{"id":3047,"date":"2017-02-23T10:00:04","date_gmt":"2017-02-23T09:00:04","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=3047"},"modified":"2018-11-09T11:54:41","modified_gmt":"2018-11-09T10:54:41","slug":"strategie-de-prospection-commerciale-adopter","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/strategie-de-prospection-commerciale-adopter\/","title":{"rendered":"Strat\u00e9gie de prospection commerciale : laquelle adopter ?"},"content":{"rendered":"

Am\u00e9liorer l\u2019efficacit\u00e9 de son \u00e9quipe commerciale, optimiser son activit\u00e9 et organiser l\u2019environnement de travail afin d\u2019atteindre les objectifs en terme de chiffre d\u2019affaires est une composante essentielle de toute strat\u00e9gie d\u2019entreprise. Dans cette situation, les entreprises doivent se demander quelle strat\u00e9gie de prospection commerciale adopter pour atteindre leurs objectifs.<\/p>\n

<\/p>\n

Pour atteindre ces objectifs, parfois per\u00e7us comme inatteignables, il est indispensable de d\u00e9finir pr\u00e9alablement une strat\u00e9gie solide<\/strong>, viable<\/strong> et scalable<\/strong> reposant notamment sur une strat\u00e9gie de prospection commerciale coh\u00e9rente. Il arrive cependant que certaines structures ne d\u00e9finissent aucune strat\u00e9gie en amont et testent de mani\u00e8res al\u00e9atoires diff\u00e9rentes m\u00e9thodes et pratiques.<\/p>\n

Dans cette situation et pour vous aider \u00e0 construire votre strat\u00e9gie de prospection commerciale, les \u00e9quipes de Datananas ont r\u00e9alis\u00e9 un tour d\u2019horizon des diff\u00e9rents moyens pour prospecter et engager de potentiels clients B2B.<\/p>\n

Une strat\u00e9gie globale comme pivot de votre strat\u00e9gie de prospection commerciale<\/h2>\n

Chez Datananas, nous sommes convaincus que la mise en place d\u2019actions\u00a0d\u2019Inbound Marketing<\/a> coupl\u00e9es \u00e0 une strat\u00e9gie d\u2019Outbound Sales au sein d\u2019une strat\u00e9gie plus globale est un des facteurs cl\u00e9s de succ\u00e8s de toute prospection commerciale.<\/p>\n

 <\/p>\n

L\u2019Inbound Marketing : visibilit\u00e9 et g\u00e9n\u00e9ration de leads<\/h3>\n

La strat\u00e9gie d\u2019Inbound Marketing, qui se construit sur le long terme (6 mois <\/strong>en moyenne) vous permet de produire et de distribuer du contenu tr\u00e8s qualitatif.<\/p>\n

Il est important de noter qu\u2019une strat\u00e9gie d\u2019Inbound Marketing \u00e9volue en parall\u00e8le et en compl\u00e9ment d\u2019une strat\u00e9gie d\u2019Outbound Sales<\/a>. L\u2019id\u00e9e est de cr\u00e9er un cercle vertueux o\u00f9 le contenu produit dans le cadre de la strat\u00e9gie d\u2019Inbound marketing, g\u00e9n\u00e9rant de la conversion et de la capture de nouveaux leads, pourra \u00eatre repris par la strat\u00e9gie d\u2019Outbound sales.<\/p>\n

C\u2019est notamment dans cette approche que s\u2019inscrit le Lead Relationship Management <\/a>(LRM) qui correspond, selon nous, au futur de la prospection commerciale.<\/p>\n

\n

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

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

 <\/p>\n

LRM : le futur de la prospection commerciale<\/h3>\n

Suite \u00e0 l\u2019activation de votre strat\u00e9gie d\u2019Inbound Marketing, vous devrez choisir le mix des m\u00e9thodes de prospection le plus adapt\u00e9 \u00e0 votre activit\u00e9 et \u00e0 votre organisation. A cet effet, nous vous avons pr\u00e9par\u00e9 une liste non exhaustive des avantages et inconv\u00e9nients des m\u00e9thodes de prospection commerciale.<\/p>\n

Cependant, de nombreuses m\u00e9thodes ne sont plus adapt\u00e9es \u00e0 la prospection commerciale moderne. Encore aujourd\u2019hui, de nombreux responsables mobilisent leurs meilleurs commerciaux pour appeler \u00e0 froid des listes de prospects. Chez Datananas, nous sommes une nouvelle fois convaincus qu\u2019il faut privil\u00e9gier le Cold emailing automatis\u00e9 et intelligent<\/a>. C\u2019est l\u00e0 que se trouve tout l\u2019int\u00e9r\u00eat et l\u2019avantage du Lead Relationship Management (LRM).<\/p>\n

 <\/p>\n

Gr\u00e2ce \u00e0 l\u2019emailing \u00e0 froid intelligent, il est possible de contacter et toucher 4 fois plus de prospects qu\u2019avec une strat\u00e9gie d\u2019appels \u00e0 froid.<\/i><\/p>\n

Arthur Ollier, COO Datananas<\/p><\/blockquote>\n

 <\/p>\n

Avant de vous lancer corps et \u00e2me dans ce projet, nous vous rappelons qu\u2019il est n\u00e9cessaire de bien d\u00e9finir votre \u201cIdeal Customer Profile\u201d (ICP)<\/a>.<\/p>\n

Ainsi, la m\u00e9thode LRM permet d\u2019industrialiser et d\u2019automatiser la prospection de nouveaux prospects sans un seul appel \u00e0 froid. L\u2019id\u00e9e est de mettre en amont de la phase de calling un premier filtre sous forme de campagne emailing ultra cibl\u00e9e, personnalis\u00e9e et automatis\u00e9e permettant aux \u00e9quipes marketing et commerciales de g\u00e9n\u00e9rer un flux de leads qualifi\u00e9s<\/a> et ainsi obtenir un flux de rendez-vous constant. Cette strat\u00e9gie int\u00e8gre \u00e9galement la mesure des \u00e9l\u00e9ments cl\u00e9s de votre prospection commerciale permettant de d\u00e9finir la strat\u00e9gie la plus performante et d\u2019optimiser l\u2019activit\u00e9 de vos \u00e9quipes<\/a> pour atteindre vos objectifs marketing et commerciaux.
\nNaturellement, nous sommes conscients qu\u2019il n\u2019existe pas une strat\u00e9gie de prospection commerciale juste et parfaite. Chaque entreprise doit identifier ses forces et faiblesses pour adapter une strat\u00e9gie viable. Nous ne pouvons que vous conseiller sur la marche \u00e0 suivre pour mettre en place cette derni\u00e8re.<\/p>\n

Maintenant \u00e0 vous de jouer \ud83d\ude42<\/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":"

Am\u00e9liorer l\u2019efficacit\u00e9 de son \u00e9quipe commerciale, optimiser son activit\u00e9 et organiser l\u2019environnement de travail afin d\u2019atteindre les objectifs en terme de chiffre d\u2019affaires est une composante essentielle de toute strat\u00e9gie d\u2019entreprise. Dans cette situation, les entreprises doivent se demander quelle strat\u00e9gie de prospection commerciale adopter pour atteindre leurs objectifs.<\/p>\n","protected":false},"author":16,"featured_media":6385,"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":[34,220,60],"tags":[19,11,105,169,166,51,279,112,12],"yoast_head":"\nStrat\u00e9gie de prospection commerciale : laquelle adopter ?<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez les bonnes pratiques pour adopter une strat\u00e9gie de prospection commerciale viable et coh\u00e9rente avec l'activit\u00e9 de votre entreprise.\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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