{"id":50814,"date":"2022-06-01T12:12:41","date_gmt":"2022-06-01T17:12:41","guid":{"rendered":"https:\/\/pros.com\/?post_type=pros_news&#038;p=50814"},"modified":"2025-04-22T20:15:38","modified_gmt":"2025-04-22T20:15:38","slug":"the-new-abcs-of-b2b-selling-always-be-consulting","status":"publish","type":"news","link":"https:\/\/pros.com\/fr\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/","title":{"rendered":"Le nouvel ABC de la vente B2B : Toujours \u00eatre consultant"},"content":{"rendered":"<p>Dans le cadre du B2B, les acheteurs d\u00e9tiennent aujourd'hui la majeure partie du pouvoir dans la relation achat\/vente, car ils disposent de plus d'informations et souhaitent b\u00e9n\u00e9ficier de la meilleure exp\u00e9rience dans leur parcours d'achat. En fait, selon l'\u00e9tude\u00a0<a class=\"color-link\" title=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/b2b-sales-omnichannel-everywhere-every-time\" href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/b2b-sales-omnichannel-everywhere-every-time\" target=\"_blank\" rel=\"nofollow noopener noreferrer\" data-ga-track=\"ExternalLink:https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/b2b-sales-omnichannel-everywhere-every-time\" aria-label=\"McKinsey\">McKinsey<\/a>Les acheteurs B2B sont plus que jamais dispos\u00e9s \u00e0 d\u00e9penser des sommes importantes par le biais de canaux \u00e0 distance.<\/p>\n<p>Cette \u00e9volution de la relation peut donner l'impression que le vendeur B2B progresse vers l'obscurit\u00e9. Cependant, les acheteurs ne vont pas tout acheter en ligne et de mani\u00e8re ind\u00e9pendante, ce qui signifie qu'il existe encore de nombreuses opportunit\u00e9s pour le personnel de vente B2B d'avoir un impact significatif sur les ventes omnicanales.<\/p>\n<p>&nbsp;<\/p>\n<p><a class=\"pill-button\" href=\"https:\/\/www.forbes.com\/sites\/forbestechcouncil\/2022\/06\/01\/the-new-abcs-of-b2b-selling-always-be-consulting\/?sh=152e8687774d\" target=\"_blank\" rel=\"noopener\">Lire l'article complet<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>In B2B settings, buyers now have most of the power in the buy\/sell relationship, armed with more information and keen on getting the best experience in their purchasing journey. In fact, according to\u00a0McKinsey, B2B buyers are more willing than ever to spend big through remote channels. This shift in the relationship may make it seem [&hellip;]<\/p>","protected":false},"featured_media":0,"template":"","meta":{"_acf_changed":false,"inline_featured_image":false},"news-type":[20],"class_list":["post-50814","news","type-news","status-publish","hentry","news-type-pros-in-the-news"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v23.8 (Yoast SEO v24.7) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The New ABCs Of B2B Selling: Always Be Consulting<\/title>\n<meta name=\"description\" content=\"In today\u2019s increasingly digital market, the new ABC to follow is \u201calways be consulting.\u201d Here are a few tips to get you started.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/pros.com\/fr\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The New ABCs Of B2B Selling: Always Be Consulting\" \/>\n<meta property=\"og:description\" content=\"In today\u2019s increasingly digital market, the new ABC to follow is \u201calways be consulting.\u201d Here are a few tips to get you started.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/pros.com\/fr\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\" \/>\n<meta property=\"og:site_name\" content=\"PROS\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/PROSInc\" \/>\n<meta property=\"article:modified_time\" content=\"2025-04-22T20:15:38+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/pros.com\/wp-content\/uploads\/2025\/05\/PROS_logo_512x512.png\" \/>\n\t<meta property=\"og:image:width\" content=\"512\" \/>\n\t<meta property=\"og:image:height\" content=\"512\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:site\" content=\"@PROS_Inc\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\",\"url\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\",\"name\":\"The New ABCs Of B2B Selling: Always Be Consulting\",\"isPartOf\":{\"@id\":\"https:\/\/pros.com\/#website\"},\"datePublished\":\"2022-06-01T17:12:41+00:00\",\"dateModified\":\"2025-04-22T20:15:38+00:00\",\"description\":\"In today\u2019s increasingly digital market, the new ABC to follow is \u201calways be consulting.\u201d Here are a few tips to get you started.\",\"breadcrumb\":{\"@id\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/#breadcrumb\"},\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/pros.com\/news\/the-new-abcs-of-b2b-selling-always-be-consulting\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/pros.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"News\",\"item\":\"https:\/\/pros.com\/news\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"The New ABCs Of B2B Selling: Always Be Consulting\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/pros.com\/#website\",\"url\":\"https:\/\/pros.com\/\",\"name\":\"PROS\",\"description\":\"AI-Powered CPQ, Dynamic Pricing, &amp; 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