All posts by Colin Burns

Permission Marketing: Love it or Hate it?

For the longest time, marketing and advertising have been seen as intrusive and interruptive. A commercial on TV, an ad on the radio, and those huge billboards along the highway are all part of traditional marketing and advertising. Furthermore, the...

/ August 9, 2017

Sales Pipeline Benchmarks to Supercharge your Competitive Edge

It’s Monday morning – you wake up, make yourself a cup of coffee, and check the paper. You’re an Aquarius, so the horoscope says you should “Not feel like you have to make any great strides right now.” It also...

/ August 8, 2017

Want to start a company in Silicon Valley? Don’t do what I did (the first time)

Every year, hundreds of startup founders move to Silicon Valley. But even if you’ve had success elsewhere, it’s a risky move. This place can be hard on entrepreneurs, which is why more established founders get questions like: “How did you...

/ August 7, 2017

The Ultimate Guide to Email Follow Up

Whether it’s for business or for pleasure, following up via email is a timeless to-do for anyone wanting to stay top-of-mind with colleagues and friends. For small business owners, email follow ups are key to perpetuate business, especially with the...

/ August 4, 2017

Standing out From The Crowd: How Using GIFs in Email Prospecting helped Andrew Gazdecki’s Team Get a 300% Increase in Cold Email Response Rates

You have to stand out, there’s just no way around out. Being a part of the crowd – a crowd that is growing by the day – simply isn’t an option. Everyone in sales, especially those grinding away on the...

/ August 3, 2017

Why Email is still Relevant for Business Communications

People have been talking about the death of email for years now, and yet we continue to find more and more uses for it. Email marketing is still the most economical and the most powerful marketing tool for a majority...

/ August 2, 2017

Why the best inside sales people network with people outside their industry

Early in my career, the majority of my business contacts came from my immediate circle. They were people who wrote about the things I wrote about. Thought about the world the way I did. Did the kind of work I...

/ August 2, 2017

Part II: The Secret to Getting ROI From Your Conference Sponsorship

This is part two in a series that details our experience generating significant ROI from the SaaStr conference we attended at the beginning of this year. The post Part II: The Secret to Getting ROI From Your Conference Sponsorship appeared...

/ August 1, 2017

6 Steps on How to Use Quora for Your Business

Some of the most popular internet search queries are questions: “How long does yogurt last after its expiration date?” “What is Narcos?” “How many nickels are in a $58,000.33?” While most of these questions can be answered from various links...

/ July 31, 2017

Avoid embarrassing sales performance by learning this simple 3 step warm up routine

Professional athletes don’t just walk onto the field. They warm up. They stretch. They do stuff like this: So why don’t more salespeople put this idea into practice? If you really want to reach your peak performance on game day,...

/ July 31, 2017

The keys to the kingdom: why GrowthX’s Sean Sheppard preaches listening, authenticity and research as the pillars of successful selling

Current sales culture, for the most part, is entirely concerned with the close. It’s an understandable focal point, of course. Closing a customer means more revenue for the company, and more revenue for the company means growth. Oh, and closing...

/ July 27, 2017

Make More Profit by Giving More, with Bob Burg

All of us want to make more profit in our business. It’s at least a part of why we are in business. But the question arises, “What is the best way to make a profit?” Bob Burg says that the...

/ July 27, 2017

Automate Your Cold Emails and Follow-ups

Congratulations!  Today is your day!   You built a great prospect list! Your cold emails are off and away! ….well not so fast. Before your calendar starts filling up with meetings, you need to make a write effective email copy then push send....

/ July 26, 2017

The Complete Guide to Promoting Your Small Business with Texting

Staying current has never been more important for small businesses than it is today. As millions of consumers turn to Amazon for ease of ordering and delivery of such a wide variety of products, the worst thing a small business...

/ July 26, 2017

20 Signup Form Optimization Techniques for More Sales Leads

Marketers and entrepreneurs focus much of their time and energy on growing their email list and generating leads. For any email marketer, the success of this strategy is determined by the number of subscribers and how well these subscribers are...

/ July 24, 2017

Top 6 Tips to Get Your Small Business Noticed on Twitter

With approximately 328 million active Twitter users, it’s safe to say that the popular social media platform is flooded by the thoughts and opinions of public figures, news channels, industry leaders, and more. In the entire Twittersphere, there are over...

/ July 21, 2017

Elevating the SDR: Why SnackNation’s Kevin Dorsey Wants To Formalize The Role Of The Prospector

It’s a peculiar, and seemingly unique, aspect of the sales industry: the critical role in charge of keeping the sales funnel full of leads and, hopefully, opportunities is almost always given to the most junior person on a given team....

/ July 20, 2017

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