chakagadzirwa IntelligenceKugonesa Kugonesa

Mazambiringa mukati, Champagne Kunze: Maitiro AI ari Kushandura Iyo Kutengesa Funnel

Tarisa uone dambudziko reiyo sales development rep (SDR) Vadiki mubasa ravo uye kazhinji vapfupi paruzivo, iyo SDR inovavarira kuenderera mberi mukutengesa org. Basa ravo rimwe chete: kutsvaga tarisiro yekuzadza pombi.  

Saka vanovhima nekuvhima asi havawanzowana nzvimbo dzekuvhima dzakanakisa. Ivo vanogadzira rondedzero yezvavanofunga kuti zvakakura uye vanovatumira mukutengesa fani. Asi mazhinji etarisiro yavo haakwane uye anopedzisira avhara funnel. Muuyo unosuruvarisa weiyi tsvakiridzo inonetesa yevatungamiriri vakuru? Around 60% yenguva, iyo SDR haina kana kuita quota yayo.

Kana mamiriro ari pamusoro apa achiita kuti misika yemusika iite seisingaregereri seSerengeti kune nherera mwana weshumba, pamwe ndakaenda kure nekuenzanisa kwangu. Asi poindi inomira: kunyangwe SDRs pa maira yekutanga yebasa rekutengesa, vazhinji vavo vanonetseka nekuti vane rimwe remabasa akaomarara mukambani uye mashoma maturusi ekubatsira.

Sei? Zvishandiso zvavaida zvakanga zvisipo kusvika zvino.

Chii chichatora kununura mamaira ekutanga ekutengesa nekushambadzira? SDRs inoda tekinoroji inogona kuona tarisiro inoita sevatengi vavo vakanaka, nekukurumidza kuongorora iwo tarisiro 'kukodzera, uye kudzidza kugadzirira kwavo kutenga.

Revolutionize Pamusoro peFunnel 

Maturusi mazhinji aripo ekubatsira zvikwata zvekutengesa uye zvekushambadzira kutonga zvinotungamira mukati mese kutengesa funnel. Customer Relationship Management mapuratifomu (CRMs) vari nani pakutevera pasi-funnel zvibvumirano. Account-based marketing (ABM) zvishandiso zvakadai HubSpot uye Marketo vakarerutsa kutaurirana nematarisiro ari pakati pe-funnel. Kukwidza kumusoro kwefunnel, kutengesa kubatikana mapuratifomu senge SalesLoft uye Outreach anobatsira kuita mitsva mitsva. 

Asi, 20-pamwe makore mushure mekunge Salesforce yauya pachiitiko, matekinoroji aripo pamusoro pefunnel-nzvimbo iyo kambani isati yaziva yainofanira kumbofunga kutaura naye (uye nzvimbo iyo SDRs inovhima yavo) -inoramba ikamira. Hakunomunhu abata maira yekutanga.

Kugadzirisa "Iyo Yekutanga Mile Dambudziko" muB2B Kutengesa

Sezvineiwo, izvo zvava kuda kuchinja. Isu tave padanho rekukura kukuru kwebhizinesi software innovation. Iyo wave intelligence yekugadzira (AI) AI ndiyo yechina yakakura mafungu ekuvandudza munhandare iyi mumakore makumi mashanu apfuura (mushure meiyo mainframe wave ye50s; shanduko yePC yemakore ekuma1960 nema1980s; uye ichangoburwa wave horizontal Software seSevhisi (SaaS) iyo inogonesa makambani kuita zvirinani, zvine hungwaru bhizinesi maitiro pane ese mudziyo - hapana hunyanzvi hwekodha hunodiwa).

Humwe hwehumwe hunhu hweAI hwakanakisa kugona kwayo kuwana mapatani mumavhoriyamu egalactic eruzivo rwedhijitari rwatiri kuunganidza, uye kutipa ruzivo rutsva uye ruzivo kubva pamapateni iwayo. Isu tatobatsirikana kubva kuAI munzvimbo yevatengi-kungave mukugadzirwa kweCCIDID-19 vaccines; zvemukati zvatinoona kubva munhau nemagariro maapps pamafoni edu; kana kuti mota dzedu dzinotibatsira sei kuwana nzira yakanaka, kudzivirira traffic uye, kana iri Tesla, govera mabasa chaiwo ekutyaira kumota. 

Sevatengesi nevatengesi veB2B, isu tiri kungotanga kuona simba reAI muhupenyu hwedu hwehunyanzvi. Sezvinongoita nzira yemutyairi inofanirwa kufunga nezve traffic, mamiriro ekunze, nzira, uye nezvimwe, maSDR edu anoda mepu inopa ipfupi nzira yekuwana inotevera yakakura tarisiro. 

Beyond Firmographics

Yese yakakura SDR uye mushambadzi anoziva kuti iwe unonongedza tarisiro inotaridzika sevatengi vako vepamusoro kugadzira shanduko uye kutengesa. Kana vatengi vako vakanyanya vari vagadziri vemidziyo yemaindasitiri, unoenda unotsvaga vagadziri vemidziyo yemaindasitiri. Mukuda kuwana zvakanyanya kubva mukuedza kwavo kubuda, zvikwata zvemabhizinesi zvinonyura mukati meiyo firyographics-zvinhu zvakaita seindasitiri, saizi yekambani, uye huwandu hwevashandi.

Iwo akanakisa maSDR anoziva kuti, kana akakwanisa kuburitsa masaini akadzama ekuti kambani inoita sei bhizinesi, vanozokwanisa kuwana tarisiro yekupinda mukutengesa fani. Asi ndeapi masaini, kunze kweiyo firmographics, yavanofanira kutsvaga?

Chidimbu chisipo chepuzzle cheSDRs ndeye data exegraphic - huwandu hukuru hwe data inotsanangura nzira dzekutengesa dzekambani, zano, mapatani ekuhaya, nezvimwe. Exegraphic data inowanikwa mune breadcrumbs paInternet. Paunosunungura AI pane ese zvimedu zvechingwa, inoratidza mafambiro anonakidza anogona kubatsira SDR nekukurumidza kunzwisisa kuti tarisiro inoenderana sei nevatengi vako vepamusoro.

Somuenzaniso, tora John Deere naCaterpillar. Makambani makuru eFortune 100 emuchina nemidziyo anoshandisa vanhu vangangosvika zviuru zana. Ndivo vatinodaidza firmographic mapatya nekuti indasitiri yavo, saizi, uye kuverengwa kwemusoro kwakada kufanana! Zvakadaro Deere neCaterpillar vanoshanda zvakasiyana zvakanyanya. Deere ndeyepakati-kunonoka tekinoroji yekugamuchira uye yakaderera-gore yekugamuchira ine B2C inotarisisa. Caterpillar, mukusiyana, inotengesa zvakanyanya B2B, ndeyekutanga kugamuchira tekinoroji nyowani, uye ine yakakwira makore ekugamuchirwa. Iyi misiyano yeexegraphic inopa nzira nyowani yekunzwisisa kuti ndiani angave akanaka tarisiro uye ndiani asiri - uye nekudaro nzira inokurumidza yeSDRs yekutsvaga yavo inotevera yakanaka tarisiro.

Kugadzirisa Dambudziko rekutanga-Maira

Sezvinongoita Tesla anoshandisa AI kugadzirisa dambudziko rekumusoro kune vatyairi, AI inogona kubatsira zvikwata zvekusimudzira zvekutengesa kuona tarisiro huru, kushandura zvinoitika pamusoro pefunnel, uye kugadzirisa dambudziko rekutanga-mamaira rinorwa hondo dzekusimudzira kutengesa mazuva ese. 

Panzvimbo peiyo isina hupenyu yakanaka yevatengi profile (ICP), fungidzira chishandiso chinopinza data exegraphic uye chinoshandisa AI kufumura mapatani pakati pevatengi vepamusoro vekambani. Wobva wafungidzira uchishandisa iyo data kugadzira modhi yemasvomhu inomiririra vatengi vako vepamusoro-idaidze iyo Artificial Intelligence Customer Profile (aiCP) - uye kushandisa iyo modhi kuti uwane mamwe tarisiro anotaridzika seaya epamusoro vatengi. AiCP ine simba inogona kupinza ruzivo rwakasimba uye technographic uye yakavanzika data masosi. Semuenzaniso, data kubva kuLinkedIn uye data yechinangwa inogona kusimbisa aiCP. Semuenzaniso mhenyu, iyo aiCP anodzidza kupfuuridza nguva. 

Saka patinobvunza, Ndiani achazove mutengi wedu anotevera akanakisa?, hatichadi kusiya maSDR kuti vazvichengete. Tinogona pakupedzisira kuvapa maturusi ekupindura mubvunzo uyu uye kugadzirisa dambudziko riri pamusoro pefunnel. Tiri kutaura nezve maturusi anongounza otomatiki tarisiro uye nekuisa chinzvimbo kuti maSDR azive waanonongedza anotevera uye zvikwata zvekusimudzira zvekutengesa zvinogona kukoshesa mabasa avo. Pakupedzisira, AI inogona kubatsira maSDR edu kuita quota-uye netarisiro inokodzera rudzi rwetarisiro yatinoda kuwana-uye kurarama kutarisira rimwe zuva.

Zvak Sales Development Platform

Rev's Sales Development Platform (RDS) inomhanyisa tarisiro kuwanikwa uchishandisa AI.

Wana Rev Demo

Jonathan Spier

Jonathan Spier ndiye CEO we Zvak. Ane makore anopfuura makumi maviri eruzivo rwekuvaka makambani anotungamira-anotungamira, anosanganisira maviri epamberi akabudirira mabasa senge venture-backed CEO kuNetBase nePLAE. Spier ane dhigirii reBachelor muComputer Science nerukudzo kubva kuUC Berkeley uye MBA ine rukudzo kubva kuHarvard Business School. Anobva kuSan Diegan, Spier anofara kuve chikamu chenharaunda yetekinoroji mutaundi rekumusha kwake.

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