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 are 5 typical profiles of sales people: The Hard Workers: early at the office until late in the evening, placing more calls and making more … 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 >>
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 >>
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 consideration and respect), and account managers / CSOs (who instantly build strong relationships and see revenues increase with more solid portfolio handling). We had a … More >>
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 the first solution to expand this approach on a large scale. Leverage relationships between your network and your prospects On the contact page of one … More >>
IKO today releases its TEAM feature ! Prospect hand in hand with co-workers and partners Multiply your connection paths Functionally we mutualize connection paths from all team members within the contact pages. Your direct connection path is not always the best and you might leverage the networks of your co-workers to reach your target. Networks … 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 >>
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