All posts by Colin Burns

The ultimate guide to follow-up emails: Templates & examples for every scenario

For all the advances in technology we’ve witnessed over the last two decades, the business world still runs on email. You don’t even need to cherry pick the statistics. Email wins across virtually every metric: Email marketing drives more conversions...

/ June 7, 2017

Patterns to Drive Account-Based Success

Every day we talk to organizations in various stages of adoption of account-based. In 2017, we are seeing account-based quickly mature, with many organizations putting dedicated account-based resources in place in both marketing and sales development. Today, these teams are...

/ June 7, 2017

6 Proven Tips For Getting Past The Gatekeeper

  “Our Enterprise SDRs are hitting a wall when it comes to calling into their target accounts. Getting past the gatekeeper is really frustrating our reps – in most cases, these gatekeepers know nothing about the business or org chart and wont transfer...

/ June 7, 2017

Why Customer Experience Matters to Your Business

Recent developments in technology are empowering consumers like never before. This digital revolution is expanding consumer choice and giving users access to information around the world, anytime, anywhere. Customers can now make educated choices between competing brands, as information is...

/ June 7, 2017

5 Unforeseen Financial Pitfalls of Making the Wrong Sales Hire

If you’re reading this, my guess is that you’ve already made the wrong sales hire (now or in the past) or you’re trying to prevent yourself from making a bad hiring decision. Regardless of what brought you here—welcome. This post will...

/ June 6, 2017

How to overcome the “your startup is too small” objection

You’ve managed to impress a roomful of enterprise-level executives. They love your product. They share your vision. And they laughed at the cat joke you practiced all morning. But during the Q and A, someone says, “We’re not sure you...

/ June 5, 2017

10 Essential Sales Qualification Questions To ALWAYS Ask Your Prospect

There are plenty of sales qualification questions we need to ask throughout the buying/selling process to help uncover need, create urgency and gain commitment. Here are the top sales qualification questions you should ALWAYS ask your prospect: What are the details...

/ June 4, 2017

5 B2B email templates & formulas that win business in 2017

I hate to be the bearer of bad news, but if you’re in B2B sales, the world is against you. OK, maybe not the entire world. But when you’re a B2B sales professional, then your leads, prospects, email service, the...

/ June 3, 2017

When Sales and Support Work Together, the Customer Wins

The post When Sales and Support Work Together, the Customer Wins appeared first on Sales Hacker.… Read More

/ June 2, 2017

Assign Leads with the “User” Custom Field type

Custom Fields store arbitrary data on your Leads. Until now, Close.io had 6 Custom Field types (Choices, Date, Date & Time, Number, Text, and Hidden) to help you store different types of data more effectively. For example, storing numbers in...

/ June 2, 2017

9 Expert Tips For A Successful Sales Call

Creating the right call flow is arguably one of the most important keys to successful selling. While the buyer is ultimately in control of the final outcome, a skilled (and prepared) salesperson can exercise a tremendous amount of influence during the sales...

/ June 1, 2017

Caring is the Ultimate Competitive Advantage – Jayson Gaignard

If you want a competitive advantage in business you know that relationships play an important part in it. But it’s not about how MANY relationships you have, it’s about the level of quality those relationships are. On this episode, I...

/ June 1, 2017

Account-Based Learnings From the Trenches

In 2017, Account-Based is moving from cool idea to reality. The results for early adopters have been exciting – 82% of organizations executing account-based marketing for 1+ year(s) are meeting or exceeding their objectives (TOPO research on behalf of ABMLA)....

/ May 31, 2017

Tackling Architectural Debt: How We Replaced a Production Elasticsearch Cluster

Photo by Alice Pasqual As the quantity and complexity of application data scales with any burgeoning startup, we all run into performance and scalability issues. Some issues can be addressed with slight adjustments to existing infrastructure, while others require fundamental changes...

/ May 31, 2017

Tackling Architectural Debt: How We Replaced a Production Elasticsearch Cluster

Photo by Alice Pasqual As the quantity and complexity of application data scales with any burgeoning startup, we all run into performance and scalability issues. Some issues can be addressed with slight adjustments to existing infrastructure, while others require fundamental changes...

/ May 31, 2017

The REAL Way to Convince Your Boss to Send You to a Conference

Not all conferences are made the same and neither are managers. Here’s a tried and true blueprint to convince your boss to send you to that killer event you keep seeing the hype about on social media. Prove You’re Not Wasting Time and...

/ May 31, 2017

7 Steps to Getting More Business from Existing Clients

Your current clients are extremely important. They’re already paying you for products and services. And, they are likely happy with your offerings, especially if they’ve been long-term customers. If you aren’t marketing to existing customers, you’re missing an easy, low-cost...

/ May 31, 2017

TalkDesk’s Senior Sales Leader Kent Venook talks growth, establishing new processes and the importance of Salesforce integrity while growing a company

No matter how you slice it, growing a company is a bit of a high-wire act: you have to ensure aggressive targets are met, keep your team focused and motivated, and establish key operational process along the way. Read more...

/ May 31, 2017

3 Proven Methods for More Accurate Sales Forecasting

According to CSO Insights, 60% of forecasted deals do not actually close. Unsurprisingly, the data also shows that one in four companies are unhappy with their ability to accurately forecast sales. That’s a lot of revenue being left on the...

/ May 30, 2017

The 2017 Revenue Summit Bundle

The post The 2017 Revenue Summit Bundle appeared first on Sales Hacker.… Read More

/ May 30, 2017

Skaled AE Course

The post Skaled AE Course appeared first on Sales Hacker.… Read More

/ May 30, 2017

The Predictable Revenue Pipedrive Mastery Course

The post The Predictable Revenue Pipedrive Mastery Course appeared first on Sales Hacker.… Read More

/ May 30, 2017

Permission is for suckers: Why I made this intern a co-founder of my company

Several years ago, I sold everything I owned and bought a one-way ticket to Silicon Valley. I planned to build what I thought would be my legacy—a billion-dollar business that would change the world. I worked tirelessly on that startup,...

/ May 30, 2017

What Makes a Great Whitepaper?

Does your business have a blog? If so, great! It’s good that you’re giving away helpful and educational content for free on your blog. But, when you’re creating more comprehensive and valuable material (like guides, whitepapers, case studies, and reports),...

/ May 29, 2017

The GuidesFor Network

Reach a targeted audience of technology buyers and access pre-buying decisions content through the GuidesFor Network. Drive sales leads and sales opportunities directly to your conversion funnel. Find out how! Watch now!   The post The GuidesFor Network appeared first...

/ May 26, 2017

How to Network While You’re on Vacation

Recently, our VP of Marketing Joel Mier, shared a story with the Contactually team about how he did some networking while on vacation with his family in the Cayman Islands. Joel moonlights as a Marketing professor at the University of...

/ May 26, 2017

7 Killer Sales Conferences to Attend During the Rest of 2017

Summer is nearly upon us. Like many of you, we spent the opening 5 months of 2017 attending our fair share of sales conferences throughout the country. From the SaaStr Annual to the Revenue Summit to the AA-ISP Leadership Summit,...

/ May 25, 2017

Contactually’s New Feature Recap — Introducing easier ways to engage, and more!

We’re halfway through Q2 of 2017, and we’re excited to continue covering more ground. Our latest announcement? We’re introducing notable improvements to make you even more efficient while using Contactually. Ever get stuck digging for information on your contact? You’re...

/ May 25, 2017

How To Automate An Efficient Sales Process With Bots

Look, I get it: You’ve probably been hearing a lot of buzz about artificial intelligence (AI) and chatbots recently — about how they can help automate the sales process to improve efficiency by enabling sales teams to grow leads, reduce...

/ May 24, 2017

How to keep misalignment from killing your startup

When your car has an alignment issue, it’s difficult to stay on course. The same is true for your company. If everyone isn’t working toward a common goal—if one tire is tilted even slightly—you might just end up in a...

/ May 24, 2017