Yintoni isiqinisekiso sokukhokela? Isikhokelo esisebenzayo samaqela okuthengisa

Uninzi lwezikhokelo ezibiza iifowuni zentengiso azisoze zisinda ekunxibelelaneni nentengiso. Kwi-Intanethi - I-Avareji MQL ukuya SQL izinga lokuguqulwa lihlala nje 13%. Ngamagama acacileyo, ukuthengisa kukhupha ikhulu elikhokelayo, kwaye ukuthengisa kubona kuphela ishumi elinesithathu elifanelekileyo. Ayisiyiyo ingxaki yesizukulwana esikhokelayo. Yingxaki yokufaneleka, kwaye iyabiza kakhulu ukuba akukho mntu uyilungisayo.

Yiloo nto i-lead qualification yenzelwe yona. Eli nqaku liqhekeza ukuba kuthetha ukuthini, iintlobo zezikhokelo ezifanelekileyo oza kudibana nazo, izikhokelo ezifanelekileyo ukwazi, kunye nenkqubo edibanisa yonke into. Kule meko, siza kujonga apho ihamba khona Isizukulwana esikhokelayo esijoliswe, kuba isiqinisekiso sisebenza kuphela ukuba izikhokelo ezifikelela kwi-reps yakho zivela ngenjongo ethile emva kwazo.

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Yintoni isiqinisekiso sokukhokela?

Isiqinisekiso esikhokelayo yinkqubo yokufumanisa ukuba ngaba ithemba lifanele ixesha lakho ngaphambi kokuba utyale imali engaphezulu. Kuthetha ukuvavanya ukuba umntu unesidingo sokwenyani kunye nohlahlo-lwabiwo mali kunye negunya lokwenza, hayi nje umntu ogcwalise ifom okanye uvule i-imeyile. Tsiba eli nyathelo kwaye awuyi kuthengisa. Wenza umsebenzi wokuqikelela kunye neespredishithi ezongezelelweyo.

Nantsi inxalenye yabantu abaninzi abaphosakeleyo: ukufaneleka akusiyo umzuzu omnye we-handoff. Yi-relay, yahlulwe phakathi kwentengiso kunye nentengiso, kunye necala ngalinye elifanelekileyo elikhokelayo kwindawo eyahlukileyo kwifanela. Ngubani owenza lo msebenzi, ukuthengisa okanye ukuthengisa? Akukho namnye owedwa. Iifilitha zentengiso zomdla kunye nokulungelelaniswa phezulu kwefanela. Iifilitha zentengiso zokulungela kunye nokungxamiseka ngakumbi ezantsi.

Ukwahlukana okufanelekileyo kwangethuba: isiqinisekiso asifani ne Amanqaku akhokelayo. Проденитения п� Isoftware yokuKhokela, inika ixabiso lamanani ngokusekwe kulungelelwaniso kunye nokuzibandakanya. Isiqinisekiso ngumnxeba wesigwebo ogqiba isigqibo sokuba uza kwenza ntoni ngelo nqaku.

Iindidi zezikhokelo ezifanelekileyo

Ngena kuyo nayiphi na intlanganiso yentengiso kwaye uya kuva la magama mane aphoswe ngeenxa zonke njengoko wonke umntu evumelana ngento ayithethayo. Akunjalo, hayi rhoqo. Nantsi isigama esibalulekileyo:

• Isikhokelo esifanelekileyo seNtengiso (MQL): Isikhokelo esibonisa umdla onentsingiselo ngomxholo, amaphulo, okanye iminyhadala, ngaphandle konxibelelwano oluthe ngqo lokuthengisa okwangoku. Ezi zidla ngokugqithiseleyo Intengiso esekwe kwinjongo, ukulandelela iinyawo zedijithali ezibonisa ukuba umntu ukwimowudi yokusombulula ingxaki ngaphambi kokuba athethe ilizwi nakubani na.
• Intengiso eyamkelweyo (SAL): I-MQL ehlaziyiweyo kwaye ivunyiwe ukuba ifanelekile ukulandelwa okunzulu. Eminye imibutho isebenzisa le nto njengendawo yokujonga ephakathi ngaphambi kokuba isikhokelo sibe SQL, indlela yokulawula Iqela lokuthengisa eliphumayo Yithi "Ewe, le nto iyinyani" ngaphambi kokuba uzibophelele ixesha langempela.
• Isikhokelo esifanelekileyo sokuthengisa (SQL): Isikhokelo esiye savavanywa ngokupheleleyo ngentengiso kwaye siqinisekisiwe ukuba sinesidingo sokwenyani, ixesha elifanelekileyo, kunye nokufaneleka kokwenza izigqibo. Esi sisikhokelo esilungele incoko yokwenyani malunga nokufaneleka kunye namaxabiso, hayi i-imeyile yokukhulisa.
• Isikhokelo esifanelekileyo semveliso (PQL): Isikhokelo esele sifumene ixabiso elibonakalayo kwimveliso ngokwayo, ngesiqhelo ngovavanyo lwasimahla okanye ukusetyenziswa kwe-freemium. Imveliso yenze ukukholisa ngaphambi kokuba i-rep ithathe ifowuni.

Ngaba ufuna zonke ezine? Mhlawumbi akunjalo. Amaqela amancinci ahlala ewisa MQL kwaye SAL kwinyathelo elinye kuba abanalo i-headcount yokuqhuba iindawo ezimbini zokutshekisha. Iinkampani ezikhokelwa yimveliso zixhomekeke kakhulu kwi-PQLs endaweni yoko, kuba idatha yokusetyenziswa ibaxelela ngaphezulu kokugcwaliswa kwefom.

Izikhokelo zeSiqinisekiso esikhokelayo

Khetha isakhelo esingalunganga kwaye uya kuba nesikhokelo esifudumeleyo ngemibuzo yokutshekisha okanye uchithe emva kwemini ye-rep ukuleqa umntu ongazange athenge. Eyona nto ilungileyo ixhomekeke kubunzima besivumelwano, ubude bomjikelo wentengiso, kunye nokuba bangaphi abachaphazelekayo kwigumbi, kwaye hayi, akukho sikhokelo esinye esiphumeleleyo ngalo lonke ixesha.

BANT (Uhlahlo lwabiwo-mali, iGunya, iMfuno, ixesha)

BANT lelona gama lidala kwigumbi, kwaye linamathele kuba lisebenza xa ufuna iimpendulo ngokukhawuleza. Imibuzo emine ethe ngqo: ngaba banokuhlawula, ngubani othatha isigqibo, yeyiphi ingxaki abayisombululayo, kwaye bafuna nini ukuba isonjululwe. Akukho mibongo, akukho arc yokufumanisa, kuphela iinyani ekufuneka uyazi ukuba uyaqhubeka.

Kungenxa yoko le nto ihambelana ngokuthe ngqo, isiqinisekiso esiphezulu, apho i-rep ihamba ngeendlela ezininzi ngeveki kwaye isantya sibalulekile ngaphezu kwe-nuance.

Kodwa ukutyhala BANT ngamandla kakhulu kwaye uqala ukuziva ngathi uphendula. Buza ithemba malunga nohlahlo-lwabiwo mali kwimizuzwana engamashumi amathathu yokuqala kwaye awufanelekanga, uyabavavanya njengomnini-mhlaba ejonga amanqaku etyala. Isetyenziswe ngokungqongqo, ifundeka njengentengiselwano kunye nomthengisi-kuqala, hayi kanye ithoni oyifunayo kumnxeba wokuqala.

CHAMP (Imiceli mngeni, igunya, imali, ukubekwa phambili)

CHAMP uthatha izithako ezine ezifanayo ze-BANT kwaye ujike umyalelo. Endaweni yokuvula ngohlahlo-lwabiwo mali, ivula ngemiceli mngeni yomthengi, yintoni eyaphukileyo, yintoni ebaxabisa ixesha okanye imali, yintoni ebagcina bevukile ebusuku. Kuphela emva koko uya kungena kwigunya, imali, kunye nokubekwa phambili.

Olu tshintsho lunye ngokulandelelana lwenza umahluko wokwenene. Ukukhokela ngemiceli mngeni kuguqula incoko ibe yinto yokubonisana endaweni yokuthengiselana, ufumanisa ingxaki ngaphambi kokuba ufumane isisombululo.

Kufanelekile ngcono kwizikhokelo ezifudumeleyo, abo bangene ngomxholo okanye ukudluliselwa kwaye balindele ukuba i-rep iqonde imeko yabo ngaphambi kokubuza ukuba bazimisele ukuchitha ntoni. Vula uhlahlo-lwabiwo mali kwisikhokelo esinjalo kwaye uya kuphulukana nabo ngaphambi kokuba ufike kumbuzo wesibini.

MEDDIC / MEDDICC (iimetrikhi, uMthengi wezoQoqosho, iikhrayitheriya zezigqibo, inkqubo yesigqibo, ukuchonga iintlungu, intshatsheli, ukhuphiswano)

MEDDIC ayisiyonto yokufumanisa imizuzu elishumi elinesihlanu. Kungenxa yohlobo lwesivumelwano apho abantu abasixhenxe kufuneka batyikitye ngaphambi kokuba kwenzeke nantoni na, kwaye imibuzo emine ye-BANT ayizukukufumana ngaphakathi kwemayile yokuqonda okwenzekayo.

Esi sikhokelo siqhekeza iziqinisekiso zibe ziziqwenga ezibalulekileyo kwizivumelwano ezintsonkothileyo, ezinabachaphazelekayo:

• Iimetrikhi: ukulinganisa ifuthe leshishini, leliphi inani elihamba ngokwenene ukuba esi sivumelwano sivaliwe
• Umthengi wezoqoqosho: Umntu olawula uhlahlo-lwabiwo mali, kwaye kunqabile ukuba umntu othethe naye kuqala
• Iindaba -Yintoni ikomiti yokuthenga egweba abathengisi ngokuchasene
• Inkqubo yesigqibo: Amanyathelo kunye nokuvunywa ekufuneka kwenziwe ngaphambi kokuba isivumelwano sisayinwe
• Chonga intlungu: Ukutyhala ngaphaya kwesikhalazo somhlaba kwiindleko zokwenyani zokwenzi nto
• Intshatsheli: Igqwetha langaphakathi eliya kuphikisana netyala lakho xa ungekho egumbini
• Ukhuphiswano: Ukwazi ukuba ngubani omnye ovavanywa kwaye kutheni banokuphumelela endaweni yakho

Lo ngumhlaba omkhulu kune-BANT okanye CHAMP-cover, kwaye kuthatha ubuchule bokwenyani ukwenza kakuhle. Imephu yekomiti yokuthenga, ukufumana intshatsheli yokwenyani, ukufunda indawo yokhuphiswano, akukho nanye eyenzekayo kumnxeba omnye. Yakhelwe imijikelezo emide yokuthengisa, apho ubunzulu obongezelelweyo buzihlawula endaweni yokucothisa izinto.

I-GPCTBA / C & I (Iinjongo, izicwangciso, imiceli mngeni, ixesha, uhlahlo-lwabiwo mali, igunya, iziphumo kunye neziphumo)

Le i-acronym imbi kakhulu kuluhlu, kwaye ikwayakhelwe kwiincoko apho uluhlu lokutshekisha luya kuhlambalaza umntu othetha naye. I-GPCTBA / C & I ityhala ukufaneleka komphezulu odlulileyo kwisicwangciso esibanzi somthengi, into abazama ukuyifezekisa kunye nokuba ibiza ntoni ukuba abayenzi:

• Iinjongo: Isiphumo esinokulinganiswa umthengi asisukelayo, hayi ingxaki ekhawulezileyo kodwa eyona nto ijolise
• Izicwangciso: Yintoni umthengi asele eyenza, okanye acwangcise ukuyenza, ukufezekisa loo njongo
• Imiceli mngeni: imiqobo emileyo phakathi kwabo kunye nale njongo
• wexesha: Kufuneka uyibethe nini, kwaye yintoni eqhuba loo mhla wokugqibela
• Uhlahlo lwabiwo-mali: Yintoni abanokuyenza ngokuchasene nenjongo endaweni yokubuza ingqele
• Igunya: Ngubani otyikitya ukufika apho
• Iziphumo kunye neziphumo: yintoni eyenzekayo, ngokucacileyo, ukuba akukho nto itshintshileyo

Esi siqwenga sokugqibela sahlula esi sikhokelo kuyo yonke into ekuluhlu. Uninzi lwezixhobo ziyeka "yintoni ingxaki." Oku kubuza ukuba kwenzeka ntoni ukuba ingxaki ihlala ingasonjululwanga, ngokwengeniso, isikhundla sokhuphiswano, okanye nantoni na umthengi azilinganisa ngokuchasene nayo.

Lo mbuzo ngowokuba yintoni eyenza esi sikhokelo sisebenze kubachaphazelekayo abaphezulu, abaphathi abangafuni ukuhamba ngemibuzo yohlahlo-lwabiwo mali. Bafuna ukuthetha malunga nokuba ishishini liya phi, kwaye esi sikhokelo sidibana nabo apho endaweni yokubarhuqa ukuya kwinqanaba lokutshekisha.

SPICED (imeko, intlungu, impembelelo, isiganeko esibalulekileyo, isigqibo)

SPICED ifundwa kancinci njengoluhlu lokutshekisha kwaye ngakumbi njengebali. Ihamba ukusuka apho umthengi akhoyo ngoku ukuya kwindlela abaza kuthatha ngayo isigqibo, kwaye yakhelwe i-reps abafuna ulwakhiwo ngaphandle kwengxoxo evakalelwa ngathi ngumbuzo:

• Imeko: apho umthengi emi khona namhlanje, useto lwabo lwangoku, izixhobo, okanye inkqubo
• Intlungu: yintoni ephukileyo okanye ephazamisayo kule meko
• Impembelelo: yintoni le ntlungu ilahlekileyo, ngexesha, imali, okanye ithuba elilahlekileyo
• Isiganeko esibalulekileyo: umhla wokugqibela okanye i-trigger ebanyanzela ukuba benze ngoku endaweni kamva
• Isigqibo: Ngubani oza kukhetha, ngubani obandakanyekayo, kwaye yintoni inkqubo ejongeka

Umyalelo ubalulekile apha. Ngethuba ufikelela kwintlungu kunye nefuthe, umthengi sele ekuhambise kwimeko yakhe, ke iintlungu zivakalelwa njengento abayikhuphileyo, hayi into oyikhuphileyo. Lo ngumahluko phakathi kokufunyanwa okucwangcisiweyo kunye nokuncinwa, kwaye yiyo loo nto SPICED ifanelekile kubathengisi abafuna ubungqongqo besakhelo ngaphandle kokuphulukana nesingqisho sendalo sencoko.

Akukho qela elinamava eliqhuba isakhelo esinye ngegama kwisivumelwano ngasinye. Bakhetha enye njengesiseko kwaye balungelelanise imibuzo ethile kuyo nayiphi na into ephambi kwabo.

Inkqubo yoQeqesho oluKhokelayo

Umbutho ngamnye unxiba oku ngokwahlukileyo, abanye bawuqhuba ngamanyathelo amathathu, abanye bolula ukuya kwisixhenxe. Susa uphawu kwaye ulandelelwano olusisiseko lujongeka lufana kuyo yonke indawo.

Uphando ngaphambi koqhagamshelwano

Ngaphambi kokuba umntu athathe ifowuni okanye athumele i-imeyile, tsala into esele ihleli evulekile. Ubungakanani benkampani, ishishini, indawo, ingeniso, izinto ezithatha imizuzu ukuyifumana kwaye ikuxelele kwangoko ukuba ithemba likuluhlu. Isiqingatha somsebenzi wesiqinisekiso senzeka ngaphambi kokuba i-rep ithethe igama kumthengi.

Abathengisi beenkcukacha Fumana ukugcina kwabo apha, ukondla iinkcukacha ze-firmographic i-rep eya kuchitha iiyure ukumba. Iimpawu zokuthenga ze-B2B Njengenkxaso-mali yakutshanje okanye ukuqeshwa kobunkokheli obutsha kukuxelela ukuba ngubani ngokwenene kwimarike ngoku, hayi nje ukuba ngubani ohambelana neprofayili ephepheni. Hluza nzima, yonke inkokheli etyibilikayo ngokungafanelekanga iba iyure yeveki ye-rep elahlekileyo.

Yenza unxibelelwano kwaye uvavanye

Ngoku ufikelele ngokwenene, kwaye ijelo libalulekile ngaphezu kokuba uninzi lwee-reps lunika ikhredithi. Umphathi ophezulu akajongi ibhokisi engenayo eqhelekileyo ngendlela efanayo nomphathi wenqanaba eliphakathi, ke tshatisa ijelo apho abaphulaphuli banikela khona ingqalelo, nokuba yi-imeyile, i-LinkedIn, okanye umnxeba.

Vula into ehambelana nemeko yakho, kungekhona i-pitch. Akukho mntu ufuna ukuva malunga nemveliso yakho kumgca wokuqala womyalezo ovela kumntu ongamaziyo. Nje ukuba kubekho ubudlelwane bokwenyani, kulapho imibuzo yesakhelo ingena khona, nokuba yimibuzo emine ye-BANT okanye ukuntywila okunzulu MEDDIC, injongo iyafana: fumanisa ukuba oku kufanelekile na ukulandela ngaphambi kokuba elinye icala lityale ixesha elininzi.

Landela ukubandakanyeka ngokuhamba kwexesha

Enye incoko ikuxelela oko kuthethwa ngumkhokelo. Ukuziphatha kwabo kwiiveki ezimbalwa ezizayo kukuxelela ukuba bathetha ntoni. Jonga indlela ababandakanyeka ngayo kwii-imeyile ezilandelayo, umxholo, kunye neefowuni ezongezelelweyo, ngaba bavula, bacofa, baphendule, babonise? Le pateni ngumqondiso onyanisekileyo ngakumbi kunayo nayiphi na into ethethwayo kumnxeba omnye, apho abantu bathambekele ekubeni banobubele kungakhathaliseki ukuba banomdla wokwenene.

Qinisekisa indawo efanelekileyo yoqhakamshelwano

ngaba lo mntu unegunya lokuthenga, okanye ukuphembelela umntu oyenzayo? Incoko emnandi kunye nomntu ongalunganga ihlala isiphelo esifileyo.

Ukuba abanalo elo gunya, fumanisa ukuba ngubani owenzayo, kwaye ngubani omnye ekufuneka asayine ngaphambi kokuba esi sivumelwano sihambe naphi na. Tsiba eli nyathelo kwaye uya kuchitha iiveki ukwakha ubudlelwane nomntu ongenakukwazi ukuthi ewe.

Isigqibo kunye neNdlela

Ukuza kuthi ga ngoku, yonke into yayikukuqokelela ulwazi. Nantsi indawo oyisebenzisa ngokwenene. Ngokusekelwe kwinto oyifundileyo, kukho iindlela ezintathu kuphela:

1. Qhubela phambili ukukhokela kwincoko enzulu yokuthengisa
2. Yihambelane nolandelelwano lokukhulisa kamva
3. Yikhuphe ngokuthe ngqo.

Isigqibo sesona sigqibo silula. Ukusebenza kulapho amaqela awela khona, izikhokelo zihlala kwindawo ethile phakathi kweeveki kuba akukho mntu wayefuna ukwenza umnxeba. Ukungaziphathi kakuhle akukhuseli amandla okukhokela, kuchitha nje ixesha osele ulichithe ukufaneleka. Khetha indlela uze uhambe.

Uluhlu lokutshekisha lweSiqinisekiso esiKhokelayo

Wenze umnxeba. Ukuqhubela phambili, ukukhulisa, okanye ukungafaneleki, akunandaba nokuba yeyiphi. Eyona nto ibalulekileyo ngoku kukuba isigqibo siphume entlokweni yakho nakwinkqubo, kuba isigqibo esikhoyo kuphela kwimemori yakho asisosigqibo iqela lakho elinokuthatha isigqibo.

• Ngaba isigqibo sifakwe CRM, asigqitywanga nje entlokweni yakho okanye sikhankanywe ngokudlulayo?
• Ukuba uqhubela phambili, ngaba kukho inyathelo elilandelayo elicwangcisiweyo kunye nomnini othile kunye nomhla oqhotyoshelweyo, hayi "ukulandela ngokukhawuleza"?
• Ngaba amanqaku okufumanisa aneenkcukacha ngokwaneleyo ukuba omnye ummeli angathatha iakhawunti ebandayo, ngaphandle kokufaneleka kwakhona ukusuka ekuqaleni?
• Ukuba ukungafaneleki, ngaba isizathu sirekhodiwe, ukuze iqela likwazi ukubona iipateni, ezinje ngokungaguquguqukiyo izikhokelo ezivela kumthombo omnye okanye kwicandelo?
• Ngaba wonke umntu ochukumisayo esi sivumelwano, kubandakanya nabani na onikezelwa kuye, ngokwenene unokubonakala kwinto esele ifundiwe?

Tsiba nayiphi na kwezi kwaye umsebenzi weziqinisekiso osandula ukuwenza awuzange wenzeke.

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I-FAQ yeSiqinisekiso esiKhokelayo

1. Kuthetha ukuthini isiqinisekiso esikhokelayo?

Isiqinisekiso esikhokelayo yinkqubo yokuvavanya ukuba ithemba lifanelekile ngokwenene kwinto oyithengisayo, ngokusekwe kwimfuno, uhlahlo-lwabiwo mali, kunye negunya lokwenza, ngaphambi kokutyala ixesha elingakumbi lokuthengisa. Yifilitha eyahlula amathuba okwenyani kumagama kuluhlu.

2. Ndingasiphucula njani isiqinisekiso esikhokelayo?

Qala kwangoko kunokuba uninzi lwamaqela lusenza. Hluza kwidatha ye-firmographic ngaphambi kokufikelela kokuqala, khetha isakhelo esihambelana nobunzima besivumelwano sakho, kwaye ulandele ukubandakanyeka ekuhambeni kwexesha endaweni yokugweba incoko enye. Uninzi lweengxaki zokufaneleka zibuyela umva ekutsibeni elinye lala manyathelo, hayi isakhelo esiphosakeleyo.

3. Yintoni inqanaba lesiqinisekiso esikhokelayo?

Akukho nani linye elisebenza kuwo onke amashishini okanye iintshukumo zokuthengisa, kuxhomekeke kakhulu kubungakanani besivumelwano, umjikelo wentengiso, kunye nokuba zingqongqo kangakanani iikhrayitheriya zakho. Endaweni yokuleqa i-benchmark, landelela MQL yakho ukuze SQL inqanaba ngokuhamba kwexesha kwaye uphathe umkhwa osezantsi njengomqondiso ofanelekileyo wokwenza.

4. Ndazi njani ukuba isikhokelo sifanelekile?

Babonise imfuno yokwenene, banohlahlo-lwabiwo mali okanye ukufikelela kuyo, kwaye umntu othetha naye unegunya lokwenyani okanye impembelelo kwisigqibo. Ukuba kukho naziphi na kwezi ziqwenga ezilahlekileyo, isikhokelo asifanelanga ngokuthe ngqo, sifuna nje umsebenzi ongaphezulu ngaphambi kokuba ulungele.

5. Kutheni isiqinisekiso esikhokelayo sibalulekile?

Ngaphandle kwayo, ii-reps zichitha ixesha kwiincoko ezingazange zihambe naphi na, kwaye ezo zifanele ukulandelwa azifumani ingqalelo ebafaneleyo. Ukufaneleka yinto eyenza ixesha leqela lokuthengisa libe nemveliso endaweni yokuxakeka nje.