Closing Time: quick insights from sales & marketing experts

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 sales method.

Jeff is back to help you tailor these methods to fit your unique selling style, navigate leadership decisions on methodology adoption, and know when to break the mold for better results. He’ll also share some common threads and discuss his trademarked Sell Like You™ and Rethink How You Sell™ approaches.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jeff Bajorek: LinkedIn 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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 episode is for you.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Jeff Bajorek: LinkedIn 

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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 Services at Marketbridge, shares insights on navigating the challenges for modern agency marketers, standing out in a crowded digital space, and building team alignment around a positive brand experience. 

From practical advice on transforming your brand to actionable strategies for boosting customer loyalty, this conversation is packed with valuable takeaways for agency leaders and marketers looking to fuel growth in 2025.

Watch the episode on YouTube.

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

Connect With: 

• Tony Mohr: LinkedIn // Marketbridge

• Melinda Prescher: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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 your enablement team should own.

We’ll also delve into when a team is ripe for an enablement leader and how leadership buy-in is key to making this function work for 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: 

• Danny Wasserman: LinkedIn // Databricks

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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 Time, meet Pete Briggs, Sales Director at Epassi, who has led teams through the rollercoaster of M&A. He shares his tips for sales leaders on navigating this complex & chaotic process.

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: 

• Pete Briggs: LinkedIn // Epassi

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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, improving team adoption, and tailoring the system to their unique needs.

From conducting operational analysis to building custom workflows and automation, Buffalo Computer Graphics leveraged Insightly CRM to boost efficiency and better serve their customers. Tune in for valuable insights on how to maximize your own CRM investment through effective adoption and customization strategies.

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: 

• Anastasia Dorsheimer: LinkedIn // Buffalo Computer Graphics

• Melinda Prescher: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

When marketers get marketing attribution right, it opens up a whole new world to them in terms of finding efficiency with spending. However, the complexities of a multi-channel marketing team often lead to marketing attribution only showing a small piece of the puzzle.

In this episode of Closing Time, meet Larry Todd of LeadsRx, a marketing attribution company. Larry will talk through the power of cross-channel attribution (also called full-funnel attribution) and will give you the trends to look for in 2025.

Watch the episode on YouTube.

Ready to convert every marketing touch into revenue? Get a demo of LeadsRx's multi-touch attribution software today. 

Shopping for a new CRM? Get a demo or start a free trial of Insightly's modern CRM that teams love. 

Connect With: 

• Larry Todd: LinkedIn //  LeadsRx

• Alex Nazarevich: LinkedIn //  Unbounce's Website

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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 Bubble podcast. He’s sharing his insights and the ways the sales career path has changed over time…and remained the same. If you’ve got enterprise dreams, this is the episode for you.

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: 

• Craig Surgey: LinkedIn //  Struggle Bubble podcast

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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 a profession that can often feel lonely and full of rejection.

In this episode of Closing Time, Tom shares his journey from SDR to Chief Funny Guy, offering insights into humor in B2B sales and some tips and tricks on standing out with personal branding. We were lucky enough to catch him on the cusp of his next professional venture. Come have a laugh with us!

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: 

• Tom Boston: LinkedIn //  YouTube // Twitter // Instagram // My Sales Coach

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube 

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. desktop.

In this episode of Closing Time, Alex Nazarevich, VP of Growth Marketing at Unbounce, shares key insights from the report. This is also your chance to get acquainted with Alex, who will be hosting future episodes of Closing Time!

Watch the episode on YouTube.

Want to dive deeper into the data? Get access to the 2024 Conversion Benchmark Report today. 

Shopping for a new CRM? Get a demo or start a free trial of Insightly's modern CRM that teams love. 

Connect With: 

• Alex Nazarevich: LinkedIn //  Unbounce's Website

• Val Riley: LinkedIn 

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube