All posts by Colin Burns

3 Fundamental Rules of Sales Ops (And How it Impacts Your Business)

Ever wondered how the sales ops role has evolved from past to present? What challenges do sales ops professionals face today? And, more importantly, how will improving the Opportunity-to-Close (OTC) process support your sales ops strategic initiatives? What is Sales...

/ July 19, 2017

Sales Prospecting Techniques on G2Crowd: How To Vulture Your Competitor’s Customers

Sales prospecting and cold emailing is tough. In an ideal situation, you can build a list of the right ones in seconds. Furthermore, if you can find a place where your prospects are talking s**t about your competitors and offer...

/ July 19, 2017

7 Steps to Make, Use & Perfect Automated Email Workflows

Compiling a solid email list is a time consuming, but incredibly valuable undertaking. And, once you’ve created the perfect email content to help convert that list into customers, the only thing left to do is build an added level of...

/ July 19, 2017

7 Steps to Make, Use & Perfect Automated Email Workflows

Compiling a solid email list is a time consuming, but incredibly valuable undertaking. And, once you’ve created the perfect email content to help convert that list into customers, the only thing left to do is build an added level of...

/ July 19, 2017

What every sales professional selling SaaS needs to know

With the number of salespeople selling SaaS products at an all-time high, competing with heavy-hitting sales teams and cutting through the noise seems impossible. The inboxes of key prospects are filled with pitches, industry conferences are packed with big-league brands,...

/ July 19, 2017

How To Get Promoted From SDR to AE (in 12 Months or LESS)

Salespeople are always looking for ways to shortcut success. Some get lucky, but luck can’t be relied on consistently. The following ten attributes are ways to differentiate yourself when starting in sales and get promoted FAST. 1. Be Relentless Yeah,...

/ July 18, 2017

Four Apps Sales Reps Would Be Stupid NOT To Use

I love being sold. The other day a kid knocked on my door wanting to sell me pest control services. He immediately started his sales pitch and I have to admit, the pitch was CLEAN. I stood there and listened...

/ July 18, 2017

How to Connect Your Sales Process to the Buyer’s Journey

The post How to Connect Your Sales Process to the Buyer’s Journey appeared first on Sales Hacker.… Read More

/ July 17, 2017

Interning with the Contactually Engineering Team

In April of 2017 I began a four month internship at Contactually in DC. Prior to my internship, I graduated from a Coding Bootcamp in New York City in September 2016. I spent the last 3+ years working in Human...

/ July 17, 2017

Interning with the Contactually Engineering Team

In April of 2017 I began a four month internship at Contactually in DC. Prior to my internship, I graduated from a Coding Bootcamp in New York City in September 2016. I spent the last 3+ years working in Human...

/ July 17, 2017

What to Do When Your Sales Leads Say ‘Not Now’

Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80% of sales are made after the fifth call, but only 8% of salespeople keep...

/ July 17, 2017

What to Do When Your Sales Leads Say ‘Not Now’

Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80% of sales are made after the fifth call, but only 8% of salespeople keep...

/ July 17, 2017

How to close a deal when the prospect has a “better offer” from a competitor

During price negotiations, prospects often mention the incredible offers they’ve received from your competitors. X Company gave them a massive discount. Y Company dropped all service fees. Z Company provided exclusive access to a bunch of new features. As a...

/ July 17, 2017

How to Research Your B2B Audience

You might be surprised by how much your B2B marketing strategy relies on changes in your audience. Even if you’ve already identified your ideal buyer persona, you might be leaving multiple audience segments on the table depending on the objectives...

/ July 17, 2017

People, Process, and Technology: The Only Way to Build an Inside Sales Team

We all go through transitions in our lives and the same is true for businesses. Some business grow and some businesses shrink. Stan, Global Business Development Leader at VONQ, joined his company at the perfect time. A time when the...

/ July 13, 2017

Acquia’s Mike Stankus on picking up the phone, learning to talk to executives and ensuring BDRs get ‘results in the business world’

New sales methodologies, email templates and professional studies on when to call prospects – each year comes with new tips and trick to experiment with. But, according to Mike Stankus, Acquia’s Senior Vice president of Special Projects, nothing replaces picking...

/ July 13, 2017

6 Horrendous Ways To Begin Your Sales Call (And What To Do Instead)

Hi. I’m Lauren. I’m writing to introduce myself as your Sales Hacker guest blogger. WAIT! Kidding!! Don’t go! Seriously, this was a HORRIBLE intro – and one of the most common problems we hear on inside sales calls. I’m here...

/ July 13, 2017

The Power of Relationships for More Business and Referrals, with Nikki Beauchamp

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s...

/ July 13, 2017

The Power of Relationships for More Business and Referrals, with Nikki Beauchamp

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s...

/ July 13, 2017

InsideSales.com’s David Boyce interviewed by NASDAQ

While at the Forbes 2017 Cloud 100 event last night, our (newly promoted) Chief Strategy Officer David Boyce had a chat with a reporter from NASDAQ, discussing what makes InsideSales technology unique and how we’re transforming B2B sales through the...

/ July 12, 2017

How to Create Viral Content on LinkedIn

Editor’s Note: This article was co-written with LinkedIn Expert – Dennis Koutoudis, founder of LinkedSuperPowers. It’s an absolute feeding frenzy. Content has gone wild on LinkedIn. There’s thousands of articles being published every single day by more than 1 million LinkedIn members. Guess...

/ July 12, 2017

5 person sales team? Here’s how to create predictable performance

What’s makes a great salesperson? Consistency. And this just gets more important when you’re dealing with a sales team. This isn’t exactly news – I’ve written about it. So have these guys.  Do you show up every day? We expect...

/ July 12, 2017

Effective ABM Needs Effective Planning

Account-based marketing (ABM) is starting to gain a lot of traction in the B2B world. According to Information Technology Services Marketing Association, ABM is defined as “treating individual accounts as markets in their own right.” This basically means taking marketing...

/ July 12, 2017

Innovative Marketing Strategies To Drive More Sales Opportunities in 2017

The post Innovative Marketing Strategies To Drive More Sales Opportunities in 2017 appeared first on Sales Hacker.… Read More

/ July 11, 2017

InsideSales.com returns to the Forbes Cloud 100 list

The second annual Forbes Cloud 100 list was published today, and InsideSales.com is featured for the second year in a row. The Cloud 100 is a prestigious list populated by some of the biggest innovators on the planet. If you...

/ July 11, 2017

Newsday digs into our evolution of business communications study

As readers of this blog know by now, one of the gems of the sales world is InsideSales.com Labs. Led by Ken Krogue and very ably executed by Gabe Larsen and Bryan Perry, Labs regularly publishes outstanding bits of original...

/ July 11, 2017

Unraveling the Sales Technology Stack

Companies have made significant investments to date in tools and technologies to enable sales. Usually, the core of this investment is a CRM system deployed with high expectations of streamlined selling and new insights. Unfortunately, CRM systems are rarely fully...

/ July 11, 2017

What Qualities Make for a Good SDR?

Sales Development is a hot topic these days and it’s only getting hotter, which means companies are hiring like crazy. The problem is that it’s a relatively new role, and there’s a whole new generation of salespeople that are being hired....

/ July 11, 2017

A new Lead Importer and a fresh coat of paint

In recent weeks, our Product team rolled out a revamped Lead Importer to help you avoid importing duplicates, and a slew of visual design improvements. A redesigned Lead Importer that detects duplicates We’ve redesigned and built a new Lead Importer...

/ July 11, 2017

A new Lead Importer and a fresh coat of paint

In recent weeks, our Product team rolled out a revamped Lead Importer to help you avoid importing duplicates, and a slew of visual design improvements. A redesigned Lead Importer that detects duplicates We’ve redesigned and built a new Lead Importer...

/ July 11, 2017