{"id":3446,"date":"2017-03-16T11:00:57","date_gmt":"2017-03-16T10:00:57","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=3446"},"modified":"2019-10-01T11:59:33","modified_gmt":"2019-10-01T09:59:33","slug":"comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook\/","title":{"rendered":"Comment mettre en place votre Machine de Prospection B2B ? [Ebook]"},"content":{"rendered":"<p>La mise en place d\u2019une Machine de Prospection B2B d\u00e9bute\u00a0par l&rsquo;\u00e9laboration\u00a0d\u2019un pipeline\u00a0adapt\u00e9 aux campagnes de prospection commerciale. De nombreux outils existent actuellement sur le march\u00e9 pour aider les entreprises \u00e0 cibler et \u00e0 atteindre leurs futurs clients.<\/p>\n<p style=\"text-align: center;\"><a class=\"cta-button-link\" title=\"T\u00e9l\u00e9charger l'Ebook\" href=\"https:\/\/www.datananas.com\/ressource\/nouvelles-machines-de-prospection-b2b\">T\u00e9l\u00e9charger l&rsquo;ebook<\/a><\/p>\n<p><!--more--><\/p>\n<p><img loading=\"lazy\" class=\"alignleft wp-image-3517\" src=\"\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2017\/03\/ebook-mockup.png\" alt=\"Machine de Prospection B2B\" width=\"344\" height=\"389\" srcset=\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2017\/03\/ebook-mockup.png 466w, https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2017\/03\/ebook-mockup-265x300.png 265w\" sizes=\"(max-width: 344px) 100vw, 344px\" \/>Nous sommes convaincus qu\u2019une strat\u00e9gie de prospection commerciale globale\u00a0doit int\u00e9grer deux strat\u00e9gies diff\u00e9rentes bien que\u00a0compl\u00e9mentaires : une strat\u00e9gie d\u2019Outbound Sales automatis\u00e9e\u00a0alli\u00e9e \u00e0\u00a0une strat\u00e9gie d&rsquo;Inbound Marketing.<\/p>\n<p>Nous vous proposons un tour d\u2019horizon des bonnes pratiques \u00e0 adopter lors de la\u00a0mise en place de votre Machine de Prospection B2B.<\/p>\n<h2>Une Machine de Prospection B2B s\u2019appuie sur des concepts cl\u00e9s<\/h2>\n<p>Cet outil vous fournira une aide pr\u00e9cieuse dans votre\u00a0d\u00e9marche de <a href=\"\/\/blog.datananas.com\/fr\/adopter-strategie-de-prospection-commerciale\/\">prospection commerciale<\/a>. En suivant ces<strong>\u00a0<\/strong>diff\u00e9rentes \u00e9tapes essentielles<strong>,<\/strong>\u00a0vous concr\u00e9tiserez votre objectif : ma\u00eetriser \u00e0 la perfection les bases de la prospection commerciale\u00a02.0.<\/p>\n<p>Cet ebook approfondit\u00a0les notions incontournables de la prospection telles que la d\u00e9finition de l\u2019<a href=\"\/\/blog.datananas.com\/fr\/ideal-customer-profile\/\">Ideal Customer Profile<\/a> (<strong>ICP<\/strong>), les diff\u00e9rences et points communs entre les strat\u00e9gies d\u2019<a href=\"\/\/blog.datananas.com\/fr\/quand-mettre-en-place-une-strategie-de-prospection-outbound\/\">Outbound Sales<\/a> et d\u2019<a href=\"\/\/blog.datananas.com\/fr\/inbound-marketing-vs-outbound-sales\/\">Inbound Marketing<\/a> ou <a href=\"\/\/blog.datananas.com\/fr\/comment-les-meilleurs-sdr-qualifient-leurs-prospects\/\">la qualification efficace<\/a> des prospects.<\/p>\n<h2>D\u00e9finir l\u2019Ideal Customer Profile (ICP) est n\u00e9cessaire \u00e0 toute strat\u00e9gie de prospection<\/h2>\n<p>La d\u00e9finition de votre ICP (ou profil de client parfait) constitue les fondations\u00a0de votre Machine de Prospection B2B.<\/p>\n<p>En effet, d\u00e9finir votre ICP vous permettra de :<\/p>\n<blockquote>\n<ul>\n<li><strong>Cibler efficacement<\/strong>\u00a0les prospects pr\u00e9sentant le plus d\u2019affinit\u00e9s avec votre service.<\/li>\n<li><strong>Optimiser la qualification <\/strong>des prospects durant les rendez-vous SDRs.<\/li>\n<li><strong>Maximiser vos chances de closing<\/strong>\u00a0\u00e0 l&rsquo;issue\u00a0du processus de vente.<\/li>\n<\/ul>\n<\/blockquote>\n<h2>Strat\u00e9gie d\u2019Outbound Sales vs.\u00a0strat\u00e9gie d\u2019Inbound Marketing<\/h2>\n<p>En couvrant un champ exhaustif de sources de prospection, les opportunit\u00e9s commerciales peuvent provenir de :<\/p>\n<blockquote>\n<ul>\n<li><strong>L&rsquo;Outbound Sales<\/strong> : la premi\u00e8re prise de contact avec votre entreprise a \u00e9t\u00e9 effectu\u00e9e par un commercial (prospection par email, cold calling, ou autres supports li\u00e9s \u00e0 l&rsquo;outbound marketing).<\/li>\n<li><strong>L&rsquo;Inbound Marketing<\/strong> : le prospect vient \u00e0 vous de lui-m\u00eame par le biais de diff\u00e9rents canaux, mais notamment gr\u00e2ce \u00e0 votre strat\u00e9gie de contenu.<\/li>\n<\/ul>\n<\/blockquote>\n<p>Dans cet ebook, vous d\u00e9couvrirez les points forts et points faibles\u00a0de chaque strat\u00e9gie. Vous acquerrez \u00e9galement les connaissances indispensables\u00a0\u00e0 la construction d&rsquo;une base de donn\u00e9es qualitative.<\/p>\n<blockquote><p><strong>NB<\/strong> : cependant, nous vous conseillons de rester<strong>\u00a0<\/strong>concentr\u00e9 sur votre core business :<strong> prospecter <\/strong>et<strong> closer <\/strong>des deals ! Ne cherchez pas syst\u00e9matiquement \u00e0 saisir toutes les opportunit\u00e9s.\u00a0D\u00e9ployez et actionnez des leviers pertinents sur les deals \u00e0 haute valeur ajout\u00e9e en priorit\u00e9.<\/p><\/blockquote>\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<h2>Comment r\u00e9ussir votre premi\u00e8re campagne Outbound ?<\/h2>\n<p>Une Machine de Prospection B2B requiert de la <strong>m\u00e9thodologie<\/strong> et de la <strong>rigueur<\/strong>. Dans cette perspective, voici cinq r\u00e8gles qui vous aideront dans la mise en place de cette derni\u00e8re.<\/p>\n<p>Cinq r\u00e8gles \u00e0 appliquer :<\/p>\n<blockquote>\n<ul>\n<li>Utiliser un logiciel adapt\u00e9 (ne pas utiliser\u00a0de serveur emailing)<\/li>\n<li>Envoyer des emails courts et percutants<\/li>\n<li>Personnaliser l\u2019approche gr\u00e2ce \u00e0 des variables<\/li>\n<li>Essayer de d\u00e9clencher une r\u00e9ponse plut\u00f4t que de vendre<\/li>\n<li>Relancer et varier les approches automatiquement<\/li>\n<\/ul>\n<\/blockquote>\n<p>Bien souvent, les \u00e9quipes commerciales passent\u00a0dix minutes maximum \u00e0 qualifier un nouveau prospect. A l\u2019issue de cette \u00e9tape, une d\u00e9monstration plus compl\u00e8te\u00a0ou simplement\u00a0un autre rendez-vous peuvent\u00a0\u00eatre planifi\u00e9s\u00a0dans le but d&rsquo;aligner plus en d\u00e9tail le besoin de votre prospect\u00a0et la valeur ajout\u00e9e de votre produit\/service.<\/p>\n<p>&nbsp;<\/p>\n<p>Vous souhaitez\u00a0approfondir ces notions et construire votre propre Machine de Prospection B2B ? Consultez l&rsquo;ebook que nous avons r\u00e9dig\u00e9 \u00e0 cet effet.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>La mise en place d\u2019une Machine de Prospection B2B d\u00e9bute\u00a0par l&rsquo;\u00e9laboration\u00a0d\u2019un pipeline\u00a0adapt\u00e9 aux campagnes de prospection commerciale. De nombreux outils existent actuellement sur le march\u00e9 pour aider les entreprises \u00e0 cibler et \u00e0 atteindre leurs futurs clients. T\u00e9l\u00e9charger l&rsquo;ebook<\/p>\n","protected":false},"author":16,"featured_media":3454,"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":[60,7,284],"tags":[11,105,51,112,12],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Comment mettre en place votre Machine de Prospection B2B ? [Ebook]<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez tous les trucs et astuces pour cr\u00e9er vous m\u00eame votre propre Machine de Prospection B2B et augmenter votre g\u00e9n\u00e9ration de leads.\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\/comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Comment mettre en place votre Machine de Prospection B2B ? [Ebook]\" \/>\n<meta property=\"og:description\" content=\"D\u00e9couvrez tous les trucs et astuces pour cr\u00e9er vous m\u00eame votre propre Machine de Prospection B2B et augmenter votre g\u00e9n\u00e9ration de leads.\u00a0\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.datananas.com\/fr\/comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook\/\" \/>\n<meta property=\"og:site_name\" content=\"Blog Datananas\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/fr-fr.facebook.com\/datananas\/\" \/>\n<meta property=\"article:published_time\" content=\"2017-03-16T10:00:57+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2019-10-01T09:59:33+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2017\/03\/Ebook_sales-machine_FR.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@datananas\" \/>\n<meta name=\"twitter:site\" content=\"@datananas\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Geoffrey Halgand\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture est.\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Organization\",\"@id\":\"https:\/\/blog.datananas.com\/fr\/#organization\",\"name\":\"Datananas\",\"url\":\"https:\/\/blog.datananas.com\/fr\/\",\"sameAs\":[\"https:\/\/fr-fr.facebook.com\/datananas\/\",\"https:\/\/www.instagram.com\/datananas_hq\/\",\"http:\/\/fr.linkedin.com\/company\/datananas\",\"http:\/\/www.youtube.com\/user\/datananas\",\"https:\/\/twitter.com\/datananas\"],\"logo\":{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/blog.datananas.com\/fr\/#logo\",\"inLanguage\":\"fr-FR\",\"url\":\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2019\/03\/dtns_webclip_256.png\",\"contentUrl\":\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2019\/03\/dtns_webclip_256.png\",\"width\":256,\"height\":256,\"caption\":\"Datananas\"},\"image\":{\"@id\":\"https:\/\/blog.datananas.com\/fr\/#logo\"}},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/blog.datananas.com\/fr\/#website\",\"url\":\"https:\/\/blog.datananas.com\/fr\/\",\"name\":\"Blog Datananas\",\"description\":\"Techniques de prospection et d\\u00e9veloppement commercial\",\"publisher\":{\"@id\":\"https:\/\/blog.datananas.com\/fr\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/blog.datananas.com\/fr\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"fr-FR\"},{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/blog.datananas.com\/fr\/comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook\/#primaryimage\",\"inLanguage\":\"fr-FR\",\"url\":\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2017\/03\/Ebook_sales-machine_FR.jpg\",\"contentUrl\":\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2017\/03\/Ebook_sales-machine_FR.jpg\",\"width\":1200,\"height\":630,\"caption\":\"Machine de Prospection B2B\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/blog.datananas.com\/fr\/comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook\/#webpage\",\"url\":\"https:\/\/blog.datananas.com\/fr\/comment-mettre-en-place-votre-machine-de-prospection-b2b-ebook\/\",\"name\":\"Comment mettre en place votre Machine de Prospection B2B ? 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