All posts by Colin Burns

How to Research Your B2B Audience

You might be surprised by how much your B2B marketing strategy relies on changes in your audience. Even if you’ve already identified your ideal buyer persona, you might be leaving multiple audience segments on the table depending on the objectives...

/ July 17, 2017

People, Process, and Technology: The Only Way to Build an Inside Sales Team

We all go through transitions in our lives and the same is true for businesses. Some business grow and some businesses shrink. Stan, Global Business Development Leader at VONQ, joined his company at the perfect time. A time when the...

/ July 13, 2017

Acquia’s Mike Stankus on picking up the phone, learning to talk to executives and ensuring BDRs get ‘results in the business world’

New sales methodologies, email templates and professional studies on when to call prospects – each year comes with new tips and trick to experiment with. But, according to Mike Stankus, Acquia’s Senior Vice president of Special Projects, nothing replaces picking...

/ July 13, 2017

6 Horrendous Ways To Begin Your Sales Call (And What To Do Instead)

Hi. I’m Lauren. I’m writing to introduce myself as your Sales Hacker guest blogger. WAIT! Kidding!! Don’t go! Seriously, this was a HORRIBLE intro – and one of the most common problems we hear on inside sales calls. I’m here...

/ July 13, 2017

The Power of Relationships for More Business and Referrals, with Nikki Beauchamp

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s...

/ July 13, 2017

The Power of Relationships for More Business and Referrals, with Nikki Beauchamp

If you’ve listened to Real Relationships for any length of time you know that the premise for the podcast and the business behind it is that relationships matter. It’s not just that they matter for increased business and profit, it’s...

/ July 13, 2017

InsideSales.com’s David Boyce interviewed by NASDAQ

While at the Forbes 2017 Cloud 100 event last night, our (newly promoted) Chief Strategy Officer David Boyce had a chat with a reporter from NASDAQ, discussing what makes InsideSales technology unique and how we’re transforming B2B sales through the...

/ July 12, 2017

How to Create Viral Content on LinkedIn

Editor’s Note: This article was co-written with LinkedIn Expert – Dennis Koutoudis, founder of LinkedSuperPowers. It’s an absolute feeding frenzy. Content has gone wild on LinkedIn. There’s thousands of articles being published every single day by more than 1 million LinkedIn members. Guess...

/ July 12, 2017

5 person sales team? Here’s how to create predictable performance

What’s makes a great salesperson? Consistency. And this just gets more important when you’re dealing with a sales team. This isn’t exactly news – I’ve written about it. So have these guys.  Do you show up every day? We expect...

/ July 12, 2017

Effective ABM Needs Effective Planning

Account-based marketing (ABM) is starting to gain a lot of traction in the B2B world. According to Information Technology Services Marketing Association, ABM is defined as “treating individual accounts as markets in their own right.” This basically means taking marketing...

/ July 12, 2017

Innovative Marketing Strategies To Drive More Sales Opportunities in 2017

The post Innovative Marketing Strategies To Drive More Sales Opportunities in 2017 appeared first on Sales Hacker.… Read More

/ July 11, 2017

InsideSales.com returns to the Forbes Cloud 100 list

The second annual Forbes Cloud 100 list was published today, and InsideSales.com is featured for the second year in a row. The Cloud 100 is a prestigious list populated by some of the biggest innovators on the planet. If you...

/ July 11, 2017

Newsday digs into our evolution of business communications study

As readers of this blog know by now, one of the gems of the sales world is InsideSales.com Labs. Led by Ken Krogue and very ably executed by Gabe Larsen and Bryan Perry, Labs regularly publishes outstanding bits of original...

/ July 11, 2017

Unraveling the Sales Technology Stack

Companies have made significant investments to date in tools and technologies to enable sales. Usually, the core of this investment is a CRM system deployed with high expectations of streamlined selling and new insights. Unfortunately, CRM systems are rarely fully...

/ July 11, 2017

What Qualities Make for a Good SDR?

Sales Development is a hot topic these days and it’s only getting hotter, which means companies are hiring like crazy. The problem is that it’s a relatively new role, and there’s a whole new generation of salespeople that are being hired....

/ July 11, 2017

A new Lead Importer and a fresh coat of paint

In recent weeks, our Product team rolled out a revamped Lead Importer to help you avoid importing duplicates, and a slew of visual design improvements. A redesigned Lead Importer that detects duplicates We’ve redesigned and built a new Lead Importer...

/ July 11, 2017

A new Lead Importer and a fresh coat of paint

In recent weeks, our Product team rolled out a revamped Lead Importer to help you avoid importing duplicates, and a slew of visual design improvements. A redesigned Lead Importer that detects duplicates We’ve redesigned and built a new Lead Importer...

/ July 11, 2017

A new Lead Importer and a fresh coat of paint

In recent weeks, our Product team rolled out a revamped Lead Importer to help you avoid importing duplicates, and a slew of visual design improvements. A redesigned Lead Importer that detects duplicates We’ve redesigned and built a new Lead Importer...

/ July 11, 2017

Contactually’s Brand New Android Application

Remember when Apple came out with the original iMac in ’98? Desktop computers were all the rage with their rounded edges and brightly colored backs. A laptop? Too heavy to carry around! A smartphone? Not even a word in most...

/ July 11, 2017

Contactually’s Brand New Android Application

Remember when Apple came out with the original iMac in ’98? Desktop computers were all the rage with their rounded edges and brightly colored backs. A laptop? Too heavy to carry around! A smartphone? Not even a word in most...

/ July 11, 2017

InsideSales.com’s Girls Code 2017 was the biggest success yet

Mark Twain said, “Everybody talks about the weather, but nobody does anything about it.” It seems like the same can be said for the goal of increasing opportunities for girls in science, technology, engineering and mathematics (STEM) jobs: everybody talks...

/ July 10, 2017

Sales Development Representative: A Day In The Life

The sales development representative role has drastically changed as buyers are driving a different journey. They move at a different speed and don’t respond to slimy, pushy or aggressive tactics. The most effective salespeople use their skills, tools and insights to...

/ July 10, 2017

Demo Day brainfreeze? 7 tips to make your investor pitch a no-brainer

This is it: Demo day. The day you’ve been waiting for, and the day every moment in your incubator was preparing you for. Are you ready? If you’re anything like most founders, you probably don’t feel ready. If you did,...

/ July 10, 2017

Demo Day brainfreeze? 7 tips to make your investor pitch a no-brainer

This is it: Demo day. The day you’ve been waiting for, and the day every moment in your incubator was preparing you for. Are you ready? If you’re anything like most founders, you probably don’t feel ready. If you did,...

/ July 10, 2017

Demo Day brainfreeze? 7 tips to make your investor pitch a no-brainer

This is it: Demo day. The day you’ve been waiting for, and the day every moment in your incubator was preparing you for. Are you ready? If you’re anything like most founders, you probably don’t feel ready. If you did,...

/ July 10, 2017

The No. 1 Best Seller: A Unique Insight into the Mind, Strategy and Processes of a Top Salesman

Some people talk and other people do and Lee Bartlett is a doer who is a proven entity when it comes to sales. Lee has lived the life of a salesman  for years and now he’s taken the time to...

/ July 7, 2017

Content is the Key: 5 Steps to Diversify Your Content Creation

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...

/ July 7, 2017

Content is the Key: 5 Steps to Diversify Your Content Creation

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...

/ July 7, 2017

Sales Forecasting 101: A Conversation With FullContact’s Mike Brouwer

As a sales leader, missing your forecast can be a bitter pill to swallow. No one, regardless of their particular situation or context, really enjoys being proven wrong. And when your miss has serious financial consequences for the rest of...

/ July 6, 2017

19 sales motivation techniques that create (actual) results for your business

We all have our off days. That’s a given. But a string of days with low motivation can do more than just put us in a slump. It can seriously impact our sales targets and cause unnecessary stress and anxiety....

/ July 6, 2017