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 free trials in sales cycles. They delve into understanding the "why" behind trial requests, setting clear success criteria, engaging executive sponsors, and providing a white-glove experience to ensure trial success.

Trials are where deals go to die. But it doesn’t have to be that way. Tune in to refine your trial strategy and use it to close more deals efficiently.

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:

• Salman Mohiuddin: LinkedIn // Salman Sales Academy

• Dave Osborne: LinkedIn

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

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 to discuss what it’s like to join an organization in this role at this moment in time and how successful sales leaders can navigate it.

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:

• Meg Peterson: LinkedIn // On Deck Leadership

• Dave Osborne: LinkedIn

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

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 a gate of some kind.

He also explains how having a first-party relationship with your audience is vital to lowering the cost of distribution, measuring the impact of content, and connecting audience engagement to bottom-line revenue.

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:

• Anthony Kennada: LinkedIn // AudiencePlus website

• Val Riley: LinkedIn

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