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 Frank’s own words, he “cannot imagine running Neuline Health, or any company, without Insightly.”

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 

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 chats with Insightly’s 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 

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 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 

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 

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 

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 

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 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 

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 brand’s 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 

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 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 

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 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."

He’ll 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