Closing Time: quick insights from sales & marketing experts
Episodes
Unveiling the Shadows of B2B Marketing: 6 Metrics for Tracking Dark Funnel Activities
31 Oct 2023
Contributed by Lukas
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 funn...
How to Orchestrate a Successful Product Launch -- with Ignition's Karthik Suresh
24 Oct 2023
Contributed by Lukas
When done well, a product launch can propel your business forward, engage your prospects, and drive adption. In fact, 79.5% of companies reported lau...
How to Make Your Next Sales Call Better: Data-Backed Call Openers, Pricing Phrases, & More -- with Gong's Udi
17 Oct 2023
Contributed by Lukas
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 selle...
Sales Prospect Research: Are You Doing Enough? -- with Justin Fite
10 Oct 2023
Contributed by Lukas
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 sti...
Must-Know LinkedIn Sales Navigator Tips and New Features to Optimize Your Prospecting -- with Mandy McEwen
03 Oct 2023
Contributed by Lukas
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...
A B2B Seller's Path to Becoming a Trusted Advisor (and Having Your Buyers Sell for You) -- with Hannah Ajikawo
26 Sep 2023
Contributed by Lukas
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 ...
The New Sales Funnel Optimized for Revenue, Not MQLs or SQLs -- with Chris Walker
19 Sep 2023
Contributed by Lukas
If you're currently using a one-size-fits-all sales funnel (that ignores buyer intent or pipeline source) and is focused on top-of-funnel metrics like...
Modernizing Your GTM Strategy: Demand Creation vs. Demand Capture -- with Chris Walker
12 Sep 2023
Contributed by Lukas
Demand capture vs. Demand creation – two of the most important areas of focus for today's marketers. Demand creation (aka demand generation) is abou...
Bouncing Back After the Death of Marketing Attribution -- with SparkToro's Rand Fishkin
05 Sep 2023
Contributed by Lukas
"What are we getting for our ad spend?" This question is getting even more difficult to answer since the death of marketing attribution as we know it ...
Overcoming Dysfunction in a Consensus-driven Buying Environment -- with Lavendar's Jen Allen
31 Aug 2023
Contributed by Lukas
Sales professionals – are you struggling to build consensus? Today's B2B sales cycles are complex and include more decision-makers than ever before....
Standing out in Sales: How to Start Building Your Personal Brand on LinkedIn -- with Clari's Kyle Coleman
29 Aug 2023
Contributed by Lukas
"You've got to be posting on LinkedIn." Depending on your target audience, this may or may not be true. In this episode of Closing Time, Insightly CMO...
How to Get Your Sales Team to Adopt Video Selling -- with Vidyard's Tyler Lessard
24 Aug 2023
Contributed by Lukas
Video selling is on a steep growth curve, so why isn't everyone on board? You can equip your salespeople with the hardware and software required and t...
Turning Strangers into Prospects: LinkedIn Social Selling in 4 Steps -- with Mandy McEwen
22 Aug 2023
Contributed by Lukas
You've worked on your personal branding on LinkedIn, and now you're looking for tangible results. How do you go from reaching out to someone in your I...
Sales Objections: Using COI (Cost of Inaction) to Defeat Your Buyer's Status Quo -- with Jen Allen
17 Aug 2023
Contributed by Lukas
On average, 40-60% of B2B sales opportunities are lost to the status quo objection. We're not losing to competitors as frequently as we're losing to c...
The Sales-to-Marketing Career Shift: Why Ex-Salespeople Make Great Marketers -- with Clari's Kyle Coleman
15 Aug 2023
Contributed by Lukas
People used to believe that marketing was art and sales was science, but today's professionals know both need a little art and science to get the job ...
How to Use Video Throughout The B2B Sales Process -- with Vidyard's Tyler Lessard
10 Aug 2023
Contributed by Lukas
Video selling can be the secret weapon to propel your sales team to higher conversion rates. Think video selling is just about prospecting? Well, you'...
Do Legacy CRMs Need a Reality Check? 4 Risks of Purchasing Legacy Systems
08 Aug 2023
Contributed by Lukas
How do you know if you're buying old technology? Are legacy CRM systems focused on enterprises, leaving small and midsize businesses flapping in the w...
Buyer Enablement: Helping B2B Sellers Make the Consensus Sale -- with Luigi Prestinenzi
03 Aug 2023
Contributed by Lukas
There is a ton of noise in the buyer's journey, and many buyers are struggling to navigate through it. Things get even more complex when more stakehol...
Shopping for a CRM? Expert Advice for Choosing the Right CRM For You
01 Aug 2023
Contributed by Lukas
Few software tools are as mission-critical as your CRM. Whether you're a startup, mid-market, or enterprise business, choosing the right CRM is easier...
Why Sales Leaders Fail: The Full Business Picture and Why it Matters -- with Amy Volas
27 Jul 2023
Contributed by Lukas
Sales leaders often enter a new company and start working on their team immediately. This is important, but they are missing the larger picture by jus...
Early Stage Startup? 11 Startup Marketing Initiatives to Help You Grow Faster -- with Anna Furmanov
25 Jul 2023
Contributed by Lukas
Can you package up the marketing needs of early stage companies into 11 key initiatives? Yes, you can if you are the 'Marie Kondo' of startup marketin...
Why Typical Sales Presentations Don't Work (& What Will) -- with Todd Caponi
20 Jul 2023
Contributed by Lukas
Why do most sales presentations fail? Because the traditional presentation choreography, used by so many organizations around the world for many years...
Best Practices for Creating and Maintaining a Winning Sales Territory Plan -- with Sales Assembly's Brad Rosen
18 Jul 2023
Contributed by Lukas
As a sales leader, whether you're new to the field or experienced, managing and redistributing sales territories can be a challenging task. There are ...
Why Personal Branding is Important in Sales -- with Jay Baer
13 Jul 2023
Contributed by Lukas
Do your sales team members have personal brands? There are a lot of salespeople trying to convince prospective customers to buy. And in many cases, wo...
3-Step Playbook to Drive Revenue with Account-Based Experience (ABX) -- with Corrina Owens
11 Jul 2023
Contributed by Lukas
As brands move towards efficient growth, aligning the sales and marketing teams on an account-based marketing strategy is a logical move. Most SaaS co...
How to Meet & Exceed Your Sales Quota in 2023: The Sales Success Calculator -- with Luigi Prestinenzi
06 Jul 2023
Contributed by Lukas
Salespeople often operate like independent contractors in their organizations. It's a career for the self-reliant and self-motivated. You know when yo...
The Sales Hiring Scorecard: a Secret Tool for Job Seekers and Hiring Managers -- with Amy Volas
04 Jul 2023
Contributed by Lukas
Salespeople churn is almost 3x more than any other job role. With turnover at an all-time high, there has to be a better way to make hiring decisions ...
How to Convert B2B Referral Leads into Wins -- with Sam McKenna
29 Jun 2023
Contributed by Lukas
Lead referrals should be treated like gold, and too often in sales, our peers fall flat. The most important pillar to remember when receiving a referr...
Improve Your Sales Cadences and KPIs: 5 Key Findings From 570 Million Sales Interactions -- with Salesloft's Derek Grant
27 Jun 2023
Contributed by Lukas
If you're looking to better engage prospects, coach your team to success and close more deals, you're in the right place. In this episode of Closing T...
Deep Dive into the Evolving Role of Chief Revenue Officer (CRO) -- with G2's Mike Weir
22 Jun 2023
Contributed by Lukas
More and more, companies are adding a new title to their C-Suites: Chief Revenue Officer. It was once often linked to tech or high-growth companies, b...
Salespeople: Crush Your Next SaaS Demo With These Tips -- with Chris Orlob
20 Jun 2023
Contributed by Lukas
The demo call is pivotal. You've identified pain points during discovery. Your buyer is interested. They've agreed to another call. You can either sol...
The Secret to Reducing Sales Turnover: Your Hiring & Onboarding Processes
15 Jun 2023
Contributed by Lukas
Losing team members in any position is tough. But losing salespeople? Way more common than you think. According to a Harvard Business Review study, th...
Growth at all Costs is Over: How SEO Factors into Sustainable Growth -- with Demandwell's Mitch Causey
13 Jun 2023
Contributed by Lukas
The days of 'growth at all costs' appear to be over as firms move towards efficient and sustainable growth models. This seems to pave the way for just...
5 Simple Steps to Grow Your Business with Word-of-Mouth Marketing
08 Jun 2023
Contributed by Lukas
Everyone in sales knows that word-of-mouth marketing is the best way to grow your business and improve your close rate. Then why are companies still s...
Switch up the Game Plan: Tips for Winning Over the B2B Buying Committee
06 Jun 2023
Contributed by Lukas
In the world of sports, we expect a new game plan every week depending on the opposing team's strengths and weaknesses. So why do we run the same play...
3x Your Outbound Email Response Rate with CRM + Sales Engagement -- with Salesloft's Albert Rhee
01 Jun 2023
Contributed by Lukas
Is your outbound email response rate falling short? Are you struggling to meet your sales quota because of it? Adopting a Sales Engagement tool like S...
Mastering the Art of ABM: Tips for Running a Successful Account-Based Marketing Program
30 May 2023
Contributed by Lukas
Running a successful account-based marketing program can be challenging. Whether your organization is just starting out, has a few campaigns under its...
Adding Conversational Chatbot Marketing to Your B2B Marketing Mix -- with Drift's Katie Foote
25 May 2023
Contributed by Lukas
B2B buyers want personalized experiences, including instant access to the brands with which they do business. That's why the ideal response time from ...
Who is Your Ideal Customer? Defining ICP and Aligning Go-To-Market Teams Around It -- with Sales Assembly's Brad Rosen
23 May 2023
Contributed by Lukas
All of your go-to-market teams need to buy into your ICP in order to rally around it – but doing so is easier said than done. To start, you need to ...
How to Get (and Keep) a Job as VP of Sales -- with Amy Volas
18 May 2023
Contributed by Lukas
Becoming a first-time VP of Sales is not for the faint of heart – the successful track record, tip-top resume, nailing the interview process. But as...
Using a Sales Activity Calculator to Optimize Outbound Selling Time -- with Kim Cram
16 May 2023
Contributed by Lukas
More sales activity = more meetings? Maybe, if you have the right strategy. When it comes to a B2B seller's daily activities, there is a mathematical ...
Rallying the Troops: Leading Remote Sales Teams During Challenging Times -- with G2's Mike Weir
11 May 2023
Contributed by Lukas
Your team is spread across the country, and the forecasts are looking a bit anemic. Is it the economy, our industry, or just bad timing? Regardless, i...
Cold Calling Tips: Use this Script to Quickly Build Trust and Book More Meetings -- with ConnectAndSell CEO, Chris Beall
09 May 2023
Contributed by Lukas
How long do sellers have to gain trust during a cold call? 7 seconds. Whether you're using intent data or slightly warm leads, the first few seconds o...
Sales Zoom Etiquette: 4 Simple Ways to Build Rapport Online -- with Ravi Rajani
04 May 2023
Contributed by Lukas
Sellers: how are you creating connections, building trust, and cementing rapport without feeling inauthentic in a virtual first world? The goal is t...
How to Power Your SEO with AI – Proven Strategies to Save Time and Money
02 May 2023
Contributed by Lukas
AI services like ChatGPT and Bard are already impacting how marketing professionals generate content for SEO (search engine optimization). But most ex...
Generate More Sales Through Your CRM Using "Show Me You Know Me" -- with Sam McKenna
27 Apr 2023
Contributed by Lukas
How you personalize your sales outreach can make or break your sales process. Show Me You Know Me (#SMYKM) is a concept that runs through every single...
Top 5 Tips to Tailor Your Sales Demo to the Discovery -- with Kim Cram
25 Apr 2023
Contributed by Lukas
It's easy for salespeople to get into a rut and deliver the same sales demo every time. Today's buyers won't have it…they'll watch a recording at th...
Gender Gap in Sales: Why Women Close More Deals Than Men -- with Amy Volas
20 Apr 2023
Contributed by Lukas
Not only should women have a seat at the table in sales and sales leadership, but your company is actually suffering without them. How much? Well, acc...
The 4 Keys to Successful Sales Proposals -- with PandaDoc's Keith Rabkin
18 Apr 2023
Contributed by Lukas
What's in between a 'yes' and a signed deal? It's the proposal. The proposal is an opportunity to cement the deal or possibly lead it astray, so it's...
How To Navigate the Increasingly Complex B2B Buyer's Journey -- with Todd Caponi
13 Apr 2023
Contributed by Lukas
80% of a B2B buyer's time is spent researching products and evaluating options independently, and only 20% is spent meeting with a sales rep. As infor...
Using Digital Marketing to Launch an Account-Based Marketing (ABM) Strategy -- with John Short
11 Apr 2023
Contributed by Lukas
Account-based marketing (ABM) can be a more efficient way to drive higher-value deals, reduce lead lifecycle, and increase revenue for B2B businesses....
The Three Cs of Sales Follow-Up Communication -- with Jay Baer
06 Apr 2023
Contributed by Lukas
Too many salespeople use the same playbook for every buyer, every time. In 2023, that is a recipe for disaster or – at the very least – missing yo...
Sales Objection Handling: 8 Responses to the "I'm Not Interested" Objection
04 Apr 2023
Contributed by Lukas
You're interrupting your prospect's day. You have 10 seconds on a cold call to pique their interest and provide some sort of value before they inevita...
Conversational Selling: How To Use Chatbot Marketing to Drive Sales Leads -- with Drift's Katie Foote
30 Mar 2023
Contributed by Lukas
Chat leads inherently have high intent. This person is on your website and wants to engage with your team - amazing! Do you know how to best align you...
The 5-step Revenue Operations (RevOps) Model for High-Growth Teams -- with Eddie Reynolds
28 Mar 2023
Contributed by Lukas
Your RevOps team is the key to launching and maintaining a high growth trajectory for your business. In this episode of Closing Time, Dave Osborne is ...
B2B Sales in 2023: Compensations Trends in a Volatile Market -- with Amy Volas
23 Mar 2023
Contributed by Lukas
The B2B sales compensation market shifts quickly – how are you keeping up in 2023? In this episode of Closing Time, we've invited Amy Volas, strateg...
How Go-To-Market Teams Can Use ChatGPT to Save time and Resources -- with Gene Marks
21 Mar 2023
Contributed by Lukas
You've heard about ChatGPT in the news and online, but how exactly does it benefit Go-to-Market professionals? In this episode of Closing Time, column...
Tips to Master LinkedIn Sales Navigator -- with Sam McKenna
16 Mar 2023
Contributed by Lukas
Looking to supercharge your outbound sales strategy in 2023? Most sales leaders use LinkedIn Sales Navigator to fuel their outbound sales process. But...
Is the MQL Dead? How Marketers Can Find the Channels that Drive Real Revenue -- with John Short
14 Mar 2023
Contributed by Lukas
Are MQLs dead? Marketers have relied on generating Marketing Qualified Leads (MQLs) for years, using them as a critical metric to measure success. But...
Dark Social in B2B Marketing: What it is and How to Harness it -- with Shama Hyder
09 Mar 2023
Contributed by Lukas
Buyers – especially in B2B – learn about products and services in various ways. As social media platforms like TikTok continue to gain popularity,...
How to Foster an Environment Where Female Salespeople Thrive -- with Charlotte Lloyd
07 Mar 2023
Contributed by Lukas
Happy Women's History Month! Female salespeople are statistically proven to have better outcomes (e.g. more wins) than their male colleagues, and yet ...
Easy Content Marketing Tactics that Close Deals -- with Jay Baer
02 Mar 2023
Contributed by Lukas
No one wants to receive a "check-in." In fact, it might be the worst follow-up email to send (or receive). No value. No update. No bueno. Instead of t...
7 Types of Go-to-Market & How to Choose the Right One -- with Sangram Vajre
28 Feb 2023
Contributed by Lukas
How do you make a go-to-market plan? Which motion and strategy do you choose? Which is best for your business? If you've asked yourself any of those q...
5 Steps to Transform a Case Study into a Customer Success Story -- with Ravi Rajani
23 Feb 2023
Contributed by Lukas
To connect with your prospects and convert them into paying customers, one of the most powerful stories you can share during the sales process to acce...
Top 5 GTM Challenges in 2023 and How to Overcome Them -- with Sangram Vajre
21 Feb 2023
Contributed by Lukas
Having trouble forecasting 1-2 quarters out? Feeling reactive rather than proactive? Hold out hope for big deals to save the quarter? You're not alone...
Sales Objections: How to Overcome a Lack of Urgency -- with Doug Landis
14 Feb 2023
Contributed by Lukas
The prospect has the budget. They have the authority. They have the need. But timing? "Sorry, we'll have to push this project for six months." Overcom...
How To Turn Sales Calls Into Business Conversations -- with Doug Landis
07 Feb 2023
Contributed by Lukas
60% of well-qualified deals will end in no decision due to the fear of change or choice paralysis. Why? Salespeople fail to turn sales discovery calls...
Sell More & Discount Less with These Negotiating Skills -- with Todd Caponi
31 Jan 2023
Contributed by Lukas
Does the traditional sales negotiation process almost feels like a hostage situation? We build trust and form a relationship, then when the customer ...
How to Build an Effective SDR/BDR Team -- with Sam McKenna
24 Jan 2023
Contributed by Lukas
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 ...
How to Resolve Sales and Marketing Conflict (and Close More Deals) -- with Jay Baer
17 Jan 2023
Contributed by Lukas
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 w...
How to Motivate Salespeople in the Era of the "Great Resignation" -- with Todd Caponi
10 Jan 2023
Contributed by Lukas
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 t...
LinkedIn Optimization Tips for Sales & Marketing Leaders -- with Sam McKenna
03 Jan 2023
Contributed by Lukas
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, ...
Keys to Delivering An Amazing Customer Experience -- with Jay Baer
27 Dec 2022
Contributed by Lukas
How can aligning go-to-market teams help to elevate and deliver a fantastic customer experience? Research shows that aligned sales and marketing teams...
How To Build a Sales Tech Stack That Works -- with Todd Caponi
20 Dec 2022
Contributed by Lukas
The sales tech stack continues to grow and become more powerful. But is that a good thing? Or is it getting in the way of viewing the world through th...
Ghosting in Sales: How to Follow Up When Prospects Disappear -- with Sam McKenna
13 Dec 2022
Contributed by Lukas
It happens every day in every SaaS sales department: Motivated prospect. Pricing finalized. Contract sent. And yet? Silence. Boom! Ghosted! But when p...
The Science of Sales: What is Clinical Empathy? -- with Todd Caponi
29 Nov 2022
Contributed by Lukas
What is clinical empathy, and how can it help sales professionals increase win rates, improve pipeline efficiency, and remove friction in the buying p...
Welcome to the Closing Time podcast!
16 Nov 2022
Contributed by Lukas
Welcome to the Closing Time podcast! Closing Time is a video and podcast series focused on tips for go-to-market leaders in the fields of sales, marke...