Closing Time: quick insights from sales & marketing experts

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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.

Last refreshed: July 6th, 2025 at 2:02 PM ⓘ

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Episodes

How To Build a Sales Tech Stack That Works -- with Todd Caponi

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 once-admired roots. Watch the episode on YouTube. Want to stock your bookshelf on us? Enter the giveawa...

Dec 20, 2022•13 min•Season 1Ep. 3

Ghosting in Sales: How to Follow Up When Prospects Disappear -- with Sam McKenna

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 capitalize on being ghosted when booking inbound and outbound meetings and how to avoid being ghosted after...

Dec 13, 2022•13 min•Season 1Ep. 2

The Science of Sales: What is Clinical Empathy? -- with Todd Caponi

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 these learnings to improve sales processes, outcomes, and the entire buying experience. It’s clinical ...

Nov 29, 2022•15 min•Season 1Ep. 1

Welcome to the Closing Time podcast!

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 see if it's right for you. If it is, great! We're excited to have you onboard. Join us every Tuesday ...

Nov 16, 2022•2 min

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