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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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03 janv.
Give your employees a gift: Change your management styles
Poor leadership is one of the main causes employees leave their job. It is often destructive when a manager is more focused on their own needs and success rather than …
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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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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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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 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 …
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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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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 …
