• 23 mai

    referral-by-email-process

    The art of making introductions and get referrals

    Posted by Nicolas in best practice, study

    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

    ice-age-250

    Identify the closest lead

    Posted by Nicolas in best practice, Features @fr, study

    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

    girls_generation-200

    Build your network to generate leads

    Posted by Nicolas in best practice, study

    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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  • 30 janvier

    Convert 80% of your calls into meetings

    Posted by Nicolas in best practice

    Convert 80% of your calls in meetings 80% is the real call-to-meeting conversion rate you achieve when you have a referral from a friend or a satisfied customer. IKO is …

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  • 07 novembre

    See the relationships between your CRM contacts !

    Posted by Nicolas in features, Features @fr

    Cold calls and mass-mailing have come to an end. The conversion rate of cold calls (ie buying a business directories and call top executives to catch a meeting) has fallen …

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  • 14 juin

    Why LinkedIn Does Not Generate Revenue From Its Monster Userbase

    Posted by Nicolas in study

    We just released an article on Business Insider about LinkedIn’s strategy, linking to a new IKO System study named “LinkedIn vs its European competitors“. I wrote this study while LinkedIn …

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