All posts by Colin Burns

(FREE) Sales Machine 2017: Encore Online Course Bundle

The post (FREE) Sales Machine 2017: Encore Online Course Bundle appeared first on Sales Hacker.… Read More

/ June 21, 2017

Sales Machine 2017 Recap: Key Takeaways, Insights, Strategies, Tips & More

Thank you to everyone who attended and participated in our successful Sales Machine 2017 event in New York! We had a great time and can’t wait until 2018’s event. Here is our 2017 Sales Machine Recap, breaking down key takeaways...

/ June 21, 2017

6 Email Mistakes to Avoid in Cold Emails

Maybe you heard someone speak at a conference recently and you think you may have a great business opportunity with that person, or maybe you just want to try your luck and reach out to potential prospects or leads with...

/ June 21, 2017

3 things every cold email should have (backed by research)

Have you ever sent an email and been met with nothing but silence on the other end? Have you ever put in the effort to rewrite an email four or five times and still heard crickets? Here’s the thing: You’re...

/ June 21, 2017

How to Achieve High Growth Sales with Sales Enablement

The post How to Achieve High Growth Sales with Sales Enablement appeared first on Sales Hacker.… Read More

/ June 19, 2017

Adding Read Replicas in a Production Ruby on Rails System with Zero Downtime Using Makara

Thaddaeus Lim When query, schema and index optimizations aren’t enough to support the load of a high throughput database system, fundamental changes in how data flows through that system are often necessary. Over the past few years, our team at...

/ June 19, 2017

Want to close more deals? This is the 1 question you need to ask

How often are your deals derailed by the unexpected? A prospect says, “We need to run this by legal” or “Technically, procurement has the final sign-off.” When faced with surprises, many salespeople blame the prospect. I qualified them. I asked...

/ June 19, 2017

Small Business Guide to Hacking Sales

SMB selling or small business sales is really a sales process designed around an ideal customer profile (ICP). Your ICP impacts every aspect of your sales process. In the past, small business selling assumed smaller deal sizes that is not...

/ June 17, 2017

How to Identify Your Ideal Customer Profile (And Then Target Them)

For businesses of any size, building an outbound sales strategy can be tough to accomplish. You can go top down, bottom up, or direct to your most likely buyer. But how do you go to your most likely buyer if you...

/ June 16, 2017

How to Increase Sales by 800% with a Highly Targeted Outbound Process

The post How to Increase Sales by 800% with a Highly Targeted Outbound Process appeared first on Sales Hacker.… Read More

/ June 16, 2017

Content is the Key: Content Distribution and You

To some, content may be king but to marketers, content is simply a way of life. It has the ability to set you apart from other companies, mark you as an industry expert, and create new business opportunities. With approximately 88%...

/ June 16, 2017

The Age of Multi-Channel Prospecting: Despite the Hype, Nothing is “Dead”

Every day on LinkedIn there is a post with a long comment string discussing how some prospecting methodology is “dead” –  cold-calling, social-selling, etc. These provocative arguments dominate our LinkedIn feed. It’s understandable because cracking the code of prospecting in...

/ June 15, 2017

Can Sales Prospecting Be Automated? 3 Steps to Getting More Leads In Less Time

Have you studied how long it takes your SDRs and AEs to find relevant people to contact as target customers? Do you know the ratio of time spent “finding new leads” to actually reaching out and engaging them? Do you...

/ June 15, 2017

10 steps to create a successful sales plan for your startup

Strategy. Few words are thrown around with as much wanton disregard as ‘the big S’. The internet is full of people who will tell you all about the success they’ve found from their ‘strategies’: Have you tried personalizing your newsletter...

/ June 15, 2017

How Adding Relational Value Can Build Your Business, with Derek Coburn

When you can add relational value to the people in your circle you discover doors open for you like never before. Derek Coburn is one of the people I’ve noticed adding true relational value to the lives of his clients...

/ June 15, 2017

5 Account-Based Marketing Misconceptions Clarified

Account-based marketing has been generating a lot of buzz over the last few years. And despite the fact that 90% of B2B marketers acknowledge the advantages of ABM, only 20% of companies are actively using this tactic. The wide gap...

/ June 15, 2017

How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting

Read more on How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting… The post How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting appeared first on Predictable Revenue.… Read More

/ June 14, 2017

Inside Sales Interviewing Tips and Questions for Hiring Managers and Candidates

So often we see posts and articles about what to look for and how to find the best inside sales or SDR candidates in a candidate search. We then see other articles or posts talking about improving your interview skills...

/ June 14, 2017

Mind the Gap: The Disconnect Between LinkedIn, Twitter and What Actually Works for Lead Generation

If you had to make a sale today, where would you start? What method would you choose to generate qualitative leads? In today’s market, sales professionals are swimming in a sea of choices. The options for online lead generation alone...

/ June 13, 2017

Mind the Gap: The Disconnect Between LinkedIn, Twitter and What Actually Works for Lead Generation

If you had to make a sale today, where would you start? What method would you choose to generate qualitative leads? In today’s market, sales professionals are swimming in a sea of choices. The options for online lead generation alone...

/ June 13, 2017

Stop Schmoozing At Conferences! How To Maximize Networking ROI With Accountability

You don’t go on a job interview unprepared. You don’t go into a sales meeting unprepared. You don’t even go on a first date unprepared. So why would you go to a conference unprepared? It’s quite simple – most attendees don’t think...

/ June 13, 2017

Sales Prospecting Checklist

  Checklist Created By: Sales Empowerment Group The post Sales Prospecting Checklist appeared first on Sales Engine.… Read More

/ June 13, 2017

Sales Hacker Stack Group on G2 Crowd

G2 Crowd and Sales Hacker are teaming up to help modern sales professionals find the best sales tools and optimize the sales tech stack. When you’re looking for new sales software and services, G2 Crowd has the insights you need...

/ June 13, 2017

Contactually has partnered with dotloop to streamline the transition from lead to close

The power of Contactually is that it helps you build personal, authentic relationships with those that matter most to you and your real estate business. But what happens when you’re closing a home or big deal? You’ve nurtured your clients...

/ June 13, 2017

5 Types of Marketing Automation for Businesses to Consider

Marketing has been around for a very long time. Think about it. Since people first started engaging in commercial trade, they’ve learned how to develop unique selling propositions and sales strategies to maximize the perceived value of their offerings.  ...

/ June 13, 2017

The founder’s guide to sales operations

For those of us in startup world, we’ve all heard and lived the phrase: “Do things that don’t scale”. With respect to sales, this mantra hits home for founders and sales managers. If you and your team have made it...

/ June 12, 2017

How Do You Know What Type of Content To Use?

Get your messaging right for each of the decision makers as this is vital to an effective and efficient conversion of leads. Make content part of your marketing process. Learn more by watching the video below!   The post How...

/ June 9, 2017

Real Estate Statistics to Help You Determine Where You Stand

Question: What percent of real estate agents have a Facebook for professional use? Answer: 80%. What’s the big deal that 80% of agents have Facebook for professional use? It seems like a relatively trivial number to pay attention to, but we can...

/ June 9, 2017

How to Write a Cold Email That 33% of Prospects Will Reply to

Cold email has earned an awful reputation. Prospects see them as a nuisance, and most just hit delete without even a casual read. As a result, open rates are plummeting. Even when the message is highly targeted, the open rate...

/ June 8, 2017

You Got A Sales Management Job. Now what?

Accepting a sales management position with a new company can be both exciting and stressful at the same time. On a positive note, you’re excited you found  the right position with a great company. negotiated compensation (Because of course you...

/ June 8, 2017