{"id":2729,"date":"2016-12-22T10:00:11","date_gmt":"2016-12-22T09:00:11","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=2729"},"modified":"2018-11-13T18:04:50","modified_gmt":"2018-11-13T17:04:50","slug":"prospection-commerciale-criteres-choisir-solution","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/prospection-commerciale-criteres-choisir-solution\/","title":{"rendered":"Quels crit\u00e8res pour choisir une solution de prospection commerciale ?"},"content":{"rendered":"

Avant de se lancer officiellement dans le grand bain de la prospection commerciale par email, via la prospection outbound, il faut se d\u00e9cider sur quelle solution choisir. Il faut bien diff\u00e9rencier un outil d\u2019emailing marketing<\/a>, comme Mailchimp ou Mailjet, qui va servir \u00e0 alimenter les prospects et les clients en ressources et en actualit\u00e9s, d\u2019une solution d\u2019emailing commerciale, qui va permettre d\u2019aller prospecter de nouveaux leads.
\nVoici nos conseils pour choisir sereinement un outil qui va vous accompagner dans votre croissance.
\n<\/p>\n

La possibilit\u00e9 d\u2019importer ses contacts<\/h2>\n

Le premier crit\u00e8re \u00e0 prendre en compte est la possibilit\u00e9 d\u2019importer des listes de contacts directement depuis son CRM, un fichier csv, manuellement ou m\u00eame via l\u2019API. Ainsi, vous pourrez multiplier les sources d\u2019acquisition sans risquer d\u2019\u00eatre d\u00e9pendant. Un autre atout important est la possibilit\u00e9 de constituer ses listes de contacts<\/a> directement depuis l\u2019outil, via les r\u00e9seaux sociaux professionnels par exemple.<\/p>\n

Les options de segmentation de ses listes de prospects<\/h2>\n

Une fois que vos contacts sont dans l\u2019outil, il semble important de pouvoir cr\u00e9er des listes d\u2019envoi segment\u00e9es. De cette fa\u00e7on, vos emails seront d\u2019autant plus pertinents pour votre cible. Id\u00e9alement, il devrait aussi \u00eatre possible de synchroniser les champs personnalis\u00e9s depuis votre CRM, pour conserver vos habitudes de tri et de travail.<\/p>\n

 <\/p>\n

\n

D\u00e9couvrez comment industrialiser votre prospection commerciale !<\/p>\n

T\u00e9l\u00e9charger l’ebook<\/a><\/p>\n<\/div>\n

La configuration des envois des emails de prospection commerciale<\/h2>\n

De nombreux outils, comme les solutions d\u2019emailing marketing, envoient directement depuis leurs serveurs. Le flop est garanti pour vos envois, car aujourd\u2019hui la plupart des messageries reconnaissent les envois massifs depuis ce type d\u2019outil, avec la mention via service.entreprise.com<\/em>, ou pire en filtrant directement votre message comme promotionnel.
\nEn proposant de connecter votre propre serveur (en imap\/smtp), ou nativement votre compte Gmail ou Outlook, les emails vont \u00eatre envoy\u00e9s comme s’ils provenaient\u00a0r\u00e9ellement de votre bo\u00eete email. Ainsi, les taux de d\u00e9livrabilit\u00e9 sont au plus haut.<\/p>\n

La cr\u00e9ation de s\u00e9quences d\u2019emails personnalis\u00e9s, g\u00e9rant les relances automatiquement<\/h2>\n

L\u2019une des fonctionnalit\u00e9s cl\u00e9s d\u2019une solution de prospection commerciale est la possibilit\u00e9 de cr\u00e9er de vrais sc\u00e9narios de relances emailing. G\u00e9rer manuellement 5 relances ou plus est tout simplement impossible pour un commercial. Cela est confirm\u00e9 d\u2019apr\u00e8s les \u00e9tudes de\u00a0scripted.com<\/em>\u00a0et de marketingdonu<\/em>t.co.uk<\/em>\u00a0: 44% des commerciaux abandonnent apr\u00e8s seulement 1 relance alors que 80% des ventes n\u00e9cessitent au moins 5 relances.
\n\u00c9galement, la personnalisation des emails avec l\u2019insertion de champs personnalis\u00e9s, du type nom<\/em>, pr\u00e9nom<\/em>, soci\u00e9t\u00e9<\/em>, ou tout autre \u00e9l\u00e9ment de segmentation, est un point fort pour maximiser les taux d\u2019ouverture, de clic et de r\u00e9ponse<\/a>.<\/p>\n

Le tri automatique des r\u00e9ponses par typologie<\/h2>\n

Autant profiter de l\u2019arriv\u00e9e des intelligences artificielles pour faire encore gagner du temps aux commerciaux. Certains outils permettent de pr\u00e9-trier les r\u00e9ponses \u00e0 vos emails par type : positive, n\u00e9gative, absent, automatique, mauvais contact ou non-d\u00e9livr\u00e9. Ainsi, les bo\u00eetes emails de vos commerciaux ne se remplissent pas apr\u00e8s chaque envoi d\u2019une flop\u00e9e d\u2019emails inutiles, en ne faisant appara\u00eetre \u00e0 cet endroit que les r\u00e9ponses positives.
\nDe plus, la possibilit\u00e9 de cr\u00e9er des mod\u00e8les d\u2019emails par type de r\u00e9ponses et de les envoyer automatiquement est un point important dans le choix d\u2019une solution de prospection commerciale.<\/p>\n

L\u2019envoi des emails \u00e0 la place de ses commerciaux<\/h2>\n

Une derni\u00e8re\u00a0fonctionnalit\u00e9 tr\u00e8s int\u00e9ressante et indispensable, surtout pour les \u00e9quipes commerciales plus importantes, est la possibilit\u00e9 d\u2019envoyer les emails \u00e0 partir du compte d\u2019une autre personne, comme la bo\u00eete email d\u2019un commercial. De cette mani\u00e8re, vous g\u00e9n\u00e9rez un flux de leads pour vos commerciaux, sans qu\u2019ils aient \u00e0 pr\u00e9parer\u00a0eux-m\u00eames leurs s\u00e9quences et ils se concentrent uniquement sur les prospects disponibles, ayant r\u00e9pondu positivement.<\/p>\n

 <\/p>\n

\n

D\u00e9couvrez comment industrialiser votre prospection commerciale !<\/p>\n

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

Avant de se lancer officiellement dans le grand bain de la prospection commerciale par email, via la prospection outbound, il faut se d\u00e9cider sur quelle solution choisir. Il faut bien diff\u00e9rencier un outil d\u2019emailing marketing, comme Mailchimp ou Mailjet, qui va servir \u00e0 alimenter les prospects et les clients en ressources et en actualit\u00e9s, d\u2019une […]<\/p>\n","protected":false},"author":1,"featured_media":2736,"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":[60],"tags":[102,108,15,19,98,11,112,12],"yoast_head":"\nQuels crit\u00e8res pour choisir une solution de prospection commerciale ?<\/title>\n<meta name=\"description\" content=\"Avant de se lancer dans la prospection commerciale par email, il faut d\u00e9cider quelle solution choisir pour prospecter de nouveaux leads. 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