All posts by Colin Burns

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

10 B2B Lead Generation Strategies for 2017

We’re well into the New Year, and most companies are revamping their lead generation strategies to meet its demands. In the past, we’ve mentioned that there’s an information overload when it comes to finding the right strategy, and now this...

/ March 6, 2017

Top 3 Body Language Mistakes and How to Avoid Them

“Actions speak louder than words” is an expression that we’ve heard time and time again and it still has value today, especially in the workplace. Studies show that only 7 percent of the communication is actually based on what we...

/ March 3, 2017

Inside Sales: What it is, why it matters, and how to do it right

Let me start with the bad news: When it comes to inside sales, you’re going to spend less time with your prospects on the golf course and more time using technology. What is inside sales? Inside sales is the act...

/ March 1, 2017

How I Manage My Contact List… Kinda

The most important part of networking is showing up. The second most important part is following up. I advocate for people to follow up with new contacts soon after they first meet, so each person is still fresh in each...

/ March 1, 2017

End-of-Month Pipeline Management Advice from Princess Leia

As a Research Analyst here at InsideSales.com, people expect me to be a bit of a nerd…and they’re not wrong. I love anything related to Star Wars (yes, even the prequels…sort of), and as we crunched the numbers on 9.8...

/ February 28, 2017

Do Prospects Still Appreciate Downloadable Content?

Without data, content marketing can feel a bit like a high-stakes game of roulette. However, even though engagement rates are generally down, content marketers can take heart that prospects still appreciate useful and targeted content, including downloadables such as whitepapers,...

/ February 28, 2017

Understanding Who’s in Your Sphere of Influence

Did you see the title and scratch your head wondering what the heck a sphere of influence is…and if you have one? That’s okay, you’re certainly not alone and yes you definitely have one, even if you don’t realize it!...

/ February 27, 2017

We tried to recruit these 2 people for 5 years. It was worth every minute.

Note from Steli: We’re excited to announce that Nick Persico has officially “re-joined” the Close.io team as our Head of Growth. He’ll be working on special projects across our Sales, Marketing, and Success teams. In addition, he will be spending...

/ February 27, 2017

When Should You Dismiss a Sales Lead?

So, you’ve developed a solid marketing plan, and you’re feeling good about your strategy. Now you’re ready to see how your prospects react to your game plan. You then meet two types of sales leads: the qualified and the non-qualified....

/ February 27, 2017

Efficient time management for maximizing sales productivity

Finding the balance between efficiency and effectiveness is key to improving a team’s sales productivity. While it’s important to help sales reps efficiently consolidate content at a faster rate, what’s even more important is to land higher sales more quickly,...

/ February 24, 2017

Here’s Your Pre-Launch Checklist for Discovering Insights and Engaging Accounts in ABM

Guest Author: Brandon Redlinger, Director of Growth at Engagio Before an American spaceflight mission begins, in-flight controllers monitoring various systems are checked against a rigorous pre-launch checklist. At NASA, this responsibility falls to the Nasa Test Director. Read more on...

/ February 24, 2017

TOPO Sales Development Funnel

The proliferation of sales development teams in B2B companies over the past decade has been unprecedented. While the sales development (SD) function has existed for at least 30 years, many great companies safeguarded their sales development process as a “secret...

/ February 23, 2017

How Gifts Of Appreciation Build Powerful Relationships with John Ruhlin.

Everybody talks a good talk when it comes to the value of relationships. But very few people actually invest in those relationships in ways that stand out and really matter. My guest today is John Ruhlin, founder of The Ruhlin...

/ February 23, 2017