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28 ao�t
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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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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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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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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02 avril
My 5 social selling tactics
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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30 janvier
Convert 80% of your calls into meetings
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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30 janvier
Follow your contacts and clients
Follow your contacts and clients When you tag a company (client or prospect), IKO follows all the moves of key people (level 1, 2+) and issues alerts you of their their job …
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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. …
