If you are in B2B complex technical sales, or you manage a team of B2B complex technical sellers, then the Sales Integrity Podcast is for you. This podcast is all about helping sales professionals, leaders and organizations who sell complex technical products, services and solutions to increase sales and earn more money. This is a weekly podcast that airs 3 days per week - Monday, Wednesday and Friday. This podcast is dedicated to helping you become better prepared, more organized and highly ...
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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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Entering the Buyer-Led Growth Era (& How it Impacts Your Go-to-Market Motions) -- with Sean Piket
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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 r…
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The Key to Creating Landing Pages That Convert? See Data From the 2024 Conversion Benchmark Report
11:41
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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 c…
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From Minimal Viable Product to Market Domination: The 6 Pillars of Growth for SaaS Startups -- with Stijn Hendrikse
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17:30
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. …
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The 10 Commandments of Daily Sales Success -- with Kevin "KD" Dorsey
17:56
17:56
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17:56
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…
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How to Sell to Mid-Sized Businesses -- with Insightly & Unbounce CEO Steve Oriola
14:05
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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) of…
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The LinkedIn Advantage: How to Break Through the Noise and Increase Win Rates -- with Morgan Ingram
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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 t…
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Beyond the Grind: Tools to Avoid Sales Burnout & Reach Peak Performance -- with Jordan Benjamin
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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, m…
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Avoiding the Trial Trap: How to Leverage Free Trials in Sales Cycles (& Close More Deals) -- with Salman Mohiuddin
15:58
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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 fr…
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5 Costly Mistakes New Sales Leaders Make (And How to Sidestep Them) -- with Meg Peterson
15:55
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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…
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Gated vs. Ungated Content…What’s the Real Answer for B2B Marketers? -- with Anthony Kennada
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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…
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The Power of Positivity: Boosting Sales with a Positive Mindset -- with Neil Rogers
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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 th…
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How Data Privacy Company Streamlines Operations with Insightly's Enterprise CRM | Customer Spotlight
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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 Wass…
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Is Your Brand in Crisis Mode? Key Insights from the 2024 B2B Buying Disconnect Report -- with TrustRadius' Allyson Havener
17:22
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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-b…
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Show Me You Know Me: Mastering Personalization in Sales Outreach -- with Sam McKenna
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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 …
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Driving Success with a Scalable CRM: How American Truck Training Scaled to Millions with Insightly | Customer Spotlight
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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 …
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Self-Sourcing Pipeline: How to Empower & Enable AEs to do More Outbound -- with Jason Bay
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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,…
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A/B Testing & Optimization Tips to Increase Web Conversion Rates -- with Spiralyze's Sahil Patel
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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 …
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5 Discovery Questions to Double Deal Size & Shorten Sales Cycle -- with Krysten Conner
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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 pos…
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From Spreadsheets to Success: Why Insightly is the Best CRM for Nonprofit Business UK Screen Alliance | Customer Spotlight
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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 powe…
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Is the Party Over for SaaS? How SaaS Buying is Changing and Why Platforms are Winning -- with Eric Christopher
17:18
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17:18
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, Eri…
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🎉 100th Episode: The End of the Line for Cold Calling (& What's Replacing it) -- with Sam McKenna
21:47
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21:47
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 cu…
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Community is the New Marketing: Using Internal and External Communities in B2B to Support Sales Growth -- with Simon Severino
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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 Se…
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Why Insightly is the Best CRM for Manufacturing Business Moduflex | Customer Spotlight
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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 ma…
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Dreamers, Doers, and Drivers (Types of Leaders) – What They Are and Why You Need All Three in SaaS -- with Sangram Vajre
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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 Par…
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How to write sales email cadences that get opened (and replied to!) -- with #samsales' Kimberly Collins
17:47
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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 so…
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Branding Your Way into B2B Buyer's Initial Consideration Set -- with Jess Cook
16:35
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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…
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How Healthcare Business, NeuLine Health, Uses Insightly's HIPAA-Compliant CRM -- Customer Spotlight Edition
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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…
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To Win vs. The Status Quo – Your Talk Track for Selling to Buying Committees -- with Doug Landis
18:27
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18:27
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 ch…
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Beyond the SKO: Future-Proofing Your Sales Approach -- with Challenger's Geoff Hendricks
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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 – and the 2023 hangovers we’re still dealing with. You'll learn how to future-proof your sales approach be…
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How to Personalize at Scale: Writing for the Masses vs. Writing to Doris -- with Ann Handley
18:03
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18:03
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 i…
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How to Optimize the B2B Buyer Experience and Improve Wins Rates in 2024 -- with SalesReach.io's Josh Fedie
20:36
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20:36
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 t…
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How to Incorporate AI into Your Sales Process (& Avoid its Dark Side) -- with Ross Simmonds
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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 …
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How to De-risk the Purchase Process for Your Buyers and Avoid FOFU (Fear Of F***ing Up) -- with Dale Harrison
16:42
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16:42
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 th…
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AI-Driven Authenticity: How Sellers & Marketers Can Use AI to Foster Genuine Connections -- with Ann Handley
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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 Hous…
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Efficient Growth: Using Marketing Sprints to Grow Faster while Spending Less -- with Brendan Hufford
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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 Sprin…
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Content Marketing in 2024: Putting the "Marketing" Back in Content Marketing -- with Ross Simmonds
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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 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…
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Flipping the Script: How to Get Started with Cold Calling & Enjoy it! -- with Daisy Chung
12:31
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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 h…
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Influence vs. Influencer Marketing: How to Harness Real Influence That Drives Meaningful Impact -- with Matt Brown
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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, rath…
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How to teach CSM and Sales Reps to ask disruptive questions and just $TFU -- with Bob London
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16:42
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 rev…
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Does Brand Awareness Work in B2B? Here's How to Prove it Does to Your CFO -- with Dale Harrison
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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 strateg…
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How to Choose (and Pivot Away From) Go-to-Market Motions -- with MRP's Chris Rack
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When is the right time to review your go-to-market motions for effectiveness? When is a change of motions in order? Many go-to-market leaders get this wrong by waiting until a crisis or downturn and pivoting in a panic. In this episode of Closing Time, Chris Rack, a sales leader and CEO of the demand gen firm MPR, shares his insights from decades o…
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4 Tips to Help B2B Sellers Increase ACV (Average Contract Value) -- with Hannah Ajikawo
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Increasing Average Contract Value (ACV) can help your business grow faster while staying efficient. Think of it this way: all deals take time, but a $10K deal doesn’t take ten times more work than a $1K deal. By increasing your ACV, you can grow your revenue without adding more people or technology. As such, ACV is a key metric in the health of a b…
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Random Acts of Marketing: Move Past it to Make Your B2B Marketing Strategy Work FOR You -- with Jennifer Zick
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Your company is on a roll; you’re selling your product and beginning to expand, but you’re struggling to align on what to do next. How do you decide on messaging? In what order should you execute your marketing plan? What is your unique value proposition, and how can you add marketing as a strategic partner to your go-to-market plans? Jennifer Zick…
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Marketing on a Budget: 3 Cost-Effective Ways to Conduct Audience Research -- with Rand Fishkin
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Can you afford to do audience research? The better question may be, can you afford NOT to? Most marketers are doing typical market research right, but when it comes to audience research, they're missing the mark. Audience research is exactly what it sounds like: Discovering who your audience is, what they pay attention to, and what sources influenc…
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Unveiling the Shadows of B2B Marketing: 6 Metrics for Tracking Dark Funnel Activities
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B2B buyers are making one thing clear: They want to research on their own before engaging with a salesperson. What’s shocking is how far into the funnel they get alone, as much as 83% of the way. We call this the ‘dark funnel’ (also referred to as dark social), and on this Halloween episode of Closing Time, we’re going to break down how marketers c…
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How to Orchestrate a Successful Product Launch -- with Ignition's Karthik Suresh
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When done well, a product launch can propel your business forward, engage your prospects, and drive adption. In fact, 79.5% of companies reported launches had a significant impact on revenue. The challenge? Orchestrating a successful product launch can be a painful process for product marketers – they require robust research, careful collaboration,…
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How to Make Your Next Sales Call Better: Data-Backed Call Openers, Pricing Phrases, & More -- with Gong's Udi
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The perfect sales call…does it really exist? The team at Gong Labs might be able to answer. They have analyzed one billion sales calls to help sellers like you build trust, keep buyers engaged, and, ultimately, close more deals. On this episode of Closing Time, we welcome Udi Ledergor of Gong, who will provide actionable tips that you can start usi…
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Sales Prospect Research: Are You Doing Enough? -- with Justin Fite
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In the age where personalization and understanding sales prospects shows a big improvement in close rates and deal sizes, why is it that most reps still don’t do enough research? In this episode of Closing Time, Chip talks with Justin Fite of J3 Consulting about a new way to conduct sales prospects research, how sales and marketing can align on ide…
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Must-Know LinkedIn Sales Navigator Tips and New Features to Optimize Your Prospecting -- with Mandy McEwen
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LinkedIn Sales Navigator is a powerful tool for salespeople, but like any app, you’ve got to stay up to date. Recently released features have resulted in some changes that can help sellers streamline the process of finding new leads and making more connections. In this episode of Closing Time, we welcome Mandy McEwen, founder of Mod Girl Marketing,…
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A B2B Seller's Path to Becoming a Trusted Advisor (and Having Your Buyers Sell for You) -- with Hannah Ajikawo
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When your solution makes it on the agenda of your prospect’s weekly meeting, you’ve got a good chance of closing that deal. But how can you get your solution or service considered at that level? In this episode of Closing Time, Hannah Ajikawo, CEO of Revenue Funnel, talks through the pre-work you’ll need to do with your prospect and the questions t…
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