AI to accelerate product-led growth -- with Dave Boyce
Product-led growth thrives when customers can explore, try, and succeed—without ever needing to talk to sales. But designing that seamless, self-serve experience? That's the hard part. In this episode of Closing Time, Geoff Coutts sits down with Dave Boyce, Executive Chair and EVP of Product at Winning by Design, to explore how AI is transforming the PLG motion. From AI-guided demos and onboarding
Are LinkedIn Ads Working? How to Attribute Pipeline and Results (Even When It's Not Obvious) -- with Deivis Rupslaukis
How do you know if LinkedIn is really influencing your pipeline? Val Riley sits down with Deivis Rupslaukis, founder of DERU Digital, to explore practical ways to track LinkedIn ad impact—from adding "How did you hear about us?" to your forms, to manually cross-referencing CRM data, to using attribution tools like LeadsRx. Plus, Deivis shares a clever workaround for LinkedIn's lack of impression c
From Click to Conversion: How to Motivate Customers at Each Phase of the Buyer's Journey -- with Jon MacDonald
What really drives a customer to click, convert, and come back? This week on Closing Time, we're joined by Jon MacDonald—founder of The Good and author of Behind the Click—to explore the psychology behind every stage of the customer journey. From mental shortcuts to mobile optimization, Jon breaks down the five key phases and shares what smart marketers do to reduce friction, build trust, and driv
Revenue, Renewals, and the Evolving Role of Customer Success -- with Kristi Faltorusso
Do your customer success managers assist customers? Yes. But do they also handle renewals? Upsells? Expansion? Cross-sell? If it feels like every company writes its own script for this role, you are correct. In this week's episode of Closing Time, host Geoff Coutts welcomes Kristi Faltorusso, Chief Customer Officer at ClientSuccess, to chat through the evolving role of customer success. Kristi sha
Gaming LinkedIn for Sales? Authenticity Still Wins the Long Game -- with Tim Davidson
You saw the LinkedIn beef between Apollo.io and Seamless.ai—but did you catch that LinkedIn shut them both down? Media platforms hold the power, and if you want to keep playing the game, you've got to play by the rules. In this episode of Closing Time, we're joined by Tim Davidson, founder of B2B Rizz, to unpack the risks of trying to game the LinkedIn algorithm. From automation flags to fake enga
The Right Way (and the Wrong Way) to Use AI in B2B Sales -- with Nick Caruso
AI is transforming sales—but not everyone's doing it right. In this episode of Closing Time, Nick Caruso, CRO at KnowledgeNet.ai, joins us to break down the smart (and not-so-smart) ways sales teams are using AI today. From AI SDRs and real-time lead research to bots talking to bots, Nick shares how to skip the gimmicks and use AI in B2B sales to drive real outcomes—not just activity. Whether you'
Power your Outbound Sales with These 7 Buying Signals -- with Jed Mahrle
Pipeline looking thin? Sitting back and hoping for inbound leads won't cut it—not in today's market. Top-performing reps know that building a predictable pipeline means getting smart about outbound. In this episode of Closing Time, Geoff Coutts sits down with Jed Mahrle, founder of PracticalProspecting.io, to break down seven buying signals that help reps reach the right prospects at the right tim
Beyond Cold Outreach: 4 Smarter (and Cheaper) Ways to Generate Pipeline -- with Sell Better's Chris Merrill
Think cold calls and cold emails are your only shot at generating pipeline on a tight budget? Think again. In this episode of Closing Time, Chris Merrill, CEO of Better Media (the folks behind Sell Better & Market Better), shares tactical, low-cost strategies that go way beyond the inbox or the dialer. From live events and webinars to podcasting and building niche communities, Chris unpacks creati
Google's New Ad Updates & How to Optimize Landing Pages for Higher ROI -- with Tas Bober
Hot off the Google press...if your landing page content doesn't match your ad AND if it doesn't have navigation, your ad might not even get served (no matter how much you're willing to pay). Google is officially emphasizing the importance of relevant content and easy-to-navigate landing pages. In this episode of Closing Time, landing page expert and founder of The Scroll Lab, Tas Bober, breaks do
B2B Influencers Are Here—How Marketers Can Leverage Them to Drive Results -- with Robyn Nissim
If you think influencers are just for B2C marketing, think again. B2B buyers are still people—and people trust people more than ads. Enter B2B influencers. In this episode of Closing Time, Robyn Nissim, founder of Social Proof Agency, breaks down why 2025 is the year of the B2B influencer. She shares how to find the right creators, structure partnerships for long-term impact, and measure success b
Why "Connect-to-Market" is the New "Go-to-Market" -- with Casey Cheshire
Are you truly connected to your customers? Too many marketers think they know their buyers—but can you name seven of your customers by first and last name? If not, you might be suffering from disconnected marketing. In this episode of Closing Time, host Val Riley sits down with Casey Cheshire, Chief Evangelist at Ringmaster Conversational Marketing, to discuss why go-to-market needs to become conn
Stop the Excuses! How to Master Outbound Sales in 2025 -- with Troy Munson
It's cold season—cold calling, that is. And while we're at it, let's toss in cold emails too. If you're a sales rep waiting around for inbound leads to magically appear, you're leaving money on the table. It's time to prioritize cold outreach in 2025. "But no one answers the phone anymore!"—hogwash! Meet Troy Munson, CEO of Dimmo and proud cold-caller. In this episode of Closing Time, he breaks do
How to Hire a Fractional CMO (And What to Expect) -- with Andrew Dod
Hiring a Chief Marketing Officer (CMO) is a big commitment—especially for growing companies that may not have the budget for a full-time executive. That's where fractional CMOs come in. A fractional CMO provides high-level marketing leadership without the full-time price tag. But how do you find the right fit for your business? Andrew Dod, an experienced SaaS marketing leader and fractional CMO, s
How to Manage Your Sales Pipeline Like a President's Club Seller -- with 30mpc's Nick Cegelski
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 P
How (And When) to Hire a Marketing Agency vs. In-house -- with Brianna Doe
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 age
Discounting Dangers: How to Keep Deals Moving Without Discounting in B2B Sales
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
Lights, Camera, Sell: Finding Success with Video Prospecting in 2025 (Plus Tips From Improv Comedy) -- with Chris Bogue
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 2
How to Get SaaS Pricing Right (and What Most Companies Get Wrong) -- with Bill Wilson
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 ho
Don't Just Start Another B2B Podcast—Turn It Into a Media Brand for Real ROI -- with MarTech's Ben Shapiro
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 singl
Your CRM Buying Guide: Avoiding Pitfalls, Planning for Growth, and Driving Adoption -- with CRM consultant Jason Kramer
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
Why Fractional Sales Leadership Could Be Your Next Big Career Move -- with Louie Bernstein
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 fo
Making Sales Frameworks Work For You (Not the Other Way Around) -- Part 2 with Jeff Bajorek
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 sale
4 Top Sales Methodologies: Which Fits Your Organization Best? -- with Jeff Bajorek
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 e
Redefining Marketing: Customer-Centric Strategies for Agency Growth in 2025 -- with Marketbridge's Tony Mohr
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 Se
What is Sales Enablement? And Why You Need the Function in Your Organization -- with Databrick's Danny Wasserman
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 you
How to Lead Your Sales Team Through the Chaos of Mergers and Acquisitions -- with Epassi's Pete Briggs
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 T
Buffalo Computer Graphics' Journey to Successful CRM Adoption and Customization | Customer Spotlight
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,
How to Climb the Sales Career Ladder - Enterprise Edition -- with Craig Surgey
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 Bub
Sales, Comedy, and Coping: The Role of Humor in B2B Sales -- with Tom Boston
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
The Key to Creating Landing Pages That Convert? See Data From the 2024 Conversion Benchmark Report
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. des
From Minimal Viable Product to Market Domination: The 6 Pillars of Growth for SaaS Startups -- with Stijn Hendrikse
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 s
Entering the Buyer-Led Growth Era (& How it Impacts Your Go-to-Market Motions) -- with Sean Piket
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 mot
The 10 Commandments of Daily Sales Success -- with Kevin "KD" Dorsey
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
How to Sell to Mid-Sized Businesses -- with Insightly & Unbounce CEO Steve Oriola
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 thi
The LinkedIn Advantage: How to Break Through the Noise and Increase Win Rates -- with Morgan Ingram
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
Beyond the Grind: Tools to Avoid Sales Burnout & Reach Peak Performance -- with Jordan Benjamin
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 t
Avoiding the Trial Trap: How to Leverage Free Trials in Sales Cycles (& Close More Deals) -- with Salman Mohiuddin
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 underst
5 Costly Mistakes New Sales Leaders Make (And How to Sidestep Them) -- with Meg Peterson
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
Gated vs. Ungated Content…What's the Real Answer for B2B Marketers? -- with Anthony Kennada
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
The Power of Positivity: Boosting Sales with a Positive Mindset -- with Neil Rogers
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
Is Your Brand in Crisis Mode? Key Insights from the 2024 B2B Buying Disconnect Report -- with TrustRadius' Allyson Havener
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 p
Show Me You Know Me: Mastering Personalization in Sales Outreach -- with Sam McKenna
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
Driving Success with a Scalable CRM: How American Truck Training Scaled to Millions with Insightly | Customer Spotlight
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
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