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28 sept.
What is the cost of your lead in B2B prospecting ?
We live in a cold cold world. The majority of B2B companies still work with old-fashioned sales organizations: Inside sales reps teams try to qualify leads on their own, and …
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10 sept.
Job titles mean nothing on LinkedIn
I remember one of the very first experimental testing I did with IKO two years ago, while we were still in pre-pre-alpha and far from proposing it to the market. …
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28 août
Spending more time with NINA than with your business ?
NINA is an easy target. When you call, it works. When you organize a diner, NINA comes. When you feel lonely, NINA opens the door. But… When you want to …
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23 juil.
The 13 pain points that make sales reps lose their time
The number one pain point of sales reps is time. Time lost in virtually everything but selling… After listening to hundreds of account managers, inside sales or business developers, there …
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21 juin
The best salespeople don't just build relationships. They challenge !
I just came through a fantastic study conducted by Corporate Executive Board. They interviewed 6’000 sales reps to find out the most effective sales profiles. The study concludes that there …
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23 mai
The art of making introductions and get referrals
Why asking for 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 …
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26 avril
Identify the closest lead
Consider two leads qualified in the same way… Which one gets priority? The one that is closest to you in your network. Why? Because close targets are most likely to …
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23 avril
Build your network to generate leads
Building trust can take weeks if you start from scratch. The real power of LinkedIn relies on the relationships and the connection paths you use to reach decision makers. Did …
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19 avril
Expert eBook: 11 great marketing and sales tactics on LinkedIn
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 …
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04 avril
Reasons for calling with sales trigger events
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 …
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We live in a cold cold world. The majority of B2B companies still work with old-fashioned sales organizations: Inside sales reps teams try to qualify leads on their own, and …
A few hours ago, we pushed the button to turn the new sales application online. Two years after the initial launch of IKO sales intelligence solution, and after massive changes …
It’s not “business as usual” at the office this week. Everyone is quiet and focused towards a common challenge. Strange ambiance… No jokes nor passionate discussions by the coffee machine: …
I remember one of the very first experimental testing I did with IKO two years ago, while we were still in pre-pre-alpha and far from proposing it to the market. …
