• 10 septembre

    job-titles

    Job titles mean nothing on LinkedIn

    Posted by Nicolas in best practice

    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. …

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  • 28 ao�t

    NINA

    Spending more time with NINA than with your business ?

    Posted by Nicolas in best practice

    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

    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 …

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  • 21 juin

    graph-sales-professionals

    The best salespeople don't just build relationships. They challenge !

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

    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

    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 …

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  • 26 avril

    ice-age-250

    Identify the closest lead

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

    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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