Kibay paasg yaa bõe? Sor-wilgri sẽn tõe n tʋm ne GTM tigimsã

CRM-rãmb wʋsg tʋmda ne sɛb sẽn pa sõma. Yʋʋmd 2025 vaeesg pʋgẽ, b baoo neb sẽn yɩɩd 600 sẽn tũnugd ne CRM n mik tɩ neb 76% sigls wʋsg yetame tɩ b kibayã pa ta pʋɩ-sʋk ye. Bõn-kãens kẽer yaa kibay sẽn pa tar yõod ye. Yaa bũmb wʋsg sẽn pa zemse: Ned yʋʋr la a e-mail, a pa tar tʋʋm-noy ye, a ka tar ligdi, a pa tõe n bãng ned ning sẽn be sɛbã poorẽ wã sã n sɩd zemsame tɩ d bao-a ye.

Zĩ-kãnga bee zĩig ning lead generation manesem La b sã n wa maan woto, b pa na n tol n maan bũmb ye. Tigimsã naaga taab n me b2b go to market strategies D sã n ges sɛb nins sẽn wõnd b pida tɩ yaool n pa woto wã, d sokd d meng tɩ bõe yĩng tɩ b sẽn yãkd yam n maand bũmb ninsã pa noom-do, la tɩ bũmb nins b sẽn maandã noom-do. Sõs-kãngã wilgda bũmb ning kibay manegrã sẽn sɩd yaa a soaba, a sẽn yaa to-to tɩ yaa toor ne kibay yɩlgre, bũmb nins sẽn yaa sõma tɩ d bãngã, la a sẽn maand to-to. la wakat ning rẽ sẽn segd n paam-yã.

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Kibay paasg yaa bõe?

Kɩbayã paasg yaa sẽn na yɩl n paas kibay nins sẽn zoe n be wã sõma, n paas-b kibay a taab sẽn yit zĩis a taabẽ wã. Sebr ning sẽn sɩng ne yʋ-peell la e-mail la b me ne yɛl nins sẽn kɩt tɩ b tõe n tũnug ne-a wã: Zĩig ning b sẽn yãk tɩ b na n tɩ tʋmã, b sẽn na n tall tʋʋm-noy ninsã, b sẽn tar tʋʋm-no-kãens to-to wã, b sẽn tʋmd tʋʋm-noorã to-to, la b sẽn tar tɛknolozi wã. Bũmb ning sẽn da yaa wilgã lebga yel-bũnd sẽn pid zãnga.

Tigims wʋsg getame tɩ yaa bũmb b sẽn na n maan vugr bala. Pa sɩd ye. Sẽn paam-b kibayã lebgda kʋdr wa sẽn pa tar-b kibsã. Nebã toeemdame. Tigimsã lagma taaba. Zĩ-likr ning sẽn da tʋmd yʋʋm-vẽkr kiuugã pʋgẽ wã tõe n kẽe zĩig a to sigr kiuugã wakate. D sã n get arzɛkã tɩ yaa tʋʋmd a ye, n pa maand-a wakat fãa, tõe n kɩtame tɩ ned sẽn pa tar yell ne-a lebg ned sẽn pa tõe n kɩs sɩd ne-a ye.

Kibay paasg ne kibay yɩlgre

B rɩkda gom-kãensã n dɩkd taaba, la rẽ yaa yel-wẽnde. B maooda ne zu-loees a yiibu.

Kibay yɩlgr manegda bũmb ning sẽn zoe n be wã. D remsda tʋʋm-noy nins b sẽn gʋls tɩ pa zemsã, d kɩtdame tɩ b lagem taaba, d kɩtdẽ tɩ telefõnn sõssã bɩ tʋʋm-noya lebg toor-toore, la d paasd bũmb nins d sẽn pa mi wã. Sebrã sɩd beeme. D sã n yɩlgd-a, d bãngdame t'a yaa sɩd soaba.

Kɩbayã paasg paasda bũmb nins b sẽn da pa tol n yã wã. Tʋʋmde, tʋʋm-noy nins b sẽn yiisdã, tɛknolozi wã, bũmb ning fãa sẽn da pa be b sẽn wa n maand sɛbã pʋgẽ wã. Woto pa remsg ye, yaa paasgo.

B yiibã pa modgd taab ye. B tũuda taaba, la rẽ tara yõod wʋsgo. Yɩlg-y pipi, paas-y kibay a yiib-n-soabã. Sẽn kõt-b kibayã b makda bũmb nins sẽn yaa yɩlemdã ne bũmb nins sẽn pa yɩlemdã sõma n yɩɩd bũmb nins sẽn ka yɩlemdã. B sã n gʋls seb-vãoogã yʋ-peell bɩ b sã n gʋls-a ne buud-gomd sẽn pa zemse, tõe n kɩtame t'a pa le zems ye.

Sẽn yɩɩd fãa, yaa woto ne CRM kibay paasgo, sẽn na yɩl tɩ ned fãa bãng a sẽn tõe n paas bũmb ning a sẽn gʋlsã. Y sã n bas yɩlgrã, y pa na n maneg baseen-dãmbã ye. Yaa y sẽn na n me bũmb a taab sẽn pa tar pãng zug bal la y maand woto.

Kɩbayã paasg buud toor-toore

Kibay paasg buud fãa pa tʋʋmd a yembr ye. Sẽn na yɩl n bãng ned sã n zoe n kẽe a konkure wã sɛbẽ wã, yaa toog tɩ d bãng a sẽn paam ligdã to-to. Ne a GTM taoor soab wala a kibay sullã, n bãng buud ning sẽn welgd zu-loe-bʋg n tar yõod n yɩɩd d sẽn na n bao n bãng-b fãa sõma wã.

Siglã kibay paasgo

Yaa kompani kibay: tʋʋm-noy, tʋm-tʋmdb sõore, ligd sẽn wat ne wã, zĩiga. Yaa yɛl nins sẽn wilgd ligdã tʋʋmd sẽn be a zugẽ wã, la pa nedã meng ye.

Firmographic kibay paasg yaa ICP scoring la account-based segmentation sẽn tik zugu.

Sã n pa rẽ, leadã yaa yʋʋr sẽn loe ne kompani y sẽn pa mi bũmb baa a ye yelle. Sor sẽn yaa sɩda n na n bãng kompani wã sã n zems ne y ICP, sã n yaa bilf wʋsg tɩ outreach pa na n naf, bɩ sã n yaa kãseng tɩ sales motion toor segd ka be ye.

Sẽn na yɩl n yãk yam sẽn na yɩl n sõng-b tɩ b bãng b sẽn segd n maan to-to, n bãng b sẽn na n maan bũmb ning n sõng-ba, yaa tɩlɛ tɩ b reng n yãk yam-kãnga.

Zems-n-taarã la nin-buiidã sõor paasgo

Sẽn na yɩl n wilg tɩ nedã yaa a soaba, d na n maana vaeesg n bao n bãng a sẽn maand bũmb ningã. tʋʋmd yʋʋre, taoor lʋɩt-n-taaga, tʋʋm-noore, zo-rãmb kibay sẽn ta beoog-beoog.

Yaa rẽ n kɩtd tɩ personalization la lead routing tõe n tʋme.

D sã n pa mi nedã sẽn yaa a soaba, d pa tõe n wilg-a ned ning sẽn segd ye. Tʋʋmdã taoor soab sull sull sull sull taoor soab ne a tʋmd-n-taag sẽn tʋmd ne taaba yaa sõss sẽn yaa toor fasɩ, wakat sẽn yaa toɛy-toɛyã, la zu-sobend sẽn yaa toɛ-toɛ wã. Ned sã n pa tar tʋʋm-noy sẽn wilgd t'a yaa kãsem soaba, a tõe n tagsame.

Lead scoring n paam zu-loees a woto me. D sã n bãng ned ning sẽn be-a poorẽ wã sã n tõe n dɩka sard bɩ a tõe n tall pãn-tusdg ne-a, tõe n kɩtame t'a bãng tɩ bũmb ning a sẽn maandã pa zemse.

Teknografe wã paasgo

Zĩ-kãnga zãada tɛknolozi ning kompani wã sɩd tʋmd ne-a: b CRM wã, b piblisite wã, b sawadgã, tʋʋm-teed nins sẽn zoe n be b tʋʋma pʋgẽ wã.

Yaa bũmb sẽn tar yõod wʋsg ne tɛknolozi rãmb nins sẽn koosd teedã., tɩ bõe, a leokda sokre. Rẽ yĩnga ned ning y sẽn datã zoe n tara bũmb sẽn zems ne y sẽn koosdã bɩ, bɩ yaa bũmb y sẽn na n ledg-a?

Woto toeema sõsgã fãa. Sẽn na yɩl n tõog n tʋm ne tʋʋm-teed a to, yaa tɩlɛ t'a wilg a sẽn na n tʋm ne-a to-to. Ned sã n tar bũmb a sẽn pa mi, a segd n bãnga a sẽn na n maan to-to n wilg-a. Yaa ka la lead-rãmb baoobo sã n lebg kãn-kãe: Sẽn na yɩl n paam-b tɩ b bãng-ba, b mii sõsg ning b sẽn na n sɩng nand tɩ b tʋm sõsg ning pipi wã.

Manesem la daab kibay paasgo

Woto yaa kibay sẽn tik signalã zugu: b sã n wa kẽnd n get bũmb nins b sẽn maand b taabã zĩigẽ wã, b sã n get bũmb ning b sẽn maandã, la b sã n ges b sẽn tũnugd ne b teedã to-to. Pa ned sẽn yaa a soaba, wall a sẽn tʋmd tʋʋmd ning yĩng ye, yaa bũmb ning a sẽn maand masã menga.

Yaa kibay paasg buud sẽn yaa toog n yɩɩda, la sẽn yaa toog n yɩɩd tɩ d tõog n maan sɩd ne-a. D sã n ges bũmb ning sẽn kɩt tɩ b maand-a wã, d neeme t'a yaa bũmb sẽn pa tõe n maan ye. Yɛlã yel-manesem la b sẽn dat n maan to-to wã wilgda ned sẽn kẽnd to-to, tɩ rẽ rat n yeel t'a kẽndame n paasdẽ, la t'a segd n baoo bũmb a taab n tõog n wʋm a võore.

Yaa rẽ n kɩt t'a tar yõod wʋsgo. Sẽn na yɩl n wilg tɩ ned tara yam n na n maan bũmb ningã, a segd n deng n dɩka yam n da reng n gʋls sebre. Wakat ning ned sẽn dat tɩ b wilg-a bũmb ning a sẽn maandã, tõe t'a zoe n sõsa ne a soabã naoor a tãabo. Yɛl nins sẽn kɩtd tɩ ned tall yel-manesem sẽn yaa sõma la a tʋll n maan bũmb ninsã kɩtdame t'a bãng a sẽn segd n maan to-to, a sã n ket n yãkd yam n na n maan a sẽn date, la pa a sã n zoe n maan bũmb a to n kɩt t'a yãk yam ye.

Zĩig kibay paasgo

Woto ket n makda zĩ-yend kibay sẽn yɩɩd biru-kãseng sẽn be zĩig ningã: zip codes, region office zĩis la territory pʋɩɩre.

Yaa bũmb sẽn tar yõod wʋsg ne sull nins sẽn get tigims nins sẽn koosd zĩis pʋsẽ wã, wall sẽn get zĩis sẽn yaa toogo. Adrɛs a ye bal pa tõe n sõng-y tɩ y bãng bũmb ye, sã n mik tɩ siglgã sɛb bee tẽns a tãab pʋsẽ, tɩ y tʋm-tʋmdbã be zĩis toor-toore. Ned sã n pa bãng zĩig ning a sẽn be wã sõma, tõe n kɩtame t'a bãng ned sẽn pa segd ye, a sẽn da mi tʋʋmd a yembr bal yĩnga.

Sẽn yɩɩd fãa, bũmb a ye pa tõe n kɩt tɩ bõn-kãensã fãa yɩ sõma ye. Sẽn kõt-b ligdã tõeeme n pa tar kaset sẽn wilgd tɩ b tʋll n maana bũmb ye. Ned sã n maan woto, tõe n kɩtame t'a pa tõog n bãng zĩigã sẽn yaa to-to ye. Yaa rẽ n kɩt tɩ tigims nins fãa sẽn bɩ wã baas ne kibay-tõosg zĩis wʋsg n pa teeg vendor a yembr ye, n get arzɛkã belgr wa bũmb sẽn naag taab n be zĩig a yembre, la pa wa bũmb a ye bal ye.

Wãn to la kibayã paasg maandẽ?

Sẽn na yɩl n paam n lebg nin-sõngo, pa tɩlae tɩ f bas f yam ye. Yaa yel-gɛt sẽn tũud taaba, la neb nins sẽn pa tũud-a wã paamda kibay sẽn yaa toogo, la b pa tõe n teeg-b ye.

1. Yɩlg-y datasetã pipi

Woto pa yel-solemd ye, la pa tʋʋm a to y sẽn na n wa tʋm poor ye. Wala d sẽn zoe n yã wã, b sã n mak-b ne sɛb nins sẽn zoe n yaa toɛy-toɛy la b yiis b toor-toɛyã, b tõe n bãng-b lame. Y sã n mak-b ne bũmb sẽn pa zemse, y na n paama zu-loees wʋsgo.

2. Bao-y n bãng bũmb ning sẽn paood hakɩɩka la sẽn zems tɩ b paas-a

Pa zĩ-bõones fãa la d segd n pids ye. Tigims nins sẽn baood n na n maan b sẽn tõe fãa wã baasda ne sɛb sẽn pa tar yõod ye. Bũmb ning sẽn na n sõng-y tɩ y tõog n maan woto wã segd n kɩtame tɩ y bãng y sẽn na n maan to-to: Bõe la rapã segd n maan n tõog n wilg ned sor tɩ zems ne a sẽn datã, la bõe la y sẽn segd n maan tɩ zems ne y sẽn datã? B sã n pa toeem yam-yãkr ning b sẽn dɩkã, pa yõod ye.

3. Yãk-y kibayã sẽn yit zĩis ninsã

Sẽn yɩɩd fãa, neb nins sẽn yaa neb sẽn bɩ wã naaga taaba sãn pʋgẽ kibay (CRM pĩnd-n-bãngre, product usage kibay) ne sãn poorẽ kibay (kibay nins sẽn yaa zãma wã, neb a taab sẽn kõt-b). Naoor wʋsgo, y tõe n kɩsa sɩd ne y mensã kibay n yɩɩda, bala y zoe n tara kibayã, la y mii sẽn yɩ to-to tɩ b paam-ba. Sẽn be-b zĩ-zẽmsã pidsda bũmb nins b sẽn pa tõe n paam ne b mensã.

4. Zems-y taab n paas-y taaba

Yaa zĩ-kãnga la kibay paalgã sɩd kẽed ne kibay nins sẽn zoe n be wã. Naoor wʋsgo, a tũuda ned sẽn naagd-a wall a tũnugd ne tʋʋm-teed sẽn na n sõng-a t'a bãng a sẽn tõe n tʋm ne-a to-to wã, la pa ne nus ye. Sõngr ne nug pa loogd sɛb a wãn zug ye, la a wata ne a toor sẽn ka be ye.

5. Ges-y kibayã n yaool n tʋm ne-ba

Sẽn yɩɩd fãa b wae n yãka tʋʋm-kãnga n loog-a, la rẽ n tar yõod n yɩɩda. Zems-n-taar sẽn pa sõma pa bas n pa sõngd bal ye; a kẽesda yel-wẽn paalg sebr ning sẽn da pa pid hakɩɩka pʋgẽ: tʋʋm-noy sẽn pa zemse, tʋʋm-noya sẽn ka zemse, sẽn pa zems ne-b zãng-zãnga.

Mak-y kibay nins b sẽn paasã n deng tɩ b tʋm ne-b scoring, routing bɩ outreach pʋgẽ. Zĩig ning sẽn pa tar bũmb n na n sõng-a t'a bãng a sẽn tõe n maan to-to wã yaa zʋʋg-zʋʋg sẽn mi. Ned sã n maan yel-wẽn-kãsenga, pa nana t'a bãng-a ye.

Naoor a wãn la d segd n paas kibayã?

B get-a-la wa bũmb b sẽn maand vugr bal bala. A pa yembr ye.

Nebã toeemdame. Tigimsã lagma taaba. Sõng-y-yã-b tɩ b wilg-y b sẽn tõe n paam-b to-to. Sebrã sẽn da yaa takɩ daar ning y sẽn maneg-a wã sɩngame n sãamd vẽkembeoogo. Kɩbay nins b sẽn paasã pa paamd sor n na n kẽng zĩig a ye bal ye, b sãamda wa neb nins sẽn pa paasã.

Sẽn yɩɩd fãa, B2B sullã segd n bao n bãnga b sẽn maand to-to wakat fãa. Pa tɩ yaa sabab tɩ yel-solemd n be ye. La yaa sẽn na yɩl tɩ y bãng tɩ y sã n maan yel-wẽn-kãnga, y na n paama zu-loees wʋsgo. Tʋʋm-tʋmdb nins sẽn tʋmd zĩis sẽn yaa tao-tao n tʋmdẽ wã segd n manegda b minimã n yɩɩd woto.

Ad bũmb ning sẽn sɩd tar yõodã: D sã n get arzɛkã wa bũmb sẽn ket n maand wakat fãa, la pa bũmb sẽn maand vugr bal ye, d na n paama ligd ning d sẽn da rɩk n na n paam arzɛkã. Y sã n lebg arzɛk soab vugr n yaool n bas-a, y na n yãame t'a toeengã sãamame.

Zĩis nins b sẽn tʋm ne kibay paasgã

Y sã n pa yã bũmb ning sẽn kɩt tɩ ned lebg arzɛk soabã, tõe n wõnda bũmb sẽn pa tõe n bãng ye. Yaa woto la a toeemd bũmb sẽn yaa sɩda.

Lead scoring sẽn zems n paase: Y sã n na n bao n bãng ned sẽn dat n gʋls bũmb ningã, na n sõng-y lame tɩ y bãng a sẽn dat n gʋlse. Sẽn paasd-b arzɛkã paasda bũmb nins b sẽn da pa tarã: tʋʋmde, sullã sẽn yaa to-to, ligd ning b sẽn kõtã. Yaa rẽ n yaa welgr ning sẽn be baleng model sẽn bãngd ne a sẽn sɩd mi a sẽn na n tall to-to wã sʋka.

Sebr a taab sẽn yaa koɛɛga, la b lebgd-b sõma: Zĩig a to fãa sẽn paas yaa bũmb sẽn kɩt tɩ ned bas sebrã pʋɩ-sʋka. Sok-y bũmb nins sẽn yaa tɩlae ne-bã: yʋ-peellã, e-mailã, kompani wã, la y paas bũmb nins sẽn ketã rẽ poor bala. Y ket n tara sɛb nins y sẽn gʋlsã, la y ket n paamda sɛb nins fãa y sẽn gʋlsdã.

Sẽn na yɩl n lebs n tʋm soay nins sẽn kʋdã bɩ b sẽn pa tʋmdã: B sã n wa maan bũmb n pa noom-do, b basd-a lame. La nedã pa menem ye, a yɛlã toeemame. Tʋʋm-paalga, sull paalga, wakat ninga, sull sẽn tar ligd hakɩɩka. D sã n manegd kasetã, tõe n kɩtame tɩ kasetã lebg sõma, tɩ ned baa a ye pa segd n lebs n mak-a ye.

Tʋʋmdã bãnd gesgo: Sẽn na yɩl n paam ligdi, taoor lʋɩtb toeeng bɩ tʋʋm-noy waoongo, pa koe-noog bal ye. B yaa makr sẽn wilgd wakat ning sẽn na n zĩndã. Tʋʋmd a ye sẽn wa n kaoose, wall a rɩkda neb a nu tʋʋmde, yaa tʋʋmd sẽn kẽed ne raab sẽn yaa sõma. La bũmb ning sẽn kɩt t'a lebg arzɛkã yaa t'a loogdẽ, nand tɩ kɛlgdbã bãng-a.

Sogs-bʋs b sẽn wae n sokd nebã kibayã paasg wɛɛngẽ

1. Kibay paasg rat n yeelame tɩ bõe?

Kɩbayã paasg yaa sẽn na yɩl n maneg kibay nins sẽn be wã, n paas kibay nins b sẽn da pa paam pipi wã, sẽn yit zĩis a taab wall sẽn yit zĩis toor-toore. Sebr sẽn sɩng ne yʋ-peell la e-mail lebgda zʋrnall sẽn tõe n tall tʋʋmde, siglgã sẽn yaa to-to wã, la bũmb a taab sẽn tõe n sõng-a.

2. Kibay sẽn paas makr a ye la bõe?

Zo-rãmb sebr sẽn paam firmographic kibay paasg tõe n sɩnga ne yʋʋr la e-mail bala, n paas kompani wã kãseng, tʋʋm-noore la ligd sẽn kẽed. Sɛb a yembrã me tõe n paama tʋʋmd yʋʋr la taoor lʋɩt-n-taag kibay paasgo, bɩ technographic kibay wa kompani wã CRM wall marketing stack.

3. Kibay paasgã yõod yaa bõe?

Sẽn na yɩl tɩ b bãng bũmb ning sẽn kɩt tɩ b maand woto wã sõma, b segd n tũnuga ne sor-wilgr sẽn yaa sõma n paase, la b tall seb-vãood sẽn yaa kɩdg n pa sãamd b sẽn maand bũmb ningã ye. A leb n sõngda tõnd tɩ d leb n bãng d sẽn segd n maan to-to n paam ligdi, wala makre, d sẽn na n bao ligdi, wall d sẽn tõe n bao neb n na n bao tʋʋmde, tɩ wilgdẽ tɩ d tõe n paama ligdi.

4. Bõe n welg data enhancement ne data enrichment?

Naoor wʋsgo, b rɩkda gom-biis a yiibã n gomd ne taaba, la b sã n yeel tɩ paasgo, b gomda zĩn-dãmb nins sẽn zoe n be wã sõmblem paasgo, tɩ b sã n yet tɩ paasgo yaa zĩn-paals sẽn da nan ka be wã paasgo. Sɩda, sull wʋsg get-b-la wa tʋʋm a ye.

5. Bõe n welg kibay paasg ne kibay yɩlgre?

D sã n yɩ yɩlma, d manegda bũmb ning sẽn zoe n be wã: B gʋlsg pa yɩ sõma, b lebg-b-la naoor a yiib ye. Sẽn paase, b paasda bũmb ning sẽn pa be wã: Zĩ-kãense, wala tʋʋm-noor bɩ ligd b sẽn da pa tall ye. B yiibã fãa tʋmda sõma n yɩɩd ne taaba, n yɩlgd n yaool n manegdẽ.