{"id":53,"date":"2021-04-14T12:10:21","date_gmt":"2021-04-14T10:10:21","guid":{"rendered":"https:\/\/funnel.coffee\/blog\/?p=53"},"modified":"2021-07-03T12:20:27","modified_gmt":"2021-07-03T10:20:27","slug":"lead-prospect-quelles-differences","status":"publish","type":"post","link":"https:\/\/funnel.coffee\/blog\/2021\/04\/14\/lead-prospect-quelles-differences\/","title":{"rendered":"Lead, prospect, quelles diff\u00e9rences\u00a0?"},"content":{"rendered":"\n

Prospect et lead, deux mots si proches et pourtant si \u00e9loign\u00e9s. Si le second peut se traduire comme le premier, la diff\u00e9rence est notable entre ces deux termes, bases du marketing. Un lead, c\u2019est une personne lambda, un premier contact sur lequel les informations que vous poss\u00e9dez sont tr\u00e8s faibles. Cette personne a manifest\u00e9 une premi\u00e8re approche vers votre entreprise mais n\u2019est pas encore d\u00e9termin\u00e9e \u00e0 consommer chez vous.<\/p>\n\n\n\n

Ce n\u2019est pas encore un potentiel client, donc ce n\u2019est pas encore un prospect. Il va le devenir lorsque vous jugerez n\u00e9cessaire et pertinent de le confier \u00e0 un commercial. Le prospect est \u00e0 un stade beaucoup plus avanc\u00e9 du recrutement, souvent identifi\u00e9 gr\u00e2ce \u00e0 un bon funnel marketing.<\/p>\n\n\n\n

Le r\u00f4le de \u00ab qualification \u00bb du commercial<\/h2>\n\n\n\n

Un prospect est ensuite consid\u00e9r\u00e9 comme \u00ab qualifi\u00e9 \u00bb lorsque votre commercial a obtenu un rendez-vous ou a pu \u00e9tablir une probabilit\u00e9 forte d\u2019achat de ce prospect. Dans une activit\u00e9 de B2B, votre commercial va avoir pour mission de \u00ab qualifier \u00bb les leads, recrut\u00e9s et trouv\u00e9s lors des campagnes publicitaires, en prospects afin de faire fructifier la derni\u00e8re campagne. <\/p>\n\n\n\n

Aujourd\u2019hui, avec d\u2019excellentes m\u00e9thodes de funnel marketing ou d\u2019inbound marketing; Il est beaucoup plus facile qu\u2019auparavant de s\u00e9lectionner les meilleurs leads possibles. Vos commerciaux en savent dor\u00e9navant beaucoup sur votre client, par quels contenus il est int\u00e9ress\u00e9 par exemple, et pourront l\u2019aborder de la meilleure des mani\u00e8res, au bon moment.<\/p>\n\n\n\n

Ensuite, votre commercial n\u2019a plus qu\u2019\u00e0 transformer l\u2019essai en concr\u00e9tisant le projet et en faisant passer le prospect en client. Une bonne communication entre les services marketing et commercial est alors essentielle dans la r\u00e9ussite de la transformation d\u2019un lead en prospect pour finir comme un client. Cette r\u00e9ussite d\u00e9pend en grande partie de la force de votre tunnel d\u2019acquisition. Plus il est complet et pr\u00e9cis dans la recherche des leads, plus votre commercial saura cibler au mieux un prospect et donc le d\u00e9finir comme un potentiel client.<\/p>\n\n\n\n

Votre Pipe commercial<\/h2>\n\n\n\n

L’ensemble des CRM et SaaS marketing vous permettent de visualiser votre entonnoir de conversion et ainsi distinguer les barri\u00e8res du cycle : Contacts > Leads > Prospects > Clients.<\/p>\n\n\n\n

\"\"
La fonction \u00c9clairages sur le CRM PipeDrive<\/figcaption><\/figure>\n\n\n\n

Pour les utilisateurs de PipeDrive, voici un tuto qui devrait vous int\u00e9resser \ud83d\udd25<\/strong>
\ud83d\udc49 https:\/\/support.pipedrive.com\/en\/article\/insights-reports-deal-conversion<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Prospect et lead, deux mots si proches et pourtant si \u00e9loign\u00e9s. Si le second peut se traduire comme le premier, la diff\u00e9rence est notable entre ces deux termes, bases du marketing. Un lead, c\u2019est une personne lambda, un premier contact sur lequel les informations que vous poss\u00e9dez sont tr\u00e8s faibles. Cette personne a manifest\u00e9 une<\/p>\n","protected":false},"author":1,"featured_media":54,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6,3],"tags":[],"class_list":{"0":"post-53","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-marketing","8":"category-webmarketing"},"yoast_head":"\nLead, prospect, quelles diff\u00e9rences\u00a0? | Funnel Coffee (le blog)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/funnel.coffee\/blog\/2021\/04\/14\/lead-prospect-quelles-differences\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Lead, prospect, quelles diff\u00e9rences\u00a0? | Funnel Coffee (le blog)\" \/>\n<meta property=\"og:description\" content=\"Prospect et lead, deux mots si proches et pourtant si \u00e9loign\u00e9s. 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