In this Q&A webinar, Fabien Comtet, CEO of KESTIO, will answer all your questions about commercial prospecting during this complicated period.

It will answer this specific problem on the subject of commercial prospecting: How to develop the link and interest of prospects when they seem unreachable and untouchable? 

Customers today make business development more difficult 

Indeed, the customer is less available and more wary of commercial actions. In 2007, it took an average of 3.7 cold call attempts before a prospect was reached. Today it takes 8.

Furthermore, among B-to-B buyers, 80% think that salespeople do not understand their business.

It is therefore becoming essential and vital for companies today to understand the keys to business development.

To begin with, Fabien Comtet invites you to ask yourself a question: In the current period, if you were in the place of your prospect, would you be interested and ready to buy your product or service? 

You can find out the best possible answer by watching this webinar.

Questions on commercial prospecting

"Should you prospect through digital?" 

"How do you interest a prospect who doesn't need more suppliers than they already have? “

"How do I reach people in telework? You will reply to me by email, but the email may or may not be read and we need an exchange."

"Should we prospect 'in the hard' on our target (emailing, calls, ...) or go towards more qualified prospects (having shown their interest in our subject on social networks, for example)."

If you want to know the answers to all these questions, we invite you to watch this webinar in which Fabien Comtet answers all your questions about commercial prospecting.

Commercial prospecting: Lead Generation 

It is essential to know what phase of interest your prospect is in.

The question is: do I wait until they have a need or do I generate or stimulate interest? 

The following are the different phases of contact that should be taken into consideration when developing a sales prospecting strategy: 

• Awareness: the objective of sales staff is therefore to attract
• Consideration: the objective of sales people is to convert
• Buying: the objective of salespeople is to sell
• Usage: the objective of sales staff is to build loyalty

To go further, we invite you to consult this article on the 6 levers to activate to remain in control of your commercial success.