{"id":3351,"date":"2017-03-21T10:00:03","date_gmt":"2017-03-21T09:00:03","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=3351"},"modified":"2018-11-09T09:50:25","modified_gmt":"2018-11-09T08:50:25","slug":"externaliser-sa-prospection-commerciale-nos-conseils","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/externaliser-sa-prospection-commerciale-nos-conseils\/","title":{"rendered":"Externaliser sa prospection commerciale : nos conseils"},"content":{"rendered":"<p>Choisir d&rsquo;externaliser sa prospection commerciale est souvent la r\u00e9sultante d\u2019un constat : la prospection t\u00e9l\u00e9phonique \u00e0 froid est chronophage. Afin d\u2019actionner ce levier sans avoir \u00e0 recruter en interne, certaines entreprises font le choix d\u2019externaliser leur prospection t\u00e9l\u00e9phonique.<a href=\"https:\/\/www.datananas.com\/ressource\/nouvelles-machines-de-prospection-b2b\">Voici donc quelques recommandations avant de choisir votre partenaire<\/a>.<\/p>\n<p><!--more--><\/p>\n<h2>Externaliser sa prospection commerciale : une solution-miracle ?<\/h2>\n<p>Externaliser sa prospection commerciale appara\u00eet comme une solution proposant divers avantages : co\u00fbts, flexibilit\u00e9 (mod\u00e8les win-win), retour sur investissement (<strong>ROI<\/strong>)&#8230; Cette strat\u00e9gie permet, parfois et dans une certaine mesure, de r\u00e9duire les frais de prospection tout en apportant un support (<strong>ressources<\/strong> et <strong>comp\u00e9tences<\/strong>) aux entreprises qui souhaitent d\u00e9velopper \u00e0 moindre co\u00fbt leur <a href=\"\/\/blog.datananas.com\/fr\/devenir-un-expert-de-la-prospection-commerciale\/\">activit\u00e9 commerciale<\/a>.<\/p>\n<p>Cependant, cette pratique pr\u00e9sente \u00e9galement des inconv\u00e9nients : Une <a href=\"\/\/blog.datananas.com\/fr\/faut-il-externaliser-sa-prospection-telephonique\/\">externalisation<\/a> mal op\u00e9r\u00e9e peut par exemple, cr\u00e9er une d\u00e9pendance accrue au prestataire, impacter n\u00e9gativement l\u2019image de marque et\/ou cr\u00e9er un foss\u00e9 entre les \u00e9quipes commerciales que ressentira l\u2019interlocuteur.<\/p>\n<h2>R\u00e9aliser un audit de son activit\u00e9 avant d&rsquo;externaliser sa prospection commerciale<\/h2>\n<p>D\u2019apr\u00e8s notre exp\u00e9rience et celle de nos clients, externaliser n\u2019est pas toujours la solution. En revanche, c\u2019est bien souvent en axant ses efforts en amont sur la g\u00e9n\u00e9ration de <a href=\"\/\/blog.datananas.com\/fr\/customer-success-leads-qualifies\/\">leads de qualit\u00e9<\/a> via la mise en place de strat\u00e9gies d\u2019<a href=\"\/\/blog.datananas.com\/fr\/inbound-marketing-vs-outbound-sales\/\">Inbound Marketing<\/a> et d\u2019<a href=\"\/\/blog.datananas.com\/fr\/content-marketing-btob-inbound-marketing-outbound-sales\/\">Outbound Sales<\/a> compl\u00e9mentaires que l\u2019on arrive \u00e0 augmenter consid\u00e9rablement le volume de leads qualifi\u00e9s.<\/p>\n<h2>Nos conseils avant d&rsquo;externaliser votre prospection :<\/h2>\n<h3>Pourquoi externaliser ?<\/h3>\n<ul>\n<li>Proposer un service<strong> qualitatif<\/strong> en accompagnant au mieux ses clients ?<\/li>\n<li>R\u00e9aliser des op\u00e9rations<strong> quantitatives<\/strong> li\u00e9es \u00e0 la prospection de masse ?<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h3>Quelle typologie de partenaire choisir ?<\/h3>\n<p>Le choix du partenaire doit \u00eatre coh\u00e9rent au regard de la strat\u00e9gie commerciale \u00e9labor\u00e9e (Inbound Marketing et Outbound Sales, <a href=\"\/\/blog.datananas.com\/fr\/prospection-b2b-cold-calling-vs-cold-emailing\/\">Cold Calling<\/a> etc.) et \u00eatre en phase avec les leviers \u00e0 activer.<\/p>\n<h3>Quelle m\u00e9thodologie ?<\/h3>\n<ul>\n<li>Dans quel pays est bas\u00e9 mon partenaire ?<\/li>\n<li>Dois-je fournir une base de prospects ?<\/li>\n<li>Quel process commercial d\u00e9ployer ?<\/li>\n<\/ul>\n<h2>Evitez le choc des cultures<\/h2>\n<p>La culture d\u2019entreprise \u00e9tant une th\u00e9matique pr\u00e9dominante, veillez \u00e0 choisir un organisme en phase avec vos propres valeurs d\u2019entreprise, notamment en mati\u00e8re de <a href=\"\/\/blog.datananas.com\/fr\/startups-4-conseils-recrutement-commercial\/\">recrutement<\/a>, de gestion des <a href=\"\/\/blog.datananas.com\/fr\/activity-based-selling-la-methode-pour-organiser-son-equipe-commerciale\/\">ressources humaines<\/a> et \u00e9galement de ressources technologiques.<\/p>\n<div class=\"push-cta\">\n<p>Cr\u00e9ez votre Machine de Prospection B2B<\/p>\n<p><a class=\"cta-button-inner\" title=\"T\u00e9l\u00e9charger l'ebook : Comment cr\u00e9er votre Machine de Prospection B2B ?\" href=\"https:\/\/www.datananas.com\/ressource\/nouvelles-machines-de-prospection-b2b\">T\u00e9l\u00e9charger l&rsquo;ebook<\/a><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Choisir d&rsquo;externaliser sa prospection commerciale est souvent la r\u00e9sultante d\u2019un constat : la prospection t\u00e9l\u00e9phonique \u00e0 froid est chronophage. Afin d\u2019actionner ce levier sans avoir \u00e0 recruter en interne, certaines entreprises font le choix d\u2019externaliser leur prospection t\u00e9l\u00e9phonique.Voici donc quelques recommandations avant de choisir votre partenaire.<\/p>\n","protected":false},"author":16,"featured_media":3572,"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":[6,7],"tags":[23,105,166,51,112,12],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Externaliser sa prospection commerciale : nos conseils | Datananas<\/title>\n<meta name=\"description\" content=\"Externaliser sa prospection commerciale peut \u00eatre op\u00e9ration d\u00e9licate. 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