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16 avril
Why is BANT no longer the way to go?
BANT, the acronym standing for Budget, Authority, Need and Time, was until recently considered as an impeccable guide, 4 step checklist used by sales representatives to best qualify leads and …
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26 févr.
Social media frenzy
Reaching more than 1 billion users, the internet is now a phenomenon we can no longer ignore, and to be honest why would we? More surprisingly though, is the social …
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06 févr.
Info what?
If you’re still unaware of what an infographic is you should be ashamed of yourself, BUT fortunately I’m here to help you. An infographic is a visualisation of complicated data …
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11 déc.
CRM, friend or foe?
Unravelling the mysteries of how to properly manage CRM’s and why they often end up being unreliable, has become a daily problem in the sales community. As we have already …
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06 déc.
Gartner Picked IKO!
Dear IKO fans and users, we are proud to announce that we have been listed in the Gartner CRM Vendor Guide, 2013!! Why is this something to …
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As bullfighters have to calculate their every move when competing in an arena, so do sales representatives when closing a deal. Strategy is of fundamental importance and every step counts …
BANT, the acronym standing for Budget, Authority, Need and Time, was until recently considered as an impeccable guide, 4 step checklist used by sales representatives to best qualify leads and …
How well did you close your quarter? Do you have the impression buyers are interested in your product but you have difficulties closing? Are buyers procrastinating too much? If yes, …
Before going deep into detail about the aspects and actions of a B2B buyer, it is fundamental to understand the difference between B2B and B2C buyer psychology. Attracting potential B2B …
