Sales prospecting is an essential lever for company growth and development. It helps identify potential new customers, develop the portfolio and increase sales.
Sedentary salespeople work mainly remotely, using communication tools such as the telephone, e-mail and videoconferencing. Their role is to develop and manage remote customer relations, through regular prospecting. They are responsible for qualifying leads, presenting products or services and negotiating contracts. This job requires excellent listening skills, good elocution and mastery of CRM (Customer Relationship Management) tools.
Unlike the sedentary salesperson, the field salesperson travels to meet prospects and customers. They organize meetings, present the company's products or services and negotiate contracts directly. This job requires a high degree of autonomy, a keen sense of negotiation and the ability to build trusting face-to-face relationships. Field salespeople must also be able to manage their diaries and travel effectively.
Key Account Sales focuses on managing strategic customers, i.e. companies with high sales potential. Their aim is to build lasting relationships of trust with these customers, and to negotiate large-scale contracts. This role requires an in-depth understanding of the specific needs of key accounts, the ability to draw up tailor-made proposals, and excellent skills in complex negotiation.
The Business Developer, or BD, is in charge of identifying new market opportunities and finding growth levers for the company. They analyze the business sector, prospect for potential customers and set up strategic partnerships. This job requires a high level of analytical skills, strategic vision and the ability to innovate. The Business Developer must also be at ease with data analysis tools and competitive intelligence techniques.
The hunter salesperson's main mission is to acquire new customers by actively prospecting. Unlike a loyalty salesperson, who focuses on retaining existing customers, the hunter salesperson moves rapidly from one prospect to another once the sale has been made. This role requires great determination, the ability to bounce back from rejections and an excellent knowledge of active prospecting techniques.
As head of sales, the Sales Manager supervises a team of sales representatives. He or she sets prospecting targets, analyzes team performance and implements strategies to optimize sales development. The Sales Manager must have skills in management, data analysis and sales strategy development. He plays a key role in motivating and training his team.
The Growth Hacker combines marketing and data analysis techniques to optimize a company's growth. He or she uses innovative and often automated methods to attract and convert prospects, exploiting mainly digital and social networks. This profession requires a high level of creativity, mastery of data analysis tools and the ability to experiment rapidly with new ideas. Growth Hackers must also be able to measure the impact of their actions and adjust their strategies accordingly.
Each profession involved in this activity adopts a specific approach depending on the objectives and type of customer targeted. Whether through direct interaction, digital tools or innovative strategies, these professionals play a key role in the expansion and sustainability of businesses.
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