{"id":8090,"date":"2020-12-21T13:53:38","date_gmt":"2020-12-21T13:53:38","guid":{"rendered":"https:\/\/honeypot-marketing.local\/?p=8090"},"modified":"2024-09-23T11:41:03","modified_gmt":"2024-09-23T15:41:03","slug":"tactiques-de-notation-des-prospects","status":"publish","type":"post","link":"https:\/\/honeypotmarketing.com\/fr\/digital-marketing\/lead-scoring-tactics\/","title":{"rendered":"Tactiques de notation des prospects pour des conversions qualifi\u00e9es"},"content":{"rendered":"<iframe width=\"100%\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/tr5KXXB_-OM\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe><div itemscope itemtype=\"http:\/\/schema.org\/AudioObject\"><meta itemprop=\"name\" content=\"Lead Scoring Tactics for Qualified Conversions\" \/><meta itemprop=\"uploadDate\" content=\"2020-12-21T13:53:38-05:00\" \/><meta itemprop=\"encodingFormat\" content=\"audio\/mpeg\" \/><meta itemprop=\"duration\" content=\"PT45M36S\" \/><meta itemprop=\"description\" content=\"Lead scoring can change the game of acquiring leads, and this week we&#039;re talking about lead scoring tactics that will allow you to focus your time on leads who are more likely to convert into actual customers.This is a sort of sequel, or companion ...\" \/><meta itemprop=\"contentUrl\" content=\"https:\/\/media.blubrry.com\/digital_marketing_honeypot\/mc.blubrry.com\/digital_marketing_honeypot\/Lead_Scoring_Tactics_for_Qualified_Conversions.mp3?awCollectionId=1033945&#038;aw_0_azn.pgenre=Business&#038;aw_0_1st.ri=blubrry&#038;aw_0_azn.pcountry=CA&#038;aw_0_azn.planguage=en-ca&#038;cat_exclude=IAB1-8%2CIAB1-9%2CIAB7-41%2CIAB8-5%2CIAB8-18%2CIAB11-4%2CIAB23%2CIAB24%2CIAB25%2CIAB26&#038;aw_0_cnt.rss=https%3A%2F%2Fhoneypotmarketing.com%2Ffeed%2Fpodcast%2F\" \/><meta itemprop=\"contentSize\" content=\"41.8\" \/><iframe src=\"https:\/\/player.blubrry.com\/?media_url=https%3A%2F%2Fmedia.blubrry.com%2Fdigital_marketing_honeypot%2Fmc.blubrry.com%2Fdigital_marketing_honeypot%2FLead_Scoring_Tactics_for_Qualified_Conversions.mp3%3FawCollectionId%3D1033945%26aw_0_azn.pgenre%3DBusiness%26aw_0_1st.ri%3Dblubrry%26aw_0_azn.pcountry%3DCA%26aw_0_azn.planguage%3Den-ca%26cat_exclude%3DIAB1-8%252CIAB1-9%252CIAB7-41%252CIAB8-5%252CIAB8-18%252CIAB11-4%252CIAB23%252CIAB24%252CIAB25%252CIAB26%26aw_0_cnt.rss%3Dhttps%253A%252F%252Fhoneypotmarketing.com%252Ffeed%252Fpodcast%252F&amp;modern=1&amp;podcast_link=https%3A%2F%2Fhoneypotmarketing.com%2Ffr%2Fdigital-marketing%2Flead-scoring-tactics%2F#mode-Dark&border-FFAD00&progress-FF9400\" scrolling=\"no\" width=\"100%\" height=\"165\" frameborder=\"0\" id=\"blubrryplayer-1\" class=\"blubrryplayer\" title=\"Lecteur de podcast Blubrry\"><\/iframe><\/div><p class=\"powerpress_links powerpress_links_comfeedpodcast\" style=\"margin-bottom: 1px !important;\">Podcast: <a href=\"https:\/\/media.blubrry.com\/digital_marketing_honeypot\/mc.blubrry.com\/digital_marketing_honeypot\/Lead_Scoring_Tactics_for_Qualified_Conversions.mp3?awCollectionId=1033945&amp;aw_0_azn.pgenre=Business&amp;aw_0_1st.ri=blubrry&amp;aw_0_azn.pcountry=CA&amp;aw_0_azn.planguage=en-ca&amp;cat_exclude=IAB1-8%2CIAB1-9%2CIAB7-41%2CIAB8-5%2CIAB8-18%2CIAB11-4%2CIAB23%2CIAB24%2CIAB25%2CIAB26&amp;aw_0_cnt.rss=https%3A%2F%2Fhoneypotmarketing.com%2Ffeed%2Fpodcast%2F\" class=\"powerpress_link_pinw\" target=\"_blank\" title=\"Jouer dans une nouvelle fen\u00eatre\" onclick=\"return powerpress_pinw('https:\/\/honeypotmarketing.com\/fr\/?powerpress_pinw=8090-podcast');\" rel=\"nofollow\">Jouer dans une nouvelle fen\u00eatre<\/a> | <a href=\"https:\/\/media.blubrry.com\/digital_marketing_honeypot\/mc.blubrry.com\/digital_marketing_honeypot\/Lead_Scoring_Tactics_for_Qualified_Conversions.mp3?awCollectionId=1033945&#038;aw_0_azn.pgenre=Business&#038;aw_0_1st.ri=blubrry&#038;aw_0_azn.pcountry=CA&#038;aw_0_azn.planguage=en-ca&#038;cat_exclude=IAB1-8%2CIAB1-9%2CIAB7-41%2CIAB8-5%2CIAB8-18%2CIAB11-4%2CIAB23%2CIAB24%2CIAB25%2CIAB26&#038;aw_0_cnt.rss=https%3A%2F%2Fhoneypotmarketing.com%2Ffeed%2Fpodcast%2F\" class=\"powerpress_link_d\" title=\"T\u00e9l\u00e9charger\" rel=\"nofollow\" download=\"Lead_Scoring_Tactics_for_Qualified_Conversions.mp3?awCollectionId=1033945&amp;#038;aw_0_azn.pgenre=Business&amp;#038;aw_0_1st.ri=blubrry&amp;#038;aw_0_azn.pcountry=CA&amp;#038;aw_0_azn.planguage=en-ca&amp;#038;cat_exclude=IAB1-8%2CIAB1-9%2CIAB7-41%2CIAB8-5%2CIAB8-18%2CIAB11-4%2CIAB23%2CIAB24%2CIAB25%2CIAB26&amp;#038;aw_0_cnt.rss=https%3A%2F%2Fhoneypotmarketing.com%2Ffeed%2Fpodcast%2F\">T\u00e9l\u00e9charger<\/a><\/p><p class=\"powerpress_links powerpress_subscribe_links\">S&#039;abonner: <a href=\"https:\/\/honeypotmarketing.com\/fr\/feed\/podcast\/\" class=\"powerpress_link_subscribe powerpress_link_subscribe_rss\" target=\"_blank\" title=\"S&#039;abonner via RSS\" rel=\"nofollow\">RSS<\/a><\/p><p>Le lead scoring peut changer la donne en mati\u00e8re d&#039;acquisition de leads, et cette semaine nous en parlons <strong>tactiques de notation des prospects<\/strong> cela vous permettra de concentrer votre temps sur les prospects les plus susceptibles de se convertir en clients r\u00e9els.<\/p>\n<p>Il s&#039;agit d&#039;une sorte de suite, ou d&#039;un compl\u00e9ment \u00e0 notre blog pr\u00e9c\u00e9dent, que vous pouvez trouver ici, pour ceux qui l&#039;ont manqu\u00e9 :<\/p>\n<p><a href=\"https:\/\/honeypotmarketing.com\/fr\/parcours-client-non-lineaire\/\"><strong>Parcours clients non lin\u00e9aires et comment les mettre en \u0153uvre<\/strong><\/a><\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-8099\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/meme-leads.png\" alt=\"balance montrant une pomme pes\u00e9e contre des bo\u00eetes\" width=\"992\" height=\"558\" \/><\/p>\n<p>Regardez la vid\u00e9o ou le podcast ci-dessus. Abonnez-vous \u00e0 notre diffusion hebdomadaire en direct sur Facebook ou emportez-la avec vous avec un podcast sur la plateforme de votre choix. Tenez-vous au courant des actualit\u00e9s, des tendances et des conseils en mati\u00e8re de marketing num\u00e9rique et participez \u00e0 la conversation.<\/p>\n<h2>Qu&#039;est-ce que le Lead Scoring ?<\/h2>\n<p>La notation des leads est le processus consistant \u00e0 attribuer un score \u00e0 chacun de vos leads.<\/p>\n<p>Le score est bas\u00e9 sur qui ils sont, comment ils interagissent avec votre entreprise et quelle est la probabilit\u00e9 qu&#039;ils se convertissent en client.<\/p>\n<p>En examinant les comportements pass\u00e9s et d\u2019autres caract\u00e9ristiques de vos clients, vous apprenez sur qui votre \u00e9quipe de vente doit concentrer ses efforts.<\/p>\n<p>Regardez ce graphique ci-dessous pour quelques statistiques int\u00e9ressantes sur la fa\u00e7on dont les tactiques de notation des prospects peuvent aider \u00e0 d\u00e9velopper votre entreprise.<\/p>\n<figure id=\"attachment_8092\" aria-describedby=\"caption-attachment-8092\" style=\"width: 610px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/lead-scoring.png\"><img decoding=\"async\" class=\"none wp-image-8092\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/lead-scoring.png\" alt=\"Graphique de notation des prospects montrant des statistiques sur la fa\u00e7on dont il peut aider votre entreprise.\" width=\"610\" height=\"575\" \/><\/a><figcaption id=\"caption-attachment-8092\" class=\"wp-caption-text\">Comme vous pouvez le constater, les am\u00e9liorations sont g\u00e9n\u00e9ralis\u00e9es, depuis les processus de vente rationalis\u00e9s jusqu\u2019aux communications marketing cibl\u00e9es.<\/figcaption><\/figure>\n<p>Il ne suffit pas de cr\u00e9er une liste de courrier \u00e9lectronique massive et de faire du marketing aupr\u00e8s de tout le monde.<\/p>\n<p>Vous devez \u00e9galement vous assurer que vos prospects sont qualifi\u00e9s pour acheter le produit ou le service que vous proposez.<\/p>\n<p>C\u2019est l\u00e0 que le lead scoring peut aider.<\/p>\n<p>Regardez cette excellente courte vid\u00e9o de Hubspot qui r\u00e9sume parfaitement le concept de notation des prospects. Et puis, j&#039;adore le flipper.<\/p>\n<p><iframe width=\"100%\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/8S6yoZyzEzk\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h2>Pourquoi avez-vous besoin de tactiques de notation des prospects\u00a0?<\/h2>\n<p>Le scoring des leads identifie les leads r\u00e9ellement int\u00e9ress\u00e9s par le produit ou le service de votre entreprise.<\/p>\n<p>Lorsque vous utilisez des tactiques de notation des prospects pour cr\u00e9er vos campagnes de d\u00e9veloppement de prospects, cela peut contribuer \u00e0 augmenter les taux de conversion des prospects en clients.<\/p>\n<p>Vous pouvez \u00e9galement d\u00e9terminer quelle \u00e9tape de votre entonnoir marketing n\u00e9cessite davantage d\u2019attention.<\/p>\n<p>De cette fa\u00e7on, vous pouvez cartographier correctement votre contenu, afin qu&#039;il soit converti plus rapidement.<\/p>\n<p>D\u2019autres avantages incluent le raccourcissement de votre cycle de vente et l\u2019augmentation du retour sur investissement de votre entreprise.<\/p>\n<p>Marketing Sherpa affirme que seulement 27% des leads que votre \u00e9quipe marketing transmet \u00e0 votre \u00e9quipe commerciale sont des leads qualifi\u00e9s.<\/p>\n<p>Cela signifie que 73% de ces leads sont probablement une perte de temps pour votre \u00e9quipe.<\/p>\n<p>Plus vos leads sont qualifi\u00e9s, plus votre \u00e9quipe sera efficace.<\/p>\n<p>Et vous \u00e9conomiserez beaucoup de temps et d&#039;argent perdus.<\/p>\n<figure id=\"attachment_8093\" aria-describedby=\"caption-attachment-8093\" style=\"width: 610px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/converting-leads-into-customers.png\"><img decoding=\"async\" class=\"none wp-image-8093\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/converting-leads-into-customers.png\" alt=\"Graphique \u00e0 barres montrant une liste des principales priorit\u00e9s marketing des entreprises sur 1 an.\" width=\"610\" height=\"529\" \/><\/a><figcaption id=\"caption-attachment-8093\" class=\"wp-caption-text\">Il y a une raison pour laquelle la conversion des prospects en clients est la priorit\u00e9 marketing #1 des entreprises prosp\u00e8res.<\/figcaption><\/figure>\n<h2>Comment configurer le lead scoring ?<\/h2>\n<p>Il existe d\u2019excellents outils qui peuvent rendre vos tactiques de notation de prospects faciles \u00e0 ex\u00e9cuter.<\/p>\n<p>Vraiment.<\/p>\n<p>Bien s\u00fbr, cela peut \u00eatre complexe, surtout lorsque vous travaillez dans de grandes entreprises disposant de plusieurs canaux et points de contact \u00e0 suivre.<\/p>\n<p>Mais avec les bons outils, n\u2019importe quelle t\u00e2che peut \u00eatre rendue plus g\u00e9rable.<\/p>\n<p>Ici chez Honeypot, nous utilisons <a href=\"https:\/\/www.activecampaign.com\/\"><strong>Campagne active<\/strong><\/a> \u2013 pr\u00e9cis\u00e9ment en raison des outils d\u2019automatisation avanc\u00e9s dont ils disposent.<\/p>\n<p>Son utilisation est intuitive et constitue une fonctionnalit\u00e9 fantastique \u00e0 avoir lors de la configuration de campagnes de mailing.<\/p>\n<p><a href=\"https:\/\/mailchimp.com\/\"><strong>Mailchimp<\/strong><\/a> et <a href=\"https:\/\/www.salesforce.com\/\"><strong>Salesforce<\/strong><\/a> Ils disposent \u00e9galement d\u2019excellents outils qui peuvent vous aider \u00e0 configurer la notation des prospects et sont tr\u00e8s populaires dans le secteur.<\/p>\n<p>Jetons un \u0153il \u00e0 quelques exemples pour illustrer le processus.<\/p>\n<figure id=\"attachment_8094\" aria-describedby=\"caption-attachment-8094\" style=\"width: 610px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/lead scoring-1.png\"><img decoding=\"async\" class=\"none wp-image-8094\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/lead scoring-1.png\" alt=\"Exemple de tableau de notation des prospects avec une photo de la personnalit\u00e9 et 3 \u00e9tapes de balises de notation des prospects.\" width=\"610\" height=\"376\" \/><\/a><figcaption id=\"caption-attachment-8094\" class=\"wp-caption-text\">Dans cet exemple, Cindy est consid\u00e9r\u00e9e comme un prospect non qualifi\u00e9 car elle n\u2019a pas ouvert l\u2019e-mail qui lui a \u00e9t\u00e9 envoy\u00e9.<\/figcaption><\/figure>\n<p>&nbsp;<\/p>\n<figure id=\"attachment_8095\" aria-describedby=\"caption-attachment-8095\" style=\"width: 610px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/undefined-1.png\"><img decoding=\"async\" class=\"none wp-image-8095\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/undefined-1.png\" alt=\" \" width=\"610\" height=\"397\" \/><\/a><figcaption id=\"caption-attachment-8095\" class=\"wp-caption-text\">Dans cet exemple, Daniel a ouvert l&#039;e-mail, cr\u00e9\u00e9 un compte et t\u00e9l\u00e9charg\u00e9 un mod\u00e8le marketing. Comme il a effectu\u00e9 toutes les actions, il est consid\u00e9r\u00e9 comme un prospect hautement qualifi\u00e9.<\/figcaption><\/figure>\n<p>Comme vous pouvez le constater \u00e0 partir des deux exemples ci-dessus, le cadre de mise en place du lead scoring n\u2019a pas besoin d\u2019\u00eatre compliqu\u00e9.<\/p>\n<p>Dans ces exemples, nous suivons 3 \u00e9tapes de base.<\/p>\n<ul>\n<li>Ouverture de l&#039;email.<\/li>\n<li>Cr\u00e9er un compte sur Marketer Knows.<\/li>\n<li>T\u00e9l\u00e9chargement d&#039;un mod\u00e8le marketing.<\/li>\n<\/ul>\n<p>La troisi\u00e8me action pourrait \u00e9galement \u00eatre l\u2019inscription \u00e0 un cours particulier ou toute autre action effectu\u00e9e sur le site Web.<\/p>\n<p>En cr\u00e9ant ce flux, vous \u00eates en mesure de voir ce qui int\u00e9resse les gens et o\u00f9 cet int\u00e9r\u00eat diminue.<\/p>\n<p>Vous pouvez ensuite prendre toutes ces donn\u00e9es et affiner votre message marketing aupr\u00e8s de ces prospects afin de l&#039;aligner sur les \u00e9l\u00e9ments qui les int\u00e9ressaient le plus.<\/p>\n<p>Vous pouvez \u00e9galement segmenter les prospects non qualifi\u00e9s afin de ne pas perdre de temps \u00e0 essayer de vendre \u00e0 des prospects d\u00e9sint\u00e9ress\u00e9s, ce qui peut vous faire \u00e9conomiser beaucoup de temps, d&#039;efforts et d&#039;argent.<\/p>\n<h2>Tactiques avanc\u00e9es de notation des prospects<\/h2>\n<p>Selon la taille de l&#039;entreprise et le nombre de points de contact et de supports publicitaires avec lesquels un prospect peut interagir, la notation des prospects peut devenir assez complexe.<\/p>\n<p>Nous n&#039;entrerons pas trop en profondeur dans ce sujet pour le moment, mais examinons plut\u00f4t \u00e0 quoi ressemble la notation avanc\u00e9e des leads.<\/p>\n<figure id=\"attachment_8096\" aria-describedby=\"caption-attachment-8096\" style=\"width: 512px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/advanced-lead-scoring.png\"><img decoding=\"async\" class=\"none wp-image-8096\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/advanced-lead-scoring.png\" alt=\"Tableau de notation avanc\u00e9 des prospects montrant de nombreux points de contact et chemins \u00e0 suivre pour les prospects.\" width=\"512\" height=\"405\" \/><\/a><figcaption id=\"caption-attachment-8096\" class=\"wp-caption-text\">Cet exemple montre le cycle de vie du client avec l&#039;entreprise et les nombreux canaux et points de contact avec lesquels le prospect peut interagir, notamment les e-mails goutte \u00e0 goutte, les m\u00e9dias sociaux, le site Web et l&#039;engagement produit.<\/figcaption><\/figure>\n<p>L&#039;exemple ci-dessus va bien au-del\u00e0 des 3 points de contact de base des exemples pr\u00e9c\u00e9dents, en cartographiant l&#039;ensemble du cycle de vie du client - en d\u00e9taillant quand envoyer des e-mails goutte \u00e0 goutte, quand entretenir les prospects et quand conclure la vente.<\/p>\n<figure id=\"attachment_8097\" aria-describedby=\"caption-attachment-8097\" style=\"width: 512px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/Customer-life-cycle-chart.png\"><img decoding=\"async\" class=\"none wp-image-8097\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/Customer-life-cycle-chart.png\" alt=\"Roue du cycle de vie du client \u00e0 code couleur correspondant aux \u00e9tapes de l&#039;organigramme.\" width=\"512\" height=\"249\" \/><\/a><figcaption id=\"caption-attachment-8097\" class=\"wp-caption-text\">Cet exemple montre le cycle de vie du client et son score le long du diagramme de flux \u00e0 chaque \u00e9tape du cycle de vie.<\/figcaption><\/figure>\n<p>Voici un autre exemple de cycle de vie d\u2019un client, montrant le passage d\u2019un visiteur \u00e0 un client fid\u00e8le.<\/p>\n<p>En notant vos prospects, vous serez en mesure d&#039;identifier le moment o\u00f9 les entretenir et les guider plus loin dans l&#039;entonnoir de leur parcours client ; cela peut vous assurer de ne pas passer trop vite au discours de vente et de ne pas perdre vos prospects avant qu&#039;ils ne soient pr\u00eats \u00e0 acheter.<\/p>\n<p>Cela peut \u00e9galement aider \u00e0 faire avancer les prospects froids plus loin dans l&#039;entonnoir en les r\u00e9chauffant et en les nourrissant avec un contenu pr\u00e9cieux qui pourrait les aider dans leur d\u00e9cision d&#039;achat.<\/p>\n<h2>Tactiques pour nourrir, \u00e9duquer et convertir<\/h2>\n<p>Alors, que faire si vous avez un grand nombre de prospects \u00e0 faible score ? Comment faire pour inciter les prospects froids \u00e0 devenir des acheteurs ?<\/p>\n<p>Si vous segmentez vos prospects en \u00e9tapes froides, ti\u00e8des et chaudes, vous pouvez vous concentrer sur la production de contenu sp\u00e9cifique pour chaque \u00e9tape.<\/p>\n<p>Lorsqu&#039;un prospect est froid, vous devez vous concentrer sur son d\u00e9veloppement. Vous pouvez le faire en proposant des articles de blog, des FAQ, des invitations \u00e0 la communaut\u00e9 ou des vid\u00e9os de pr\u00e9sentation qui donnent au prospect plus d&#039;informations pour l&#039;aider \u00e0 prendre une d\u00e9cision \u00e9clair\u00e9e.<\/p>\n<p>Une fois que le prospect s&#039;est \u00e9chauff\u00e9 et montre de l&#039;int\u00e9r\u00eat, vous souhaitez proposer davantage de contenu \u00e9ducatif, comme des d\u00e9monstrations de produits, des invitations \u00e0 des webinaires et des t\u00e9moignages.<\/p>\n<p>Cela contribuera \u00e0 renforcer la valeur de votre produit ou service, \u00e0 montrer au prospect comment vous pouvez l\u2019aider \u00e0 r\u00e9soudre ses probl\u00e8mes et \u00e0 voir ce que d\u2019autres personnes ont ressenti \u00e0 propos de leur achat ou de leur interaction avec votre marque.<\/p>\n<p>La derni\u00e8re \u00e9tape consiste \u00e0 agir tant que le prospect est int\u00e9ress\u00e9. C&#039;est \u00e0 ce moment-l\u00e0 que vous souhaitez pr\u00e9senter votre vente, proposer des remises, des consultations gratuites ou des offres group\u00e9es de produits, en fonction de ce qui int\u00e9ressait le prospect.<\/p>\n<p>Voici un joli petit visuel qui d\u00e9compose les 3 \u00e9tapes, avec des exemples du contenu qui fonctionne le mieux \u00e0 chaque \u00e9tape.<\/p>\n<p><a href=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/undefined-2.png\"><img decoding=\"async\" class=\"aligncenter wp-image-8098\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/undefined-2.png\" alt=\" \" width=\"512\" height=\"241\" \/><\/a><\/p>\n<h2>Les 3 principaux points \u00e0 retenir<\/h2>\n<ol>\n<li>Le Lead Scoring vous indique quels publics sont les plus susceptibles de passer d&#039;un prospect \u00e0 une vente et o\u00f9 concentrer le plus vos efforts de marketing et de vente.<\/li>\n<li>Passez en revue votre processus de flux de prospects pour d\u00e9tecter les abandons importants, les faibles taux de conversion et les opportunit\u00e9s de personnalisation accrue du marketing.<\/li>\n<li>Travaillez aux c\u00f4t\u00e9s de votre \u00e9quipe de vente pour obtenir des informations sur la qualit\u00e9 des prospects et soutenir la conversion en vente.<\/li>\n<\/ol>\n<h2>C&#039;est fini<\/h2>\n<p>Le d\u00e9marrage peut parfois \u00eatre la partie la plus difficile de la notation des prospects, car vous pouvez potentiellement avoir une tonne de points de contact \u00e0 prendre en compte.<\/p>\n<p>Une fois la configuration termin\u00e9e, il sera beaucoup plus facile pour votre \u00e9quipe de surveiller, segmenter et \u00e9valuer vos prospects, vous permettant ainsi de vous concentrer sur les prospects les plus qualifi\u00e9s.<\/p>\n<p>Cela permettra d&#039;\u00e9conomiser \u00e9norm\u00e9ment de temps et de ressources, g\u00e9n\u00e9ralement gaspill\u00e9es \u00e0 courir apr\u00e8s des prospects froids qui ne se convertiront jamais.<\/p>\n<p>Nous esp\u00e9rons que vous avez trouv\u00e9 ici quelque chose d&#039;utile et que vous avez appr\u00e9ci\u00e9 la lecture, et comme toujours, nous vous laisserons avec d&#039;autres ressources \u00e0 consulter.<\/p>\n<p>Merci d&#039;avoir lu !<\/p>\n<p>Restez en s\u00e9curit\u00e9. Restez en bonne sant\u00e9.<\/p>\n<p><strong>Notation des leads 101\u00a0: comment utiliser les donn\u00e9es pour calculer un score de lead de base<\/strong><a href=\"https:\/\/blog.hubspot.com\/marketing\/lead-scoring-instructions\" rel=\"noopener noreferrer\" target=\"_blank\"><\/a> \u2013 Un aper\u00e7u complet des bases de la notation des prospects, du concept de notation des prospects et du processus de mise en place de celle-ci.<\/p>\n<p><strong>Le guide complet de l&#039;\u00e9valuation des qualifications des prospects<\/strong><a href=\"https:\/\/www.ventureharbour.com\/lead-qualification-scoring-guide\/\" rel=\"noopener noreferrer\" target=\"_blank\"><\/a> \u2013 Un excellent article qui aborde les principes de base de la notation des leads et de la compr\u00e9hension de la qualit\u00e9 et de la valeur des leads.<\/p>\n<p><strong>13 bonnes pratiques de notation des leads pour am\u00e9liorer la qualit\u00e9 des leads<\/strong><a href=\"https:\/\/www.agilecrm.com\/blog\/lead-scoring-best-practices\/\" rel=\"noopener noreferrer\" target=\"_blank\"><\/a> \u2013 Du contenu int\u00e9ressant avec une tonne d\u2019infographies pratiques et de bonnes pratiques \u00e0 prendre en compte.<\/p>\n<p><strong>Le guide du d\u00e9butant pour la notation des prospects<\/strong><a href=\"https:\/\/blog.zoominfo.com\/lead-scoring\/\" rel=\"noopener noreferrer\" target=\"_blank\"><\/a> \u2013 Comme le titre l&#039;indique, il s&#039;agit d&#039;un guide d&#039;initiation \u00e0 la notation des leads qui parle de la cr\u00e9ation de profils d&#039;acheteurs et des points de donn\u00e9es \u00e0 noter.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-7256\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/horizontal-logo-1.png\" alt=\"abeille pot de miel\" width=\"41\" height=\"49\" \/><\/p>","protected":false},"excerpt":{"rendered":"<p>Le lead scoring peut changer la donne en mati\u00e8re d&#039;acquisition de leads, et cette semaine, nous parlons de tactiques de lead scoring qui vous permettront de concentrer votre temps sur les leads les plus susceptibles de se convertir en clients r\u00e9els. Il s&#039;agit en quelque sorte d&#039;une suite, ou d&#039;un article compl\u00e9mentaire \u00e0 notre blog pr\u00e9c\u00e9dent, que vous pouvez trouver ici,\u2026<\/p>","protected":false},"author":4,"featured_media":8099,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","om_disable_all_campaigns":false,"_uag_custom_page_level_css":"","_kad_blocks_custom_css":"","_kad_blocks_head_custom_js":"","_kad_blocks_body_custom_js":"","_kad_blocks_footer_custom_js":"","_monsterinsights_skip_tracking":false,"wpai_generated_summary":"","_kadence_starter_templates_imported_post":false,"_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"_kad_post_classname":"","wpai_meta_description":"","footnotes":""},"categories":[40],"tags":[89,93,51,49,123,70,90,284],"class_list":["post-8090","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-digital-marketing","tag-digital-marketing","tag-digital-marketing-strategy","tag-email-marketing","tag-how-to","tag-marketing","tag-marketing-strategy","tag-marketing-tips","tag-small-business"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 5.0.1.1 - aioseo.com -->\n\t<meta name=\"description\" content=\"Lead scoring can change the game of acquiring leads, and this week we&#039;re talking about lead scoring tactics that will allow you to focus your time on leads who are more likely to convert into actual customers. 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