Podcast · Business

Closing Time: quick insights from sales & marketing experts

Closing Time is a weekly podcast with insider tips and insights for go-to-market leaders. In each episode, you'll meet a luminary in the sales, marketing, or customer success field and get actionable tips and tactics to elevate your game. Each 15-minute episode will go deep on skills to close deals,

New episodes: Weekly
Typical length: 18 min
Latest: 24 Aug 2026
Language: English

Latest episode

24 Aug 2026 · 19 min

Inside an AI-native marketing agency: less busywork, more strategic thinking

AI is already in the agency toolkit. The next step is turning it from a tool into an operating model. n this episode of Closing Time, Ishan Manchanda, co-founder of GrowthSpree, explains the difference between gaining efficiencies by prompting in tools like ChatGPT or Claude and building an AI-native operating model with custom skills, MCP servers, and proprietary AI tools that give every client their own ecosystem. He shares how that setup gets clients live in about two weeks instead of the usual four to six, answers cross-channel questions like what LinkedIn ads are actually doing for…

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Earlier episodes 29 most recent

S2 · E188 · 20 Jul 2026 · 20 min
Why isn't your CRO working? Emotional targeting is the missing piece, not button color -- with Talia Wolf
Your landing page's button color isn't your conversion problem—your messaging is. Talia Wolf has spent over a decade helping high-growth B2B brands stop guessing at why CRO isn't working and start understanding the emotional psychology behind every buying decision. As the founder of GetUplift and author of the Emotional Targeting book, she's generated dramatic results for brands like Bitly, Amplitude, and Sprout Social—not by tweaking design, but by uncovering why customers actually buy. In this episode of Closing Time, Talia walks through her 3-step Emotional Targeting Framework: conducting…
S2 · E187 · 15 Jun 2026 · 14 min
Quick wins for marketers ready to tap into AI video -- with Lemonlight's Hope Horner
AI video is here, and it's already changing how marketers plan, produce, and scale content. Have you tapped into its potential yet? In this episode of Closing Time, Hope Horner, co-founder and CEO of Lemonlight, breaks down where AI video is creating real opportunities for marketers—and where human judgment still makes or breaks the final product. She explains how AI fits into the production process and shares use cases for teams looking for quick wins. For marketers today, AI is not a magic button that turns a prompt into a perfectly branded campaign-ready video. It is a faster path from…
S2 · E186 · 11 May 2026 · 31 min
Why your outbound is missing the mark (it's not your reps, it's your strategy) -- with John Barrows
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…
S2 · E181 · 13 Apr 2026 · 16 min
Are LinkedIn leads worth the cost? Rethinking your ad strategy to drive real pipeline -- with Philip Ilic
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…
S2 · E184 · 30 Mar 2026 · 18 min
Implementing AI into your sales process? It only works when you have a playbook -- with Deepak Shukla
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.…
S2 · E183 · 16 Mar 2026 · 17 min
The three stages of founder-led sales and the path to scaling your startup -- with Lou Shipley
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.…
S2 · E182 · 26 Feb 2026 · 18 min
The B2B landing page strategy every paid media team needs -- with Tas Bober
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…
S2 · E181 · 16 Feb 2026 · 15 min
The agency growth blueprint: Found Search Marketing's high-velocity landing page strategy
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…
S2 · E180 · 19 Jan 2026 · 18 min
Thinking about a career change into sales? Expert advice for reinvention in 2026 -- with Katia Vlachos
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…
S2 · E179 · 12 Jan 2026 · 21 min
Paid media strategy 2026: Surviving rising CPCs and budget shifts in SaaS -- with Jonathan Bland
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…
S2 · E178 · 5 Jan 2026 · 20 min
Master your brand storytelling in 2026: Proven frameworks, real examples, and the role of AI -- with Park Howell
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…
S2 · E177 · 15 Dec 2025 · 24 min
Sales and marketing misalignment: How RevOps and culture can help fix it -- part 2 with Jeff Davis
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…
S2 · E176 · 8 Dec 2025 · 18 min
Three brands, three GTM motions, one playbook: Inside Unbounce's multi-brand paid media strategy -- with Unbounce's Alexa Tsongranis
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…
S2 · E175 · 1 Dec 2025 · 23 min
The 4 levers of B2B sales negotiation that protect margin and build trust -- with Todd Caponi
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…
S2 · E174 · 17 Nov 2025 · 18 min
How to launch a high-impact B2B field marketing strategy without blowing your 2026 budget -- with Jonathan Kazarian
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,…
S2 · E173 · 10 Nov 2025 · 21 min
The ecommerce holiday marketing strategy to drive more sales in Q4 -- with Webistry's Jonathan Naccache
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,…
S2 · E172 · 3 Nov 2025 · 23 min
CRM implementation best practices that drive sales efficiency and maximize ROI -- with CRM consultant Vanessa Hunt
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…
S2 · E171 · 27 Oct 2025 · 20 min
Sales and marketing alignment: What it really takes to operationalize it -- part 1 with Jeff Davis
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…
S2 · E170 · 20 Oct 2025 · 19 min
How to boost Google ads ROI with landing page message match -- with Barry Buckman
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…
S2 · E169 · 13 Oct 2025 · 16 min
Lead handoff mistakes that are leaking revenue (and how to plug them) -- with Adam Lundquist
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…
S2 · E168 · 6 Oct 2025 · 18 min
Still selling to everyone? Why firmographic sprints in sales help build momentum & confidence -- with Todd Caponi
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…
S2 · E167 · 29 Sep 2025 · 15 min
From SEO to GEO: How marketers can optimize for AI search -- with Anthony Chiaravallo
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…
S2 · E166 · 22 Sep 2025 · 14 min
How Viva consulting firm increased conversion rates by 7.5% with Unbounce -- with Viva consulting firm
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…
S2 · E165 · 15 Sep 2025 · 18 min
The sales mindset shift: Coaching your team from the WAR room to the WIN room -- with Jaime Diglio
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…
S2 · E164 · 8 Sep 2025 · 22 min
The rise of fractional go-to-market leadership (and how to become one) -- with Sangram Vajre
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…
S2 · E162 · 25 Aug 2025 · 18 min
Hiring B2B sales reps? 6 traits to look for and the interview questions to ask -- with Kevin Gaither
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…
S2 · E161 · 18 Aug 2025 · 21 min
Creating a culture of outbound sales within your team -- with Marcus Chan
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:…
S2 · E160 · 11 Aug 2025 · 18 min
Is sales leadership at a bootstrapped company the right move for you? -- with Louie Bernstein
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…
S2 · E159 · 4 Aug 2025 · 21 min
The global watercooler for B2B: How to leverage LinkedIn influencer marketing to drive revenue -- with Aneesh Lal
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…

About Closing Time: quick insights from sales & marketing experts

Closing Time: quick insights from sales & marketing experts is a English business podcast from Insightly. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.

Publisher: Insightly
Language: English
Category: Business
New episodes: Weekly
Typical length: 18 min
Latest episode: 24 Aug 2026
Feed: RSS — paste into any podcast app
Apple Podcasts: podcasts.apple.com/podcast/id1654970302
Rights: 2024

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