Kucinisekisa idatha ye-B2B: kuyini futsi ungakwenta njani kahle

Emabhizinisi ati kutsi imininingwane yawo inetinkinga, kodvwa linyenti lawo alizange lihlelwe kahle kute libatfole kusenesikhatsi. A. Umuntfu 2025 Luhlolo lwemkhakha lutfole kutsi 84% tinhlangano letibhekene nemininingwane lengakafaneli nobe lephindzaphindvwe kabili, ngekuhlola nge-imeyili nangetincingo lokwenta incenye lenkhulu yemitamo yekucinisekisa leyenyentiwe e36%. Linyenti leminye imikhakha lengakaqinisekiswa lesezingeni lelitsite letincwadzi bantfu labakha ngayo imikhankaso.

Lesihloko sichaza kutsi kuyini kucinisekisa idatha ye-B2B, yini lehlolwayo, indlela lenchubo lesebenta ngayo nekutsi ungayihlola njani i-database ngaphambi kwekutsi ukhokhele kufinyelela kuyo. Nangabe ubaleka kutfola emakhasimende langahle abe khona ngendlela lehlosiwe tinhlelo tekusebentisa emaphrojekthi nobe kutfola imininingwane i-software yekuhlola emakhasimende langahle abe khona, Lena yindzawo lencuma kutsi nguyiphi lena leyasebenta.

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Yini Kucinisekiswa Kwemininingwane ye-B2B?

Kucinisekisa imininingwane ye-B2B kuyinchubo yekuhlola imininingwane yetinhlangano, imininingwane yebhizinisi kanye nemisebenti ngekulandzela liciniso hhayi liphepha. Akusiyo "loku kubukeka kahle yini", kodvwa "lokubukeka kuliciniso yini nyalo". ngobe lomuntfu watfutsela kulenye inkampani nga-April.

Loku kwehluke kakhulu Kuhlanjululwa kwemininingwane, lelinganisela kuhlelwa kwemagama kanye nemabhaji laphindvwe kabili, futsi lehlukile kucebisa, lokufaka emasimi lobewungakabi nawo. Kucinisekisa akusiko. Utsatsa indzawo lesevele ikhona futsi uyatfola kutsi iyahambisana yini nemhlaba wangempela.

Kute umuntfu lowakha b2b umhubhe wekutsengisa ngetulu kwetinhlavu letitsengisiwe nobe labatsengisa ngemininingwane, kutsi umehluko ubaluleke kakhulu kunaloko lokubukeka. Imininingwane ingaba netiphutsa tekubhala kanye nekuphindzaphindza lokungenani futsi isagcwele bantfu labangasebenti lapho kubhalwe khona kutsi bayasebenta.

Yini lecinisekiswa ku-B2B Database

"Kucinisekisa imininingwane" kuvakala shengatsi ngumsebenti munye. Ecinisweni, imisebenti lesihlanu lehlukene, futsi ngamunye ufundza lokutsite lokuhlukile.

Idatha yekukhuluma (i-imeyili): Kucale kuhlolwe kutsi ngabe likheli lilandzela indlela lesebentako yini. Kube khona libhokisi leliposi, ngabe lelo bhokisi leliphumako livele likhona yini kulesiphakeli. Kute emkhatsini wato lokutfola inkinga sibili: ingoti yekutfola. Ikheli le- "sales@" nobe "info@" lingadlula kuletinchubomgomo letimbili futsi libe likheli lelitsite bantfu labangalisebentisi njalo, Loku kusho kutsi kufinyelela kuyawuhlala lapho futsi kungeke kube khona lapho.

Idatha yekukhuluma (ingcingo nelikheli) Tinombolo telucingo tihlolwa kutsi tinjani, bese kutsi luhlobo lwemgca: nobe kusetjentiswa kwebhodi yekushintja lecondza emamenyu lamanyenti ngaphambi kwekutsi umuntfu atsatse. Ngetulu kwaloko, simo lesihle sihlolwa ngekwehlukana. Umshini wekushaya umniningwane locondzile lobewudzinga kutsi kube ne-VP usasindza, kodvwa ushaya ematafuleni langenalutfo ngemuva kwekuhlola kabusha. Emakheli etitfolakali atfola indlela lefanako: ingabe luhlobo lwekubhala luyahambisana nendzawo lengiyo, hhayi nje umtfwalo lofanana nayo.

Umsebenti kanye nemisebenti: Lapha-ke kuyaphula emarekodi ngekushesha. Umcashi ucinisekisa kutsi lomuntfu usasebenta enkampanini lebhalwe phasi. Sigaba kanye nebutsakatsi kuhlolwa ngekwehlukana, ngobe umuntfu angakhutsatwa futsi inkampani ihlale inembile ngesikhatsi sihloko lesingaphansi kwaso sesivele singasebenti.

Idatha yenkapani: Kunetintfo letine letihlolwa lapha: simo lesisebentako, sibalo sebantfu labasebentako, indzawo yekuhlala kanye nekuhlelwa kwemkhakha. Inkhapani leyatfolakala nobe leyavalwa, iyavala onkhe ema-akhawunti ayo ngekushesha. Kungako loku kuhlolwa kusebenta ezingeni le-akhawunti, hhayi ngekutsintsana.

Umniningwane wetekhnographic kanye ne-firmographic: Litheknoloji lihlolwa ngekucatsanisa naloko lokwentiwa yinkampani lamuhla, hhayi loko lokwabhalwa ngumuntfu ngesikhatsi kwakhiwa lelirekhodi. Tikhombisi tetimali netekukhula tihamba ngendlela lefanako, luhambo lwekwesekela imali nobe luhlelo lwekucishwa emisebentini lungaba luphelelwe sikhatsi emasontfweni lambalwa.

Umniningwane wewebhusayithi kanye ne-domain: I-URL lebhalwe lapha iyalayishwa yini, futsi iyincenye yenkampani yini? Tintfo letiphawulwe, tihanjiswe kabusha nobe titsengiswe kanyenti kunaloko bantfu labakucabangako. futsi sici lesifile lesingenamsebenti esicongweni saloluhlu lwekucopha sivame kuba sibonakaliso sekucala sekutsi nalenye incenye yendlulile.

Akusiwo onkhe emasimu lawohlokako ngendlela lefanako. Emagama emsebenti kanye nemakheli e-mail avame kuvele asheshe kakhulu kunemininingwane levela enkampanini lefana netindzawo tekusebenta nobe tindlunkulu. Kungako kucinisekisa kudzinga indlela yekwenta njalo, hhayi kutsi umbiko wonkhe uhambe kahle.

Indlela lesebenta ngayo inchubo yekucinisekisa idatha ye-B2B

Kuhlola imininingwane ngekulandzela inkhundla yentsambo ngulokunye. Kwenta loko kube yintfo lephumelelako kutsi licembu liyichube, ngulenye intfo.

1. Beka umngcele ngaphambi kwekutsi utsintse lirekhodi linye: Ncuma kusenesikhatsi kutsi yini lebhalwe "lesebentako" kuleso naleso sigodzi: ngutiphi tingoti temaphutsa letemukelekako kuma-imeyili, kutsi lizinga lekuetsemba ledzingekako kuligama, nobe ngabe linombolo yebhodi yekushintja ibalwa njengelisebentako nobe iyashaywa. Ungasayihoci lendzaba futsi yonkhe imibhalo lengenamkhawulo iba yincwadzi yekwehlulela leyentiwa ngekushesha, ngalokuvamile ingakahleleki. Ngalolo suku, kuvame kubonwa ngulabo labambona.

A. Umuntfu Umphatsi we-GTM Kubeka imigomo yekota kudzinga kutsi leyo migamu ibekwe ngaphambi kwekutsi licembu licale, hhayi kucociswana ngayo emkhatsini wemsebenti. Uma ngabe lelizinga selivele likhona, wonkhe umuntfu lotawuhamba emantini asebentisa ibha yinye esikhundleni sekuphikisana ngemarekhodi ngamunye ngamunye.

2. Hlola yonkhe imikhakha ngekuhambisana kwayo: I-imeyili ihlolwa ngekuhlola indlela yekusebentisa imibhalo, bese kucinisekiswa emabhokisi etincwadzi. kucinisekisa kutsi likheli lihlelwe kahle nekutsi libhokisi leliposi likhona. I-telephone ihlolwa kutsi ifomethi yayo ilinganiswe njani, bese kuhlolwa simo sekuchumana, nekutsi ngabe lomlayeto usaphila yini.

Emagama emsebenti kanye nemininingwane yenkampani ayinakho kusebenta, ngako-ke kunekuhlanganiswa kwemagama. kuhlolwa kunethiwekhi yetemisebenti, iwebhusayithi yenkampani nobe lomunye umtfombo longatfunyelwa. Kuchuba inchubo yinye lenkhulu kunato tonkhe tinhlobo tetinsita kulahlekelwa timodi tekwehluleka letibonakalako kuleso naleso sinyatselo.

3. Ingoti yekukhishwa kweligunya ngekwehlukana ne-basic validity: I-imeyili lesebentako ingase ingabi nalusito. Ikheli le-"sales@" nobe "info@" lidlula ngekuhlanganisa kanye nekucwaninga emabhokisi etincwadzi ngaphandle kwekuphepha futsi lisekhelini lelibukene nalo lonkhe luhlelo Kuliciniso kutsi bantfu labanyenti abafuni kucondziswa ngumuntfu lowenta tincumo.

Leso simo sibonakala sihlukile kunekheli lelingasebenti. futsi idzinga ifulegi layo kunekutsi ifakwe kuligama linye nobe lilebheli lekuphela kwalo. Kuphatsa lababili njengebantfu labanebungoti lobunye kufihla emafayela labhalwe kahle embikweni futsi lenta kabi kumkhankaso.

4. Sikhatsi lesisetjentiswako esigabeni senkambu, hhayi esigabeneni semarekhodi: Umculu lohlolwe emnyakeni lophelile kanye nemculu lohlaziywe ngenyanga leyengcile ungahlala ku-CRM lefanako, ngekutibopha ngendlela leyehlukile. Uma ngabe "sikhatsi sekugcina lesicinisekisiwe" sisebenta kulo lonkhe lirekhodi esikhundleni salolunye ludzaba, sihloko lesesicinile tinyanga letingu-11 sifaka ekhatsi likhasimende lelibhaliwe lelihlolwe nge-imeyili.

Ema-time stamp lasendzaweni avumela licembu kutsi likholwe kuloko lelikubukako, kunekutsi wetsembe lirekhodi ngobe incenye yalo isandza kutsintswa.

5. Phindza usebentise, ngekulandzela luhlelo: Kucinisekisa akusiko intfo lenelusuku lwekuphela. Ngesikhatsi seliphelile, liphesenti lelisetulu ledatha selivele licala kusebenta futsi. bantfu bayashintja imisebenti yabo kanye netinkampani tabo njalo.

Luhla lolucinisekisiwe lwetinyanga letisitfupha leyendlulile alusekho. Lolu luhlu belusolo lucinisekisiwe. Kubeka kucinisekiswa kabusha kutsi kusebenta kahle ngekulandzelana lokuphindzako kwenta kutsi likhefu lingakavulwa.

Indlela Yekuhlola Imininingwane Ngaphambi Kwekutsenga Kufinyelela

Lesi sinyatselo lesiphunyutwako kuboneleli labanyenti, ngobe iningi lemibuto lebhaliwe ibhalwe ngumnikati.

Cela sibonelo lesingenamsebenti, hhayi umbutfo loyinhloko: Sibonelo lesikhetfwe ngumtsengisi sibonisa, hhayi silingo. Chaza kutsi le-ICP yakho kufanele ibe nguleligugu: luhlaka lwemboni lolufanako, luhlu loluhlobene nelubukhulu benkampani Utawutsenga leligama lelifanako. Nangabe ungakwati kwenta lokutsite, utawube ufundza ngetintfo letincono kakhulu kunekutsi ukhokhele leligama. Lesibonelo sisho intfo letsite kuphela nangabe sibonakala sifana neluhlu lwakho lwebantfu lofuna kubatsintsa.

Kucinisekise ngekutimbandzela: Citsa lemisebenti ngekucinisekisa kutsi iliciniso, hhayi ngekucinisekisa kwemnikati. Umtsengi ubeka lizinga lekutsi umuntfu lowenta umsebenti wakhe abe ncono kakhulu kuze kube ngulapho umuntfu longekho kuleyo ndzawo ayicinisekisa, kungaba kuhlola ngekhatsi nobe emathulusi ekuhlunga emabhokisi kutfola imininingwane yemsebenti kanye neyekhampani lecondzile emthonjeni.

Kuhlola ngesandla: Tintfo letisetjentiswa ngemshini tihlasela tintfo letinyenti, kodvwa hhayi tonkhe. Bhala incenye lencane yemarekhodi, tihloko kanye nemininingwane yenkampani lesebenta kahle lapha. futsi uwahlole ngesandla kunethiwekhi yetemisebenti nobe lomunye umthombo lowemukelekile. Lapha utawubona emaphutsa laphambana nekuhlola konkhe kuhlela kanye nekuhlela lokwentiwe ngemshini futsi angakalungi.

Bhala phansi, ungabheki phansi. Hlola lelisampula ngekulandzela emagugu lafanako ekuvuma lotawusebentisa ngekhatsi, bese uyasifaka. Lelinani, hhayi sifiso sekuba nemuntfu. Leso siphetfo nguloko lokuletsa ekutsetjaneni ngetivumelwano, futsi kumatima kakhulu kutsi umtsengisi akukhutsate ekutseni ungakwati kufundza ngetintfo letitsite kunekutsi akuve.

Naka kutsi baphendvula njani: Umtsengisi locinisekile ngemininingwane yakhe akanasizatfu sekulawula kutsi nguyiphi imiculu lebonakalako. Nangabe umtsengisi angavumeli kutsi kuhlolwe lolucwaningo, anikete lolucuketfwe kuphela nobe avumele sicelo kutsi sivinjelwe ngalokuphelele, Ucabanga kutsi loko kungumniningwane. Ngalokuvamile likhuluma kakhulu ngemininingwane kunanoma ngukuphi lokutsite.

Emaphutsa lavamile ekucinisekiswa kwedatha ye-B2B

Ngisho nemacembu lacaphela kutsi kusebenta kahle kuliciniso, asashintja ngendlela lefanako.

• Kute umnikati, kute umsebenti. Idatha iyacinisekiswa futsi nemarekhodi ayabhaliswa, bese kute lokwenteka ngobe kute umuntfu lonalo lelandzelako. Kufaka sigcoko kulenkinga nekulungisa inkinga kungumsebenti lohlukene, futsi kushiya lomsebenti wesibili kwenta kutsi lomsebenti wekucala ube lite.
• Kucinisa lokufanako kuto tonkhe tinhlobo. Akusiyo yonkhe indzawo lenesisindvo lesifanako kuyo yonkhe indzawo. Kuliciniso kwemakheli e-mail kubalulekile kakhulu kumikhankaso yekuphuma. Kuciniseka kwemagama ema-akhawunti kubalulekile kakhulu ekuhloleni lokususelwa ku-akhawunti. Kuphatsa yonkhe imikhakha njengebaluleke ngalokulinganako kucedza umsebenti futsi kushiya imikhakho leyenta imiphumela ingakahleleki.
• Kucinisekiswa kanye, nakutsengwa. Imininingwane ivalwa uma ngabe ingena, wonkhe umuntfu uyachubeka futsi emarekhodi lamasha ayachubeka angena ku-CRM ngaphandle kwekuhlola. Leligatja lelisebenta kahle kusukela ngelilanga lekucala lihlala likhula.
• Kufaka sicelo sekusebenta ngekwehlukana. Kucinisekiswa kwenteka, kodvwa licembu lebantfu labatsengisa nobe labalingisi labasebentisa ledatha aliboni imiphumela nobe lihlanganiswe. Emaflegi ahlala embikweni longasifundvwa ngumuntfu ngemgca wangaphambili, ngako kute lokushintjwako endleleni lasebentelana ngayo nemininingwane.
• Ngiyetsemba kutsi kutawuba nesibonelo sinye sekusebentisa yonkhe i-database. Kuba nesiphakamiso lesisetulu sekusebenta kwesampula akusho kutsi yonkhe i-database isebenta ngendlela lefanako. Emacembu lehlukene kanye nemitfombo leyehlukene kulesinye sikhungo setinhlavu temininingwane iyawohloka futsi iphutsa lihambe ngetindlela letehlukene, futsi linani linye lifihla loko.

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B2B Imibuto lemayelana nekuhambisana kwemininingwane

1. Ngutiphi tinhlobo letine tekucinisekisa imininingwane?

Kute luhlu lolunye loluhleliwe, kodvwa kuvunywa kwemininingwane ye-B2B kuvame kuhlukaniswa tigaba letine: imininingwane yekukhuluma (i-imeyili, lucingo, likheli), imininingwane yemsebenti kanye netindzima (sihloko, sikhatsi lesidze sekusebenta, kuhambelana nemcashi), idatha yenkampani (situlu, bukhulu, indzawo, umkhakha), nemininingwane yeteknoloji nobe yetemnotfo (itekuchumana, timali, timphawu tekukhula). Letinye tigaba tidzinga luhlolo lwazo, ngobe tiyawehluleka ngetindlela letehlukene futsi tingasheshi.

2. Yini lechazwa ngemininingwane ye-B2B?

I-B2B idatha ibhekisa kulwati lolumayelana nemabhizinisi kanye nebantfu labasebenta kuwo, lolusetjentiselwa kutsengisa, kutengiswa nekutfutfukisa. Loku kufaka ekhatsi imininingwane yekuchumana, imininingwane yenkampani, tithico temsebenti kanye nemininingwane lehlobene netimboni nobe inkhapani. Ihlukile kulolucwaningo lwe-B2C ngobe yakhelwe etikwemitimba netindzima kunekutsi ibhekiswe kubantfu labatsintsekako.

3. Ungangitjela sibonelo salolucwaningo lwe-B2B?

I-B2B letivamile ifaka libito lemuntfu, sikhundla semsebenti kanye ne-imeyili yemsebenti, kanye nelibito lenkampani yakhe, umkhakha wakhe kanye nelinani lebantfu labasebentako. Umculu lophelele ungaphindze ufake ekhatsi luhlu lwetintfo letisetjentiswa yinkampani nobe umcimbi wesikhatsi lesengcile wekusekela imali. Ngamunye waletindzawo uyindzawo leyehlukene yekubhala idatha lengasebenta ngalokuphelele.

4. Imali lengakanani idatha ye-B2B?

Tinani tiyahluka kakhulu kuye ngekutsi ngabe umhlinzeki, bunjani bemininingwane, nekutsi ngabe utsengiswa njengeluhlu lolungapheli nobe njengekubhaliselwa lokuchubekako. Tintfo letifana nekuhleleka, kuphelela kwemhlaba kanye nekukhomba kwe-ICP tonkhe tifaka sandla etikwezindleko. Kute lizinga lelisemtsetfweni lemkhakha, ngako kufanelekile kulicatsanisa ngekucinisekisa kunekutsi licatsaniswe nentengo yelirekhodi linye.

5. Bobani labaphakeli bemininingwane labakhulu beB2B?

Kunekutsi sichaze labatsengisi, umbuto losebentisekako ngulona lowehlukanisa umphakeli locinile nalobutsakatsaka: kuciniseka lokuhlolwe esampileni lesingenamkhawulo, kutfola lokungenani lokusobala kanye nekuhlola kabusha lokumiswe. Umhlinzeki loyekelela kukuniketa sibonelo lesibukekako ngaphambi kwekutsenga, usikhombisi lesikhulu kunanoma ngukuphi kuhlola.