{"id":242,"date":"2017-10-16T11:00:43","date_gmt":"2017-10-16T09:00:43","guid":{"rendered":"https:\/\/www.mixdata.com\/fr\/prospection-commerciale-btob-efficace\/"},"modified":"2026-10-07T18:47:36","modified_gmt":"2026-10-07T16:47:36","slug":"prospection-commerciale-btob-efficace","status":"publish","type":"post","link":"https:\/\/www.mixdata.com\/fr\/blog\/prospection-commerciale-btob-efficace\/","title":{"rendered":"Comment am\u00e9liorer votre prospection commerciale BtoB ?"},"content":{"rendered":"<p>Sachant que <strong>seuls 1 \u00e0 2% des cold calls aboutissent \u00e0 un rendez-vous<\/strong>, ne perdez plus votre temps \u00e0 appeler des prospects sans int\u00e9r\u00eat ! Pour am\u00e9liorer les r\u00e9sultats de votre prospection commerciale BtoB, suivez ces 3 \u00e9tapes et aidez-vous des outils de sales intelligence d\u2019aujourd\u2019hui.<\/p>\n<h2>Apprendre \u00e0 conna\u00eetre ses prospects<\/h2>\n<p>Comme toute \u00e9quipe commerciale, vous devez r\u00e9guli\u00e8rement <strong>renouveler votre fichier<\/strong> de prospects. Et comme tout le monde, vous \u00eates beaucoup moins \u00e0 l\u2019aise avec des personnes que vous ne connaissez pas du tout. Quel est le meilleur contact \u00e0 appeler : le responsable commercial ou le directeur des ventes ? Quelles sont les contacts qui vont participer \u00e0 la d\u00e9cision dans cette soci\u00e9t\u00e9 ? L\u2019entreprise est-elle en phase de croissance ? Recrute-t-elle en ce moment ? Ce Dominique est-il un homme ou une femme ?<\/p>\n<p>Comme pour un entretien d\u2019embauche (mais oui !), il vaut mieux <strong>se renseigner sur l\u2019entreprise que l\u2019on souhaite s\u00e9duire<\/strong> : est-elle pr\u00e9sente \u00e0 l\u2019export ? A-t-elle un site en plusieurs langues ? Y a-t-il une vague de recrutements chez elle en ce moment? La soci\u00e9t\u00e9 utilise-t-elle des outils marketing, digitaux particuliers ? Si vous connaissez d\u00e9j\u00e0 un certain nombre de r\u00e9ponses, vous serez d\u2019autant plus efficace quand vous aurez votre prospect au bout du fil, et vous l\u2019impressionnerez m\u00eame par votre ma\u00eetrise des sujets.<\/p>\n<p><a href=\"https:\/\/www.mixdata.com\/fr\/wp-content\/uploads\/2026\/10\/screenshot-techno.png\"><img decoding=\"async\" alt=\"crit\u00e8res technologie web prospection commerciale\" src=\"https:\/\/www.mixdata.com\/fr\/wp-content\/uploads\/2026\/10\/screenshot-techno.png\"\/><\/a><\/p>\n<p>Le petit plus : apprenez \u00e0 <strong>trouver le d\u00e9tail qui permettra d\u2019engager la conversation<\/strong>. L\u2019entreprise recrute en ce moment un nouveau Directeur Marketing ou un DPO ? Son b\u00e9n\u00e9fice est en forte croissance ? Elle vient de faire une \u00e9norme lev\u00e9e de fonds ? Voil\u00e0 d\u2019excellents points d\u2019appuis pour briser la glace !<\/p>\n<p>Vous pourrez trouver toutes ces informations sur le Web. Mais si vous utilisez Mixdata, elles seront toutes <a href=\"https:\/\/www.mixdata.com\/fr\/ce-que-fait-la-plateforme\/\">regroup\u00e9es en un seul endroit<\/a> : un excellent moyen de <strong>gagner du temps !<\/strong><\/p>\n<h2>Entretenir la relation<\/h2>\n<p>Vos prospects ne sont pas tous au m\u00eame <strong>niveau d\u2019avancement dans leur processus de d\u00e9cision<\/strong>. Pour ne pas arriver trop t\u00f4t ou trop tard, \u00e9changez avec eux et surveillez les alertes qui concernent leur entreprise. C\u2019est ce qu\u2019on appelle <a href=\"https:\/\/www.mixdata.com\/fr\/blog\/signaux-faibles-prospection-btb\/\" title=\"Comment et pourquoi surveiller les signaux faibles ?\">les signaux faibles<\/a> et c\u2019est tr\u00e8s utile pour intervenir au bon moment.<\/p>\n<p>Tout d\u2019abord, utilisez les fonctionnalit\u00e9s d\u2019alerting pour d\u00e9tecter les \u00e9v\u00e8nements porteurs d\u2019opportunit\u00e9s de business dans votre activit\u00e9.<\/p>\n<p>Ensuite, prenez le r\u00e9flexe d\u2019aller r\u00e9guli\u00e8rement faire un tour sur votre fil LinkedIn : \u00e0 vous de <strong>surveiller les publications de vos nouvelles relations<\/strong>.<\/p>\n<p>Adoptez les <strong>bonnes pratiques du social selling<\/strong> en envoyant des infos personnalis\u00e9es \u00e0 vos prospects de temps en temps, pour garder le lien. Envoyez-leur un article qui correspond \u00e0 leur secteur d\u2019activit\u00e9, f\u00e9licitez-les quand leur entreprise remporte un prix\u2026 Peu de gens ont ce r\u00e9flexe : profitez-en pour vous d\u00e9marquer !<\/p>\n<h2>Convertir vos prospects en clients<\/h2>\n<p>L\u2019id\u00e9e est d\u2019engager vos prospects et de faire partie de leurs contacts les plus actifs (et attentifs) : humanisez vos relations, et surtout proposez r\u00e9guli\u00e8rement votre aide de fa\u00e7on d\u00e9sint\u00e9ress\u00e9e. Le jour o\u00f9 votre prospect aura besoin d\u2019un expert dans son domaine, c\u2019est \u00e0 vous qu\u2019il pensera !<\/p>\n<p>Bien s\u00fbr, ces pratiques sont assez chronophages. <strong>Mais nous pouvons vous aider \u00e0 gagner du temps : <a href=\"https:\/\/www.mixdata.com\/fr\/contact-mixdata\/\">contactez-nous pour une d\u00e9mo<\/a> de notre outil<\/strong> qui vous apportera ces pr\u00e9cieuses informations sur un plateau et vous permettra d\u2019optimiser votre prospection commerciale !<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Pour am\u00e9liorer votre prospection commerciale, contactez vos prospects au bon moment : apprenez \u00e0 les conna\u00eetre, entretenez la relation et convertissez-les !<\/p>\n","protected":false},"author":2,"featured_media":593,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mxd_chapo":"Sachant que seuls 1 \u00e0 2% des cold calls aboutissent \u00e0 un rendez-vous, ne perdez plus votre temps \u00e0 appeler des prospects\u00a0sans int\u00e9r\u00eat ! Pour am\u00e9liorer les r\u00e9sultats de votre prospection commerciale BtoB, suivez ces 3 \u00e9tapes et aidez-vous des outils de sales intelligence d\u2019aujourd\u2019hui. Apprendre \u00e0 conna\u00eetre ses prospects Comme toute \u00e9quipe commerciale, vous \u2026 Continue reading Comment am\u00e9liorer votre prospection commerciale BtoB ?","_mxd_modifie":"2019-08-01T11:02:31","footnotes":""},"categories":[14],"tags":[17,29,19],"class_list":["post-242","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-data-science-b2b","tag-btob","tag-sales-intelligence","tag-smart-data-btob"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Comment am\u00e9liorer votre prospection commerciale BtoB ?<\/title>\n<meta name=\"description\" content=\"Pour am\u00e9liorer votre prospection commerciale, contactez vos prospects au bon moment : apprenez \u00e0 les conna\u00eetre, entretenez la relation et convertissez-les !\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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