{"id":1233,"date":"2016-03-08T09:54:28","date_gmt":"2016-03-08T08:54:28","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=1233"},"modified":"2019-10-01T14:31:59","modified_gmt":"2019-10-01T12:31:59","slug":"account-based-sales-development","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/account-based-sales-development\/","title":{"rendered":"Account Based Sales Development : d\u00e9finition"},"content":{"rendered":"

Inspir\u00e9 de l’Account Based Marketing, l’Account Based Sales Development (ABSD) en reprend les principes en les adaptant au d\u00e9veloppement commercial.<\/p>\n

<\/p>\n

Qu’est ce que l’Account Based Sales Development (ABSD) ?<\/h2>\n

On pourrait traduire Account Based Sales Development par \u00ab\u00a0D\u00e9veloppement Commercial des Comptes Cl\u00e9s\u00a0\u00bb. L’Account Based Sales Development peut \u00eatre d\u00e9fini comme le process permettant d’obtenir des opportunit\u00e9s commerciales dans un march\u00e9 cible par le biais de campagnes cibl\u00e9es men\u00e9es non pas par le marketing, mais directement par des commerciaux. Ces campagnes sont tr\u00e8s personnalis\u00e9es, utilisent diff\u00e9rents canaux (appels, emails, etc…) et peuvent \u00eatre en grande partie automatis\u00e9es.<\/p>\n

L’Account Based Sales Development est une approche permettant d’obtenir un flux r\u00e9gulier de leads provenant de l’outbound sales<\/a> (Predictable Revenue<\/a>-like)<\/p>\n

Comment mettre en place l’Account Based Sales Development ?<\/h2>\n

D\u00e9finissez votre Ideal Customer Profile (ICP)<\/h3>\n

Afin de cibler des entreprises pertinentes pour votre activit\u00e9, vous allez au pr\u00e9alable d\u00e9finir votre Ideal Customer Profile<\/a>, et trouver des entreprises qui correspondent \u00e0 ce profil. Si vous avez plusieurs ICPs, cela vous permet de d\u00e9finir vos segments clients. C’est la base de l’Account Based Sales Development : part des entreprises \u00e0 cibler qui correspondent \u00e0 votre ICP, au lieu de cibler directement des contacts sans aucune coordination.<\/p>\n

Ciblez des profils et collectez des donn\u00e9es<\/h3>\n

Pour chacun des comptes cibl\u00e9s correspondant \u00e0 votre ICP, vous allez devoir identifier qui sont les interlocuteurs pertinents qui pourraient prendre part au process de d\u00e9cision et collecter des donn\u00e9es sur eux afin de pr\u00e9parer votre campagne de prospection. C’est ici qu’un logiciel comme Datananas<\/a> peut vous faire gagner \u00e9norm\u00e9ment de temps.<\/p>\n

Cr\u00e9ez vos campagnes d’Outbound<\/h3>\n

Vos campagnes d’Outbound des messages personnalis\u00e9s \u00e0 envoyer \u00e0 chacun des couples ICP \/ interlocuteur cible. Ils doivent comporter un certain nombre de variables (merge tags) comme le pr\u00e9nom, le nom de l’entreprise, etc… afin d’\u00eatre pertinent et d’adresser la probl\u00e9matique de votre interlocuteur. Vos campagnes de prospection doivent \u00e9galement comporter des relances par email qui peuvent facilement \u00eatre automatis\u00e9es et permettront de maximiser votre taux de r\u00e9ponse.<\/p>\n

Lancez vos campagnes d’Outbound<\/h3>\n

Une fois vos campagnes pr\u00eates, lancez vos campagnes aupr\u00e8s des prospects cibl\u00e9s (dont vous avez pu par exemple r\u00e9cup\u00e9rer via notre service de Smart Sourcing !).<\/p>\n

Qualifiez les retours<\/h3>\n

Prenez en charges les r\u00e9ponses et qualifiez vos prospects<\/a> afin de vous assurer qu’ils correspondent \u00e0 votre ICP, sont effectivement les bons interlocuteurs, etc… Analysez les r\u00e9sultats de ces campagnes, et d\u00e9finissez les actions suivantes \u00e0 mettre en place : g\u00e9rer une mise en relation ou cibler directement un autre interlocuteur dans l’entreprise par exemple ?<\/p>\n

L’Account Based Sales Development vous oblige \u00e0 raisonner au niveau du compte, et non chaque lead pris individuellement pour am\u00e9liorer l’efficacit\u00e9 de votre prospection.<\/p>\n

\n

Cr\u00e9ez votre Machine de Prospection B2B<\/p>\n

T\u00e9l\u00e9charger l’ebook<\/a><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Inspir\u00e9 de l’Account Based Marketing, l’Account Based Sales Development (ABSD) en reprend les principes en les adaptant au d\u00e9veloppement commercial.<\/p>\n","protected":false},"author":1,"featured_media":1667,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"yasr_overall_rating":0,"yasr_post_is_review":"","yasr_auto_insert_disabled":"","yasr_review_type":""},"categories":[7],"tags":[175,176],"yoast_head":"\nAccount Based Sales Development : d\u00e9finition | Datananas<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez comment l'Account Based Sales Development transforme les m\u00e9thodes de prospection B2B en optimisant les strat\u00e9gies commerciales.\u00a0\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.datananas.com\/fr\/account-based-sales-development\/\" \/>\n<meta property=\"og:locale\" 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