All posts by Colin Burns

Best Sales Books: 23 Elite Picks to Step Up Your Sales Game

Editors Note: These 23 Best Sales Books are not endorsed or sponsored in any way – we really just love this selection! Student: I know what I like. Master: You like what you know. Before you barrel through the following...

/ March 17, 2017

Automatically Capture and Follow Up with Facebook Leads in Contactually

In case you’re not familiar with Contactually yet, we created it because we saw the importance of building and maintaining authentic relationships in our business. Part of that means capturing the relationship at the very beginning. While Contactually does not...

/ March 17, 2017

How to pitch your product in a way that will finally resonate

I’m often asked by salespeople and business owners alike about ‘the pitch’: “How do I create an elevator pitch that actually generates more business?” If you spend time thinking about your elevator pitch, I have bad news for you: you’re...

/ March 16, 2017

How to Build a Killer Sales Process

The post How to Build a Killer Sales Process appeared first on Sales Hacker.… Read More

/ March 16, 2017

Top Trends from TOPO Summit Sponsors – Account-Based

We surveyed our sponsors for TOPO Summit 2017 and asked them to identify three trends their companies are following in 2017.  Based on those responses, we will be publishing a series of blog posts over the next three weeks, categorizing...

/ March 16, 2017

Top Salespeople to Follow on Quora

Quora has turned into an incredible tool over the last few years. When you can get a question about Sir Richard Branson answered by Sir Richard Branson, that’s usually pretty powerful and should be quite accurate. I’ve found it to...

/ March 16, 2017

Prospecting on LinkedIn for Sales Hackers

LinkedIn is an incredibly powerful prospecting and link building tool for sales teams, but the search capabilities it provides are very limited. With a free account, you only get 100 results from your immediate network. This is hardly enough to...

/ March 16, 2017

Sales Prospecting On LinkedIn Using The X-Ray Technique

LinkedIn is an incredibly powerful sales prospecting and link building tool for sales teams, but the search capabilities it provides are very limited. With a free account, you only get 100 results from your immediate network. This is hardly enough...

/ March 16, 2017

The Key to Consistent, Effective, Quality Prospecting

*Editors Note:  Guest post by contributor John Barrows, sales trainer for Salesforce, Marketo, LinkedIn, Box, Zendesk and more of the worlds leading tech companies. I admit it, if I had to think about prospecting I probably wouldn’t do it. I...

/ March 16, 2017

Sales Traction: 5 Indicators that Get Venture Capitalists Excited

*Editor’s note: Guest post by Brian Jacobs, Co-founder and General Partner at Emergence Capital. Emergence Capital is a leading venture capital firm focused on cloud companies.  Brian serves on the boards of: Intacct, Bill.com, InsideView, Donuts, Hightail, Janrain and Drivewyze. You...

/ March 16, 2017

How to Turn $2,000 into $2,000,000 in Sales in 4 Months

*Editors Note: Gabe Luna-Ostaseski is a serial entrepreneur and founder of Calfinder and Upshift Partners. They help small startups scale sales teams. This article was previously posted on the Upshift Partners blog and is being republished with their permission.* Call me a...

/ March 16, 2017

Revenue Summit Wrap-up: Sales Hacker’s Best Conference Yet

On March 7 and 8, Sales Hacker and #FlipMyFunnel finished an awesome two-day conference, The Revenue Summit, combining the best of SaaS sales and marketing. With nearly 2,000 attendees, over 20 sponsors and tons of great content and networking, this...

/ March 16, 2017

5 Sales Hacks for the New Salesperson

I’ve tried to write this without giving away too many secrets. My best hacks I keep to myself because if they became overused, they’d be obsolete. I won’t bore you with Rapportive hacks or any of the 101 stuff either. I...

/ March 15, 2017

Shrinking Territory: A Forced Opportunity

John called me and he was pissed. “They are drastically cutting my sales territory and I’m freaking out. This means all the deals I was working on are going to go to some fool who just walks in and gets...

/ March 15, 2017

Generating More Email Leads for Your Real Estate Business

Email leads are arguably the most valuable tool you can use to foster client relationships. Obviously, an initial signup indicates that the lead is potentially interested in your services. In addition, the email address provided can also be used to...

/ March 15, 2017

Introducing: The Contactually Referral Accelerator for RE/MAX

Think about how many marketing emails sitting in your inbox that you ignore or delete each day. Too many, right? So doesn’t it feel backward that many real estate agents and CRMs continue to rely on drip campaigns? Engaging leads...

/ March 14, 2017

17 sales email tips to crush 2017 (+ 13 templates)

Experts have long predicted that social selling will spell the end of sales emails. Yet, email is 40 times more effective at getting new customers than Facebook and Twitter combined. What’s worked in the past still works. Here are 17...

/ March 14, 2017

This is How to Generate Trial Signups From Your Blog

Converting blog traffic is so darn frustrating, isn’t it? After all, you’ve done everything by the book – posted new content regularly, optimized it to rock the search results, and promoted the hell out of it on social too… You’re...

/ March 14, 2017

Numbers down? Missing your quota? 3 steps to deal with stress in sales

You know the feeling: The quarter’s up, your numbers are down. Really down. And there’s nothing you can do to save them. Even if you landed that huge deal that’s been in the pipeline for the last few months, you’d...

/ March 13, 2017

Why Your Business Needs Outbound Lead Generation

Brands are becoming increasingly dependent on the internet. Consumers have changed the way they shop for the things they need and want, and savvy businesses have taken notice. Customers are now in control of the information they receive and the...

/ March 13, 2017

How to: Determine the Best Newsletter Strategy for You

We’ve previously said that we don’t think that email newsletters are the best way to generate leads but, just like anything else, there is a time and place for everything. While newsletters aren’t the best at attracting new people to...

/ March 10, 2017

Introducing: The Contactually Sphere Accelerator for KW

Think about how many marketing emails you ignore each day. Tons, right? So doesn’t it seem backward that many real estate agents and CRMs continue to rely on drip campaigns? Engaging leads and your sphere takes personalized messages, not just...

/ March 9, 2017

Relationships First Then The Business Will Follow, with Krisstina Wise

“Relationships First” sounds like a great mantra to live by – and most of us would probably say that we agree with it. But my guest today is a woman who’s truly proven how seriously she takes the idea. Krisstina...

/ March 9, 2017

Are You Really Account-Based?

As a consultant, one of my key roles is discovery: a fancy-sounding word that simply means asking questions. Sometimes client answers to important questions about their business are unintentionally vague. So I ask more questions to unpack what’s going on....

/ March 8, 2017

5 actionable ways to improve communication between your product and sales team

Through technology and a desire for transparency, companies are finding it easier to get teams to work together. As the collective knowledge of a company moves from employee’s brains to collaboration software, an employee can effectively learn anything they want...

/ March 8, 2017

Managing and Maintaining My Contact List as a Freelancer

While most freelancers would love to simply wake up each day and have new work waiting for them, the reality is that half of a freelancer’s job is tracking down great well-paying clients that understand the value you’re providing. Freelancers...

/ March 8, 2017

TOPO Sales Council #4 – A Recap

Sales leaders from the Bay Area’s fastest growing companies once again gathered last Friday for TOPO’s fourth Sales Council. These Councils offer a unique forum for sales leaders from high growth companies to learn from each other and share best...

/ March 7, 2017

[INFOGRAPHIC] Pay Attention to Me: The Best Subject Lines

With the frequent emergence and growth of new, lucrative social media such as Snapchat, Twitter, and Instagram (the #trifecta), combined with the existing ease of communications platforms like text-messaging, it tends to become more and more difficult to grasp the attention of...

/ March 6, 2017

Y Combinator is a waste of time—unless you do THIS

Is Y Combinator worth it? It’s funny: You can ask two totally different YC alumni that question and get two totally different answers, even if they both attended the same batch. How’s that possible? Why is it that, for some...

/ March 6, 2017

Product Update: Customizing columns on the Opportunities view

We’ve added the ability to customize the columns on the Opportunities view to give you more context about a given opportunity without clicking into the lead. The Close.io Opportunities view makes it easy to see the opportunities you expect to close...

/ March 6, 2017