{"id":2309,"date":"2016-10-25T10:00:27","date_gmt":"2016-10-25T08:00:27","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=2309"},"modified":"2019-10-01T13:35:20","modified_gmt":"2019-10-01T11:35:20","slug":"les-meilleurs-sdr-qualifient-leurs-prospects","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/les-meilleurs-sdr-qualifient-leurs-prospects\/","title":{"rendered":"Comment les meilleurs SDR qualifient leurs prospects ?"},"content":{"rendered":"<p>Le r\u00f4le du Sales Development Representative (SDR) est de d\u00e9cider si un prospect chaud est suffisamment qualifi\u00e9 pour \u00eatre transmis \u00e0 un Account Executive, en terme plus technique, passer du statut de Marketing Qualified Lead\u00a0\u00e0 celui de Sales Qualified Lead. Les meilleurs SDR sont les v\u00e9ritables moteurs de l&rsquo;activit\u00e9 commerciale d&rsquo;une entreprise.<\/p>\n<p><!--more--><\/p>\n<p>Pour le savoir, la meilleure solution est de faire parler son prospect lors d\u2019un call. Nous allons voir comment orienter la conversation afin de qualifier rapidement un lead.<\/p>\n<p>&nbsp;<\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Vous souhaitez organiser vos \u00e9quipes marketing et commerciales ?<\/div>\r\n<div class=\"cta-subtitle\">Acc\u00e9dez en libre consultation \u00e0 +10h de formation gratuite<\/div>\r\n<a id=\"cta-academy-organiser-equipe-commerciale\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"http:\/\/academy.datananas.com\/o\/organiser-son-equipe-commerciale\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-organiser-equipe-commerciale');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-organiser-equipe-commerciale', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n<p>&nbsp;<\/p>\n<h2>Les meilleurs SDR sont des auditeurs commerciaux<\/h2>\n<p>Lorsqu\u2019il d\u00e9cide de contacter un prospect, le SDR sait que ce dernier a d\u00e9j\u00e0 montr\u00e9 un int\u00e9r\u00eat pour son produit ou service. Cependant, impossible de qualifier cet int\u00e9r\u00eat\u00a0pour le moment et de savoir\u00a0si cet int\u00e9r\u00eat\u00a0peut se concr\u00e9tiser par un acte d\u2019achat\u00a0afin\u00a0de\u00a0le transmettre \u00e0 un Account Executive. Pour cela, le SDR peut d\u00e9ployer une technique imparable : devenir un auditeur commercial !<\/p>\n<p>L\u2019objectif du SDR n\u2019est pas de vendre \u00e0 tout prix mais d&rsquo;amener son prospect \u00e0 identifier de lui-m\u00eame les points de blocages auxquels son produit\/service r\u00e9pond. L\u2019audit t\u00e9l\u00e9phonique doit se d\u00e9rouler en 3 \u00e9tapes : pr\u00e9sentation, analyse des besoins et recommandations.<\/p>\n<p>Le SDR doit garder en t\u00eate qu&rsquo;il\u00a0contacte son prospect pour lui faire b\u00e9n\u00e9ficier gratuitement de son expertise dans son domaine. Il ne l&rsquo;appelle surtout pas pour le d\u00e9marcher mais pour faire profiter d\u2019une prestation tellement qualitative qu\u2019elle pourrait \u00eatre payante\u00a0!\u00a0A cette \u00e9tape il ne doit \u00e0 aucun moment insister sur son produit ou service au risque de briser la relation de confiance. Afin d&rsquo;\u00eatre enti\u00e8rement\u00a0franc,\u00a0il peut pr\u00e9venir d\u00e8s maintenant son interlocuteur qu\u2019il fera quelques recommandations strat\u00e9giques en fin de conversation.<\/p>\n<h2>Les meilleurs SDR posent des questions pour orienter la conversation<\/h2>\n<p>Il faut se rappeler que le Sales Development Representative est l\u00e0 pour proposer une solution aux probl\u00e8mes de son prospect. Il pose donc des questions ouvertes afin de d\u00e9couvrir\u00a0le fonctionnement et l\u2019organisation interne :<\/p>\n<ul>\n<li>Comment \u00eates-vous organis\u00e9 en interne pour \u2026 ?<\/li>\n<li>Quelles sont vos priorit\u00e9s en mati\u00e8re de \u2026 ?<\/li>\n<li>Avez-vous d\u00e9j\u00e0 mis en place \u2026 ?<\/li>\n<li>Comment faites-vous pour &#8230; ?<\/li>\n<\/ul>\n<p>Ainsi le prospect va se rendre compte par lui-m\u00eame des enjeux en interne et qu\u2019il cherche finalement un service\/produit pour\u00a0r\u00e9pondre \u00e0 ces questions.<\/p>\n<p>Bien \u00e9videmment le SDR doit toujours garder\u00a0en t\u00eate <a href=\"https:\/\/blog.datananas.com\/fr\/pourquoi-comment-qualifier-un-prospect\/\">les crit\u00e8res de qualification BANT<\/a>\u00a0afin d\u2019orienter et de garder le cap de la conversation :<\/p>\n<ul>\n<li><strong>Budget :<\/strong> votre prospect a-t-il le budget n\u00e9cessaire pour d\u00e9ployer votre projet ?<\/li>\n<li><strong>Authority :<\/strong> votre prospect est-il le d\u00e9cisionnaire r\u00e9f\u00e9rent pour d\u00e9ployer votre projet ?<\/li>\n<li><strong>Need :<\/strong>\u00a0votre prospect a-t-il vraiment besoin de votre produit\/service ?<\/li>\n<li><strong>Time :<\/strong> dans quel d\u00e9lai votre prospect pr\u00e9voit-il de d\u00e9ployer ?<\/li>\n<\/ul>\n<p>En fin d\u2019entretien, le Sales Development Representative a donc toutes les informations n\u00e9cessaires pour laisser comprendre que\u00a0son produit ou service\u00a0est\u00a0la solution id\u00e9ale. Si tous les crit\u00e8res BANT sont en plus positifs, alors ce prospect est maintenant un SQL (Sales Qualified Lead), pr\u00eat pour un rendez-vous avec un Account Executive !<\/p>\n<p>Un bon moyen pour \u00eatre s\u00fbr que vos SDRs respectent vos scripts est d&rsquo;utiliser des <a href=\"https:\/\/blog.datananas.com\/fr\/shadow-calls\/\">Shadow calls<\/a>.<\/p>\n<p>&nbsp;<\/p>\n<div class=\"push-cta\">\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Retrouvez nos meilleurs mod\u00e8les d'emails de prospection !<\/div>\r\n<div class=\"cta-subtitle\">Progressez \u00e0 votre rythme et acc\u00e9dez \u00e0 +10h de formation gratuitement<\/div>\r\n<a id=\"cta-academy-modeles-emails\" class=\"cta-button\" title=\"D\u00e9couvrir l'academy\" href=\"http:\/\/academy.datananas.com\/o\/modeles-d-emails-de-prospection\">D\u00e9couvrir l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-modeles-emails');\r\n  analytics.trackLink(link, 'blog-fr-content-cta-academy-modeles-emails', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Le r\u00f4le du Sales Development Representative (SDR) est de d\u00e9cider si un prospect chaud est suffisamment qualifi\u00e9 pour \u00eatre transmis \u00e0 un Account Executive, en terme plus technique, passer du statut de Marketing Qualified Lead\u00a0\u00e0 celui de Sales Qualified Lead. Les meilleurs SDR sont les v\u00e9ritables moteurs de l&rsquo;activit\u00e9 commerciale d&rsquo;une entreprise.<\/p>\n","protected":false},"author":1,"featured_media":2339,"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":"Other"},"categories":[34],"tags":[23,112,58,62],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Comment les meilleurs SDR qualifient leurs prospects ?<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez d\u00e8s maintenant comment les meilleurs SDR qualifient leurs prospects au service d&#039;une activit\u00e9 commerciale optimis\u00e9e.\u00a0\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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