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Nei Yako B2B Kushambadzira Inoda Yekutanga Yambiro System

Chirevo unozeza, unorasikirwa inoshanda yakanangana nekushambadzira, asi zvinosuwisa havazi vazhinji vashambadzi vanoita kunge vanoona izvi. Kazhinji kazhinji, ivo vanomirira kusvika miniti yekupedzisira kuti vadzidze nezvekosha yekutarisira kana mutengi ari pane cusp kubva pakubuda, uye kunonoka uku kunogona kukanganisa zvakanyanya pasi pesangano. Wese mushambadzi weB2B anoda an yambiro yekutanga izvo zvinobatsira kutendeuka kunounza mhedzisiro.

Zvishoma, zvakanyanyisa

Vatengesi vemazuva ano kazhinji vanoyera budiriro yemushandirapamwe neakavharwa madhiri kana kuburikidza neyepedyo-temu proxy, senge Kutengesa Kwakakodzera Mahofisi (SQLs). Dambudziko neiri ndere 4-fold. Kutanga, izvo vanoregeredza uye vasiri-mushumo vanoita vashandisi uyo asingadi kutaura neSales. Aya ndiwo tarisiro anosarudza kuwana yavo ruzivo kuzvishandira pane kuti iiswe kwavari nemutengesi rep. Nekuda kwehupfumi hweruzivo paInternet, huwandu hwesimba rekuzvishandira huri kuwedzera. Google yakawana izvo vatengi vebhizinesi havataure nevatengesi zvakananga kusvika makumi mashanu nenomwe kubva muzana ekutenga kwapera. Aya makasitoma haagoni kurerutswa. Kusanganisira wega-maseva mune yako mushanduro ongororo ichapa yakanyanya yakajeka mufananidzo wekuita mushandirapamwe

Kechipiri, kutarisa kune zvinotungamira mumashure mekutengesa kunoita kuti kushambadzira kutaridze kutongwa uye maitiro evatengesi reps. Mumwe neumwe reps angave asingade kushandura zvinotungamira kana vasina chokwadi chekuti itariro inotyisa, nekuti zano ravo ndere tarisa kutarisa kune akanakisa madhiri uye chengetedza yavo yekushandurwa mitengo yakakwira. Vamwe reps vanogona kuita zvakapesana uye kushandura zvinotungamira zviri nyore kwazvo, kana ivo vanozviita zvakawandisa, chete mushure mekutarisana nekutengesa. Shanduko dzakawandisa dzinogona kuwedzeredza kushanda kwemushandirapamwe, izvo zvinokanganisa uko kushambadzira kunogovera zviwanikwa zveramangwana.

Muzviitiko zvese izvi, kushambadzira kunopedzisira kwakapetwa neyakaitika yekutengesa. Kushambadzira kunoshanda nesimba kuti vagadzire vatungamiriri, ivo vanofuratirwa pakupera kwekota sezvo kutengesa kunotarisa pakuvhara madhiri, uye zvinotungamira zvinopera. Iyi inzvimbo inozivikanwa yekunamatira muhukama hwekutengesa-kushambadzira.

Dambudziko rechitatu nekuyera kubudirira nenzira iyi nderekuti kushambadzira kunoratidzwa kune zvingangoita zvikanganiso mune akati wandei maitiro, kusanganisira kutungamira kwekutevera, iyo pinda yekutengesa rep, mameseji, nezvimwe. Semuenzaniso, ngatiti kushambadzira kunoitisa mushandirapamwe wakanaka unoguma nekubatana kwakasimba nemuedzo wepachena. Kana iko kusimudzira kwekutengesa rep (SDR) ikasaita basa rakanaka kuteedzera (kureva kumirira kwenguva refu, kutumira maemail nekukanganisa kuperetera, kana kusaremekedza parunhare, nezvimwewo), kana kushomeka pakuona mhedzisiro kutongwa, ipapo kunogona kupedzisira kukanzurwa, kunyangwe kuita kwakasimba.

Kana mamwe maQL akatungamira kudzikisa mitengo, vashambadzi vanofanirwa kutarisisa kuedza kwavo kudzikira mufanera kuti vavhare mamwe madhiri. Chekupedzisira, nzira dzekutora zvibodzwa kazhinji dzinotonga, nemapoinzi akapihwa tarisiro kudzvanya maemail, kurodha pasi, uye kushanyira mapeji ewebhu. Panzvimbo pekuita kwesainzi, lead alama inowanzove iri yekufungidzira-chinhu.

Kuva proactive

Maitiro akanakisa ndeyekurega hunhu hwetarisiro yako ushande se yambiro yekutanga kukuudza kana mishandirapamwe yako iri munzira yekubudirira. Izvi zvinogona kuyerwa zvichibva pane yemahara kuyedzwa kana ma freemium vanyori vari kunyatso kushandisa chigadzirwa chako. Ehe, iwe uchiri kuda kuyera kuti vanozoshanduka kuita SQLs kana kubhadhara vatengi, asi kutarisa pairi metric kunoratidza kuti ndeapi muzana ezve tarisiro ari kunyatso kuita nechigadzirwa chako uye izvo zvisiri. Izvi zvakakosha, nekuti vashambadziri vanofanirwa kuziva nekukasira kana mushandirapamwe uri kuunza rudzi rwakakodzera rwevanhu. Nenzira iyo ivo vanokwanisa kumisa uye kuenzanisa zvakare mushandirapamwe unoita zvisati zvanyanyisa.

Kuti uwane uku kuratidzika kwerudzi urwu, unofanirwa kushandisa chigadzirwa chako kuti unyore zviito zvevatengi uye wozvisunga kumushandirapamwe wavakabva. Preact inogadzira kuoneka uku nekuunganidza iyi data, uye kuibatanidza ne Salesforce kana kushambadzira otomatiki masisitimu saMarketo uye HubSpot, saka vashambadziri vanogona kutora nyore chiito chakanakisa. Izvi zvinoreva kuti hapachina kumirira kudzamara nguva yapinda kuti upinde.

Kuchengetwa kwevatengi chikamu chakakosha chebhizimusi chero ripi zvaro, asi dzakawanda nzira dzakafanana dzinogona kushandiswa kuona kuti tarisiro zvakare ine yakanakisa chiitiko chechigadzirwa chako. Maitiro edu ekudzora mutengi churn zvakare inzira ine simba yekuyera kutanga panguva yekutengesa kutenderera kana mushandirapamwe wabudirira. Izvi zvinopa vashambadziri ruzivo rwakanyanya muiyo ROI yekuyedza kwavo, uye kuvapa simba rekuti vashande nesimba.

Mazano ekutanga kunyeverwa

Mune dzimwe nzvimbo, masystem ekutanga yambiro anoshandiswa kudzivirira njodzi. Vanobata zvirwere vasati vapararira, vanyevera vanhu nezvedutu riri kuuya, kana kuona chitsotsi chisati chakonzeresa zvakanyanya. Zvisinei masystem ekutanga eyambiro anokwanisa zvakare kushandiswa kuwana muganhu pamakwikwi uye kuendesa chaiyo ROI. B2B vatengesi havachafanirwe kuvimba neyakagadziriswa kana kumirira kusvikira mukana wapfuura. Dhata uye nzwisiso yehunhu hwevatengi inopa simba kuvashambadzi kuti vave vanoshanda zvakanyanya, uye vone kuti hapana yakakosha lead inotungamirwa.

Mike Saldi

Inotarisira kune Vese Vatengi Kubudirira, Tsigiro, Services, uye Kudyidzana pa Preact. Preact ndeye gore-based vatengi kubudirira sevhisi iyo inobatsira kunyorera software makambani anowedzera kukosha kwevatengi kwehupenyu nekuderedza churn, kuwana vatsva vanobhadharwa vatengi, uye kuwedzera mari yemushandisi. Preact modhi kushandiswa uye maitiro maitiro uchishandisa hombe data analytics, hunhu sainzi, uye muchina kudzidza.

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