10 episodes

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.

Closing Time: quick insights from sales & marketing experts Insightly

    • Business

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.

    Sell More & Discount Less with These Negotiating Skills -- with Todd Caponi

    Sell More & Discount Less with These Negotiating Skills -- with Todd Caponi

    Does the traditional sales negotiation process almost feels like a hostage situation? We build trust and form a relationship, then when the customer says "yes," the gloves come off. As a sales leader, we know you’ve been there.
    In this episode of Closing Time, sales expert Todd Caponi will provide simple techniques to improve your sales negotiation skills, build trust, and create a better overall sales experience. The result? You’ll discount less and make all of your deals more predictable. Watch the episode on YouTube.
     
    Want to stock your bookshelf on us?
    Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 
     
    Connect With: 
    • Todd Caponi: Instagram // Twitter // LinkedIn
    • Chip House: Twitter // LinkedIn
    • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

    • 17 min
    How to Build an Effective SDR/BDR Team -- with Sam McKenna

    How to Build an Effective SDR/BDR Team -- with Sam McKenna

    Building an SDR or BDR program from scratch can be daunting. What metrics can help you determine if the time is right to start an SDR program? Do you have the right size team, deal size, and sales cycle to justify it? How will your tech stack need to change? Do you need to hire SDRs with experience or recruit from different industries? What’s the best way to begin?
    In this episode of Closing Time, sales expert Sam McKenna answers all those questions and more to ensure you're prepared to launch a successful SDR/BDR program in your organization. Watch the episode on YouTube.
     
    Want to stock your bookshelf on us?
    Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 
     
    Connect With: 
    • Sam McKenna: Website // Twitter // LinkedIn
    • Val Riley: LinkedIn
    • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

    • 13 min
    How to Resolve Sales and Marketing Conflict (and Close More Deals) -- with Jay Baer

    How to Resolve Sales and Marketing Conflict (and Close More Deals) -- with Jay Baer

    How is your sales team’s relationship with the marketing department? According to the latest research - it’s probably not great. In fact, 87% of the words marketers and salespeople use to refer to one another are negative (good luck reaching the quota in that environment). But it doesn't have to be that way.
    In this episode of Closing Time, Jay Baer shows how smart organizations are building that bridge through unified CRM systems, aligned success metrics, KPIs, and proactive mechanisms to build relationships and eliminate surprises. Watch the episode on YouTube.
     
    Want to stock your bookshelf on us?
    Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 
     
    Connect With: 
    • Jay Baer: Instagram // Twitter // LinkedIn
    • Dave Osborne: LinkedIn
    • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

    • 11 min
    How to Motivate Salespeople in the Era of the “Great Resignation” -- with Todd Caponi

    How to Motivate Salespeople in the Era of the “Great Resignation” -- with Todd Caponi

    To retain, grow and inspire your sales team, your culture is everything. But how do you motivate a sales team that stays, performs, and advocates in the Great Resignation era? Sales expert Todd Caponi would argue it has to do with maximizing intrinsic inspiration.
    In this episode of Closing Time, we'll discuss the six categories of sales motivation and inspiration (also referred to as the PRAISE model), along with easily actionable ideas to help you maximize them in any sales environment. Watch the episode on YouTube.
     
    Want to stock your bookshelf on us?
    Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 
     
    Connect With: 
    • Todd Caponi: Instagram // Twitter // LinkedIn
    • Val Riley: LinkedIn
    • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

    • 17 min
    LinkedIn Optimization Tips for Sales & Marketing Leaders -- with Sam McKenna

    LinkedIn Optimization Tips for Sales & Marketing Leaders -- with Sam McKenna

    Sales and marketing professionals – it's time to optimize your LinkedIn profile. With over 830 million users and 4/5 of them being decision-makers, it's more important than ever to utilize LinkedIn to its fullest potential.
    In this episode of Closing Time, LinkedIn expert Sam McKenna dives into a few of the latest components of LinkedIn profile optimization, the logic and structure of the Linkedin algorithm, and even a few things that might be limiting your success on LinkedIn. Watch the episode on YouTube.
     
    Want to stock your bookshelf on us?
    Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. 
     
    Connect With: 
    • Sam McKenna: Website // Twitter // LinkedIn
    • Chip House: Twitter // LinkedIn
    • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

    • 14 min
    Keys to Delivering An Amazing Customer Experience -- with Jay Baer

    Keys to Delivering An Amazing Customer Experience -- with Jay Baer

    How can aligning go-to-market teams help to elevate and deliver a fantastic customer experience? Research shows that aligned sales and marketing teams produce 400% higher average annual growth rates than teams that aren't aligned.
    In this episode of Closing Time, Jay Baer explains the philosophy of "Youtility" and the importance of building relationships and creating value that "transcends the transaction." He also provides actionable tips for B2B go-to-market teams to help them achieve alignment and enhance the customer experience.
     
    Want to stock your bookshelf on us?
    Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. Watch the episode on YouTube.
     
    Connect With: 
    • Jay Baer: Instagram // Twitter // LinkedIn
    • Chip House: Twitter // LinkedIn
    • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

    • 14 min

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