All posts by Colin Burns

Pure Incubation Again Named One of the 50 Fastest Growing Companies in Massachusetts

Pure Incubation makes The Boston Business Journal Fast 50 List for the second year in a row. Topsfield, MA Pure Incubation, a leader, and innovator in the marketing technologies sector is pleased to announce their inclusion in The Boston Business...

/ June 28, 2017

What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

In the inside sales rep’s toolkit, LinkedIn is definitely a hammer. But as with any tool, if you’re not equipped with the training and knowledge to use LinkedIn correctly, you’re never going to reap the full benefits. Like other social...

/ June 28, 2017

What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

In the inside sales rep’s toolkit, LinkedIn is definitely a hammer. But as with any tool, if you’re not equipped with the training and knowledge to use LinkedIn correctly, you’re never going to reap the full benefits. Like other social...

/ June 28, 2017

Creating Scalable Business Intelligence with Redshift, Stitch, Fivetran, and Looker

Companies today strive to be more data-driven than ever before. There is a pervasive thought in business that data can be the differentiator between you and your competitors. If you collect the right data and leverage it effectively, you can...

/ June 27, 2017

Creating Scalable Business Intelligence with Redshift, Stitch, Fivetran, and Looker

Companies today strive to be more data-driven than ever before. There is a pervasive thought in business that data can be the differentiator between you and your competitors. If you collect the right data and leverage it effectively, you can...

/ June 27, 2017

Senior Business Requirements Analyst

    Are you technology-inclined, highly driven and passionate? Determined to contribute and be a significant part of a team? PureB2B is looking for a Business Requirements Analyst who will be responsible for gathering and understanding business requirements and working...

/ June 27, 2017

The True Power of Contextual Marketing

In marketing, the primary goal is to send the right message to the right people at the right time using the right channel. This is what “marketing context” is all about.   According to the Harvard Business Review, the four...

/ June 27, 2017

3 stupid sales shortcuts: spamming, lying, and begging

All salespeople go through dry spells. They fall short of sales goals. They stress over missed opportunities and ineffective pipelines. When they’re desperate enough, some salespeople look for shortcuts. They search for quick ways to hit their quota. They chase...

/ June 26, 2017

10 Essential Characteristics of Highly Successful Salespeople

More than a job, successful selling is a result of skill and practice. Like all other skills, great selling techniques cannot be acquired in a day. The most successful salespeople work incessantly toward improvement, practice regularly, and grow incrementally with each experience....

/ June 25, 2017

Three steps to guiding enterprise sales organizations through acquisition

Growth by acquisition is a quick path to scale but one but fraught with pitfalls, especially among businesses with robust inside sales operations whose technologies, cultures and methods don’t match up. The list of corporate marriages that make strong synergistic...

/ June 23, 2017

The Coffee Campaign: A Must Try Account-Based Sales Approach

Don’t want to read? Learn more about #playmakers on episode 99 on the Sales Acceleration podcast. I don’t care about account-based marketing, I care about account-based sales. The problem with account-based sales is it’s an idea most people have heard...

/ June 23, 2017

5 Qualities of a Rockstar Sales Rep

The sales department is an essential element of every business. It generates revenue and plays a crucial role in overall business success. This is exactly why recruiters are always on the lookout for individuals who have the skills to attract...

/ June 23, 2017

Prospecting for Prospectors: How Base’s Ryan Wong Uses LinkedIn to Discover SDR Talent

A 39% response rate to initial messages. A 50% commitment rate to meetings. And an 8% conversion rate. Sounds pretty good, doesn’t it? There isn’t an outbound sales team anywhere that wouldn’t be proud to say those were their numbers....

/ June 23, 2017

4 Best Practices for Sales Demo Success

The sales demo, or product demonstration, is a critical piece of the sales process—and it’s easier than ever to deliver via a variety of channels, such as video or a web conference. A demo can mean the difference between closing...

/ June 22, 2017

When the Selling Gets Tough, the Tough Get Data-Driven

At Base, we are salespeople selling to salespeople in one of the most competitive industries out there: CRM. Getting by on a smile and a shoeshine just won’t do the trick – but we’re not afraid of a challenge. The...

/ June 22, 2017

Washington DC’s Top Real Estate Agents Using Contactually

Today, Washingtonian Magazine released the District of Columbian, Maryland, and Virginia [DMV] region’s Top Agents for 2017! We would like to personally congratulate some of these awesome agents this year who use Contactually! Here’s a little bit about each one:...

/ June 22, 2017

(FREE) Sales Machine 2017: Encore Online Course Bundle

The post (FREE) Sales Machine 2017: Encore Online Course Bundle appeared first on Sales Hacker.… Read More

/ June 21, 2017

The New SaaS Sales Wave is Coming, and You Should Be Prepared

I’ve written a lot about how SaaS technologies are shaping the future of marketing. My latest post on Conversion XL deeply explains the reasons why modern companies are flocking from the traditional all-in-one solutions software to a marketing stack approach. Before I get into...

/ June 21, 2017

Sales Machine 2017 Recap: Key Takeaways, Insights, Strategies, Tips & More

Thank you to everyone who attended and participated in our successful Sales Machine 2017 event in New York! We had a great time and can’t wait until 2018’s event. Here is our 2017 Sales Machine Recap, breaking down key takeaways...

/ June 21, 2017

6 Email Mistakes to Avoid in Cold Emails

Maybe you heard someone speak at a conference recently and you think you may have a great business opportunity with that person, or maybe you just want to try your luck and reach out to potential prospects or leads with...

/ June 21, 2017

3 things every cold email should have (backed by research)

Have you ever sent an email and been met with nothing but silence on the other end? Have you ever put in the effort to rewrite an email four or five times and still heard crickets? Here’s the thing: You’re...

/ June 21, 2017

How to Achieve High Growth Sales with Sales Enablement

The post How to Achieve High Growth Sales with Sales Enablement appeared first on Sales Hacker.… Read More

/ June 19, 2017

Adding Read Replicas in a Production Ruby on Rails System with Zero Downtime Using Makara

Thaddaeus Lim When query, schema and index optimizations aren’t enough to support the load of a high throughput database system, fundamental changes in how data flows through that system are often necessary. Over the past few years, our team at...

/ June 19, 2017

Want to close more deals? This is the 1 question you need to ask

How often are your deals derailed by the unexpected? A prospect says, “We need to run this by legal” or “Technically, procurement has the final sign-off.” When faced with surprises, many salespeople blame the prospect. I qualified them. I asked...

/ June 19, 2017

Small Business Guide to Hacking Sales

SMB selling or small business sales is really a sales process designed around an ideal customer profile (ICP). Your ICP impacts every aspect of your sales process. In the past, small business selling assumed smaller deal sizes that is not...

/ June 17, 2017

How to Identify Your Ideal Customer Profile (And Then Target Them)

For businesses of any size, building an outbound sales strategy can be tough to accomplish. You can go top down, bottom up, or direct to your most likely buyer. But how do you go to your most likely buyer if you...

/ June 16, 2017

How to Increase Sales by 800% with a Highly Targeted Outbound Process

The post How to Increase Sales by 800% with a Highly Targeted Outbound Process appeared first on Sales Hacker.… Read More

/ June 16, 2017

Content is the Key: Content Distribution and You

To some, content may be king but to marketers, content is simply a way of life. It has the ability to set you apart from other companies, mark you as an industry expert, and create new business opportunities. With approximately 88%...

/ June 16, 2017

The Age of Multi-Channel Prospecting: Despite the Hype, Nothing is “Dead”

Every day on LinkedIn there is a post with a long comment string discussing how some prospecting methodology is “dead” –  cold-calling, social-selling, etc. These provocative arguments dominate our LinkedIn feed. It’s understandable because cracking the code of prospecting in...

/ June 15, 2017

Can Sales Prospecting Be Automated? 3 Steps to Getting More Leads In Less Time

Have you studied how long it takes your SDRs and AEs to find relevant people to contact as target customers? Do you know the ratio of time spent “finding new leads” to actually reaching out and engaging them? Do you...

/ June 15, 2017