D acu i d aɣelluy n yisefka? Tisebbabin, lʼatar d uḥraz

Taseɣrut n yisefka B2B tettnerni s wazal n 22.5% yal aseggas, yerna amḍan-nni s timmad-nnes yettwaqbel, s tmuɣliwin niḍen ay d-yettilin s waṭas s waṭas neɣ s wazal-nsent ɣef leḥsab n wayen ay yettwaɛezlen. Ayen ɣef msefhamen yal aḍris d amekkan : taɣult n yisalan (base de données) ay d-yellan s tɣawla ass aydeg ay d-tebna tebda tettkemmil tettkemmil seg wass-nni kan ɣer sdat, s tɣawla, war ma tella yiwet n tedyant ay d-yesmektayen melmi.

Aḍris-a yettbeddilen ṣṣenf n tmeẓẓuɣt, d acu ay tt-yessawḍen, ayɣer kra n yigran ttwaɛezlen s tɣawla ugar n wiyaḍ, lqima n tidet n tmeẓẓuɣt-nnes, d wamek ara tt-nessemɣer. Deg ubrid, yettmuqul deg wayen xeddmen yiḍrisen ixuṣṣen i scoring n leads d anadi n uznaz: rep ixeddmen isefka n zzyada n zik ur yettkemmil ara tasertit, ttxemmimen s lqewwa.

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D acu i d aɣelluy n yisefka?

Aɣelluy n yisefka d asenqes kra kra n usḍid deg yisefka yettwaḥerzen, mi amaḍal n tidet yettbeddil yerna aklas yeqqim kan din. Yiwen ibeddel axeddim. Takebbanit tettales lebni. Uṭun n tilifun yettunefk i umdan nniḍen. Ulac seg waya i d-yesbedden CRM-ik. Aklas ur yerẓi ara yerna ulac d acu i ixuṣṣen; yeḥbes kan s tɣawla ad yili d tidet, yerna ur yettban ara yemgarad ɣef wass-nni ideg yella d aḥeqqi.

Imdanen ttqerriben aya s snat n tɣawsiwin ur yelli ara. Isefka n tmeẓẓuɣt d lbaṭel, lqeḍyan iqburen ulac win i ten-yessizdgen. Yir asekcem, asemres ur nesɛi lmeɛna, tikli s tɣawla, asdukkel iɛewjen, aya d ugur n tɣara n yisefka, yerna ur yesɛi ara assaɣ d uɛeddi n wakud. Decay d ayen ixussen : isefka yellan d iḥeqqiyen yiwet n tikkelt yerna ddan s lxir s yiwet n ssebba kan, d akud.

Ayɣer ara tḥeqreḍ ad ten-tebḍuḍ? Acku d kečč software n scoring n leads ur yezmir ara ad d-yini isefka n zzyada imaynuten seg yisefka n zzyada i d-yeɣlin. Yettkemmil kan lḥisab, yettkel deg sin yiberdan.

Tiwsiwin n uɣelluy n yisefka

Aɣelluy ur yettaṭṭaf ara yal aḍris s yiwen n ubrid, yerna ma t-id-tḥesbeḍ d yiwen n wugur, d aya ay yejjan aṭas n tistratijiyin n usnulfu n leads s tɣawla ḥebset ccɣel mebla ma yeẓra yiwen acimi. Tazmert n tmeẓdit d tmeẓdit n tmeẓdit ttaǧǧan-k deg sin ad tebdedḍ deg waman, maca ur ten-tessefqadeḍ ara s yiwen n wallal, yerna asenqes n yisefka ur ixeddem ara s tɣawsiwin yemgerraden.

1. Aɣelluy Agama

Aɣelluy n tgemmi d ṣṣenf n tɣawsiwin s tɣawla, s tɣawla. Isefka llan ttwaḍemnen ass aydeg ay d-ttwaṭṭfen, yerna s tɣawla, war ma yella ula d yiwet n tedyant ay d-yesmektin taswiɛt-nni, ttḥebbsen ad ilin d tidet imi kan ay la yettkemmil wakud yerna ulac win ay d-yuɣalen akken ad t-yesqerdec.

Wagi s lbeɛd n ṣṣenf n tmeẓẓuɣt yettwassnen akk, yerna d netta daɣen i d-yeswehmen akk ad t-id-teṭṭef, acku ur yettban ara d akken lreklam-nni yeqreɛ. Yal aḥric yettwaččar Ulac d acu i d-yettawin tuccḍa. Yeḥbes kan s tɣawla ad yemcabi ɣer tilawt, yerna CRM-ik ur yesɛi ara abrid ara yissin aya.

2. Asenqes n tmenḍawt (Anamek)

Asenqes n lqanun d win n tkerkas. Imel mazal yettaweḍ. Tilifun mazal-it yeqqen. Ulac ayen yettbeddilen, ulac ayen yettbeddilen, yal asefqed aṭumatik yettuɣal-d zeddig.

Maca amdan yellan deffir yigran-nni mačči d win ay d-yenna lreklam d akken llan. N-sen tamlilt tbeddel, nnsen tbeddel tmeqrant, neɣ nnsen lqima n wayen i ten-terniḍ deg umkan amezwaru teffeɣ-d s tɣawla. Isefka-nni d d ayen iwatan s tmussni yerna d ayen ur nelli ara d ayen yelhan deg yiwet n tallit, yerna ulac aḍfar aṭumatik yettwabnan akken ad yeṭṭef igran yettwaqerḍen ara t-id-yesbedden, acku ulac kra ɣef yigran s timmad-is i yettwaqerḍen.

3. Aɣelluy Amekkani (Anagraw)

Aɣelluy amikani mačči d amaḍal n berra i yettbeddilen, d lexṣaṣ n yiman seg yigensasen yettḍafaren isefka. Asdukkel iqersen, yir asekcem n tɣawsiwin s lqedd, asenqes ur nesɛi lxilaf, asenqed i d-yesɣezfen s tsusmi azgen n unnar, yerna s kra n tɣawsa, iḍrisen yellan lhan iḍelli ttwaxeṣren neɣ ttwafernen s lxir ass-a.

Aḥric ur nḥemmel ara d amek i d-yettban d akken yettemcabi ɣer tmeẓẓuɣt taɣelnawt seg berra. Annar d ayen ur nelli ara d ayen yelhan deg snat n tɣawsiwin-a. Maca aɣelluy agmawi yettili-d imi tilawt tedda sdat war ma yella-d uḍris, ma d aɣelluy amikani yettili-d imi kra deg tmeqbert-ik s timmad-ik yerẓa lreklam ma d tilawt teqqim akken tella. Amgarad-nni yesɛa azal, acku aseggem n tuccḍa n usniles d useggem n usmel n uxeddim aqbur ur llin ara d yiwen n uxeddim, ɣas akken sin-nni ttbanen-d d "isefka n diri" deg yiwen n uḍris n tmeẓdit.

4.Aɣelluy n berra (n tmeṣkiwt)

Aɣelluy n berra ur yettḥewwis ara, yettḥaz. Asdukkel, asenqes n yixeddamen s waṭas, abeddel n ssuq, neɣ asenqes n tmehla yezmer ad yessemɣer aḥric n yiḍrisen s lekmal-nnes deg yiwet n tmeddit wala ad ten-yesfeḍ kra kra deg wagguren. Yiwet n tedyant, yerna s kra n tɣawsa, azal n yiwen n uḥric s lekmal-is n yisalan, n yizwal, d yiḍrisen n uɛeyyen ttwaɣelqen deg yiwet n teswiɛt.

D ayen i t-yeǧǧan ad yemgarad deg lebni-ines ɣef kraḍ n ṣṣenf-nniḍen : mačči d yiwen n l’album i d-yeffɣen s lemɣawla seg tallit, d yiwen n uḥric s lekmal-is i d-yeffɣen s tɣawla, yerna ulac aḥric n usnefli yettkemmilen yettwabnan i uɣelluy s tɣawla ara t-id-yeṭṭfen s tɣawla.

Yal ṣṣenf yettqerrib s tɣawsiwin yemgaraden, ihi ula d asenfar yemgarad. Aɣelluy agmawi yeḥwaǧ tiwwura n usnefli yettkemmilen. Aɣelluy n lqanun yeḥwaǧ asefqed s ufus, ulac aṭumatik ara t-yeṭṭfen. Aɣelluy amikani yettḥaz tezdeg n usdukkel d usnefli n usekcem. Aɣelluy n berra d win ay ttqerribent aṭas n teɣlamin, yessefk-as aḍfar asertan i tedyanin timeqranin n uswir n uḥric, maci d aḥareb n uswir.

D acu i d sebba n uɣelluy n yisefka

Ulac deg waya i d-yeḍran s tɣawla. Yettkemmil ɣer xemsa n yiferdisen (triggers) igerrzen, yerna amur ameqran seg yiḍrisen ttwawten s ugar n yiwen deg yiwet n tallit.

• Ibeddilen n uxeddim: yettwaḥseb s waṭas d aselway ameqqran n tkerkas n tmeẓla B2B. Tamlilt tamaynut tezmer ad tessemɣer email n yiwen, uṭun n tilifun, azwel, d tiddukla n tkebbanit akk deg yiwet n tikkelt, yerna yettili-d dima deg yal taɣult n yisefka s lqis n tidet, dɣa d aya ay t-yeǧǧan anadi n leads off listi i yesɛan ula d kra n wayyuren yettqerrib s tmes uqbel ad d-yeḍru umciwer n tidet.
• Ibeddilen n tkebbanit: asdukkel, asenqes, aɛiwed n tmarka, d uɛiwed n usnulfu ttbeddilen neɣ ttṣ̣errifen isefka n uswir n tkebbanit, aḥric, lqis, lebni, ayɣef yettkel yal aḍris n uɛraḍ, ttḍurrun yal aɛraḍ icudden ɣer tkebbanit-nni deg yiwet n tikkelt.
• Ibeddalen n tɣawsiwin n usiwel s timmad-nsen s yibeddilen n uxeddim: iḍuman n tilifun ttwaɛerḍen-d yerna imseftiyen n yimel ttbeddilen war ma yella win ibeddelen ixeddamen, dɣa s waya, ttawilat n usiweḍ ttwaqerḍen s yiberdan ur yettwaskelsen ara d abeddel n uxeddim.
• Ibeddilen n teknoloji d tikli: lqern n yisefka n tesnatwilt d tikli neɣ n lebɣi s tɣawla akk, imi ttḥebbsen taswiɛt mačči d tidett iḥerzen. Aṭas n yisefka-nni ttasen-d seg allalen n usekru n web deg umkan amezwaru, ihi d taswiɛt deg teswiɛt aydeg ara d-yeɣli, yerna allalen ttwabeddlen s tɣawla ugar n wayen ay ttwabeddlen aṭas n tbaḍniwin n yisalan.
• Aɣelluy n uklam aẓayan: iḍrisen ur ten-iḥuza neɣ ur ten-yesqerdec yiwen deg kra n lweqt ttwakksen-asen lḥeqq s tɣawla seg uqqim din, ttwaɣelqen s ustehzi mačči ttwaɣelqen s tedyant.

Ssebbat-agi qlil ma ttgent weḥd-sent. Abeddel n uxeddim yettḥettim-d s waṭas abeddel n tkebbanit deg yiwen n usnuffes, yerna yiwen n uḍris yezmer ad d-yerr aṭas seg-sent deg yiwet n tikkelt, dɣa d aya ay d aḥric seg wayen ay ɣef ay ttkemmilen yiferdisen n tmeẓdiyin.

Ayɣer kra n yisefka ttwaɣelqen s tɣawla ugar n wiyaḍ

Mačči akk igran ttfeggiḍen s yiwet n tɣawsa, yerna aḍris yettkemmil deg qrib yal aɣbalu, ula ma ur ttkemmilen ara yiḍuman s tidet. Igrawen n uswir n yal yiwen, azwel n uxeddim, email usrid, tilifun usrid, ttwaqerḥen s tɣawla ugar n yigrawen n uswir n tkebbanit, tamguri, amkan n tɣiwant, isem n tkebbanit. D ayen ur nelli d lbaḍna.

Tilufa n umdan ttbeddilent dima : ttbeddilent tiwuriwin, ttbeddilent uṭun, ttbeddilent tikebbaniyin s lekmal-nsent. Tamagit n tkebbanit n tmeẓdit tettkemmil s tɣawla yemgaraden akk. Timguriwin ur ttbeddilent ara deg yiḍ, tiɣiwanin ur ttbeddilent ara s tɣawla, yerna isem n tkebbanit d yiwet seg tɣawsiwin ay tt-yesbeɛden aṭas. Amdan d iswi yettmuddun, takebbanit d tin i d-yettawin s lqedd.

Isefka n tikli d lebɣi ttwaqerḥen s tɣawla ugar n sin-nni. Ur d-yettmeslay ara ɣef yiwen n uswir n tɣawsa s tɣawla, d ayen i d-yettaṭṭafen taswiɛt, ayen i d-yesmekta yiwen, i d-inadi, neɣ i d-yesban lḥir, yerna taswiɛt-nni s umata teɛḍel s wakud ideg ara t-txedmeḍ. Ad tqebleḍ asenqed n lebɣi n kraḍ n wayyuren amzun d ayen yellan tura, amzun d tiɣri n ulɣu n tegnawt n yiḍelli akken ad tgeḍ lḥeqq d acu ara telseḍ ass-a.

Ha-t-an anda i d-yettili ccwal: lqidar n tɣawsiwin n tɣawsiwin n tɣawsiwin ara tafeḍ deg Internet mxallafent aṭas s tɣerɣert, s tmeẓla, d temguri. Uṭun n yiwen umagrad i uɣelluy n yisem n uxeddim ur yettemcabi ara ɣer wayeḍ, yerna ula d yiwen deg-sen ur yessefk ara ad yettwaḥseb d aɛeqqa amaḍlan ay tzemreḍ kan ad t-tesqedceḍ deg tbaḍnit-ik.

Ma yella aḍris s timmad-is yettban-d anda ma yella deg umagrad-a, yettwaqqen ɣer unadi amezwaru yellan deffir-s, ur yettwaqeddem ara am kra n usaḍuf igerrzen n wamek ttgen isefka. Aḍris-nni d win yettwakelfen. Amḍan n tɣawsa qlil ma yella.

Aḍris n tdamsa n uɣelluy n yisefka

Ulac deg waya ara yeqqimen d tiẓri aṭas, yettban-d s yiḍuman n tidet deg yiwen n usmel, mačči kan akken ara t-terǧuḍ.

Aɛewwel n usnerni yettwasxedmen d lqima i d-yettawin s tɣawla, yerna daɣen d tin i d-yettawin s tɣawla. Reps sseqdacen akud ttḍafaren imeslayen i d-yeddan sdat, tiɣriwin i d-yeqqnen ɣer umdan ur nelli ara d win iwatan, imaynuten i d-yettawin uqbel ad ten-yeldi yiwen. Ulac yiwen seg lmejhud-nni i d-yettawin kra.

Axeṣṣar n tzemmar n usiweḍ yessemras ugur. Azal n tmuɣliwin yettnernin seg tansiwin ixuṣṣen ur yettḍurru ara kan yiwen n yimel-nni, yettḍurru isem n umazan-ik. Axeṣṣar-nni yettḍafar yal izen deffir-s, gar-asen i yimeẓla iwatan yeqqimen deg yiwen n ugzum s tidet ur nxeddem ara kra n lxir.

Asenqed d uceggeɛ ur nettwakellef ara d anda i d-yettili ussehres d ayen ixussen wala d ayen i t-yesqerriben. Isefka n tmeẓdiyin d yiḥricen ay d-yettwabnan ɣef yisalan ay d-yeɣlin ttawin-d tignatin ay d-yettbanen s lqerb deg yiwen n usmel n tmeẓdiyin, deg wakud aydeg ttgensisen s tɣawla ɣef yiḍrisen ur d-yettbegginen ara tilawt. Asenfar ur d-yettbeccir ara belli aḥric seg wayen ɣef yebna d ayen ur nelli ara d ayen yelhan, yettban-d kan d ayen ur nelli ara d ayen yelhan sdeffir-s, s umata deg teswiɛt n diri akk.

Aḍris n usdukkel ɣef tmacinin d AI d talɣa tamaynut n wugur aqbur. Yal asenfar n uxeddim i d-yettawin ssuma, iberdan, neɣ i d-yesbedden s lsas n yisefka n CRM yettwarẓem akk lbaṭel yeddren yakan deg yisefka-nni. Aṭumatik ur yessefray ara aɣelluy, yettkemmil kan fell-as s tɣawla, yerna s lqewwa ugar n wayen ay d-sfaydin yisefka.

Amek ara nqiḍ aɣelluy n yisefka

Ur teḥwaǧeḍ ara aḍris n umsenzi akken ad tessneḍ acḥal tgerrez tbaḍnit-ik s timmad-ik, teḥwaǧeḍ tameddit d cwiṭ n tɣellist.

• Jerreḍ-d yiwen n uswir n yiḍrisen ur yettwaḥeḍren ara deg sḍis n wayyuren nnig waya: Mačči d leads-ik igerrzen, neɣ wid ɣef txeddmeḍ s lǧehd. Afran n yiḍrisen imaynuten neɣ wid yesɛan aṭas n engagement yettaǧǧa taffa-ik n yisefka ad tban tedwer ugar n wayen tellan s tidet.
• Sefqed ugar n yiwen n usignal: Ssexdem tazmert n usiweḍ n yimel, syen sqedceḍ s ufus isem n uxeddim neɣ isalan n tkebbanit mgal aẓeḍḍa axeddaman. Yiwet n tmeẓẓuɣt kan ara k-yeskerken.
• Ḥessb azal n uɣelluy afraray: amur n tmuɣli-nni i d-yeffɣen d ayen ur nelli ara d ayen yelhan. Amḍan-nni d aɛewwiq, maca d ayla-k, yerna yettɛedday ɣef usmar n tlemmast n temguri ur yettwabnan ara i tbaḍnit-ik deg umkan amezwaru.
• Ɛawed-it yal tikkelt: Yiwen n usekles d tasnilest. Sseḍru-tt yal rbeɛ n wayyuren neɣ sin yerna ad d-tafeḍ abrid, d netta kan ay d-yeqqaren s tidet ma yella aɣelluy yettnerni neɣ yella ddaw n tmehla.

Amek ara tesneqseḍ aɣelluy n yisefka

Ur tezmireḍ ara ad tfeḍ aɣelluy, maca tzemreḍ ad tḥebseḍ aḍfar-is d aderɣal, yerna aya yebda s tkadimit, mačči s wallalen.

Mqabal tazmert n useɣnew d tazzla n uɣelluy: Igrawen yettmuddun s tɣawla, srid s tɣawsiwin n usmel, s yisefka n tikli, ḥwaǧen aḥezzeb s waṭas. Igrawen iḥerzen am temguri neɣ isem n tkebbanit ur ḥwaǧen ara yiwen n uḥareb ɣef yigerdan.

Seqdec isemtar n tmeẓdit anda tzemreḍ: Imel i d-yeffɣen, tiririt i d-yebder tamlilt tamaynut, tid-a yessefk ad sbeddent aḍris i uɛiwed n tmuɣli deg teswiɛt ideg ara d-ḍrunt. Raǧu asenqed n tmezgunt yettwaheggan anamek-is dima teṭṭfeḍ aɣelluy s lqella n wakud.

Aɛewwel n useggem n uḥric s wazal: Imiḍanen n tqacuct tameqqrant d tmeẓdit n tmeẓdit ttawin-d azal ugar. Iḍrisen n tmeẓẓuɣt neɣ n tmeẓẓuɣt ur uklalen ara yiwen n wakud, yerna ma tḥemmleḍ-ten s tdukli, ad tessexsiḍ kan lǧehd-ik anda ur yesɛi ara azal.

Qbel belli ur yezmir ara ad yettwakkes uɣelluy, ala ad yettwaḍfer: Taseɣrut n yisallen "zeddigen" i lebda mačči d iswi n tidet, d lfeɛl i d-znuzun yimdanen ur nesɛi ara yiwet. Iswi n tidett d aḥraz n tkerkas yettwaḥebsen s usnefli n tɣawsiwin s tɣawla, mačči d aḍfar n tlisa n tgara ur nelli ara.

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Iseqsiyen n uɣelluy n yisefka

1. D acu i d anamek n tmeẓẓuɣt n yisefka ?

Aɣelluy n yisefka d ayen yettilin mi ara qqlen yisefka yettwaḥerzen s tɣawla ur ttwaḥerzen ara s tɣawla imi kan yettɛedday wakud yerna ur yettwasnefli ara uḍris. Mačči d tuccḍa n unagraw neɣ d yir asekcem n yisefka, d abeddel n umaḍal n tidet ur t-id-yeṭṭif ara uḍris.

2. D acu i d amedya n tmeẓẓuɣt n yisefka ?

Kra n win yettwasnernan, azwel-nsen aqbur yeqqim deg CRM-ik, yerna yal email neɣ tiɣri ara d-tessufɣeḍ tesmektay-d yiwet n dduṛ i d-ǧǧan ayyuren aya. Aḍris-nni yettban-d d ayen yelhan. Ur yelli ara kan d tidet.

3. Amek ttwaqnen yisefka ?

Yettwaḥbes s kra n ttawilat yemgaraden : asenqes n tɣawsiwin s tɣawla, asenqes n tɣawsiwin s tɣawla, tuccḍiwin n unagraw i d-yettawin s timmad-is, d tɣawsiwin n tɣawsiwin s tɣawla am usdukkel neɣ asenqes n tɣawsiwin. Yal yiwen yettḍurru lreklam s tɣawsiwin yemgaraden, dɣa d aya ay yejjan yiwen n usnefli ur t-id-yettḍurru ara akk.

4. Ma ttwaqnen yisefka s wakud ?

Ih, d ayen i d-yesbanen lqella n tmussni s umata. Ula d taseɣrut n yisalan ur nesɛi ara tuccḍiwin ed ussemres (formatage) ikemlen mazal ad teqqim d taɛkemt, imi imdanen ed tkebbaniyin yellan deffir yiḍrisen-nni ttkemmilen ttbeddilen deg wakud aydeg iḍrisen-nni s timmad-nsen ttɣimin ttwajerden.

5. Acḥal n tmiḍrant n yisefka ?

S tidett yettwassen, ɣas akken d ugur yemgaraden ɣef tkerkas, lbaṭel mačči d lbaṭel. Yal taseɣrut n yisallen iɛeddan aseggas neɣ ugar war tezdeg n listiɛmar aktif qrib ad tesɛu kra.