All posts by Colin Burns

5 Ways to Build a Highly-Engaged Email List

An email list with relevant, high-quality contacts is a company’s best asset. While there are many online and offline techniques to build an email list, it’s a marketer’s job to ensure that your list remains relevant and up-to-date to reduce...

/ April 3, 2017

Shocking new findings rock the inside sales industry

InsideSales.com is more than a software company. We’re a science company. We believe first and foremost in the indispensability of data and science in achieving meaningful results for our customers. Part of that entails studying our market in great detail....

/ March 31, 2017

Artificial Intelligence: The Sales Renaissance is Here

Artificial intelligence or AI is encroaching on the sales process at an exciting rate, or alarming, depending on your side of the coin. Using machine learning, predictive analyses, and big data analytics, AI can now automate routine tasks, unearth insights...

/ March 31, 2017

The Top 19 Real Estate Listing and Agency Sites

Finding the right website for your real estate needs can be overwhelming. Whether you’re looking for your next home or selling a property, there are dozens of real estate websites that can get the job done. Instead of having to...

/ March 30, 2017

The Top 19 Real Estate Listing and Agency Sites

Finding the right website for your real estate needs can be overwhelming. Whether you’re looking for your next home or selling a property, there are dozens of real estate websites that can get the job done. Instead of having to...

/ March 30, 2017

Top Trends from TOPO Summit Sponsors – Sales Development and Sales Enablement

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 several weeks, categorizing...

/ March 30, 2017

How to Build Your Website to Pre-sell Using Trust Signals

Your website is the cornerstone of your business. This is where your leads convert – where sales are made. Trust signals are going to be the pavers that help you pre-sell your products and services. Here’s how design, badges, navigation,...

/ March 30, 2017

20 Sites to Submit and Promote Your Content

I’m sure you’ll agree with me on this – promoting content is so freaking hard. And undoubtedly, the biggest hurdle is actually figuring out where to submit your posts to drive more relevant traffic, isn’t it? Lucky for you, that’s what I decided...

/ March 30, 2017

More cash doesn’t always mean more calls. How Zach Barney uses non-monetary incentives to energize his team and keep the comp plan simple.

Read more on More cash doesn’t always mean more calls. How Zach Barney uses non-monetary incentives to energize his team and keep the comp plan simple…. The post More cash doesn’t always mean more calls. How Zach Barney uses non-monetary...

/ March 29, 2017

Selling Transformation in Lieu of Stagnation

Before I get into selling transformation – let me tell you a bit about me. For a hustling, hacking, fist-bumping SaaS CEO who you’ll often find crushing it, killing it, and dropping “truth-bombs” in between a whirlwind of ideating, social-selling,...

/ March 29, 2017

When Your Real Estate Leads Become a Network of People

Full disclaimer – leads are great for business.  A healthy funnel of leads typically means that your business is gaining some recognition, and the public is generally interested in your services, and the solutions you’re offering.  Converting leads to closed...

/ March 29, 2017

When Your Real Estate Leads Become a Network of People

Full disclaimer – leads are great for business.  A healthy funnel of leads typically means that your business is gaining some recognition, and the public is generally interested in your services, and the solutions you’re offering.  Converting leads to closed...

/ March 29, 2017

Why this $15M revenue startup trains all their Account Managers with Close.io’s Product Demo book

This is a guest post by Claudio Santori, who’s doing Business Development at Smartly.io. Smartly.io is a fast-growing Facebook ad optimization solution for agencies and performance marketers. I joined them as employee #32 in the summer of 2015. A few...

/ March 29, 2017

Why Your Marketing Needs to be Data-Driven

In this day and age, there’s no excuse for not knowing what your customers want. There are now a wide variety of tools that enable marketers to capture a range of data at particular stages in their marketing campaigns. Gone...

/ March 29, 2017

5 New Account-Based Metrics

Last week marked my one year anniversary at TOPO. For most of that time, my work has involved helping companies transition to account-based go-to-market strategies. I’ve observed that people within these companies bring diverse perspectives on what account-based is, what...

/ March 28, 2017

6 Positive Habits You Must Adopt For All Sales Calls

The world of B2B sales has been transformed by big data, mobile technology, and advanced analytics, and there’s no question that these developments have made it possible for sales reps to engage with customers more efficiently and reliably. However, there...

/ March 28, 2017

Infographic: The State of AI 2017 — are we Friends or Foe?

Access the full study this infographic is based on here. Click here to download the full resolution version of this infographic. The post Infographic: The State of AI 2017 — are we Friends or Foe? appeared first on The Sales...

/ March 27, 2017

5 Steps to Effective Consultative Selling

If you are a sales leader, part of a sales team, or a solo entrepreneur you have a sales methodology of some type – your preferred way of selling. Does your method include building rapport with your prospects? Paying attention...

/ March 27, 2017

A deep dive into consumer perceptions of artificial intelligence

For so long, Artificial Intelligence (AI) has been one of those promises of the future residing about ten years in the future, tantalizingly beyond our grasp. Kind of like flying cars. Cars may remain earth-bound, but AI has arrived, and it’s here...

/ March 27, 2017

The Equation of Self-Motivation: Why, What & How

The Hard Work of Self-Motivation I am not Tony Robbins. I am a motivator of people, but I am not here to motivate you. What I am here to do is discuss the power of self-motivation, and share a framework...

/ March 27, 2017

5 lessons inside sales reps need to learn from field salespeople

You’ve heard me say it before and you’ll hear me say it again: Sales is changing, fast, and nowhere is this more evident than in the decline of field sales. Think about it: It wasn’t long ago that sales cycles...

/ March 27, 2017

Referrals: Your Untapped Source for Generating Leads

Email, SMS, content, paid ads, and social media are most likely among the first things you think about when it comes to lead generation. These are all great tools. However, you should be sure to remember one of the best...

/ March 27, 2017

How to Hire and Retain Top Sales Talent

The post How to Hire and Retain Top Sales Talent appeared first on Sales Hacker.… Read More

/ March 24, 2017

Personalized Video: How to Rescue Deals Gone Dark

There are a lot of incredible stats when it comes to people’s love of video. Facebook and Snapchat together have over 18 billion video views per day. 70% of all Internet traffic is video, according to Cisco. And employees are...

/ March 24, 2017

Revenue Summit 2017 Encore: Free Lifetime Access to All Conference Lectures

Maybe we are a little bit biased, but Revenue Summit 2017 in SF really moved the ball forward with sales and marketing teams across the globe. Here are some insights that attendees have recently blogged about: According to Alex Hisaka…...

/ March 23, 2017

How To Make A Social Relationship A Real Relationship, with Amy Chorew

Social media is supposed to facilitate truly social interactions between real people – in other words, it’s supposed to build real relationships. Amy Chorew, my guest on this episode, says that if your use of social media is not facilitating...

/ March 23, 2017

These 3 mistakes when choosing angel investors WILL sabotage your startup

Selecting angel investors is a minefield: Play the game right and you’ll win. One wrong step and it’ll blow up in your face. But the dream of riches and Techcrunch-fame distracts many founders from the truth until it’s too late....

/ March 23, 2017

How to Nurture Leads with Email Marketing

The Internet of Things (IoT) is radically changing the way people search and receive information. Luckily for businesses, this interconnectedness allows them to deliver content in different ways: social media, blogging, video, audio, and a host of other interactive platforms....

/ March 23, 2017

7 Awful Sales Phrases To Avoid: Advice From An SEO Guy

I’m not the zen master of sales by any means, but I’ve spent a crap load of time around salespeople. Before I came to Sales Hacker, I was leading SEO operations for a well known SaaS CRM brand, and my desk was...

/ March 22, 2017

The Real Estate Agent’s Guide to Dating Your Clients

Hey girl. That’s a niiiiiiice house. Who’s your Realtor? Hang on. No, this isn’t an how-to on dating your client crush, so real estate courtiers: beware! Take your romantic interests elsewhere! But wait! Although you are not romantically dating your clients, the...

/ March 22, 2017