{"id":73668,"date":"2023-02-03T08:55:58","date_gmt":"2023-02-03T07:55:58","guid":{"rendered":"https:\/\/visionarymarketing.com\/?p=73668"},"modified":"2023-04-05T11:00:07","modified_gmt":"2023-04-05T09:00:07","slug":"vente-indirecte","status":"publish","type":"post","link":"https:\/\/visionarymarketing.com\/fr\/2023\/02\/03\/vente-indirecte\/","title":{"rendered":"Vente indirecte : la formation des r\u00e9seaux de revente"},"content":{"rendered":"<p><i>En vente indirecte, la formation des r\u00e9seaux de revente est un sujet majeur, notamment dans le domaine de la high-tech. Pour bien <a href=\"https:\/\/visionarymarketing.com\/fr\/2007\/09\/strategies-alliances-b2b\/\">ex\u00e9cuter un programme\u00a0d&rsquo;animation<\/a> d&rsquo;un r\u00e9seau de revente, il convient d&rsquo;animer celui-ci et\u00a0pour ce faire, un programme de formation efficace et adapt\u00e9 est indispensable. Nous\u00a0expliquons ici les \u00e9tapes essentielles\u00a0d&rsquo;un bon programme d&rsquo;animation des partenariats. Avec en prime le replay de notre \u00e9v\u00e9nement du 24\/01\/23. Ce d\u00e9bat fut organis\u00e9 par\u00a0<\/i><em>Visionary Marketing et\u00a0#SocialSellingForum en partenariat (#transparence) avec l&rsquo;\u00e9diteur de LMS Cornerstone.\u00a0<\/em><\/p>\n<h2>Formation des r\u00e9seaux de revente en vente indirecte<\/h2>\n<figure id=\"attachment_73806\" aria-describedby=\"caption-attachment-73806\" style=\"width: 520px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"size-full wp-image-73806\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/reseaux-de-revendeurs.jpg\" alt=\"r\u00e9seaux de revente\" width=\"520\" height=\"340\" srcset=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/reseaux-de-revendeurs.jpg 520w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/reseaux-de-revendeurs-459x300.jpg 459w\" sizes=\"(max-width: 520px) 100vw, 520px\" \/><figcaption id=\"caption-attachment-73806\" class=\"wp-caption-text\">Pourquoi et comment former ses r\u00e9seaux de revente dans un programme de vente indirecte ? Un panel de 5 experts s\u2019est exprim\u00e9 sur le sujet dans le cadre d&rsquo;un \u00e9v\u00e9nement live organis\u00e9 avec notre partenaire Cornerstone.<\/figcaption><\/figure>\n<p><!--more--><\/p>\n<h3>\u00c9v\u00e9nement sur la formation des membres de la franchise avec un panel d&rsquo;experts de la vente indirecte<\/h3>\n<figure id=\"attachment_73803\" aria-describedby=\"caption-attachment-73803\" style=\"width: 850px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-73803 size-full\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/4-resellers-graphisme-restream-1920-1080-e1675403149109.jpg\" alt=\"r\u00e9seaux de vente \" width=\"850\" height=\"479\" srcset=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/4-resellers-graphisme-restream-1920-1080-e1675403149109.jpg 850w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/4-resellers-graphisme-restream-1920-1080-e1675403149109-500x282.jpg 500w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/4-resellers-graphisme-restream-1920-1080-e1675403149109-768x433.jpg 768w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2023\/02\/4-resellers-graphisme-restream-1920-1080-e1675403149109-390x220.jpg 390w\" sizes=\"(max-width: 850px) 100vw, 850px\" \/><figcaption id=\"caption-attachment-73803\" class=\"wp-caption-text\">Comment former ses r\u00e9seaux de revente : un d\u00e9bat organis\u00e9 par Visionary Marketing et #SocialSellingForum<\/figcaption><\/figure>\n<p><iframe title=\"Comment #former vos r\u00e9seaux de vente pour vendre plus et mieux?\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/pa9dwFUm8mk?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h3>Les points importants \u00e0 retenir de cette session sur la formation des r\u00e9seaux de vente<\/h3>\n<p>L&rsquo;\u00e9diteur de solutions pour la gestion des partenaires Kiflo (PRM ou Partner Relation Management software) <a href=\"https:\/\/web.archive.org\/web\/20221126083800\/https:\/\/www.kiflo.com\/blog\/prm-software-features\" target=\"_blank\" rel=\"noopener\">identifie 7 crit\u00e8res<\/a> pour une saine gestion des partenariats.<\/p>\n<ol>\n<li><strong>Fixer les objectifs du partenariat et un calendrier pr\u00e9cis<\/strong>. Puis l&rsquo;adapter en fonction des cycles de vente (mensuel, trimestriel, bitrimestriel&#8230;).<\/li>\n<li><strong>Comprendre les besoins exprim\u00e9s par les partenaires<\/strong> (pour maintenir un b\u00e9n\u00e9fice commun).<\/li>\n<li><strong>Indiquer clairement ce que les partenaires peuvent et ne peuvent pas faire<\/strong> lorsqu&rsquo;ils pr\u00e9sentent un produit ou service. Utilisez l&rsquo;exp\u00e9rience de votre \u00e9quipe de vente interne pour cr\u00e9er un account planning commun et b\u00e2tir des directives solides claires pour vos partenaires.<\/li>\n<li><strong>R\u00e9diger toute la documentation relative au programme de revente<\/strong>, y compris l&rsquo;account planning, les b\u00e9n\u00e9fices communs, les processus d&rsquo;accueil (\u00ab\u00a0onboarding\u00a0\u00bb) des partenaires. Sans oublier la mani\u00e8re dont la comptabilisation des revenus sera r\u00e9alis\u00e9e.<\/li>\n<li><strong>Demander \u00e0 des partenaires revendeurs de la premi\u00e8re heure et tri\u00e9s sur le volet de t\u00e9moigner devant les autres.<\/strong><\/li>\n<li><strong>Cr\u00e9er un contenu r\u00e9gulier (et pertinent) pour animer le programme de vente indirecte. <\/strong>Afin de maintenir la motivation de vos partenaires et les informer des nouveaut\u00e9s. Cela leur permettra aussi de bien saisir quels sont leurs b\u00e9n\u00e9fices, pour eux et leurs prospects.<\/li>\n<li>Et bien entendu, puisque Kiflo est \u00e9diteur de PRM, <strong>rassembler tous ces \u00e9l\u00e9ments dans un logiciel PRM<\/strong> pour g\u00e9rer ses relations avec les partenaires et ne jamais perdre de vue ses affaires.<\/li>\n<\/ol>\n<h3>La formation des revendeurs, une \u00e9tape essentielle de la r\u00e9ussite du programme de vente indirecte<\/h3>\n<p>Dans le domaine des ventes indirectes aussi, former ses revendeurs est un passage oblig\u00e9.<\/p>\n<p>Nous vous invitons \u00e0 red\u00e9couvrir ce d\u00e9bat enregistr\u00e9 la semaine derni\u00e8re dans l&rsquo;enregistrement vid\u00e9o ci-dessus.<\/p>\n<hr \/>\n<p><em>Cet \u00e9v\u00e9nement a \u00e9t\u00e9\u00a0organis\u00e9 par <a href=\"https:\/\/agence.visionarymarketing.com\" target=\"_blank\" rel=\"noopener\">Visionary Marketing<\/a> et le\u00a0#<a href=\"https:\/\/socialsellingforum.com\/fr\/\" target=\"_blank\" rel=\"noopener\">SocialSellingForum<\/a> pour le compte de <a href=\"https:\/\/csod.com\" target=\"_blank\" rel=\"noopener\">Cornerstone<\/a>, leader mondial de la formation de l&rsquo;ensemble des publics de l&rsquo;entreprise (entreprise \u00e9tendue alias Extended Enterprise en anglais)<\/em><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>En vente indirecte, la formation des r\u00e9seaux de revente est un sujet majeur, notamment dans le domaine de la high-tech. Pour bien ex\u00e9cuter un programme\u00a0d&rsquo;animation d&rsquo;un r\u00e9seau de revente, il convient d&rsquo;animer celui-ci et\u00a0pour ce faire, un programme de formation efficace et adapt\u00e9 est indispensable. Nous\u00a0expliquons ici les \u00e9tapes essentielles\u00a0d&rsquo;un bon programme d&rsquo;animation des partenariats. &hellip;<\/p>\n","protected":false},"author":2,"featured_media":73806,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[744,4057],"tags":[],"class_list":["post-73668","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-b2b","category-vente"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Vente indirecte : pourquoi et comment former ses revendeurs<\/title>\n<meta name=\"description\" content=\"La formation des r\u00e9seaux de revente est un sujet majeur, notamment dans la High-Tech. 5 experts de la vente indirecte donnent leur avis.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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He is a speaker and author of many books. In 2014 he went from intrapreneur to entrepreneur, when he created his digital marketing agency. Yann Gourvennec a cr\u00e9\u00e9 visionarymarketing.com en 1996. Il est conf\u00e9rencier et auteur de plusieurs livres. 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