Sindikunena zotumizira kapena zotsogolera kuchokera kwa makasitomala omwe alipo. Ndikulankhula za zotsogola zatsopano zopangidwa kuchokera kumakampani atsopano omwe simunagwirepo nawo ntchito.
Kupanga kutsogolera kwasintha kukhala gawo lalikulu lamakampani ogulitsa malonda. Funso ndiloti sitikufunanso malonda. Funso tsopano ndilakuti: kodi timayendetsa ndikuwongolera zoyesayesa zathu zotsogola mkati mwanyumba kapena timawagwiritsa ntchito kunja.
Pali zinthu zambiri zomwe muyenera kuziganizira mukamapanga chisankho chowongolera pulogalamu yanu yotsogola ya B2B ndikuwongolera mkati kapena kunja kwa kampani yoyenerera. Zindikirani ndimagwiritsa ntchito mawu oti “pulogalamu” ndi “njira”. Kupanga kutsogolera kogwira mtima ndi njira yovuta yomwe imafuna kasamalidwe kosalekeza ndi ukatswiri. Kutsogola kothandiza sikungoyika munthu pafoni, kutumiza maimelo ambiri, zolemba zanthawi zonse, kapena kuyesa kusaka kolipidwa.
Kodi muli ndi ukatswiri wokhoza kuyendetsa pulogalamuyi?
Kutsogola kogwira mtima ndi pulogalamu ndi ndondomeko yomwe imakhala ndi zigawo zambiri. Zina mwazinthuzi ndi monga deta, mauthenga, mbadwo weniweni wotsogolera, malipoti, ogwira ntchito, ndi zamakono. Ndikofunika kumvetsetsa zigawo zonse zomwe zimapanga pulogalamu yotsogolera yotsogolera kotero kuti mutha kupanga chisankho chodziwitsidwa ngati muyang’ane m’nyumba kapena kunja.
Musanapange chisankho cha m’nyumba motsutsana ndi kugulitsa ntchito kunja, pali gawo limodzi lofunika kwambiri la bungwe lanu lomwe muyenera kuwunika. Ngati derali silili bwino, ndingalimbikitse kuti musapite patsogolo ndi pulogalamu yanu yotsogolera mpaka itatha. Malingaliro awa amakhala oona posayang’anira munyumba kapena kutulutsa kunja. Dera lomwe ndikunena ndi CRM.
CRM-callout-gawo
Gawo 1: Zambiri
Gawo loyamba loti muganizirepo muzosankha zanu zamkati ndi zakunja ndi kasamalidwe ka data ndi data. Muyenera kuyamba ndi kufotokoza Mbiri Yanu Yamakasitomala (ICP). Kuzindikiritsa ICP yanu kumaphatikizapo kufotokozera mtundu telegraph data wamakampani, kukula kwamakampani, komwe kuli makampani, ntchito yomwe mukufuna kutsata, ndi zina zilizonse zomwe zikugwirizana ndi ICP yanu.
Kenako, muyenera kuzindikira gwero la deta yanu (ma). Kodi mudzafunika kupeza zambiri kuchokera kuzinthu ngati Dun & Bradstreet kapena ZoomInfo kapena mudzagwiritsa ntchito zomwe zachitika panopo monga kusaka kolipira, kucheza ndi anthu, kapena organic?
kutsogolera-m’badwo-data
Deta ikagulidwa, muyenera kuyeretsa zomwe zabwerezedwa, makasitomala apano, ndi zina zambiri. Pomaliza, zidziwitsozo ziyenera kutumizidwa ku CRM yanu ndikugawidwa kuti mugwiritse ntchito bwino. Apanso, kufunikira ndi kufunikira kwa CRM.
Gawo 2: Kutumiza mauthenga
Kutumizirana mauthenga ndi mbali ina yofunika kuiganizira. Pali zinthu zambiri zomwe muyenera kuziganizira kodi mukufuna zotsogola zambiri kapena zogulitsa zambiri? tale ya wotsogolera malonda mukamatumizirana mameseji. Kodi uthenga wanu udzapangidwa potengera ululu ndi yankho, kuzindikira kwa msika, kukhudzidwa kwa msika, kutsutsa kwa makasitomala, ndi zina zotero. Kuzindikira uthenga wanu kuyenera kutengera ICP yanu, munthu wogula, ndi njira yomwe mudzagwiritse ntchito popereka uthenga wanu. ICP iliyonse, munthu wogula, ndi njira idzafuna uthenga wake womwe umafuna kuti mauthenga angapo apangidwe.
Muyeneranso kufotokoza cholinga zambiri zaku taiwan cha uthenga wanu. Kodi cholinga chokhazikitsa nthawi yokumana, ndi kuyendetsa kuchuluka kwa anthu patsamba lanu ndikuwawuza kuti amalize fomu, kapena ndikuyimbira foni? Musaiwale kusinthasintha uthenga wanu kuti uwonekere kuchokera ku
mauthenga ena omwe omvera anu akulandira?
Mukapangidwa, muyenera kuchigwiritsa ntchito, kuyesa, ndikuchiyeza. Kutengera gawo lanu loyeserera mungafunike kusintha koyenera. Njira imeneyi ndi yofunika kwambiri ndipo imafuna nthawi yambiri.
Mapulogalamu otsogola opambana amathandizira njira zosiyanasiyana zotsatsira monga kusaka kolipiridwa, imelo, kuyimba kwina kotuluka, kulipira komanso organic social, ndi SEO.
Ku Gawo Lotsatira 3: Kupereka malipoti
Kupereka lipoti ndikofunikira kuti muwone zomwe zikugwira ntchito komanso zomwe sizikugwira ntchito. Mudzafuna ndikuyang’anira zizindikiro zazikulu monga:
kuyitana ntchito,
kutsogolera ntchito,
kufunika kwa data, ndi
Pali ma metric ndi ma KPI ambiri omwe amayenera kutsatiridwa ndikufotokozedwa munthawi yeniyeni kuti pulogalamu yanu ikhale ndi chidwi nthawi zonse. Lipoti lochitapo kanthu limakupatsani mwayi wopanga zisankho zophunzitsidwa bwino komanso zodziwitsidwa munthawi yake. Ichi ndi chitsanzo china cha chifukwa chake CRM iyenera kukhazikitsidwa bwino ndikugwiritsidwa ntchito moyenera.
Chofunikira chachikulu posankha kuyang’anira pulogalamu yanu yotsogolera m’nyumba motsutsana ndi kutumiza kunja ndi ogwira ntchito.
Muyenera kukhala ndi luso logulitsa, kutsatsa, ndi kasamalidwe kofunikira kuti muyendetse bwino pulogalamuyi.
Mufunika zokumana nazo zakutsogolo komanso zowongolera mumayendedwe ndi ntchito zomwe takambirana.
Ndani ali ndi udindo woyang’anira CRM?
Ntchito iliyonse ndi njira zimafunikira chidziwitso ndi ukatswiri kuti akhazikitse, kuchita, ndikuwongolera moyenera. Makampani ambiri amalakwitsa kuyika munthu wina pamalo ogwirira ntchito pomwe alibe chidziwitso chofunikira kuti agwire ntchitoyo pamlingo womwe angafunikire.
Kuwongolera moyenera kuchuluka kwa ogwira ntchito ndi ku Gawo Lotsatira lina la kuyendetsa bwino pulogalamu yotsogolera. Pamene chiwongoladzanja cha ogwira ntchito chikuchitika, ndipo chidzatero, chikhoza kuchepetsa kapena kuyimitsa ntchito yanu yotsogolera.Kuchulukitsa kudzawonjezeranso kuchuluka kwa ntchito m’malo ena agulu lanu kuphatikiza, HR, kulemba anthu ntchito, maphunziro, IT, malonda, ndi madera ena oyang’anira.
Chinthu chinanso chachikulu ndi ogwira ntchito ndi zotsatira. Ogwira ntchito omwe ali ndi maudindo abwino amayendetsa bwino komanso zotsatira zake. Mafunso ofunika kuyankha ndi awa:
Kodi muli ndi manejala omwe ali ndi chidziwitso chotsogolera?
Kuwongolera zotsogola ndizosiyana ndi kuyang’anira malonda enieni. Muyenera kudziwa yemwe ali ndi udindo woyang’anira pulogalamuyo komanso yemwe ali ndi udindo pakupambana kapena kulephera kwake. Kodi mungayankhe mokwanira:
Ndani ali ndi udindo woyang’anira oimira chitukuko cha malonda (SDRs), kuphunzitsa ma SDR kuti aziyimba mafoni ogwira ntchito, momwe angagwiritsire ntchito CRM, momwe angakhalire alonda a pakhomo, ndi zina zotero?
Ndani ali ndi udindo woyang’anira mbali zamalonda za pulogalamuyi?
Kodi mudzakhala ndi munthu m’modzi yemwe angayang’anire mbali yogulitsa ndi manejala wina wakutsatsa kapena uyu adzakhala munthu yemweyo?
Tekinoloje ndi ku Gawo Lotsatira lina lofunikira pofufuza m’nyumba zotsogola zotsogola. Takambirana kale mbali zingapo zokhuza CRM. Gawo limodzi la CRM lomwe sitinalankhulepo ndikukhazikitsa, kukonza, ndi kuthandizira njira yeniyeni yotsogolera.