• 23 juillet

    pain-of-brain1

    The 13 pain points that make sales reps lose their time

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

    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 …

    Lire plus

  • 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 …

    Lire plus

  • 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 …

    Lire plus

  • 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 …

    Lire plus

  • 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 …

    Lire plus

  • 07 novembre

    See the relationships between your CRM contacts !

    Posted by Nicolas in features, Features @fr

    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 …

    Lire plus