Closing Time: quick insights from sales & marketing experts

Most reps skip straight to messaging. They write emails without knowing who they're targeting, when to reach out, or what the buyer actually cares about. Then they wonder why no one responds. The problem usually isn't the email itself. It's the lack of context behind it. That matters even more if you're using AI for outbound. The way you collect and organize CRM data determines whether AI becomes a force multiplier or a firehose for bad outreach. In this episode, John Barrows shares his Filling the Funnel framework, a five-step system for building a stronger outbound strategy from the ground up. It helps teams improve the CRM data that fuels productive outbound, including ICP, personas, trigger events, messaging, and contact strategy.   Start a free trial of Insightly CRM: https://www.insightly.com/14-day-trial/ 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:  • John Barrows: John's Website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website    

If your LinkedIn leads are getting more expensive, the problem isn't always your budget—it's your ad strategy. In this episode of Closing Time, Val Riley sits down with B2B growth expert Philip Ilic to unpack one of the biggest questions facing marketers today: how to evaluate the true ROI of LinkedIn ads. Learn why cost per lead is often misleading, how top teams prioritize pipeline generation and lead quality, and what actually drives revenue from LinkedIn. Philip breaks down how to use LinkedIn as a content distribution engine, why thought leader ads outperform traditional formats, and how to connect paid, organic, and outbound to turn engagement into real pipeline.   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 Explore Unbounce go-to-market solutions: https://unbounce.com/go-to-market-solutions/   Connect With:  • Philip Ilic: Kiin - LinkedIn ads agency // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website

Companies are rushing to adopt AI in their sales process, but very few are prepared for what it takes to implement it successfully. In this episode of Closing Time, Val Riley sits down with Deepak Shukla, Founder of LemStudio and AI automation expert, to talk about what actually needs to happen before you start implementing AI. They get into how teams are using AI today—handling inbound lead qualification, drafting emails, booking meetings, and prepping for calls—and why those use cases often fall short without a documented playbooks (rules, workflows, and edge cases) that train your LLM.   Deepak shares his process for rolling out and monitoring AI implementation, where automation is delivering real value, and where AI still needs a human in the loop. If you're thinking about introducing AI into your sales workflow, this episode will give you a grounded look at what works, what doesn't, and how to approach it confidently. 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:  • Deepak Shukla: // LemStudio // Website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website 

Founder-led sales is one of the most important skills a startup founder can develop. Before you hire sales reps, build a revenue team, or create a formal sales process, founders are usually the ones closing the first deals and learning what customers actually want. In this episode of Closing Time, Val Riley sits down with entrepreneur and Harvard Business School sales lecturer Lou Shipley, author of Unlikely Entrepreneurs, to break down the three stages of founder-led sales and how founders can transition from personally winning early customers to building a scalable sales organization. You'll learn why founders should close their first 15–20 customers, how to avoid common mistakes when hiring your first salesperson, and what changes when your startup begins scaling a sales team.   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:  • Lou Shipley: Lou's Unlikely Entrepreneur book // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website 

If your CPL is climbing, the fix probably isn't more budget or more campaigns—it's better destination pages.  In this episode, you'll learn the B2B landing page strategy every paid media team needs to turn clicks into qualified pipeline instead of wasted traffic. Val Riley sits down with B2B landing page expert Tas Bober, Founder of The Scroll Lab, to break down her "Core Four" framework designed to support how modern B2B buyers actually make decisions. Discover why buyers rarely convert in a single step, how sending paid traffic to a homepage kills momentum, and why managing dozens of hyper-specific landing pages drains resources without improving results. Tas explains how to earn the conversion with clarity and credibility first, then guide buyers toward the right next step—whether that's exploring use cases, evaluating comparisons, reviewing pricing, or booking a demo. Watch the episode on YouTube. Download Tas' Core Four toolkit: https://bit.ly/4s6UfRo 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:  • Tas Bober: LinkedIn // The Scroll Lab • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website

Scaling a digital agency isn't just about winning more clients. It's about building systems that help existing clients perform better—faster, more consistently, and without constant friction. That's the approach Found Search Marketing has taken as it's grown into a fast-moving agency managing hundreds of landing pages and significant media spend across competitive industries like higher education and healthcare. At the center of that system is Unbounce. In this Customer Spotlight episode of Closing Time, Caroline Stoner, Director of User Experience at Found Search Marketing, shares the agency growth blueprint her team uses to scale impact through a high-velocity landing page strategy, experimentation at scale, and conversion rate optimization (CRO) that drives real performance gains. Caroline breaks down how Found Search Marketing operationalizes A/B testing across hundreds of landing pages, supports complex qualification flows without slowing conversions, and removes development bottlenecks so teams can move faster and deliver better results for clients.   Watch the episode on YouTube.   Try Unbounce for free (no credit card required): https://bit.ly/46dwxej   Connect With:  • Found Search Marketing: LinkedIn // Website • Insightly's Website // Unbounce's Website 

Is 2026 your year for a career change into sales? And what if that next chapter offers more flexibility, income potential, and ownership over your future? In this episode of Closing Time, we explore why sales is emerging as a powerful option for career reinvention—especially for women considering a midlife career change or looking for a more autonomous, growth-oriented path. Val is joined by reinvention coach Katia Vlachos, author of Uncaged, to unpack what really drives a career pivot, the benefits of changing direction, and the internal barriers—like fear, identity, and confidence—that often hold people back. 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 Explore Unbounce go-to-market solutions: https://unbounce.com/go-to-market-solutions/   Connect With:  • Katia Vlachos: Website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Rising ad costs and tighter performance expectations are forcing SaaS marketers to rethink their paid media strategy in 2026. On this episode of Closing Time, Jonathan Bland, paid media strategist and co-founder of Omni Lab, breaks down the paid media trends shaping the year ahead—from rising CPCs and shifting Google Ads economics to what's actually working on LinkedIn ads for SaaS. Covering seasonal pricing dynamics, creative formats like thought leader ads, and when it makes sense to rethink channel mix altogether, this conversation offers practical guidance to help digital marketing leaders plan for 2026 with confidence. 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 Explore Unbounce go-to-market solutions: https://unbounce.com/go-to-market-solutions/   Connect With:  • Jonathan Bland: omni lab Consulting // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Brand storytelling is becoming one of the most critical growth levers for B2B marketers—and in 2026, it's being reshaped by AI. In this episode of Closing Time, we're joined by brand storytelling expert and author Park Howell to break down what brand storytelling really is, why it matters more than ever, and how B2B marketing leaders can use proven frameworks to stand out in an increasingly automated world. Park introduces his simple but powerful ABT (And, But, Therefore) framework, explains how storytelling builds trust and emotional connection, and shows how it can be applied across landing pages, messaging, and go-to-market strategy. We also explore how AI is influencing brand storytelling in 2026—what it can accelerate, where marketers need to stay human, and why understanding storytelling fundamentals is essential before handing the work to AI. 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 Explore Unbounce go-to-market solutions: https://unbounce.com/go-to-market-solutions/   Connect With:  • Park Howell: StoryCycle Genie // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Sales and marketing misalignment is one of the biggest (and most expensive) problems facing modern go-to-market teams. It slows down deals, creates internal friction, and leads to inevitable revenue loss. In this episode of Closing Time, we are joined for a second time by the author of Create Togetherness, Jeff Davis, so he can finish sharing the final two of his five big ideas around sales and marketing alignment: why RevOps is responsible for creating one source of truth and how culture is the foundation for sustainable alignment. Jeff breaks down what has changed in the modern buying landscape—and why GTM teams can no longer afford to operate in silos. If you're navigating misalignment, struggling to scale your revenue engine, or looking to strengthen sales and marketing collaboration, 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 Explore Unbounce go-to-market solutions: https://unbounce.com/go-to-market-solutions/   Connect With:  • Jeff Davis: Create Togetherness // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Running a paid media strategy for one brand is tough. Running it for three—with entirely different go-to-market motions—is a whole new level of complexity. In this special internal spotlight episode of Closing Time, Val Riley sits down with Unbounce's Senior Manager of Digital Marketing, Alexa Tsongranis, to unpack how her team of one built a unified playbook for scaling paid media across Unbounce, Insightly, and LeadsRx. From shared infrastructure and flexible frameworks to unified measurement and data-driven decision-making, Alexa shares how operational clarity and focus help her run three distinct paid programs—without reinventing the wheel each time. 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 Explore Unbounce go-to-market solutions: https://unbounce.com/go-to-market-solutions/   Connect With:  • Alexa Tsongranis: LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

B2B sales negotiation doesn't have to feel like a high-pressure personality shift the moment a customer says "yes." Too often, sellers tense up, change their tone, and fall back into outdated tactics—but today's guest on Closing Time says there's a better way. In his new book Four Levers Negotiating, sales leader and speaker Todd Caponi shares his practical framework that transforms the negotiation phase into a natural extension of the sales process. Todd shares immediately actionable negotiation strategies that protect margin while strengthening long-term customer relationships. If you've ever wished negotiation felt more like value-based selling and less like a tug-of-war, this episode will change how you prep, present, and close—on every deal, big or small. 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:  • Todd Caponi: Todd's Four Levers Negotiation book // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Events are back and bigger than ever. Whether you're new to events or scaling an existing program, this episode is packed with tips to launch or improve your field marketing strategy in 2026. Accelevents CEO Jon Kazarian joins Closing Time to share a practical, modern take on B2B event marketing, including why micro-events and intimate dinners are outperforming saturated digital channels. You'll learn how to test your first event, partner with other brands, and build engaging sidecar events that fuel long-term pipeline—not just quick leads. Jon also breaks down real cost-per-head benchmarks, show rates, and the tactics top B2B teams use to create memorable, connection-driven experiences. 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:  • Jonathan Kazarian: Accelevent's website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

A strong holiday marketing strategy can make or break your Q4. November and December drive over $1 trillion in ecommerce spending, with conversions spiking up to six times higher during the Cyber Five. But with ad costs rising and competition at an all-time high, marketers need to move fast and optimize smarter. In this episode of Closing Time, Val chats with Jonathan Naccache, Co-founder and President of Webistry, a performance marketing agency that helps brands win on Meta. Jonathan shares how to design high-performing holiday campaigns—from choosing the right mix of static and video ads, to building mobile-first landing pages, to structuring campaigns that scale throughout Q4. 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:  • Jonathan Naccache: Webistry's website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Getting CRM implementation right is one of the biggest levers for improving sales performance and efficiency. Yet many teams struggle to select the right system and see a fast return on investment. In this episode of Closing Time, CRM consultant Vanessa Hunt shares proven CRM implementation best practices that help companies boost ROI, improve CRM adoption, and reduce the total cost of ownership. She also breaks down the latest CRM trends shaping 2025 and 2026—from smarter integrations to the growing role of AI in CRM—and explains how sales leaders can future-proof their tech stack for the years ahead. Watch the episode on YouTube.   Start a free trial of Insightly CRM: https://www.insightly.com/14-day-trial/ Download the CRM research report: https://www.insightly.com/right-sizing-your-crm-report/ 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:  • Vanessa Hunt: Vanessa's Website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website   

Sales and marketing alignment is one of the most persistent challenges for go-to-market leaders. While most teams say they're aligned, the reality often looks different—with missed opportunities, broken handoffs, and a lack of shared accountability. In this episode of Closing Time, Val sits down with Jeff Davis, author of Create Togetherness, to unpack the first three big ideas about sales and marketing alignment: building it as an operating system, fixing the business design flaws that discourage collaboration, and understanding the "misalignment tax" that silently erodes revenue. Jeff shares how leaders can move beyond quick fixes and start designing alignment into the DNA of their go-to-market strategy. 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 Davis: Create Togetherness // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

You've built a great ad campaign—but if your landing page doesn't match your ad message, you're losing conversions before they even start. In this episode of Closing Time, Barry Buckman joins us to explore how landing page message match—the alignment between your ad copy and landing page content—can dramatically boost conversion rates. A long-time Unbounce power user, Barry helps digital marketers adapt to Google's latest ad policy update and shares the importance of A/B testing every ad-landing page for optimal ROI. Plus, he'll unpack the challenges of training new digital marketers and how his SEMulator tool helps them practice real-world tactics without burning ad dollars. 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:  • Barry Buckman: SEMulator // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

You've done a great job getting landing page visitors to convert—but what happens after the form fill? The lead hand-off between marketing and sales is often where revenue leaks begin.  In this episode of Closing Time, Val Riley sits down with Adam Lundquist, founder of Nerds Do It Better, to share practical strategies for improving your post-conversion flow, optimizing your connection rate, and turning more leads into closed-won deals. Whether you're in marketing, sales, or RevOps, you'll learn how to plug funnel leaks, automate faster follow-ups, and create a smoother lead hand-off process that drives measurable growth. 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:  • Adam Lundquist: Nerds Do It Better website // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Trying to be everything to everyone rarely works in B2B sales. Many teams start with a horizontal sales strategy—going after anyone who could use the product, across any industry. And that can work… until it doesn't. When reps start losing momentum, getting buried in research, or struggling to differentiate, it's often because they're spread too thin. In this episode of Closing Time, we welcome back Todd Caponi—author of The Transparency Sale and The Transparent Sales Leader, and a well-known speaker and advisor in the sales world. Todd shares how firmographic sprints in sales can help your reps build confidence, drive momentum, and sell like true industry experts. Todd talks through when might be a good time to hone in on a vertical, how to train your reps, and how it impacts your entire organization. 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:  • Todd Caponi: Instagram // Twitter // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Are you ready for the next generation of search? AI search is coming…now. About 2.5% of searches are currently run on sites like ChatGPT, but the experts say that number will grow exponentially—and fast. Marketers need to know what GEO is and how to optimize for AI search to stay ahead. This week on Closing Time, we welcome Anthony Chiaravallo, CEO of Vallo Media, to talk us through the steps to adapt current content, generate new AI-friendly assets, and ensure your strategy is future-proofed for both GEO and traditional SEO. 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:  • Anthony Chiaravallo: LinkedIn //  Vallo Media • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

What happens when a fast-growing consulting firm removes the bottlenecks in their marketing workflow? For Viva Executive Assistants, the results were dramatic: a 6x increase in landing page output and a 7.5% increase in conversion rates. In this customer edition of Closing Time, host Melinda Prescher, Senior Director of Product and Customer Marketing at Unbounce and Insightly, sits down with Dania Maduro (Senior Executive Assistant) and Desiree de Leon (Organic Growth Manager) from Viva to unpack their story.  Viva's small but mighty marketing team cut landing page build times from eight weeks to minutes, scaled output without relying on developers or agencies, and used A/B testing to refine messaging for different audiences. With the agility to pivot quickly and integrations that streamlined their stack, they reduced wasted spend and boosted overall marketing efficiency. Watch the episode on YouTube.   Try Unbounce for free (no credit card required): https://bit.ly/46dwxej   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:  • Viva Executive Assistants: LinkedIn // Website • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Can a sales mindset shift unlock better performance? According to today's guest on Closing Time, the answer is a resounding yes. Join Jaime Diglio, Founder of The WIN Room, as she breaks down how sales leaders can move their teams from the WAR Room (working against revenue) to the WIN Room ("What I Need" to succeed). Jaime has taken the TEDx stage, coaches students at Harvard Business School, and now she's here to share practical ways to build confidence, clarity, and lasting performance in sales teams. Learn how to recognize negative "WAR words," strengthen your reps' self-awareness, and create a culture where every seller leads with confidence. 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:  • Jaime Diglio: LinkedIn //  The WIN Room • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Ready to make the leap from W-2 to 1099? As the global macroeconomic environment continues to shift, gig work is becoming more and more common. And if you've got experience, you're in a good place because fractional executives are in demand. On this episode of Closing Time, join Sangram Vajre from GTM Partners as he walks through how his consultancy can help experienced sales, marketing and customer success leaders build a fractional GTM business. He covers the biggest obstacles, how to land your first five clients, and the steps to build long-term success. 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:  • Sangram Vajre: LinkedIn //  GTM Partners • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Most marketers understand the basics of attribution. First touch. Last touch. Maybe even multi-touch. But here's the thing: there are seven different attribution models—and each one tells a slightly different story about what's driving your conversions. Larry Todd, who leads the team at LeadsRx by Unbounce, has spent years helping marketers figure this out. He's seen firsthand how attribution can transform decision-making—and how the wrong model can skew results. In this Closing Time episode, Larry will break down the 7 types of marketing attribution models, explain how they work, their pitfalls, and when to use them. Get a demo of LeadsRx's multi-touch attribution software today: https://bit.ly/4dziJv2 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:  • Larry Todd: LinkedIn //  LeadsRx • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

All sales leaders want to make good sales hires. But what defines "good?" In this week's episode of Closing Time, Kevin Gaither, CEO of InsideSalesExpert.com, reflects on a tough moment in his career—laying off more than 50 sales reps—and how it shaped his approach to hiring B2B sales reps. He's identified 6 essential traits that predict long-term success in sales. Join Kevin and host Val Riley in this episode to not only learn what those traits are, but also get real interview questions you can use to identify them in your next hire. 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:  • Kevin Gaither: LinkedIn // Get Kevin's interview guide • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Inbound and referral leads can fuel growth in B2B—but when your team masters outbound sales, results can skyrocket. But is outbound still possible in a post-pandemic world? This week on Closing Time, Marcus Chan says absolutely. As a sales coach who's led teams of 100+ and generated $70M in weekly pipeline, Marcus knows what it takes. We'll dig into the outbound mindset, plus the training and leadership strategies that turn "cold into sold." 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:  • Marcus Chan: LinkedIn // Venli Consulting • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Working in sales leadership at a bootstrapped company is much different than a PE or venture-backed company. Bootstrapped means "unfunded"—built using the founder's own resources and revenue from the business, not outside capital. This week on Closing Time, Louie Bernstein shares the real pros and cons of leading sales in this environment—from the scrappy creativity it demands to the resource limitations you'll face. We'll break down what to expect, how it compares to funded companies, and how to decide if a bootstrapped role is the right next move for your career. 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:  • Louie Bernstein: LinkedIn  • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

When you think of influencers on social media, Instagram and TikTok likely come to mind. But big growth is happening with influencer marketing on LinkedIn—the new 'global watercooler' for B2B brands. In fact, influencer marketing is now considered 'essential spend,' showing exponential growth as more B2B companies embrace it. In this episode of Closing Time, meet Aneesh Lal, head of Wishly, the #1 LinkedIn creator agency. He explains why LinkedIn influencer marketing is thriving in 2025, how to identify the right creators, structure partnerships, price deals, and measure impact. 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:  • Aneesh Lal: LinkedIn // The Wishly Group • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

LinkedIn video is an untapped goldmine for executives and go-to-market leaders looking to build trust, amplify brand reach, and engage customers, teams, and prospects. While text and photos have their place, video is where true thought leadership and authenticity shine. In this episode of Closing Time, Val Riley welcomes Devin Reed, CEO of The Reeder and LinkedIn content expert, to share how leaders can harness video to drive business impact and strengthen company reputation. From strategy to execution, Devin shares practical tips to help leaders show up authentically—and effectively—on LinkedIn. 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:  • Devin Reed: LinkedIn // The Reeder • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Do you speak CFO? It's a skill every marketer needs to master—fast. There's often a gap between marketers who want to invest in brand (because they know it works) and CFOs who need to see clear metrics tied to that spend. Drawing that line isn't always easy, but this week's guest on Closing Time is here to help. Patrick Cumming of KlientBoost shares five practical tips to help marketers justify brand spend and communicate its value using the metrics and language CFOs care about most. 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:  • Patrick Cumming: LinkedIn // KlientBoost • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Did you know that up to 72% of a salesperson's time is spent on admin tasks instead of selling? You've heard a lot of ideas about how AI will disrupt the sales profession—but what about the real, practical ways it can actually help your team sell more? In this episode of Closing Time, Val sits down with Gaurav Bhattacharya, CEO of Jeeva.ai, to break down how AI can help flip that stat in your favor. Gaurav shares real-world examples of how AI can move your reps away from manual busywork and get them back to what they do best: closing deals. 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:  • Gaurav Bhattacharya: LinkedIn // Jeeva.ai • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Time kills deals. We all know it. Yet, in 2025, slow-moving pipelines and endless sales cycles are more common than ever. Buyers have more power, more options, and more reasons to delay decisions. But what if you could flip that dynamic and move deals forward faster? Nick Cegelski, founder of 30 Minutes to President's Club and author of Cold Calling Sucks, has mastered this art. He shared seven practical ways—from securing same-day next steps to holding pre-discovery calls with stakeholders—sellers can speed things up, accelerate pipeline velocity, and close more business. Nick's team at 30MPC also co-authored The Ultimate Guide to Managing Your Pipeline. Download your copy to keep your pipeline hygiene on point — and turn a cleaner, stronger pipeline into more closed deals: https://www.insightly.com/30mpc/ 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:  • Nick Cegelski: LinkedIn // 30 Minutes to President's Club  • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Gen Z sales reps are entering the workforce fast—and sales leaders need to be ready. By 2030, the U.S. Bureau of Labor Statistics projects that Gen Z will make up 30% of the U.S. workforce. If you're not managing a Gen Z seller yet, it's only a matter of time. In this episode of Closing Time, we sit down with Tony Morando, Chief Sales Officer at World Emblem. Tony has climbed the sales ranks over two decades and now leads a multigenerational team spanning the U.S., Canada, and Mexico. He shares what he's learned about onboarding, mentoring, and retaining Gen Z sales reps—plus tips for creating a team culture where every generation can thrive. 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 Morando: LinkedIn // World Emblem • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

The North American economy is uncertain, so what should your agency be doing to stay profitable and keep growing? In this episode of Closing Time, we sit down with Jon Morris, founder of Fiscal Advocate, a firm that helps marketing agencies make smarter financial decisions through real planning—not just bookkeeping. Jon shares the offensive and defensive strategies every agency should be using to navigate today's unpredictable market. From identifying what's really stalling growth to maximizing cash flow and investing wisely, this conversation is packed with insights to help agency owners weather the storm and come out stronger on the other side. 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:  • Jon Morris: LinkedIn // Fiscal Advocate • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Email fatigue is real—and it's hitting B2B marketers hard in 2025. With inboxes flooded by AI-generated outreach, outdated content, and automation overload, it's no wonder open rates are tanking. So what can you do to stand out and stay relevant? In this episode of Closing Time, we're joined by Jack Kosakowski, CEO of Creation Agency (U.S.), who shares 7 practical tips to revive your marketing email nurture strategy. From smarter segmentation to more tactical content and tech stack hacks, this episode is packed with actionable ideas to help you build emails people actually want to open. Your email list is a competitive advantage—if you treat it like one. 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:  • Jack Kosakowski: LinkedIn // Creation Agency • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Do you know the scroll rate or the engagement rate on your landing pages and website? Google does, and they are using those metrics to determine how you show up in search results. In this episode of Closing Time, Jennifer Denney of Elevated Marketing Solutions talks about the key metrics on your website and landing pages, and how improving them can lead to an improved user experience, lower cost-per-click, and more visibility in search. Plus, she unpacks Google's latest update and what it really means for marketers trying to get more from their paid media campaigns. 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:  • Jennifer Denney: LinkedIn // Elevated Marketing Solutions • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

Product-led growth thrives when customers can explore, try, and succeed—without ever needing to talk to sales. But designing that seamless, self-serve experience? That's the hard part. In this episode of Closing Time, Geoff Coutts sits down with Dave Boyce, Executive Chair and EVP of Product at Winning by Design, to explore how AI is transforming the PLG motion. From AI-guided demos and onboarding to post-sale copilots and intelligent product recommendations, they discuss how AI can fill in the gaps where human support once lived. Dave also shares why the "self-service happy path" is essential for any PLG strategy—and what product leaders need to build before layering in AI. If you're looking to scale more efficiently and put more power in your users' hands, this one's 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:  • Dave Boyce: LinkedIn // Winning by Design  • Geoff Coutts: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube     

How do you know if LinkedIn is really influencing your pipeline? Val Riley sits down with Deivis Rupslaukis, founder of DERU Digital, to explore practical ways to track LinkedIn ad impact—from adding "How did you hear about us?" to your forms, to manually cross-referencing CRM data, to using attribution tools like LeadsRx. Plus, Deivis shares a clever workaround for LinkedIn's lack of impression capping—and why showing your ads to the same accounts might be tanking your results. If you're spending time and budget on LinkedIn, 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:  • Deivis Rupslaukis: LinkedIn // DERU Digital, B2B paid media agency  • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website // LeadsRx's Website 

What really drives a customer to click, convert, and come back? This week on Closing Time, we're joined by Jon MacDonald—founder of The Good and author of Behind the Click—to explore the psychology behind every stage of the customer journey. From mental shortcuts to mobile optimization, Jon breaks down the five key phases and shares what smart marketers do to reduce friction, build trust, and drive action. He also weighs in on Google's latest update and what it means for your landing pages—especially if you're still sending ad traffic to a generic site. If you're not tailoring your funnel to match your buyer's expectations, this episode is your wake-up call. 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:  • Jon MacDonald: LinkedIn // The Good // Behind the Click • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website 

Do your customer success managers assist customers? Yes. But do they also handle renewals? Upsells? Expansion? Cross-sell? If it feels like every company writes its own script for this role, you are correct. In this week's episode of Closing Time, host Geoff Coutts welcomes Kristi Faltorusso, Chief Customer Officer at ClientSuccess, to chat through the evolving role of customer success. Kristi shares her experience in leading customer success teams with a wide range of revenue responsibilities. She talks through the differing skill sets needed and what factors weigh in on the differing structures of CS teams.   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:  • Kristi Faltorusso: LinkedIn // Client Success  • Geoff Coutts: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

You saw the LinkedIn beef between Apollo.io and Seamless.ai—but did you catch that LinkedIn shut them both down? Media platforms hold the power, and if you want to keep playing the game, you've got to play by the rules. In this episode of Closing Time, we're joined by Tim Davidson, founder of B2B Rizz, to unpack the risks of trying to game the LinkedIn algorithm. From automation flags to fake engagement tactics, Tim shares where people go wrong—and why authenticity is the long game that actually works. If you're serious about growing your B2B presence on LinkedIn without getting burned, 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:  • Tim Davidson: LinkedIn // B2B Rizz  • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website 

AI is transforming sales—but not everyone's doing it right. In this episode of Closing Time, Nick Caruso, CRO at KnowledgeNet.ai, joins us to break down the smart (and not-so-smart) ways sales teams are using AI today. From AI SDRs and real-time lead research to bots talking to bots, Nick shares how to skip the gimmicks and use AI in B2B sales to drive real outcomes—not just activity. Whether you're playing catch-up or looking to level up, this is your shortcut to getting AI right in your B2B sales process. 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:  • Nick Caruso: LinkedIn // KnowledgeNet.ai  • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website 

Pipeline looking thin? Sitting back and hoping for inbound leads won't cut it—not in today's market. Top-performing reps know that building a predictable pipeline means getting smart about outbound. In this episode of Closing Time, Geoff Coutts sits down with Jed Mahrle, founder of PracticalProspecting.io, to break down seven buying signals that help reps reach the right prospects at the right time. Outbound will always be tough—but with Jed's playbook, you'll be miles ahead of anyone still doing it the old way. 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:  • Jed Mahrle: LinkedIn // Practical Prospecting  • Geoff Coutts: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Think cold calls and cold emails are your only shot at generating pipeline on a tight budget? Think again. In this episode of Closing Time, Chris Merrill, CEO of Better Media (the folks behind Sell Better & Market Better), shares tactical, low-cost strategies that go way beyond the inbox or the dialer. From live events and webinars to podcasting and building niche communities, Chris unpacks creative ways to drive demand—without draining your budget or your team. Whether you're a lean team, a startup, or just looking for smarter ways to generate pipeline, this episode is packed with ideas you can start testing right away. 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:  • Chris Merrill: LinkedIn // Sell Better • Geoff Coutts: LinkedIn  • Insightly's Website // Unbounce's Website 

Hot off the Google press...if your landing page content doesn't match your ad AND if it doesn't have navigation, your ad might not even get served (no matter how much you're willing to pay). Google is officially emphasizing the importance of relevant content and easy-to-navigate landing pages.  In this episode of Closing Time, landing page expert and founder of The Scroll Lab, Tas Bober, breaks down what Google's latest update means for marketers. She dives into why B2B and B2C landing pages should be structured differently, how to optimize landing pages for consumption before conversion, and how to incorporate navigation to satisfy Google's new ad policy. If you run paid campaigns, you don't want to miss this one. Watch the episode on YouTube.   Dive deeper into the Unbounce Conversion Benchmark Report: https://bit.ly/41xwo1N More info on Google's ad updates: https://bit.ly/4bYOFcY 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:  • Tas Bober: LinkedIn // The Scroll Lab • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website   

If you think influencers are just for B2C marketing, think again. B2B buyers are still people—and people trust people more than ads. Enter B2B influencers. In this episode of Closing Time, Robyn Nissim, founder of Social Proof Agency, breaks down why 2025 is the year of the B2B influencer. She shares how to find the right creators, structure partnerships for long-term impact, and measure success beyond vanity metrics. Whether you're looking to build awareness or drive conversions, this conversation will change the way you think about influencer marketing in B2B. 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:  • Robyn Nissim: LinkedIn // Social Proof Agency • Val Riley: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Are you truly connected to your customers? Too many marketers think they know their buyers—but can you name seven of your customers by first and last name? If not, you might be suffering from disconnected marketing. In this episode of Closing Time, host Val Riley sits down with Casey Cheshire, Chief Evangelist at Ringmaster Conversational Marketing, to discuss why go-to-market needs to become connect-to-market. Casey points to three areas where you should be making better connections with your audiences: Partnerships, Community, and Podcasting. Stop assuming what your customers want. Instead, connect with them and ask. Learn how in this episode. 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:  • Casey Cheshire: LinkedIn // Ringmaster   • Val Riley: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

It's cold season—cold calling, that is. And while we're at it, let's toss in cold emails too. If you're a sales rep waiting around for inbound leads to magically appear, you're leaving money on the table. It's time to prioritize cold outreach in 2025. "But no one answers the phone anymore!"—hogwash! Meet Troy Munson, CEO of Dimmo and proud cold-caller. In this episode of Closing Time, he breaks down how cold calling actually works in a post-pandemic, remote-first world—if you've got the right tools and mindset. Plus, he shares cold email and social selling strategies to help you cut through the noise and book more meetings. 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:  • Troy Munson: LinkedIn // Dimmo  • Geoff Coutts: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

Hiring a Chief Marketing Officer (CMO) is a big commitment—especially for growing companies that may not have the budget for a full-time executive. That's where fractional CMOs come in. A fractional CMO provides high-level marketing leadership without the full-time price tag. But how do you find the right fit for your business? Andrew Dod, an experienced SaaS marketing leader and fractional CMO, shares what companies should consider before making this hire. 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:  • Andrew Dod: LinkedIn // qmarq  • Val Riley: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube 

A messy pipeline doesn't just frustrate your sales leader—it kills deals. When sellers don't have a clear picture of where each opportunity stands, they waste time chasing the wrong prospects, struggle to forecast accurately, and ultimately lose revenue. So why isn't pipeline hygiene every team's top priority? Because it takes time, discipline, and a little help from our friends at 30 Minutes to President's Club. In this episode of Closing Time, Insightly SVP Geoff Coutts welcomes Nick Cegelski, Founder of 30mpc, to share actionable strategies to manage your sales pipeline like a president's club seller. Nick provides practical (daily) tips to help your sales org stay on top of pipeline hygiene—and win more deals because of it. Download your copy of the Insightly x 30mpc guide: https://www.insightly.com/30mpc/   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:  • Nick Cegelski: LinkedIn // 30 Minutes to President's Club  • Geoff Coutts: LinkedIn  • Insightly: Website // Facebook // Twitter // LinkedIn // YouTube