{"id":456,"date":"2017-02-09T00:00:00","date_gmt":"2017-02-08T22:00:00","guid":{"rendered":"http:\/\/doctuug235.235.axc.nl\/blog\/sales-heroes-conversation-starter-f8ef396723be\/"},"modified":"2025-04-10T17:21:26","modified_gmt":"2025-04-10T15:21:26","slug":"sales-heroes-conversation-starter-f8ef396723be","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/fr\/les-heros-de-la-vente-un-sujet-de-conversation-f8ef396723be","title":{"rendered":"Les h\u00e9ros de la vente : L'amorce d'une conversation"},"content":{"rendered":"
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Les h\u00e9ros de la vente : L'amorce d'une conversation<\/h1>\n<\/header>\n
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\"Le<\/div>\n<\/figure>\n

Debout, seul, avec un verre de vin \u00e0 la main, sans personne \u00e0 qui parler. C'est mon cas \u00e0 presque toutes les conf\u00e9rences auxquelles je participe. J'y vais dans le but pr\u00e9cis de rencontrer des gens int\u00e9ressants, mais au lieu de cela, je finis par parler \u00e0 des gens que je connais d\u00e9j\u00e0. Ou je me retrouve coinc\u00e9 avec l'\u00e2me maladroite qui se trouve juste \u00e0 c\u00f4t\u00e9 de moi et qui n'est pas susceptible d'\u00eatre le contact commercial pr\u00e9cieux ou la piste pr\u00e9cieuse que je recherche. Bien s\u00fbr, je pourrais mieux me pr\u00e9parer. Mais l'examen des listes de participants, la recherche de profils LinkedIn et l'organisation de r\u00e9unions prennent des jours. Des jours dont ni moi ni les autres invit\u00e9s ne disposons.<\/p>\n

Conversation Starter veut s'assurer que vous n'aurez plus jamais \u00e0 vivre un tel enfer. Leur plateforme permet aux participants \u00e0 un \u00e9v\u00e9nement de parler tr\u00e8s facilement \u00e0 des personnes qu'ils veulent<\/em> rencontrer, sur des sujets qu'ils veulent<\/em> aborder. Nous avons rencontr\u00e9 Dries, le h\u00e9ros des ventes de Conversation Starters, pour parler de la fa\u00e7on dont il remplit son pipeline de ventes et de la mani\u00e8re dont il utilise Salesflare pour fermer les pistes.<\/p>\n

Qu'est-ce que l'amorce de conversation ?<\/strong><\/h3>\n

\"Conversation Starter a \u00e9t\u00e9 fond\u00e9 par Rutger et Niels apr\u00e8s des ann\u00e9es d'organisation d'\u00e9v\u00e9nements TEDx \u00e0 l'universit\u00e9 de Hasselt. Ann\u00e9e apr\u00e8s ann\u00e9e, ils \u00e9taient de plus en plus frustr\u00e9s par le fait que le r\u00e9seautage ne se d\u00e9roulait pas sans heurts. Il devait y avoir une meilleure fa\u00e7on de proc\u00e9der.<\/p>\n

Conversation Starter est une plateforme num\u00e9rique o\u00f9 les h\u00f4tes peuvent cr\u00e9er un profil avec des sujets qui les int\u00e9ressent. Ils peuvent faire d\u00e9filer d'autres profils et planifier des rencontres avec les personnes qu'ils souhaitent rencontrer. Le r\u00e9seautage devient ainsi plus naturel, les sujets de conversation servant \u00e0 briser la glace\".<\/p>\n

<\/figure>\n

\"Il ne s'agit pas seulement des invit\u00e9s. Le pire cauchemar de l'organisateur de l'\u00e9v\u00e9nement, c'est que vous restiez l\u00e0, tout seul, \u00e0 faire du r\u00e9seautage. La plupart des contenus sont d\u00e9sormais disponibles sous forme num\u00e9rique pendant et apr\u00e8s les \u00e9v\u00e9nements, et le r\u00e9seautage est donc devenu plus important. Gr\u00e2ce \u00e0 Conversation Starter, les organisateurs peuvent offrir une meilleure exp\u00e9rience de mise en r\u00e9seau. Ils apprennent \u00e9galement qui rencontre qui et de quoi on parle. Cela les aide \u00e0 aligner le contenu et \u00e0 cr\u00e9er des \u00e9v\u00e9nements meilleurs et plus pertinents \u00e0 l'avenir.<\/p>\n<\/div>\n<\/section>\n

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Comment Conversation Starter r\u00e9alise-t-il ses ventes ?<\/strong><\/h3>\n

\"Les meilleures pistes proviennent de l'outil Conversation Starter lui-m\u00eame. Les salons et les conf\u00e9rences sont souvent remplis d'autres organisateurs d'\u00e9v\u00e9nements qui appr\u00e9cient l'outil et souhaitent l'utiliser pour leur propre \u00e9v\u00e9nement. L\u00e0, la m\u00eame chose se produit. Chaque \u00e9v\u00e9nement nous apporte de nouvelles pistes et un retour d'information pr\u00e9cieux qui nous permet d'am\u00e9liorer encore notre outil.<\/p>\n

Cet effet d'entra\u00eenement va au-del\u00e0 des organisateurs d'\u00e9v\u00e9nements. D\u00e8s que les gens ont appr\u00e9ci\u00e9 leur premi\u00e8re exp\u00e9rience avec Conversation Starter, ils veulent continuer \u00e0 l'utiliser lors d'autres \u00e9v\u00e9nements. Ils nous font conna\u00eetre aupr\u00e8s d'influenceurs d'\u00e9v\u00e9nements et deviennent ainsi des ambassadeurs actifs de notre marque.<\/p>\n

Pour les appels sortants, nous recherchons des \u00e9v\u00e9nements locaux de petite ou moyenne taille et essayons de nous faire conna\u00eetre, en utilisant une approche personnelle et des campagnes d'information en continu. Les organisateurs sont g\u00e9n\u00e9ralement faciles \u00e0 trouver, car ils veulent \u00eatre disponibles pour leurs participants. Cela signifie \u00e9galement qu'ils re\u00e7oivent beaucoup de spams et qu'il est donc difficile de les contacter. Il existe une multitude de constructeurs de technologies \u00e9v\u00e9nementielles et la plupart des organisateurs ne s'int\u00e9ressent pas activement aux meilleures solutions.<\/p>\n<\/div>\n<\/div>\n<\/section>\n

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Comment utilisez-vous Salesflare ?<\/h3>\n

\"Nous utilisions Close.io, mais nous en avons tellement marre de devoir saisir manuellement toutes les donn\u00e9es. Pour moi, devoir tout mettre \u00e0 jour soi-m\u00eame est le pire aspect d'un CRM. Les gens ne continuent pas \u00e0 le faire, ce qui rend le CRM inutile. C'est le monde \u00e0 l'envers.<\/p>\n

Avec Salesflare, ce genre de choses n'arrive pas. Tout est toujours en place pour que vous puissiez vous concentrer sur la qualification des prospects et leur passage dans votre pipeline de vente. J'aime le fait que l'on puisse rapidement rattraper une opportunit\u00e9. En un clic, je sais tout ce qui a \u00e9t\u00e9 dit et fait jusqu'\u00e0 pr\u00e9sent. Cela facilite la collaboration au sein de l'\u00e9quipe et permet une responsabilisation efficace.<\/p>\n

Je pense que Salesflare est tr\u00e8s \u00e0 l'\u00e9coute de ses clients. Vous pouvez voir qu'il y a une feuille de route pour le produit, mais ils l'ajusteront et la prioriseront en fonction des commentaires de leurs clients. Les nouvelles perspectives en sont un excellent exemple. En ce moment, nous attendons avec impatience la sortie des champs personnalis\u00e9s. Ce sera parfait pour garder une trace de la fa\u00e7on dont nous approchons les prospects et perdons des opportunit\u00e9s.<\/p>\n<\/div>\n<\/div>\n<\/section>\n

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Avez-vous des conseils ou des astuces de vente \u00e0 partager ?<\/strong><\/h3>\n

\"La qualification pr\u00e9coce des prospects<\/a> est un \u00e9l\u00e9ment important. Perdre du temps et de l'\u00e9nergie avec de mauvais prospects peut \u00eatre pr\u00e9judiciable \u00e0 votre entreprise. Vous voudrez donc passer d'un \u00e9norme entonnoir de vente \u00e0 un entonnoir plus petit et plus qualitatif le plus rapidement possible. Pour ce faire, nous nous basons sur des param\u00e8tres tels que la taille de l'\u00e9v\u00e9nement, le public cible et les ressources de l'organisateur.<\/p>\n

Je crois beaucoup aux suivis assertifs. Chez Conversation Starter, nous poursuivons le suivi jusqu'\u00e0 ce que la personne dise oui<\/em> ou laisse-moi tranquille<\/em>. La plupart des vendeurs ont tendance \u00e0 se sentir mal \u00e0 l'aise lorsqu'il s'agit de passer \u00e0 l'action, mais cela fonctionne. Pour le suivi, nous appelons souvent les clients potentiels. Les gens ont tendance \u00e0 ne pas vous ignorer lorsque vous les appelez au t\u00e9l\u00e9phone.<\/p>\n

Dans les campagnes d'envoi d'e-mails froids, nous maintenons le seuil d'engagement le plus bas possible. Nous utilisons Mixmax<\/a> pour cr\u00e9er des courriels dans lesquels le prospect peut cliquer oui<\/em> ou non <\/em>dans un sondage pour dire s'il est int\u00e9ress\u00e9 ou non et s\u00e9lectionner des cr\u00e9neaux horaires pour un appel rapide. Deux clics, c'est tout. Et un clic pour que nous ajoutions le lead \u00e0 Salesflare. C'est fait.\"<\/p>\n

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\"L'\u00e9quipe<\/div>
L'\u00e9quipe de d\u00e9marrage de la conversation : Rutger, Niels et Dries (LTR)<\/figcaption><\/figure>\n

Pour en savoir plus <\/em>Facebook<\/em><\/a>, <\/em>Twitter<\/em><\/a> et <\/em>ConversationStarter.net<\/em><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n

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Chaque mois, nous pr\u00e9sentons l'un des clients de Salesflare afin d'en savoir plus sur son activit\u00e9 et sur la mani\u00e8re dont il r\u00e9alise ses ventes.<\/em><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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