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Reasons for calling with sales trigger events
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...
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Expert eBook: 11 great marketing and sales tactics on LinkedIn
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...
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Build your network to generate leads
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...
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Identify the closest lead
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...
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The art of making introductions and get referrals
Why asking for business 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...
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The best salespeople don’t just build relationships. They challenge !
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...
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The 13 pain points that make sales reps lose their time
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...
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Spending more time with NINA than with your business ?
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...
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Job titles mean nothing on LinkedIn
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...
View ArticleWhat is the cost of your lead in B2B prospecting ?
We live in a cold cold world. The majority of B2B companies still work with old-fashioned sales organizations: Inside sales reps teams try to qualify leads on their own, and struggle to fix...
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Give your employees a gift: Change your management styles
Poor leadership is one of the main causes employees leave their job. It is often destructive when a manager is more focused on their own needs and success rather than the team’s growth and performance....
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Become a sales trigger wizard
When working in the selling business, every bit of information one can gather, is of vital importance for the accomplishment of a sale. Nowadays, it is easy to lose track of what happens around us, but...
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Hurry up and buy!
How well did you close your quarter? Do you have the impression buyers are interested in your product but you have difficulties closing? Are buyers procrastinating too much? If yes, then probably...
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Pin-point your prospects with Account Mapping
One of the greatest difficulties for a sales rep, is engaging with the right prospect, following the right leads and not get lost in the deep sea of contacts that will never be interested in their...
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Magic Marc !
We are living a very very exciting week. A few days ago, Marc and his wife welcomed Raph, cute little brand new baby ! Marc is the founder of IKO. And between two meetings with partners & clients,...
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Finding out the best partner
As soon as you have a clear understanding of people’s relationships on your market (that sounds challenging, but this is our final mission), you may wonder : Among the hundreds of connections I have,...
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Corporate influencers for sales heroes
I’m under the rain in Tunisia in what is now expected to be nightmare holidays. As a I have no special talent in suicide, I think this is an opportunity to step back from daily tasks and think about...
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We just raised $700k with our customers!
Hi, We announce today the closing of a series-A round with our customers, entrepreneurs and employees. The round was led by Groupe Revue Fiduciaire.You can read our press release related to the round....
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3 tips to spot the best partners
Most of us have experienced losing a lot of time with partners without no results at the end of the day. Business as usual. What most companies do to build a brand new partner channel is to contact and...
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Hunt in packs with the TEAM feature !
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...
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