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 are a few patterns coming back and forth by waves. This is the checklist of top pain points of sales reps : Spend time in … More >>

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 >>

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 purchase decisions. Buying decisions mostly rely on trust from industry peers and colleagues, far beyond what the salesperson can say. From our experience, we can … 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 >>

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 >>

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 on the size, coverage and quality of their database. To write on this topic, I’ve tested a dozen of « lead generation » services. The ultimate frontier … More >>

Is Social magic to fix CRM adoption and CRM data decay? I caught a conversation last week in a tradeshow alley: « At the end of the day, my CRM app is just a shared Excel online. So why do I spend so much in licenses? ». Have you ever thought this way? I kept my mouth … More >>