• 10 septembre

    job-titles

    Job titles mean nothing on LinkedIn

    Posted by Nicolas in best practice

    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 ao�t

    NINA

    Spending more time with NINA than with your business ?

    Posted by Nicolas in best practice

    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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  • 21 juin

    graph-sales-professionals

    The best salespeople don't just build relationships. They challenge !

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

    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

    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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  • 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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  • 19 avril

    fake-1st-page-ebook

    Expert eBook: 11 great marketing and sales tactics on LinkedIn

    Posted by Nicolas in best practice, study

    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

    7641110101

    Reasons for calling with sales trigger events

    Posted by Nicolas in best practice

    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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  • 02 avril

    My 5 social selling tactics

    Posted by Nicolas in best practice

    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 …

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  • 16 mars

    EducatedGuess

    Prospecting hell: Why B2B search tools have to die

    Posted by Nicolas in best practice, study

    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 …

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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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