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. I was discussing with Rodolphe (a *very* good sales rep) about attacking Bank of America to sell a specific credit card security service. He told … More >>
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 close the deal, NINA becomes evasive… NINA stands for “no influence - no authority”. All the mid managers or ought-to-be decision makers we all met and … More >>
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 trust you. Searching for leads with LinkedIn 100% of Fortune 500 CEOs are now on LinkedIn. This is the largest database ever of decision … More >>
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 you know that, according to a recent study from Facebook, we are all 4 contacts away from anyone on earth? This means that for more … More >>
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 qualified leads in Groups * Follow, reach and leverage decision makers * Monitor the actions of your competitors Download the eBook Warm hugs to Alexandre … More >>
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 issues to solve to make things right : 1) time-to-action and 2) alibi for calling. When I call a prospect, send him an email or ring … More >>
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 down to less than 10%. If you are good, you then need to place 50 calls a day to effectively conduct 10 phone conversations, and … More >>
Almost all sales reps do engage with prospects and invite their clients to connect on social networks. The gain of being in direct relationship with clients and prospects is so valuable (monitoring job updates, leverage #2 connections, …) that it outmatches the fear of exposing this relationship. It is now an habit to send invitations … More >>
For the last 8 years, LinkedIn has grown tremendously to top 100m members last month. The company has now filed for an IPO on the Nasdaq and would probably be listed before summer. According to analysts, the company may be valuated at 10+ times its annual revenues. Wow. It looks like an extraordinary valuation and … More >>
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