All posts by Colin Burns

7 Steps to Growing a Referral Based Business

All businesses know that one of the best ways to get new customers is by word of mouth. You need satisfied customers to recommend your name to other people looking for your service or product. That’s common knowledge. It is...

/ May 24, 2017

Modern Sales Insights on How to Drive Accelerated Growth

The post Modern Sales Insights on How to Drive Accelerated Growth appeared first on Sales Hacker.… Read More

/ May 24, 2017

The Danger of Following Thought Leaders: How Bad Sales Advice Spreads

TL;DR You know the quality of your Uber driver before you get in their car. But when you look for information online, you are confused by thought leaders and can’t tell the difference between fact and fiction. This article will...

/ May 23, 2017

The Top 10 Marketing Blogs to Start Reading Today

Although it has been an internet trend for quite some time, recently businesses have started to utilize blogs to increase their brand recognition and become more engaged in the digital age. Blogs, used by companies both large and small, have several...

/ May 22, 2017

Why creativity kills sales scalability (and how to fix it)

I’m not gonna lie: I’m a great salesperson. Humbleness aside, I’ve pretty much always been. But as long as we’re being honest, I’ve got a confession, too: I was a terrible sales manager. Seriously, I almost ran my first sales...

/ May 22, 2017

99 Motivational Sales Quotes (And 11 Videos) to Rock the Remainder of 2017

I love reading sales books just like most sales nerds. That said, most salespeople are very busy and don’t have time to read books. With the swamped sales hacker in mind, I’ve compiled 99 of my favorite motivational sales quotes to...

/ May 22, 2017

Sales Red Flags and How to Deal with Them

So your marketing strategy has paid off big time, and now you’ve got a bunch of qualified leads. It’s time to send them along the sales funnel. However, there are red flags in the sales process you need to look...

/ May 22, 2017

The Unsung Hero of High Growth Companies – Culture

For many (this author included), culture has been relegated to an HR topic, not something a sales or marketing leader would take time defining and enforcing. That mindset is changing. “We used to just give culture lip-service, but now it’s...

/ May 18, 2017

9 Steps To Hack Your Sales Job Search Process (And Land More Interviews)

My wife thinks I’m crazy for saying this, but I love the sales interview process. And no, I don’t mean interviewing candidates, I mean interviewing as a candidate. I love it so much that a close friend, Scott Leese (SVP of...

/ May 18, 2017

How To Build Truly Meaningful Connections, with Jon Levy

One of the things Jon Levy will tell you from his research into human interactions and deep connections is that the thing that influences most as individuals is the people we are surrounded by. Jon has made it his business...

/ May 18, 2017

Artificial Intelligence Ready or Not? Sales Executives Are

For many years, artificial intelligence has been grounded in science fiction, academic projects and invariably rendered an ever-receding destination society was consistently “five years away from.” While our current reality doesn’t reflect the stereotypical dystopian Hollywood narrative rooted in robots,...

/ May 17, 2017

7 Problems With Sales & Marketing Alignment (And How To Fix Them)

In an account based world, landing the biggest, highest-value accounts can only be achieved when all revenue-generating disciplines are closely aligned. Specifically, we’re going to examine the almighty sales and marketing alignment framework.  Let’s get real – silos don’t work....

/ May 17, 2017

How to Send Email Newsletters People Will Actually Read

According to one study, users spend an average of 15 to 20 seconds on emails before deciding whether to continue reading it or not. This means you need to create captivating email newsletters if you want to increase the chances...

/ May 17, 2017

5 steps to setting sales goals that help you grow (quickly)

Work for a startup? Guess what: You’re in sales. As Y Combinator founder Paul Graham famously wrote: Being newly founded does not in itself make a company a startup. […]  The only essential thing is growth. Everything else we associate...

/ May 17, 2017

Why Quality Leads are Expensive

Getting more leads at a lower cost is always at the top of lead generation objectives, especially for startups and small businesses. In fact, a HubSpot survey revealed that 65% of B2B marketers claim that generating traffic and leads is...

/ May 17, 2017

5 Aspects of Rapid Feature Validation & Iteration

Case Study: Contactually User Onboarding To see a real-life example of this aspects in work, let’s take a look at how they were involved in Contactually’s effort to rebuild our user onboarding flow in late 2016. In short, the goal...

/ May 17, 2017

How To Get Started With Sales Coaching In 5 Actionable Steps

When sales managers come to the realization they need to take coaching seriously by instituting systematic sales coaching programs, they have taken a huge step in becoming true professional sales leaders. But knowing where to start (and how to do)...

/ May 16, 2017

Building a Better Team at the Contactually Retreat 2017

So, it’s 2017. It’s been about 2 years since we raised our Series A. The company looks vastly different than it did then. We’ve hired an experienced executive team from successful companies like OPower, Netflix and AddThis. We have a...

/ May 16, 2017

7 reasons why you’re better than a sales bot (and don’t need AI to close deals)

Every other day, I read a headline about the extinction of salespeople: “The future of sales is artificial intelligence” or “95% of salespeople will be replaced by AI within 20 years.” The craziest part isn’t even the prediction—it’s that so...

/ May 15, 2017

Are Chatbots the Next Big Thing in Lead Generation?

“Geeks want machines that do things without asking. But what makes good AI is good communication with the user,” Fred Brown, Founder and CEO of Next IT   The search for the next innovation in lead generation is an epic...

/ May 15, 2017

5 Major League Sales Pitch Tips To Win More Deals

The initial sales pitch is the first step in building a lasting relationship with prospective clients. To perfect that first step, the pitch has to be informative, succinct, and sensitive. In this post, I’m going to outline 5 sales pitch...

/ May 13, 2017

The Best Real Estate Agent Tools

Being a real estate agent is challenging, and it’s especially hard when you aren’t aware of the tools that can help you. Trust us – there’s a ton out there that can help if you know where to look.  ...

/ May 12, 2017

How Clio Restructured Sales In 3 Months

It can feel overwhelming if you need to restructure a sales team. Roles, quotas, comp plans, territories, Salesforce.com changes … Clio tackled all of this at once. Clio is a fast-growing SaaS company in Vancouver, whose CEO is Jack Newton...

/ May 11, 2017

How to do a Sales Process Audit: a Practical Guide

Every business must have well-defined sales processes and a clear understanding of the opportunities in its sales funnel. However, many sales executives neglect to regularly revisit and review the overall sales process, and instead regard it as a ‘one and...

/ May 11, 2017

The Best Times for Scheduled Sales Calls and Demos

I worked for InsideSales.com for over two years. It was one of the best learning experiences of my career. What drew me to the company was the data and research they had on sales and lead response management. Who knew...

/ May 11, 2017

What Demand Marketing Really Means

All marketing efforts are geared towards one goal—to delight consumers and customers throughout all stages of the buyer’s journey. When audiences are delighted, they become effective brand promoters who can help spread the word about how awesome your products and...

/ May 11, 2017

How to follow up with sales prospects in 2017 [1 hour crash course]

The first call. The first email. The first meeting. Getting the ball rolling is the easiest step but if you don’t have a follow-up plan, you’ve already lost. Why? Because amazing deals and valuable relationships don’t happen on the first...

/ May 10, 2017

Three Must-Have Features for a Real Estate Agent CRM

Real estate agents who use a CRM are 26.2% more productive than agents who don’t use one. The solution: get a CRM, right? Wrong. Or to be less black and white about it, you’re only halfway to the answer. More specifically, you’ll...

/ May 10, 2017

Sales Forecasting 101

Sales Forecast (n): an educated guess about future sales revenue that uses historical data and common sense to project monthly, quarterly, and yearly sales totals for a business. What It’s Not: Sales forecasting is different than sales goal-setting. With a...

/ May 9, 2017

The Ultimate Sales and Marketing Alignment Playbook

The B2B sales funnel has changed considerably within recent years. In the old school days – marketing would generate leads, pass it over to sales and hope they close the deal. Without a proper sales and marketing alignment strategy, the organization creates silos...

/ May 9, 2017