Afleveringen
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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 phoneâtimes (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 methodologyâone 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
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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 âcommunityâ 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
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Is your manufacturing business bogged down by manual data entry and slow processes? You're not aloneâmany 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 Insightlyâfrom 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
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If youâre 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. Itâs 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
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If youâre still âfeature dumping,â we need to talk. Itâs 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
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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
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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 Frankâs own words, he âcannot imagine running Neuline Health, or any company, without Insightly.â
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
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In todayâs 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 Insightlyâs 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
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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 â and the 2023 hangovers weâre 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
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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
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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
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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
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You've heard the saying, âNo one ever got fired for buying IBM,â 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
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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 brandâs 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
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Is your team trapped in the inefficient cycle of 'checkbox marketing?' Quarterly webinarâcheck. Monthly newsletterâcheck. Weekly blog postâcheck.
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
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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 itâs 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."
Heâll 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
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How can you be creative, have fun, and let your personality shine in sales? Would you believe itâs 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 salespersonâs least favorite taskâŚcold 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
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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, âSecrets of Influence,â 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
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Talking less and listening moreâa 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
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The data doesn't lie: If you are not in the consideration set for a buyer before they begin their buying journey, you have less than a 5% chance of closing that deal.
It pays to be top of mind, and B2B marketers do that with brand awareness. In this episode of Closing Time, Insightly CMO Chip House speaks with Dale Harrison, a B2B marketing strategist, on why sales leaders should support and encourage their marketing teamâs efforts in branding and brand awareness.
Not sure how to communicate the value to your CFO? As a former finance leader, Dale knows how to get buy-in for branding. 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:
⢠Dale Harrison: LinkedIn
⢠Chip House: Twitter // LinkedIn
⢠Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube
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