{"id":2617,"date":"2020-09-10T15:07:58","date_gmt":"2020-09-10T15:07:58","guid":{"rendered":"https:\/\/mercuri.be\/?post_type=success-story&#038;p=2617"},"modified":"2023-05-15T09:07:17","modified_gmt":"2023-05-15T09:07:17","slug":"abb-introduit-la-vente-basee-sur-la-valeur-dans-le-monde","status":"publish","type":"success-story","link":"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/abb-introduit-la-vente-basee-sur-la-valeur-dans-le-monde\/","title":{"rendered":"ABB introduit la vente \u00e0 la valeur ajout\u00e9e dans le monde entier"},"content":{"rendered":"<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2020\/03\/mi-abb-case-study_new.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">Voir l'\u00e9tude de cas compl\u00e8te ici<\/a><\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Le d\u00e9fi<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">100 MARCH\u00c9S - UN D\u00c9FI<\/h3>\n\n\n\n<p>Avec une entreprise aussi grande et diversifi\u00e9e, op\u00e9rant dans de nombreux secteurs, le principal d\u00e9fi \u00e9tait le suivant : comment d\u00e9ployer un programme de formation qui soit globalement coh\u00e9rent et complet, tout en respectant les diff\u00e9rences dans chaque r\u00e9gion et dans chaque segment sp\u00e9cifique de l'industrie ?<\/p>\n\n\n\n<p>La formation, quelle qu'elle soit, est un exercice d'\u00e9quilibre. Les \u00e9quipes de vente d'ABB \u00e9taient des experts produits exp\u00e9riment\u00e9s et hautement qualifi\u00e9s, mais l'approche commerciale existante \u00e9tait assez traditionnelle et lin\u00e9aire, se concentrant sur les aspects techniques des produits, acqu\u00e9rant autant de clients potentiels que possible et transf\u00e9rant ensuite le portefeuille. Pour que les ventes \u00e9voluent, les \u00e9quipes devaient \u00eatre form\u00e9es \u00e0 penser d'un point de vue compl\u00e8tement diff\u00e9rent.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\"Nous avions tendance \u00e0 nous consid\u00e9rer comme l'expert dans la pi\u00e8ce, mais en fait, les clients veulent aussi que nous leur montrions que nous comprenons leur monde - que nous sommes \u00e0 l'\u00e9coute de leurs d\u00e9fis\".<\/p><cite><strong><em>Allan Mitchell, responsable mondial ABB<\/em><\/strong><\/cite><\/blockquote>\n\n\n\n<p>Mercuri a propos\u00e9 un cours de certification de sept mois pour les sp\u00e9cialistes de la vente d'ABB, un programme soigneusement con\u00e7u pour all\u00e9ger la charge de travail des \u00e9quipes de vente et faire en sorte qu'elles perdent le moins de temps possible sur leur objectif principal, \u00e0 savoir le contact avec les clients.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Le r\u00e9sultat<\/h3>\n\n\n\n<p>Pour qu'un programme de formation soit couronn\u00e9 de succ\u00e8s, il doit \u00eatre attrayant - il doit inspirer les participants avec des comp\u00e9tences pratiques qui les incitent \u00e0 revenir avec l'envie d'apprendre. En fournissant un contenu qui correspond exactement aux r\u00f4les r\u00e9els des clients, Mercuri a aid\u00e9 ABB \u00e0 g\u00e9n\u00e9rer un r\u00e9el sentiment de progr\u00e8s et de r\u00e9ussite - les \u00e9quipes de vente pouvaient activement voir et ressentir les avantages des nouvelles comp\u00e9tences qu'elles acqu\u00e9raient.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\"Mercuri apporte toujours la cr\u00e9dibilit\u00e9 garantie en mati\u00e8re de vente B2B et le d\u00e9fi dont ABB a besoin pour aider \u00e0 \u00e9lever nos solutions et nos comp\u00e9tences en mati\u00e8re de vente bas\u00e9e sur la valeur \u00e0 un niveau mondial, que ce soit \u00e0 Bangalore ou \u00e0 P\u00e9kin, \u00e0 Coventry ou au Caire\".<\/p><cite><strong><em>Allan Mitchell, responsable mondial ABB<\/em><\/strong><\/cite><\/blockquote>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/fr\/la-vente-fondee-sur-la-valeur\/\">Cliquez ici pour plus d'informations sur le programme Value Based Selling (vente bas\u00e9e sur la valeur)<\/a><\/div>\n<\/div>\n\n\n\n<p><\/p>","protected":false},"excerpt":{"rendered":"<p>De uitdaging 100 MARKTEN &#8211; \u00c9\u00c9N UITDAGING Met zo&#8217;n groot en divers bedrijf, dat in vele sectoren actief is, was<\/p>","protected":false},"featured_media":2645,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"sector":[],"country":[],"class_list":["post-2617","success-story","type-success-story","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>ABB brengt Value Based Selling naar de wereld - Mercuri Belgium<\/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:\/\/mercuri.be\/fr\/exemples-de-reussites\/abb-introduit-la-vente-basee-sur-la-valeur-dans-le-monde\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"ABB brengt Value Based Selling naar de wereld - Mercuri Belgium\" \/>\n<meta property=\"og:description\" content=\"De uitdaging 100 MARKTEN &#8211; \u00c9\u00c9N UITDAGING Met zo&#8217;n groot en divers bedrijf, dat in vele sectoren actief is, was\" \/>\n<meta property=\"og:url\" content=\"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/abb-introduit-la-vente-basee-sur-la-valeur-dans-le-monde\/\" \/>\n<meta property=\"og:site_name\" content=\"Mercuri Belgium\" \/>\n<meta property=\"article:modified_time\" content=\"2023-05-15T09:07:17+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2020\/09\/abb_smart_sensor.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/\",\"url\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/\",\"name\":\"ABB brengt Value Based Selling naar de wereld - Mercuri Belgium\",\"isPartOf\":{\"@id\":\"https:\/\/mercuri.be\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/mercuri.net\/img-srv\/Ig3H6caiNL7-1REzU3djcru-bOc7-gNVfQZ3FHOkdBM\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-2697179\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMjAvMDkvYWJiX3NtYXJ0X3NlbnNvci5qcGc.webp\",\"datePublished\":\"2020-09-10T15:07:58+00:00\",\"dateModified\":\"2023-05-15T09:07:17+00:00\",\"breadcrumb\":{\"@id\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#breadcrumb\"},\"inLanguage\":\"fr-BE\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-BE\",\"@id\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#primaryimage\",\"url\":\"https:\/\/mercuri.net\/img-srv\/Ig3H6caiNL7-1REzU3djcru-bOc7-gNVfQZ3FHOkdBM\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-2697179\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMjAvMDkvYWJiX3NtYXJ0X3NlbnNvci5qcGc.webp\",\"contentUrl\":\"https:\/\/mercuri.net\/img-srv\/Ig3H6caiNL7-1REzU3djcru-bOc7-gNVfQZ3FHOkdBM\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-2697179\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMjAvMDkvYWJiX3NtYXJ0X3NlbnNvci5qcGc.webp\",\"width\":2142,\"height\":1051},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/mercuri.be\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Onze klanten\",\"item\":\"https:\/\/mercuri.be\/success-stories\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"ABB brengt Value Based Selling naar de wereld\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/mercuri.be\/#website\",\"url\":\"https:\/\/mercuri.be\/\",\"name\":\"Mercuri Belgium\",\"description\":\"Mercuri International Belgium site\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/mercuri.be\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"fr-BE\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"ABB brengt Value Based Selling naar de wereld - Mercuri Belgium","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/abb-introduit-la-vente-basee-sur-la-valeur-dans-le-monde\/","og_locale":"fr_FR","og_type":"article","og_title":"ABB brengt Value Based Selling naar de wereld - Mercuri Belgium","og_description":"De uitdaging 100 MARKTEN &#8211; \u00c9\u00c9N UITDAGING Met zo&#8217;n groot en divers bedrijf, dat in vele sectoren actief is, was","og_url":"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/abb-introduit-la-vente-basee-sur-la-valeur-dans-le-monde\/","og_site_name":"Mercuri Belgium","article_modified_time":"2023-05-15T09:07:17+00:00","og_image":[{"width":1200,"height":630,"url":"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2020\/09\/abb_smart_sensor.jpg","type":"image\/jpeg"}],"twitter_card":"summary_large_image","twitter_misc":{"Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/","url":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/","name":"ABB brengt Value Based Selling naar de wereld - Mercuri Belgium","isPartOf":{"@id":"https:\/\/mercuri.be\/#website"},"primaryImageOfPage":{"@id":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#primaryimage"},"image":{"@id":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#primaryimage"},"thumbnailUrl":"https:\/\/mercuri.net\/img-srv\/Ig3H6caiNL7-1REzU3djcru-bOc7-gNVfQZ3FHOkdBM\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-2697179\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMjAvMDkvYWJiX3NtYXJ0X3NlbnNvci5qcGc.webp","datePublished":"2020-09-10T15:07:58+00:00","dateModified":"2023-05-15T09:07:17+00:00","breadcrumb":{"@id":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#breadcrumb"},"inLanguage":"fr-BE","potentialAction":[{"@type":"ReadAction","target":["https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/"]}]},{"@type":"ImageObject","inLanguage":"fr-BE","@id":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#primaryimage","url":"https:\/\/mercuri.net\/img-srv\/Ig3H6caiNL7-1REzU3djcru-bOc7-gNVfQZ3FHOkdBM\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-2697179\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMjAvMDkvYWJiX3NtYXJ0X3NlbnNvci5qcGc.webp","contentUrl":"https:\/\/mercuri.net\/img-srv\/Ig3H6caiNL7-1REzU3djcru-bOc7-gNVfQZ3FHOkdBM\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-2697179\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMjAvMDkvYWJiX3NtYXJ0X3NlbnNvci5qcGc.webp","width":2142,"height":1051},{"@type":"BreadcrumbList","@id":"https:\/\/mercuri.be\/success-stories\/abb-brengt-value-based-selling-naar-de-wereld\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/mercuri.be\/"},{"@type":"ListItem","position":2,"name":"Onze klanten","item":"https:\/\/mercuri.be\/success-stories\/"},{"@type":"ListItem","position":3,"name":"ABB brengt Value Based Selling naar de wereld"}]},{"@type":"WebSite","@id":"https:\/\/mercuri.be\/#website","url":"https:\/\/mercuri.be\/","name":"Mercuri Belgique","description":"Site de Mercuri International Belgium","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/mercuri.be\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"fr-BE"}]}},"_links":{"self":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/success-story\/2617","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/success-story"}],"about":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/types\/success-story"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/media\/2645"}],"wp:attachment":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/media?parent=2617"}],"wp:term":[{"taxonomy":"sector","embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/sector?post=2617"},{"taxonomy":"country","embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/country?post=2617"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}