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

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 the Bar." Neil draws from his book to highlight the powerful parallels between hospitality and business, showcasing how the art of relationship-building can skyrocket sales performance. He also unveils the Positive Activity Process, a daily routine that boosts productivity and fosters a positive mindset.

This episode underscores the profound impact of treating customers with kindness and the immense value of small, thoughtful actions in driving business success.

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:

• Neil Rogers: LinkedIn // Website

• Dave Osborne: LinkedIn

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

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 Wasserman, and his team provide data privacy solutions for data breach coaches and insurers.

In this customer spotlight edition of Closing Time, Kris speaks to the value Insightly has driven for his businesses since he became a customer in 2022.

From early struggles with bloated legacy CRMs like Salesforce to the seamless integration of Insightly's enterprise CRM, Marketing, Service, and AppConnect tools, Chris provides a comprehensive look at how these solutions have streamlined his company's processes. He also shares the innovative ways his team uses dashboards and integrations to enhance efficiency and client satisfaction.

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:

• Kris Wasserman: LinkedIn

• Melinda Prescher: LinkedIn

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

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-backed insights around the shrinking shortlist of preferred products, the increasing involvement of C-suite executives in purchase decisions, and the critical role of brand over demand generation in today's market.

Struggling to gain executive buy-in for brand spending? Allyson and her team at TrustRadius have your back. Download the full report: https://bit.ly/3XAOPT2

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:

• Allyson Havener: LinkedIn // TrustRadius

• Val Riley: LinkedIn

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

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 this episode of Closing Time, Sam shares practical examples of using her trademarked “Show Me You Know Me®” model in cold email, nurture email, social media, and more. Tune in to learn how to cut through the noise and make your outreach truly stand out in a sea of same.

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:

• Sam McKenna: Website // Twitter // LinkedIn

• Val Riley: LinkedIn

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

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 Training (ATT), shares his inspiring story of how Insightly's scalable CRM helped him haul his business from "zero to multi-millions." ATT, a commercial driver's license (CDL) training school in Oklahoma City, was founded to address the growing need for skilled truck drivers.

Jerome, an Insightly customer since 2012, dives deep into the value that Insightly CRM + AppConnect has brought to his business. He'll reveal the top reasons why Insightly has become the engine driving his success and how it can help your company shift into high gear too!

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:

• American Truck Training: Website // Jermone's LinkedIn

• Melinda Prescher: LinkedIn

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