{"id":3800,"date":"2017-04-11T10:00:30","date_gmt":"2017-04-11T08:00:30","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=3800"},"modified":"2019-10-01T13:52:57","modified_gmt":"2019-10-01T11:52:57","slug":"bon-commercial-les-5-qualites-indispensables","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/bon-commercial-les-5-qualites-indispensables\/","title":{"rendered":"Bon commercial : les 5 qualit\u00e9s indispensables"},"content":{"rendered":"<p>Le quotidien d\u2019un bon commercial est ardu. Jongler entre la prospection par emails et les sessions t\u00e9l\u00e9phoniques n\u2019est pas une mince affaire. Fort heureusement, de nombreux outils et nouvelles pratiques \u00e9mergent progressivement pour l&rsquo;aider \u00e0 optimiser sa productivit\u00e9.<\/p>\n<p><!--more--><\/p>\n<p>Voici comment appliquer les best practices du\u00a0Lead Relationship Management\u00a0et\u00a0\u00e9valuer les qualit\u00e9s indispensables d\u2019un bon commercial 2.0.<\/p>\n<p>&nbsp;<\/p>\n<h2>Adaptabilit\u00e9 : un bon commercial sait profiter du digital pour \u00e9largir son territoire de prospection<\/h2>\n<p>La prospection commerciale se pratique d\u00e9sormais par emails automatis\u00e9s et sur les r\u00e9seaux sociaux. Aujourd\u2019hui devenu une pratique incontournable, le <a href=\"\/\/blog.datananas.com\/fr\/4-pilliers-social-selling\/\">Social Selling<\/a> vous permet non seulement d\u2019optimiser vos prises de contact mais surtout de capitaliser intelligemment sur votre r\u00e9seau.<\/p>\n<p>Afin d\u2019augmenter votre influence sur <a href=\"\/\/blog.datananas.com\/fr\/profil-linkedin-conseils-optimisation\/\">Linkedin<\/a>, n\u2019h\u00e9sitez pas \u00e0 mettre r\u00e9guli\u00e8rement \u00e0 jour votre profil en actualisant votre photo, vos exp\u00e9riences et en r\u00e9digeant une courte biographie. Rejoindre des groupes, et publier des articles r\u00e9guli\u00e8rement fera de vous un v\u00e9ritable influenceur.<\/p>\n<p>&nbsp;<\/p>\n<h2>Flexibilit\u00e9 : un bon commercial s&rsquo;\u00e9quipe des bons outils pour optimiser sa prospection commerciale<\/h2>\n<p>Une nouvelle nomination \u00e0 la direction d\u2019une entreprise ou l\u2019entr\u00e9e en bourse d\u2019un de vos clients ? Tout \u00e9v\u00e9nement \u00e9manant du web ou des r\u00e9seaux sociaux ne devraient plus avoir de secrets pour tout bon commercial. Chaque nouvel \u00e9v\u00e9nement d\u00e9tect\u00e9 peut s\u2019av\u00e9rer \u00eatre une opportunit\u00e9 de contacter ou de relancer vos prospects. Ces \u00e9v\u00e9nements constituent alors de v\u00e9ritables alibis au service de votre prospection commerciale.<\/p>\n<p>Un outil <a href=\"\/\/blog.datananas.com\/fr\/le-lrm-revolutionne-le-metier-de-commercial\/\">LRM<\/a> automatis\u00e9 et intelligent vous permettra de contacter directement vos prospects qualifi\u00e9s et de d\u00e9tecter de vraies opportunit\u00e9s business. Il vous sera \u00e9galement possible d\u2019automatiser l\u2019envoi de campagne de prospection et de relances. Notre outil d\u00e9di\u00e9 \u00e0 la prospection <a href=\"\/\/blog.datananas.com\/fr\/quand-mettre-en-place-une-strategie-de-prospection-outbound\/\">Outbound<\/a> permet notamment de g\u00e9rer efficacement des volumes importants de retours gr\u00e2ce \u00e0 une inbox intelligente triant automatiquement les r\u00e9ponses de leurs prospects (favorable, d\u00e9favorable, bounce, out of office) pour plus de flexibilit\u00e9.<\/p>\n<p>&nbsp;<\/p>\n<h2>Conscienciosit\u00e9 : un bon commercial \u00e9labore avec pr\u00e9cision ses campagnes de prospection<\/h2>\n<p>Lors de leur <a href=\"\/\/blog.datananas.com\/fr\/prospection-telephonique-b2b-4-techniques-pour-eviter-dappeler-a-froid\/\">prospection t\u00e9l\u00e9phonique \u00e0 froid<\/a>, vos \u00e9quipes commerciales se confrontent r\u00e9guli\u00e8rement \u00e0 des prospects qui n\u2019attendent pas leur appel. Dans cette situation, elles devront \u00eatre en mesure d\u2019accrocher rapidement leur interlocuteur pour le convertir en client potentiel. Cela requiert une pr\u00e9paration longue et minutieuse en amont.<\/p>\n<p>Il appara\u00eet que la <a href=\"\/\/blog.datananas.com\/fr\/prospection-b2b-cold-calling-vs-cold-emailing\/\">prospection t\u00e9l\u00e9phonique<\/a> \u00e0 froid perd du terrain au profit de la prospection par emails automatis\u00e9s. Si vous optez pour cette solution, nous vous recommandons de r\u00e9fl\u00e9chir en amont \u00e0 vos cibles au travers de l\u2019<a href=\"\/\/blog.datananas.com\/fr\/ideal-customer-profile\/\">ICP<\/a>, des Buyer\u2019s Persona et de la valeur ajout\u00e9e de votre offre. Une fois cette \u00e9tape pass\u00e9e, vos \u00e9quipes commerciales devront apporter un soin tout particulier \u00e0 la r\u00e9daction des emails de prospection et \u00e0 leur relance.<\/p>\n<p><strong>NB<\/strong>\u00a0: Autre condition sine qua non : \u00eatre bon en orthographe pour \u00e9viter les mauvaises surprises.<\/p>\n<p>&nbsp;<\/p>\n<h2>Subtilit\u00e9 : un bon commercial sait relancer avec succ\u00e8s ses prospects<\/h2>\n<p>Lorsqu\u2019un commercial effectue <a href=\"\/\/blog.datananas.com\/fr\/exemple-de-mail-de-relance-qui-marche-a-tous-les-coups\/\">des relances<\/a>, ces derni\u00e8res peuvent s\u2019appuyer sur le contenu produit par les \u00e9quipes marketing afin d\u2019augmenter le taux de r\u00e9ponse. En effet, au-del\u00e0 de ne capturer que des informations de contact, <a href=\"\/\/blog.datananas.com\/fr\/exemple-de-marketing-de-contenu-prospection-btob\/\">le contenu produit<\/a> permet \u00e9galement aux commerciaux d\u2019envoyer des supports\u00a0qualitatifs aux prospects qui ne seraient pas encore assez matures. C\u2019est ce qu&rsquo;on appelle du\u00a0<a href=\"\/\/blog.datananas.com\/fr\/campagne-lead-nurturing\/\">nurturing<\/a>. Le contenu permet alors au bon commercial de relancer ses prospects en toute subtilit\u00e9. Par ailleurs, notez que cette pratique s\u2019int\u00e8gre parfaitement \u00e0 une strat\u00e9gie de <a href=\"\/\/blog.datananas.com\/fr\/piliers-du-social-selling\/\">Social Selling<\/a>.<\/p>\n<h2>Organisation : un bon commercial s\u2019organise efficacement<\/h2>\n<p>Une organisation rigoureuse et intelligente de votre cycle de vente inspir\u00e9e par l\u2019<a href=\"\/\/blog.datananas.com\/fr\/activity-based-selling-la-methode-pour-organiser-son-equipe-commerciale\/\">activity based selling<\/a> optimisera votre activit\u00e9 commerciale dans son ensemble.<br \/>\nVous \u00eates d\u00e9sormais par\u00e9 et arm\u00e9 pour booster votre activit\u00e9 commerciale. De nouvelles m\u00e9thodes pour vous aider \u00e0 am\u00e9liorer votre activit\u00e9 de prospection commerciale et votre organisation vous attendent dans notre ebook d\u00e9di\u00e9.<\/p>\n<div class=\"push-cta\">\n<p>T\u00e9l\u00e9charger l&rsquo;ebook : Activity Based Selling<\/p>\n<p>T\u00e9l\u00e9charger l&rsquo;ebook<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Le quotidien d\u2019un bon commercial est ardu. Jongler entre la prospection par emails et les sessions t\u00e9l\u00e9phoniques n\u2019est pas une mince affaire. Fort heureusement, de nombreux outils et nouvelles pratiques \u00e9mergent progressivement pour l&rsquo;aider \u00e0 optimiser sa productivit\u00e9.<\/p>\n","protected":false},"author":16,"featured_media":6429,"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],"tags":[105,166,51,112,12,85],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Bon commercial : les 5 qualit\u00e9s indispensables<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez nos conseils pour adapter vos m\u00e9thodes et vos pratiques aux nouveaut\u00e9s de la prospection et vous transformer en un bon commercial.\u00a0\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link 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