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Closing Time: quick insights from sales & marketing experts

Closing Time: quick insights from sales & marketing experts

Hosted by Insightly

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Episodes

185

Latest episode

Jun 2026

Language

EN

About the show

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, see the latest on marketing tech, or check out trends to elevate the customer experience.

Listen to episodes

60 recent
June 15, 2026Episode 18713 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 idea to storyboard, from long-form content to social-ready clips, and from "too expensive to shoot" to finally possible. Hope explains what that looks like in practice, what still needs a human eye, and how marketers can start experimenting without handing over full creative control. 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:  • Hope Horner: Lemonlight // LinkedIn • Val Riley: LinkedIn  • Insightly's Website // Unbounce's Website

May 11, 2026Episode 18630 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 up. It helps teams improve the CRM data that fuels productive outbound, including ICP, personas, trigger events, messaging, and contact strategy.   Watch the episode on YouTube. Download the outbound efficiency playbook for more advice from John Barrows and B2B sales experts: https://bit.ly/4v66X56    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

April 13, 2026Episode 18115 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 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

March 30, 2026Episode 18418 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.   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

March 16, 2026Episode 18316 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. 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

February 26, 2026Episode 18217 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 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

February 16, 2026Episode 18115 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 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

January 19, 2026Episode 18017 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 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

January 12, 2026Episode 17920 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 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

January 5, 2026Episode 17820 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 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

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