{"id":9635,"date":"2022-05-20T18:07:17","date_gmt":"2022-05-20T22:07:17","guid":{"rendered":"https:\/\/honeypotmarketing.com\/?p=9635"},"modified":"2024-09-24T22:43:21","modified_gmt":"2024-09-25T02:43:21","slug":"sell-complex-solutions-and-foster-relationships","status":"publish","type":"post","link":"https:\/\/honeypotmarketing.com\/fr\/abm\/sell-complex-solutions-and-foster-relationships\/","title":{"rendered":"Vendre des solutions B2B complexes et favoriser les relations"},"content":{"rendered":"<iframe width=\"100%\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/8HjzKr2Fg\" title=\"Comment vendre des solutions B2B complexes et entretenir des relations avec Anka Wimbush de Buckland Logistics\" 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=\"Selling Complex B2B Solutions and Fostering Relationships\" \/><meta itemprop=\"uploadDate\" content=\"2022-05-20T18:07:17-04:00\" \/><meta itemprop=\"encodingFormat\" content=\"\" \/><meta itemprop=\"description\" content=\"Have you ever wondered what goes into the engagement process of the B2B space?The world of B-2-B solutions can be very intricate.Selling in the B2B space is very different than B2C or product-driven spaces. Relationships are complex, every engagemen...\" \/><meta itemprop=\"contentUrl\" content=\"https:\/\/media.blubrry.com\/digital_marketing_honeypot\/mc.blubrry.com\/digital_marketing_honeypot\/17430-1652900872382_restream.m4a?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=\"57.0\" \/><iframe src=\"https:\/\/player.blubrry.com\/?media_url=https%3A%2F%2Fmedia.blubrry.com%2Fdigital_marketing_honeypot%2Fmc.blubrry.com%2Fdigital_marketing_honeypot%2F17430-1652900872382_restream.m4a%3FawCollectionId%3D1033945%26amp%3Baw_0_azn.pgenre%3DBusiness%26amp%3Baw_0_1st.ri%3Dblubrry%26amp%3Baw_0_azn.pcountry%3DCA%26amp%3Baw_0_azn.planguage%3Den-ca%26amp%3Bcat_exclude%3DIAB1-8%252CIAB1-9%252CIAB7-41%252CIAB8-5%252CIAB8-18%252CIAB11-4%252CIAB23%252CIAB24%252CIAB25%252CIAB26%26amp%3Baw_0_cnt.rss%3Dhttps%253A%252F%252Fhoneypotmarketing.com%252Ffeed%252Fpodcast%252F&amp;modern=1&amp;podcast_link=https%3A%2F%2Fhoneypotmarketing.com%2Ffr%2Fabm%2Fsell-complex-solutions-and-foster-relationships%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\/17430-1652900872382_restream.m4a?awCollectionId=1033945&amp;amp;aw_0_azn.pgenre=Business&amp;amp;aw_0_1st.ri=blubrry&amp;amp;aw_0_azn.pcountry=CA&amp;amp;aw_0_azn.planguage=en-ca&amp;amp;cat_exclude=IAB1-8%2CIAB1-9%2CIAB7-41%2CIAB8-5%2CIAB8-18%2CIAB11-4%2CIAB23%2CIAB24%2CIAB25%2CIAB26&amp;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=9635-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\/17430-1652900872382_restream.m4a?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=\"17430-1652900872382_restream.m4a?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>\n<p>Vous \u00eates-vous d\u00e9j\u00e0 demand\u00e9 ce qui se cache derri\u00e8re le processus d\u2019engagement de l\u2019espace B2B ?<br class=\"\"><br class=\"\"><span class=\"\">Le monde des solutions B-2-B peut \u00eatre tr\u00e8s complexe.<\/span><br class=\"\"><br class=\"\">La vente dans le secteur B2B est tr\u00e8s diff\u00e9rente de la vente B2C ou des espaces ax\u00e9s sur les produits. Les relations sont complexes, chaque engagement est unique et n\u00e9cessite une \u00e9quipe de parties prenantes plus complexe.<\/p>\n\n\n\n<p><span class=\"\">Cette semaine, notre invit\u00e9e sp\u00e9ciale, Anka Wimbush, nous rejoint dans le Live.<br class=\"\"><br class=\"\">Anka est responsable des comptes nationaux chez Buckland Customs Brokers, et ensemble, nous parlerons du d\u00e9veloppement de relations dans le domaine de la logistique, de la mani\u00e8re dont ils utilisent le contenu pour stimuler l&#039;engagement et de la fa\u00e7on dont la vente sociale peut \u00eatre beaucoup plus facile que vous ne le pensez.<br class=\"\"><br class=\"\">Il ne s&#039;agit pas seulement d&#039;obtenir le client, mais de conserver la relation avec le client. Anka va nous expliquer comment elle anticipe les probl\u00e8mes potentiels et les aborde de front en les r\u00e9solvant.<br class=\"\"><br class=\"\">Comment vendre des solutions B2B complexes et entretenir des relations avec Anka Wimbush de Buckland Logistics.<\/span><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Informations sur les ventes et la gestion des clients<\/strong><\/h3>\n\n\n\n<p>En tant que gestionnaire de compte, les r\u00f4les sont parfois r\u00e9partis entre deux parties : les ventes et la gestion des clients.<\/p>\n\n\n\n<p>Parce que la croissance de l&#039;entreprise est n\u00e9cessaire, il est important de veiller \u00e0 ce que la transition se fasse agr\u00e9ablement et que le client soit satisfait et reste fid\u00e8le \u00e0 ses principes.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/image-22-1024x442.png\" alt=\"client management\" class=\"wp-image-9636\"\/><\/figure>\n<\/div>\n\n\n<p><\/p>\n\n\n\n<p>Il y a de nombreuses choses qui retiennent les gens, notamment la complexit\u00e9 de l\u2019abonnement \u00e0 des services suppl\u00e9mentaires.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Construire votre r\u00e9seau<\/strong><\/h3>\n\n\n\n<p>L&#039;un des tr\u00e8s <span class=\"transcript-snippet__content__body__word\">simple<\/span> <span class=\"transcript-snippet__content__body__word\">et<\/span> <span class=\"transcript-snippet__content__body__word\">subtil<\/span> <span class=\"transcript-snippet__content__body__word\">approches<\/span> <span class=\"transcript-snippet__content__body__word\">\u00e0<\/span> <span class=\"transcript-snippet__content__body__word\">b\u00e2timent<\/span> <span class=\"transcript-snippet__content__body__word\">un<\/span> <span class=\"transcript-snippet__content__body__word\">r\u00e9seau<\/span> <span class=\"transcript-snippet__content__body__word\">sur<\/span> <span class=\"transcript-snippet__content__body__word\">temps,<\/span> <span class=\"transcript-snippet__content__body__word\">prise<\/span> <span class=\"transcript-snippet__content__body__word\">\u00e0 grignoter<\/span> <span class=\"transcript-snippet__content__body__word\">pi\u00e8ces<\/span> <span class=\"transcript-snippet__content__body__word\">de<\/span> <span class=\"transcript-snippet__content__body__word\">contenu<\/span> <span class=\"transcript-snippet__content__body__word\">et<\/span> <span class=\"transcript-snippet__content__body__word\">en continu<\/span> <span class=\"transcript-snippet__content__body__word\">partage<\/span> <span class=\"transcript-snippet__content__body__word\">eux<\/span> <span class=\"transcript-snippet__content__body__word\">dans<\/span> <span class=\"transcript-snippet__content__body__word\">un<\/span> <span class=\"transcript-snippet__content__body__word\">chemin<\/span> <span class=\"transcript-snippet__content__body__word\">que<\/span> <span class=\"transcript-snippet__content__body__word\">n&#039;est pas<\/span> <span class=\"transcript-snippet__content__body__word\">aussi<\/span> <span class=\"transcript-snippet__content__body__word\">arrogant<\/span> <span class=\"transcript-snippet__content__body__word\">ou<\/span> <span class=\"transcript-snippet__content__body__word\">pressage.<\/span><\/p>\n\n\n\n<p>Par exemple, lorsque vous avez besoin d\u2019un outil en ligne ou d\u2019un guide, <span class=\"transcript-snippet__content__body__word\">toi<\/span> <span class=\"transcript-snippet__content__body__word\">avoir<\/span> <span class=\"transcript-snippet__content__body__word\">\u00e0<\/span> <span class=\"transcript-snippet__content__body__word\">faire<\/span> <span class=\"transcript-snippet__content__body__word\">est<\/span> <span class=\"transcript-snippet__content__body__word\">juste<\/span> <span class=\"transcript-snippet__content__body__word\">mettre<\/span> <span class=\"transcript-snippet__content__body__word\">dans<\/span> <span class=\"transcript-snippet__content__body__word\">ton<\/span> <span class=\"transcript-snippet__content__body__word\">e-mail<\/span> <span class=\"transcript-snippet__content__body__word\">adresse<\/span> <span class=\"transcript-snippet__content__body__word\">et<\/span> <span class=\"transcript-snippet__content__body__word\">\u00e7a va<\/span> <span class=\"transcript-snippet__content__body__word\">obtenir<\/span> <span class=\"transcript-snippet__content__body__word\">envoy\u00e9 par courriel<\/span> <span class=\"transcript-snippet__content__body__word\">\u00e0<\/span> <span class=\"transcript-snippet__content__body__word\">toi.&nbsp;<\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/image-23-1024x535.png\" alt=\"Building A Network\" class=\"wp-image-9637\"\/><\/figure>\n<\/div>\n\n\n<p><\/p>\n\n\n\n<p>Mais l&#039;\u00e9quipe marketing a votre adresse e-mail afin de pouvoir commencer \u00e0 vous entretenir par e-mail en vous envoyant un e-mail de remerciement et si vous avez des questions, vous pouvez contacter l&#039;entreprise.<\/p>\n\n\n\n<p>C\u2019est ainsi que les entreprises \u00e9liminent les points sensibles et \u00e9tablissent finalement une connexion avec leur public.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Comment favoriser les relations ?<\/strong><\/h3>\n\n\n\n<p>Pour entretenir des relations avec les clients, les entreprises doivent vraiment rester en contact avec eux, en r\u00e9pondant aux questions qu\u2019ils se posent afin que les entreprises puissent comprendre o\u00f9 se situent les points sensibles.<\/p>\n\n\n\n<p>L\u2019essentiel est d\u2019\u00e9couter le client et de lui proposer ensuite de bonnes solutions.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/image-24.png\" alt=\"Foster Relationships\" class=\"wp-image-9638\"\/><\/figure>\n<\/div>\n\n\n<p><\/p>\n\n\n\n<p>Les entreprises doivent s\u2019assurer qu\u2019elles disposent de la bonne \u00e9quipe et que le client sent que cela a du sens et que cela fonctionnera correctement.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>\u00c0 quelle fr\u00e9quence consulter la biblioth\u00e8que de contenu\u00a0?<\/strong><\/h3>\n\n\n\n<p>En tant qu\u2019entreprise, il est important de disposer d\u2019une biblioth\u00e8que de contenu et d\u2019y jeter un \u0153il de temps en temps.<\/p>\n\n\n\n<p>Cela peut \u00eatre un d\u00e9clencheur de conversation pour les nouveaux utilisateurs et un guide utile pour vos clients actuels.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/image-26.png\" alt=\"Content Library\" class=\"wp-image-9640\"\/><\/figure>\n<\/div>\n\n\n<p><\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p>Les entreprises peuvent partager ces informations gratuitement, ce qui, en retour, incitera les clients potentiels \u00e0 penser \u00e0 la facilit\u00e9 avec laquelle l&#039;entreprise partage le contenu.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Comment r\u00e9soudre les probl\u00e8mes avec les clients ?<\/strong><\/h3>\n\n\n\n<p><span class=\"transcript-snippet__content__body__word\">C&#039;est<\/span> <span class=\"transcript-snippet__content__body__word\">en fait<\/span> <span class=\"transcript-snippet__content__body__word\">conserver<\/span> <span class=\"transcript-snippet__content__body__word\">un<\/span> <span class=\"transcript-snippet__content__body__word\">client<\/span> <span class=\"transcript-snippet__content__body__word\">est<\/span> <span class=\"transcript-snippet__content__body__word\">plus<\/span> <span class=\"transcript-snippet__content__body__word\">difficile<\/span> <span class=\"transcript-snippet__content__body__word\">que<\/span> <span class=\"transcript-snippet__content__body__word\">en fait<\/span> <span class=\"transcript-snippet__content__body__word\">obtenir<\/span> <span class=\"transcript-snippet__content__body__word\">le<\/span> <span class=\"transcript-snippet__content__body__word\">client.<\/span><\/p>\n\n\n\n<p>Voici comment vous pouvez r\u00e9soudre les conflits avec les clients\u00a0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Rassurez les clients frustr\u00e9s qu\u2019ils sont parfaitement compris.<\/li>\n\n\n\n<li>Pratiquez l\u2019\u00e9coute attentive lors de vos interactions avec les clients.<\/li>\n\n\n\n<li>Pratiquez l\u2019optimisme et la positivit\u00e9 dans votre communication avec les clients.<\/li>\n\n\n\n<li>Rassurer les clients sur les transferts n\u00e9cessaires.<\/li>\n<\/ul>\n\n\n\n<p>Il est important de d\u00e9couvrir le probl\u00e8me fondamental et de le r\u00e9soudre avec une bonne solution.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/image-25.png\" alt=\"Resolving a client issue\" class=\"wp-image-9639\"\/><\/figure>\n<\/div>\n\n\n<p><\/p>\n\n\n\n<p>Assurez-vous d\u2019\u00e9tablir un lien de confiance avec vos clients et essayez de leur fournir des solutions assez rapidement, en fonction des circonstances.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>C&#039;est fini !<\/strong><\/h3>\n\n\n\n<p>Nous tenons \u00e0 remercier Anka Wimbus de Buckland Logistics de nous avoir rejoint dans cet \u00e9pisode de Live at the Hive.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/honeypotmarketing.com\/wp-content\/uploads\/image-27.png\" alt=\"\" class=\"wp-image-9641\"\/><\/figure>\n<\/div>\n\n\n<p><\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p><span class=\"transcript-snippet__content__body__word\">Buckland Logistics propose<\/span> <span class=\"transcript-snippet__content__body__word\">le<\/span> <span class=\"transcript-snippet__content__body__word\">services<\/span> <span class=\"transcript-snippet__content__body__word\">de<\/span> <span class=\"transcript-snippet__content__body__word\">douane<\/span> <span class=\"transcript-snippet__content__body__word\">courtage<\/span> <span class=\"transcript-snippet__content__body__word\">est<\/span> <span class=\"transcript-snippet__content__body__word\">un<\/span> <span class=\"transcript-snippet__content__body__word\">de<\/span> <span class=\"transcript-snippet__content__body__word\">notre<\/span> <span class=\"transcript-snippet__content__body__word\">principal<\/span> <span class=\"transcript-snippet__content__body__word\">composants.<\/span> Ils fournissent des services partout <span class=\"transcript-snippet__content__body__word\">Canada,<\/span> <span class=\"transcript-snippet__content__body__word\">NOUS<\/span> <span class=\"transcript-snippet__content__body__word\">et<\/span> <span class=\"transcript-snippet__content__body__word\">Mexique.<\/span><\/p>\n\n\n\n<p><span class=\"transcript-snippet__content__body__word\">Et<\/span> ils <span class=\"transcript-snippet__content__body__word\">aussi<\/span> <span class=\"transcript-snippet__content__body__word\">fournir<\/span> <span class=\"transcript-snippet__content__body__word\">le<\/span> <span class=\"transcript-snippet__content__body__word\">fret<\/span> <span class=\"transcript-snippet__content__body__word\">morceau<\/span> <span class=\"transcript-snippet__content__body__word\">de<\/span> <span class=\"transcript-snippet__content__body__word\">il<\/span> <span class=\"transcript-snippet__content__body__word\">comme<\/span> <span class=\"transcript-snippet__content__body__word\">Bien.<\/span> <span class=\"transcript-snippet__content__body__word\">Et<\/span> <span class=\"transcript-snippet__content__body__word\">c&#039;est<\/span> <span class=\"transcript-snippet__content__body__word\">n&#039;importe lequel<\/span> <span class=\"transcript-snippet__content__body__word\">mode<\/span> <span class=\"transcript-snippet__content__body__word\">de<\/span> <span class=\"transcript-snippet__content__body__word\">transport<\/span> <span class=\"transcript-snippet__content__body__word\">via<\/span> <span class=\"transcript-snippet__content__body__word\">air<\/span> <span class=\"transcript-snippet__content__body__word\">oc\u00e9an<\/span> <span class=\"transcript-snippet__content__body__word\">camion<\/span> <span class=\"transcript-snippet__content__body__word\">rail.<\/span><\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<p>&nbsp;<\/p>\n\n\n\n<div>&nbsp;<\/div>\n\n\n\n<div>&nbsp;<\/div>","protected":false},"excerpt":{"rendered":"<p>Vous \u00eates-vous d\u00e9j\u00e0 demand\u00e9 ce qui se cache derri\u00e8re le processus d&#039;engagement dans l&#039;espace B2B ? Le monde des solutions B2B peut \u00eatre tr\u00e8s complexe. La vente dans l&#039;espace B2B est tr\u00e8s diff\u00e9rente de celle dans les espaces B2C ou ax\u00e9s sur les produits. Les relations sont complexes, chaque engagement est unique et n\u00e9cessite une \u00e9quipe de parties prenantes plus complexe. 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