{"id":458,"date":"2017-01-31T00:00:00","date_gmt":"2017-01-31T00:00:00","guid":{"rendered":"http:\/\/doctuug235.235.axc.nl\/blog\/sales-automation-the-future-of-crm-software-7e9abd83d8a\/"},"modified":"2025-02-13T18:07:04","modified_gmt":"2025-02-13T17:07:04","slug":"sales-automation-the-future-of-crm-software-7e9abd83d8a","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/fr\/automatisation-des-ventes-lavenir-du-logiciel-crm-7e9abd83d8a","title":{"rendered":"Automatisation des ventes : l'avenir des logiciels de gestion de la relation client"},"content":{"rendered":"<article class=\"h-entry\">\n<header>\n<h1 id=\"1440\" class=\"graf graf--h3 graf--leading graf--title\">Automatisation des ventes : l'avenir des logiciels de gestion de la relation client<\/h1>\n<h2 class=\"h2-subheader\">Les experts se projettent dans l'avenir : Joel Capperella<\/h2>\n<\/header>\n<section class=\"e-content\">\n<section class=\"section section--body section--first\">\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"5098\" class=\"graf graf--p graf-after--h4\"><em class=\"markup--em markup--p-em translation-block\">Joel 'Cap' Capperella est un entrepreneur individuel qui aide les petites entreprises \u00e0 am\u00e9liorer leur marketing et leurs ventes. Il apporte plus de 20 ans d'exp\u00e9rience dans le marketing de logiciels et de SaaS, travaillant \u00e0 la fois avec de gros poissons comme Oracle et avec de plus petites startups. Il contribue activement \u00e0 certaines des publications commerciales les plus influentes, telles que The Huffington Post, Entrepreneur.com et FastCompany. Nous avons rencontr\u00e9 Joel pour conna\u00eetre son point de vue sur l'avenir de l'automatisation des ventes.<\/em><\/p>\n<\/div>\n<div class=\"section-inner sectionLayout--fullWidth\">\n<figure id=\"887e\" class=\"graf graf--figure graf--layoutFillWidth graf-after--p\">\n<div class=\"aspectRatioPlaceholder is-locked\"><img decoding=\"async\" class=\"graf-image alignnone\" src=\"\/wp-content\/uploads\/2017\/01\/1sEhaFLm4X_vl6wLbIZzHrA-2.jpeg\" alt=\"L&#039;automatisation des ventes consiste \u00e0 confier la gestion des ventes \u00e0 des logiciels afin que les vendeurs puissent se concentrer sur les contacts humains, par Joel Capperella\" width=\"1750\" height=\"684\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h3 id=\"9212\" class=\"graf graf--h3 graf-after--figure\"><strong class=\"markup--strong markup--h3-strong\">Que signifie pour vous l'automatisation des ventes ?<\/strong><\/h3>\n<p id=\"7f32\" class=\"graf graf--p graf-after--h3 translation-block\">C'est une bonne question. Pour moi, il s'agit principalement de rendre la gestion des ventes moins contraignante, en termes de temps et d'\u00e9nergie. L'automatisation des ventes est tout ce qui facilite la t\u00e2che du commercial pour entrer en contact avec des clients potentiels, les faire entrer dans le pipeline et, par la suite, acc\u00e9l\u00e9rer leur parcours tout au long du pipeline. Tout se r\u00e9sume \u00e0 supprimer les obstacles \u00e0 la connexion, \u00e0 l'engagement, \u00e0 l'\u00e9coute et \u00e0 l'\u00e9tablissement de relations.<\/p>\n<h3 id=\"7c42\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Quelle est votre vision de l'automatisation des ventes ?<\/strong><\/h3>\n<p id=\"2514\" class=\"graf graf--p graf-after--h3 translation-block\">Il doit s'inscrire dans l'id\u00e9e plus large que les donn\u00e9es sont au service des personnes dans une organisation et non l'inverse.<\/p>\n<p id=\"8535\" class=\"graf graf--p graf-after--p translation-block\">Au d\u00e9part, la gestion de la relation client (CRM) \u00e9tait principalement ax\u00e9e sur la gestion des ventes, avec beaucoup de temps et de ressources investis dans les donn\u00e9es plut\u00f4t que dans les personnes. Cette logique est en train de s'inverser, les donn\u00e9es et les algorithmes travaillant de plus en plus pour les personnes, et non l'inverse.<\/p>\n<p id=\"e9c0\" class=\"graf graf--p graf-after--p translation-block\">C'est la direction que devrait prendre l'automatisation des ventes : les logiciels ne devraient pas seulement permettre une gestion des ventes rapide et bien cibl\u00e9e, mais plus important encore, le CRM devrait \u00e9galement \u00e9voluer de mani\u00e8re \u00e0 se concentrer davantage sur l'\u00e9l\u00e9ment humain de la vente. Le nouveau CRM consiste \u00e0 vendre comme si les gens \u00e9taient importants.<\/p>\n<p id=\"8b4e\" class=\"graf graf--p graf-after--p translation-block\">Nous observons les m\u00eames tendances dans le domaine des ressources humaines. <a href=\"https:\/\/asanify.com\/blog\/human-resources\/top-10-hr-management-tools-in-india\/\">Les outils de gestion des ressources humaines<\/a> \u00e9taient autrefois ax\u00e9s sur les t\u00e2ches administratives n\u00e9cessaires pour <a href=\"https:\/\/www.spikenow.com\/blog\/productivity\/workforce-analytics\/\">g\u00e9rer une main-d'\u0153uvre<\/a>. Pourtant, aujourd'hui, les logiciels de gestion des ressources humaines sont de plus en plus ax\u00e9s sur les personnes. Ils <a href=\"https:\/\/www.goco.io\/blog\/what-is-quiet-quitting-keep-top-talent-engaged\/\">maintiennent les employ\u00e9s engag\u00e9s<\/a>, connect\u00e9s et productifs. Il les aide \u00e0 faire leur travail plus efficacement et \u00e0 g\u00e9rer leur \u00e9volution de carri\u00e8re de mani\u00e8re plus personnelle.<\/p>\n<p id=\"3820\" class=\"graf graf--p graf-after--p translation-block\">Pour moi, les ventes et les ressources humaines (RH) sont li\u00e9es comme les deux c\u00f4t\u00e9s d'un cercle. Ils semblent oppos\u00e9s, mais sont pourtant tr\u00e8s li\u00e9s. Vous ne pouvez pas faire de ventes sans employ\u00e9s et vous ne pouvez pas embaucher des personnes sans ventes. Les logiciels qui aident les deux parties, en pla\u00e7ant les personnes au centre et les donn\u00e9es \u00e0 leur service, rendront la relation entre les personnes et les ventes dans les organisations encore plus circulaire, comme elle devrait l'\u00eatre.<\/p>\n<h3 id=\"0946\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Quels sont vos meilleurs conseils en mati\u00e8re d'automatisation des ventes ?<\/strong><\/h3>\n<p id=\"6982\" class=\"graf graf--p graf-after--h3 translation-block\">Il y a tellement d'informations qui circulent. Et il y en a de plus en plus chaque jour. Quelque part dans cette pile de donn\u00e9es se trouve l'information exacte, souvent une combinaison de donn\u00e9es, dont vous avez besoin.<\/p>\n<p id=\"bbce\" class=\"graf graf--p graf-after--p translation-block\">Utilisez un logiciel qui vous permet d'acc\u00e9der tr\u00e8s facilement \u00e0 cet \u00e9l\u00e9ment d'information, \u00e0 chaque fois. La v\u00e9ritable magie consiste \u00e0 r\u00e9unir plusieurs outils en un seul endroit, afin de pouvoir utiliser imm\u00e9diatement les informations pour obtenir des r\u00e9sultats.<\/p>\n<h3 id=\"ddf0\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Quels outils d'automatisation des ventes utilisez-vous ?<\/strong><\/h3>\n<p id=\"cdcc\" class=\"graf graf--p graf-after--h3 translation-block\">J'utilise actuellement HubSpot CRM, pas Salesflare, principalement parce que j'ai fait une tr\u00e8s bonne affaire. Je l'ai int\u00e9gr\u00e9 \u00e0 ActiveCampaign, ma plateforme <a href=\"https:\/\/shanebarker.com\/blog\/b2b-marketing-tools\/\">marketing automation<\/a>. J'utilise Zapier pour automatiser les t\u00e2ches entre Evernote, Google Sheets et mon CRM. Pour des mains suppl\u00e9mentaires qui m'aideraient \u00e0 r\u00e9aliser des travaux de conception, \u00e0 trouver des adresses \u00e9lectroniques ou quelque chose de ce genre, je me tourne vers Upwork.<\/p>\n<h3 id=\"d5ca\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Avez-vous des tactiques \u00e0 partager ?<\/strong><\/h3>\n<p id=\"c2ec\" class=\"graf graf--p graf-after--h3 translation-block\">Je crois beaucoup au contenu. Le contenu est un excellent moyen de se connecter et de s'engager, et vous pouvez l'utiliser \u00e0 toutes les \u00e9tapes du processus de vente. La cl\u00e9 est de mesurer soigneusement quel type de contenu fonctionne le mieux aux diff\u00e9rentes \u00e9tapes.<\/p>\n<p id=\"e55e\" class=\"graf graf--p graf-after--p translation-block\">Par exemple, j'\u00e9tablis une s\u00e9rie automatique d'e-mails apr\u00e8s une offre sp\u00e9cifique. Pour chacun d'entre eux, je suivrai la r\u00e9action du destinataire, le temps qu'il met \u00e0 r\u00e9agir, le nombre de fois o\u00f9 il a ouvert l'e-mail, s'il visite mon site web et pendant combien de temps, etc.<\/p>\n<p id=\"c8cb\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Ces param\u00e8tres d'engagement d\u00e9finissent le temps que je devrai consacrer \u00e0 la conversion d'une personne.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body section--last\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"460e\" class=\"graf graf--p graf--leading graf--trailing\"><em class=\"markup--em markup--p-em translation-block\">Que signifie pour vous l'automatisation des ventes ? <\/em><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/ctt.ec\/0UIue\" target=\"_blank\" rel=\"noopener noreferrer\"><em class=\"markup--em markup--p-em\">Tweetez-nous \u00e0 (@salesflare), avec #salesautomation !<\/em><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"<p>Les experts se projettent dans l'avenir : Joel Capperella<\/p>","protected":false},"author":1,"featured_media":54660,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","footnotes":""},"categories":[73],"tags":[],"wl_entity_type":[122],"class_list":["post-458","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-thought-leaders","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales automation: the future of CRM software | Salesflare Blog<\/title>\n<meta name=\"description\" content=\"Find out about the future of CRM 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