Why asking for business referrals ? The business introduction is a huge driver in B2B selling. According to a study by Forrester, Word of Mouth is the #1 influencer of B2B purchase decisions. Buying decisions mostly rely on trust from industry peers […]

LinkedIn is a fantastic play field for B2B marketing ans sales referrals. Challenge 11 easy tactics recognized by marketing and sales experts to achieve a great ROI from LinkedIn : * Find qualified leads in Groups * Follow, reach and leverage […]

I recently discussed my DRESS code, the five steps of social selling= Detect, Reach, Engage, Strengthen, Snowball. While the formula looks good as a step-by-step methodology, there are two pragmatic issues to solve to make things right : 1) time-to-action […]

My 5 social selling tactics There is no one left around to defend the cause of cold calling. The switch to social selling techniques delight both decision makers (who feel consideration and respect), and account managers / CSOs (who instantly build […]

Why B2B search tools have to die There are tons of lead building lists out there, claiming more contacts, more companies, more depth to qualify your leads. All providers advertise on the size, coverage and quality of their database. To write on this […]

Is Social magic to fix CRM adoption and CRM data decay? I caught a conversation last week in a tradeshow alley: « At the end of the day, my CRM app is just a shared Excel online. So why do I spend so much in licenses? ». Have you ever thought this […]