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28 septembre
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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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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23 juillet
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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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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19 avril
Expert eBook: 11 great marketing and sales tactics on LinkedIn
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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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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16 mars
Prospecting hell: Why B2B search tools have to die
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
Partnerships that work !
Partnerships that work ! Too many partnerships become time-consuming and inefficient. Two reasons for this : the partner oversold its capacity to penetrate the market too much time spent in …
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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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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. …
