Blog of Sales Intelligence Tactics

HEY ! New client experience to share his thoughts this week
Matthieu is the head of business development at Solutions30. This company is one of the faster-growing companies in Europe, getting from the ground in 2003 up to 60m€ in computer services this year and across 6 European countries !
I’ve met Matthieu once. He’s a funny and brilliant guy, really. But when he’s on a business field things become much more serious.
The whiz kid has merged his 650+ direct contacts in IKO that give him direct access to almost 100k contacts. And now, he wants ROI for sure.

Matthieu targets both mid-sized companies and blue chip accounts to propose desktop support outsourcing. He configured lots of different leads filters on IKO. Every morning, Matthieu receives dozens of new companies or people to prospects (such as “Companies with 200+ employees in the real estate sector in Munich” or “chief information officers”…).
For each lead, Matthieu has insights about how he can leverage his direct contacts to get introduced. That’s for his first issue.

As a second issue, Matthieu works on major outsourcing deals with long life cycles. To secure the deals and sign faster, he needs to uncover the influencers and the hidden people who can really dry the ink on the contract.
IKO gives him just that
Browsing a contact profile, he sees his closest persons within the organization with all the network paths Matthieu can use. Some can come from his facebook networks, and that just works much better to get warm go-between…
And finally, Matthieu has identified his most active competitors and named them in IKO. Almost every day, IKO whispers new intelligence insights about new competitors prospects and about meetings between competitors and Matthieu’s clients…but shush…