Closing Time: quick insights from sales & marketing experts

Does the traditional sales negotiation process almost feels like a hostage situation? We build trust and form a relationship, then when the customer says "yes," the gloves come off. As a sales leader, we know you've been there. In this episode of Closing Time, sales expert Todd Caponi will provide simple techniques to improve your sales negotiation skills, build trust, and create a better overall...

Building an SDR or BDR program from scratch can be daunting. What metrics can help you determine if the time is right to start an SDR program? Do you have the right size team, deal size, and sales cycle to justify it? How will your tech stack need to change? Do you need to hire SDRs with experience or recruit from different industries? What's the best way to begin? In this episode of Closing Time,...

How is your sales team's relationship with the marketing department? According to the latest research - it's probably not great. In fact, 87% of the words marketers and salespeople use to refer to one another are negative (good luck reaching the quota in that environment). But it doesn't have to be that way. In this episode of Closing Time, Jay Baer shows how smart organizations are building that...

To retain, grow and inspire your sales team, your culture is everything. But how do you motivate a sales team that stays, performs, and advocates in the Great Resignation era? Sales expert Todd Caponi would argue it has to do with maximizing intrinsic inspiration. In this episode of Closing Time, we'll discuss the six categories of sales motivation and inspiration (also referred to as the PRAISE m...

Sales and marketing professionals – it's time to optimize your LinkedIn profile. With over 830 million users and 4/5 of them being decision-makers, it's more important than ever to utilize LinkedIn to its fullest potential. In this episode of Closing Time, LinkedIn expert Sam McKenna dives into a few of the latest components of LinkedIn profile optimization, the logic and structure of the Linkedin...

How can aligning go-to-market teams help to elevate and deliver a fantastic customer experience? Research shows that aligned sales and marketing teams produce 400% higher average annual growth rates than teams that aren't aligned. In this episode of Closing Time, Jay Baer explains the philosophy of "Youtility" and the importance of building relationships and creating value that "transcends the tra...

The sales tech stack continues to grow and become more powerful. But is that a good thing? Or is it getting in the way of viewing the world through the eyes of the buyer? In this episode of Closing Time, Todd Caponi will use sales history as a guide to optimize our tech stack decisions, talk about building a winning tech stack that's right for your team, and restore the sales profession to its onc...

It happens every day in every SaaS sales department: Motivated prospect. Pricing finalized. Contract sent. And yet? Silence. Boom! Ghosted! But when prospects go dark, how you handle the following steps could mean the difference between signature and silence. In this episode of Closing Time, Sam McKenna, CEO at #samsales Consulting, LinkedIn Ambassador, and Sales Expert, talks about how to capital...

What is clinical empathy, and how can it help sales professionals increase win rates, improve pipeline efficiency, and remove friction in the buying process? Clinical empathy refers to the ability to feel (and understand) the buyer's experience. In this episode of Closing Time, Todd Caponi, author of The Transparency Sales, will help us explore the science of buyer empathy and immediately apply th...

Welcome to the Closing Time podcast! Closing Time is a video and podcast series focused on tips for go-to-market leaders in the fields of sales, marketing, customer success, and more. Each week, we interview industry professionals and hear their thoughts on how sales and marketing professionals can improve their processes and see real outcomes fast. Get a feel for the podcast in this trailer and s...