Loaʻa iā ʻoe nā alakaʻi. Nui lākou. Akā, he kakaikahi wale nō e lilo nei i mea kūʻai aku.
ʻAʻole pinepine kāu hoʻolaha ʻana i ka pilikia. ʻAʻole pinepine kāu huahana. ʻO kāu kaʻina hana hōʻoia alakaʻi ia - a i ʻole ka nele o hoʻokahi.
Generating more leads is not the answer when the real issue is lead quality. The teams closing the most deals are not the ones with the biggest lists. They are the ones who have learned to identify which leads deserve their time — and which ones do not.
Eia pehea e hana ai i ʻehā mau ʻanuʻu.
He aha ka hōʻoia alakaʻi - a no ke aha he mea nui?
ʻO ke kūlana alakaʻi ke kaʻina hana o ka hoʻoholo ʻana i nā pilina ma kāu pipeline i loaʻa ka hiki ke kūʻai maoli a me nā mea e hoʻonele nei i ka manawa o kāu hui.
ʻAʻole wale kahi alakaʻi kūpono he kanaka i hōʻike i ka hoihoi. He kanaka ia i hōʻike i ka hoihoi a hoʻokō i nā pae hoʻohālikelike e hōʻike ana hiki iā lākou ke kūʻai maoli - ke kūlana kūpono, ka pilikia kūpono, ka manawa kūpono, a me ke kālā kūpono.
E hana pololei i kēia a e maʻemaʻe kāu pipeline. E pōkole ana kāu pōʻaiapuni kūʻai aku. Piʻi aʻe kāu helu pani. Inā hewa ʻoe a laila hoʻolilo kāu hui i ko lākou mau hola maikaʻi loa e alualu ana i nā manawa kūpono i hele ʻole i hea.
ʻO nā pae alakaʻi ʻekolu - a me nā mea e hana ai me kēlā me kēia
| ʻAno alakaʻi | Definition | la'ana | Hana kūpono |
|---|---|---|---|
| alakai | Hoʻokaʻaʻike maka - ʻaʻole i kūpono a komo iki paha | Hoʻoiho i kahi alakaʻi, hoʻopiha i kahi palapala | E hānai me ka ʻike a me nā hahai ʻana |
| MQL (Ke alakaʻi kūpono ʻo Marketing) | Ke hōʻike nei i ka hoihoi maopopo a me ka launa pū mau | Kaomi i nā leka uila, kipa i nā ʻaoʻao kumukūʻai, hoʻi i kāu pūnaewele | Score, segment, and prioritise |
| SQL (Ke alakaʻi kūpono kūʻai kūʻai) | Ka pono i hōʻoia ʻia, ka hoʻolālā kālā, a me ka manawa - ka hiki ke kūʻai aku maoli | ʻEha i ʻike ʻia + ua hōʻoia ʻia ke kālā + ua maopopo ka manawa | E hoʻokaʻaʻike koke a neʻe i ke kūʻai aku |
ʻO kāu mau SQL kāu mau alakaʻi waiwai nui loa. E hoʻoikaika i ka manawa o kāu hui ma laila a e pani ʻoe i nā ʻaelike hou aku me ka hoʻoikaika liʻiliʻi.
I ka manawa hea e pono ai ʻoe e koho i kahi alakaʻi?
I ka hiki wawe loa - akā, ʻaʻole hoʻokahi wale nō. He hana hoʻomau ka hōʻoia ʻana, ʻaʻole ia he puka i hoʻokahi manawa. A lead who was not ready three months ago may be your best opportunity today. A lead who checked every box in January may have gone cold by March. Keep reviewing as your pipeline moves.
Why unqualified leads are more expensive than no leads
ʻAʻole ka hōʻoia alakaʻi maikaʻi ʻole e hoʻonele wale i ka manawa o kāu hui kūʻai aku. Hoʻokumu ia i kahi manaʻo wahaheʻe o ke olakino o ka paipu. Ua piha kāu funnel. He mea hoʻoikaika kāu mau hōʻike. Akā, i ka wā e pili ana i ka pani ʻana i nā ʻaelike, haʻi mai nā helu i kahi moʻolelo ʻokoʻa.
Eia ke kumukūʻai maoli o kahi paipu kūpono ʻole:
- Hoʻolilo nā ʻelele kūʻai aku i nā hola e kānana ana ma mua o ka pani ʻana
- Hoʻolōʻihi ke kaʻina kūʻai aku no ka mea ʻaʻohe mea i mākaukau maoli e kūʻai
- Team morale drops as effort produces no results
- Kūpaʻa ka loaʻa kālā ʻoiai ke hoʻonui nei ka hana hoʻolaha
ʻAʻole hoʻonui ka leo i ka hoʻoponopono. ʻOi aku ka maikaʻi o ka kānana ʻana.
Ka hana alakaʻi vs. ka hōʻoia alakaʻi
| Ana | Ke alakaʻi kaiaulu | Ka hōʻoia alakaʻi |
|---|---|---|
| Holomua | Volume — fill the funnel | Ka maikaʻi - kānana i ka funnel |
| Mea nona mua | ke kūʻai akuʻana | Ua kūlike ke kūʻai aku ʻana a me ke kūʻai aku ʻana |
| Ana koʻikoʻi | Helu o nā alakaʻi | Ka helu hoʻololi a me ka loaʻa kālā |
| ʻAi | ʻO nā alakaʻi kūpono ʻole e pani ana i ka pipeline | Ke kūpono nui ʻana a me ka nalo ʻana o nā manawa kūpono maoli |
| hualoa'a | Paipu hoʻopiha ʻia | Paipu waiwai |
He mea nui nā mea ʻelua. Akā, ʻo ka hapa nui o nā hui e hoʻopukapuka nui i ka hanauna a hoʻopukapuka haʻahaʻa i ka hōʻoia. ʻOi aku ka nui o ka ROI ma ka hōʻoia maikaʻi ma mua o ka ROI ma ka nui o nā alakaʻi.
The main qualification frameworks — and their limits
Three frameworks dominate B2B lead qualification. Each has its place.
- BANT (Kālā, Mana, Pono, Manawa) — wikiwiki a pololei. Maikaʻi no nā pōʻaiapuni kūʻai maʻalahi. Hiki ke paʻakikī loa ke hoʻopili ʻia me ka mīkini.
- kahua (Nā Pilikia, Mana, Kālā, Koʻikoʻi) — hoʻomaka me nā pilikia o ke alakaʻi ma mua o ka hoʻolālā kālā, kahi mea kūpono i ke kūʻai aku kūkākūkā.
- LAPAAU (Metrics, Mea Kūʻai Waiwai, Nā Pae Hoʻoholo, Kaʻina Hoʻoholo, ʻIke i ka ʻeha, Champion) - hoʻonohonoho pono ʻia a kikoʻī. Kūkulu ʻia no nā kūʻai aku ʻoihana paʻakikī me nā mea kuleana he nui.
ʻO ka palena o nā mea ʻekolu: hiki iā lākou ke hana i kahi manaʻo wahaheʻe o ka hilinaʻi. Hiki i kahi alakaʻi ke hala i kēlā me kēia nīnau BANT me nā kala lele a ʻaʻole loa e kūʻai. He mau alakaʻi pono nā ʻōnaehana - ʻaʻole nā hōʻoia. ʻO ka mea a lākou e nele nei, ʻo ia ka papa hana: ka mea a ke alakaʻi e hana nei, ʻaʻole wale ka mea a lākou e ʻōlelo ai i kahi kāhea ʻike.
ʻO kēia kahi Nā hōʻailona kaiaulu LinkedIn hoʻololi i ke kiʻi. ʻO ke ʻano hoʻopili - nā mea a kāu mea kūʻai aku e kau nei, e manaʻo ana, a me ka noiʻi ikaika ʻana - e haʻi iā ʻoe i kahi mea ʻaʻole hiki i kahi papa inoa hōʻoia: inā he ʻoiaʻiʻo ka manaʻo i kēia manawa.
ʻO nā ʻanuʻu 4 e hoʻomaopopo pono ai i nā alakaʻi
KaʻAnuʻu Hana 1: E wehewehe i kāu mau pae hoʻohālikelike ma mua o kou hoʻopā ʻana i hoʻokahi alakaʻi
Ma mua o ka hoʻomaka ʻana o kahi kamaʻilio, pono ʻoe e ʻike pono i ke ʻano o kahi alakaʻi kūpono no kāu ʻoihana. Me ka ʻole o nā pae hoʻohālike maopopo, he kuhi wale nō ka hōʻoia i hoʻonani ʻia e like me ke kaʻina hana.
No kēlā me kēia alakaʻi e komo ana i kāu pipeline, pono ʻoe e hiki ke pane:
- Ua kūlike anei kēia pilina me kāu ICP - ʻoihana, kūlana kiʻekiʻe, ka nui o ka ʻoihana, ka ʻāina?
- He mea hoʻoholo lākou a kokoke paha i hoʻokahi?
- He pilikia maoli ko lākou hiki iā ʻoe ke hoʻoponopono - ʻaʻole wale kahi hoihoi maopopo ʻole?
- Aia kekahi hiki ke hana ʻoihana maoli - kālā, nā pilikia, ka hopena hiki ke ana ʻia?
If you hesitate on any of these, the lead is not yet qualified. That is not a failure. ʻO ia ke kānana e hana ana e like me ka mea i hoʻolālā ʻia.
No ka hoʻolaha ʻana i alakaʻi ʻia e LinkedIn, ka kānana ICP a Konnector a kaʻina hana hana alakaʻi hiki iā ʻoe ke wehewehe i kēia mau pae hoʻohālikelike ma mua o ka hoʻomaka ʻana o kahi hana hoʻolaha hoʻokahi - no laila ke holo wale nei ʻoe i nā kaʻina ma nā pilina i hālāwai mua me ka ʻaoʻao.
KaʻAnuʻu Hana 2: E nīnau i nā nīnau kūpono - a e hoʻolohe maoli i nā pane
ʻAʻole i hāʻule ka hapa nui o nā hōʻoia i ka wā ʻike. ʻAʻole no ka mea ua nīnau ʻia nā nīnau hewa, akā no ka mea ʻaʻole i lohe maoli ʻia nā pane. Noho ke kamaʻilio ʻana ma ka ʻili. Manaʻo ka ʻelele ua loaʻa iā lākou kahi manawa kūpono. ʻAʻole.
E hele hohonu i ʻekolu mau wahi.
Ma ka mea e pono ai:
- No ke aha ʻoe e ʻimi nei i kahi hopena i kēia manawa - he aha ka mea i loli?
- He aha ka mea e hana ʻia inā ʻaʻole e hoʻoponopono ʻia kēia pilikia i ka hapaha e hiki mai ana?
- He aha kāu i hoʻāʻo ai ma mua, a no ke aha i holo ʻole ai?
Ma ka hoʻolālā kālā a me ka mākaukau:
- Has this project been budgeted for this year?
- ʻO wai kekahi e pili ana i ka hoʻoholo?
- Ke hoʻohālikelike nei ʻoe i nā hoʻonā a i ʻole ke hoʻomaka nei kāu noiʻi?
Ma ka manawa:
- Aia kekahi lā palena pau a i ʻole kahi hanana hoʻoulu e hoʻokele nei i kēia?
- He aha ka mea e wikiwiki ai ka hoʻoholo ma loko?
ʻElima a ʻumi mau nīnau i hoʻonohonoho pono ʻia i loko o kahi kamaʻilio maoli e haʻi iā ʻoe i nā mea hou aʻe ma mua o kekahi kumu hoʻohālike helu. ʻAʻole ka pahuhopu he nīnau ʻana - he hōʻailona ia.
KaʻAnuʻu Hana 3: E heluhelu i nā hōʻailona kūʻai
ʻAʻole nā alakaʻi kūpono a pau e ʻōlelo "Makemake au e kūʻai." Akā e hōʻike lākou iā ʻoe. ʻO nā hōʻailona kūʻai ka hōʻike o ka manaʻo kūʻai. Pono ʻoe e ʻike i kahi e nānā ai.
He maʻalahi ke ʻike i nā hōʻailona akāka:
- Specific questions about features, integrations, or pricing
- Nā noi no kahi demo, hoʻokolohua, a i ʻole manaʻo
- Nā mea hoʻoholo hou e komo ana i ke kamaʻilio ʻana
Pono nā hōʻailona pōʻaiapili e nānā hou aku:
- Nā pane wikiwiki a hoihoi e kūkulu ʻia ma kāu leka hope loa
- Nā manaʻo e like me "inā mākou e hoʻokō i kēia ..." - ke noʻonoʻo nei lākou
- Nā nīnau e pili ana i nā manawa hoʻokō a i ʻole ke komo ʻana
Ma LinkedIn ma ke ʻano kūikawā, ʻO nā hōʻailona hoʻopili kekahi o nā hōʻailona kūʻai mua loa a hilinaʻi loa i loaʻa. ʻO kahi mea kūʻai aku e kau nei e pili ana i ka pilikia a kāu huahana e hoʻoponopono ai, a i ʻole e ʻōlelo ana i ka ʻike ma kāu māhele, ke hōʻike nei iā ʻoe i ka manaʻo ma mua o ko lākou kamaʻilio ʻana me ʻoe. Hoʻopili koke ʻo Connector i kēia mau hōʻailona no laila e hana ana kāu hui ma luna o lākou i ka manawa kūpono - ʻaʻole ma hope o ka hala ʻana o kēlā manawa.
KaʻAnuʻu Hana 4: Kānana i nā alakaʻi maikaʻi ʻole - a hana koke
ʻO kēia kaʻina hana a ka hapa nui o nā hui e hōʻalo ai. A ʻo ia ka mea e hoʻololi i nā mea āpau.
ʻO ke ʻano maoli, ʻo ia ka hoʻomau ʻana i ka hoʻokuke ʻana i kēlā me kēia alakaʻi i mua. Akā, ʻoi aku ke kumukūʻai o ka hahai ʻana i kahi manawa kūpono nāwaliwali ma mua o ka haʻalele ʻana iā ia i ka wā mua. Ka manawa, ka ikaika, ka walaʻau o ka pipeline, a me ke kumukūʻai manawa kūpono o ka hana ʻole ʻana i nā alakaʻi i loaʻa ka hiki.
Drop a lead — or move it to a nurture track — when:
- He maopopo ʻole ka pono a ʻaʻole ia he mea nui i ʻōlelo ʻia
- ʻAʻohe kālā, a i ʻole ua hōʻoia ʻia ke kālā no kahi wā e hiki mai ana
- Ua mamao loa ka papa manawa e hiki ai ke hana i kēia manawa
- ʻAʻohe mana hoʻoholo o ka mea hoʻopili a ʻaʻole hiki iā ia ke hoʻopili iā ʻoe i kahi mea nāna e hana
ʻO ka ʻōlelo ʻana ʻaʻole i ke alakaʻi hewa, ʻaʻole ia he nalowale i kahi ʻaelike. Ke pale nei ia i ka manawa o kāu hui no nā ʻaelike e pani maoli ʻia.
ʻO ka hāʻule ʻana o kahi alakaʻi ʻaʻole ia he manaʻo e hoʻopau i ka pilina. E hoʻoneʻe iā lākou i kahi kaʻina hānai a hoʻopili hou i ka wā e hōʻike ai kahi hōʻailona hou ua loli ka manawa. Nā Moʻo Akamai o Konnector hiki ke hoʻopaʻa i nā alakaʻi i kahi kahe hānai haʻahaʻa a hoʻonohonoho hou iā lākou i ka manawa e ʻike ʻia ai nā hōʻailona manaʻo hou.
Pehea e ana a hoʻomaikaʻi i kāu kaʻina hana hōʻoia
Qualifying leads well is one thing. Knowing whether your qualification process is actually working requires data.
The metrics that matter
| Kāleka | ʻO kāna mea e haʻi aku ai iā ʻoe | Hōʻailona hoʻomaopopo |
|---|---|---|
| Lead-to-opportunity conversion rate | Pehea ka maikaʻi o ka hoʻomaʻamaʻa ʻana o nā alakaʻi i nā manawa kūʻai maoli | Haʻahaʻa loa = hōʻoia maikaʻi ʻole. Kiʻekiʻe loa me ka loaʻa kālā haʻahaʻa = kūpono loa. |
| Laki pani | He aha ka pakeneka o nā manawa kūpono i pani maoli ʻia | Ka helu pani haʻahaʻa ʻoiai ua piha ka pipeline = pono e hoʻopaʻa ʻia nā pae hōʻoia |
| Sales cycle duration | Pehea ka lōʻihi o ka manawa e pani ai kahi alakaʻi kūpono | Hōʻike pinepine nā pōʻaiapuni lōʻihi ua hōʻoia ʻia nā alakaʻi i ka wā mua loa a palupalu paha |
| Ka helu hōʻole ʻia | ʻEhia mau alakaʻi i hāʻule ma hope o ke komo ʻana i ke kaʻina kūʻai aku | Ka helu kiʻekiʻe = ke hana nei ka hōʻoia ma hope loa o ka funnel |
E hahai pū i kēia mau mea - ʻaʻole ma ke kaʻawale. ʻAʻole hiki i hoʻokahi metric ke haʻi i ka moʻolelo piha. ʻO ka hui pū ʻana o ka helu hoʻololi, ka lōʻihi o ke kaʻina hana, a me ka helu disqualification e hāʻawi iā ʻoe i kahi kiʻi maopopo o kahi e hana nei ke kaʻina hana a me kahi e paheʻe ai nā alakaʻi.
Ka helu ʻana i ke alakaʻi: e ʻae i ka hana e hana i ka mea nui
Hāʻawi ka helu ʻana i ke alakaʻi i kahi waiwai helu i kēlā me kēia pilina ma muli o kā lākou ʻano a me ke ʻano - ka hoʻopili ʻana, nā pilina, nā ʻano pane, a me ka pae o ka hoihoi hana. ʻO ke kiʻekiʻe o ka helu, ʻo ke kokoke aku nei ke alakaʻi i ka mākaukau kūʻai.
ʻO ke ana ʻana i nā alakaʻi kūpono, ʻaʻole pono kāu hui kūʻai aku e nānā lima i kēlā me kēia pilina e hoʻoholo ai i ka mea e kāhea aku ai. Hōʻike ka ʻikepili i ka mea nui. Pane ka ʻelele iā ia.
Ma LinkedIn, hana ka nānā ʻana i nā hōʻailona o Konnector ma ke ʻano he papa helu ʻano hana manawa maoli - e hōʻike ana i nā mea kūʻai aku e hōʻike ana i ka manaʻo kiʻekiʻe loa i kēia manawa, no laila e hana mau kāu hui i nā moʻokāki hoʻohiki maikaʻi loa ma mua o nā mea i nānā maikaʻi ʻia ma kahi kānana static ʻekolu pule i hala.
Ke alakaʻi ʻana i ke alakaʻi: ke kiʻi ʻana i ke alakaʻi kūpono i ka ʻelele kūpono
Hōʻike ka hōʻoia kūpono i nā alakaʻi kūpono. Routing gets them to the right person. ʻO ka hāʻawi ʻana i kahi alakaʻi ʻoihana kūpono i kahi ʻelele i loea i nā moʻokāki SMB he hāʻule ʻana ia i ka hōʻoia ʻana ʻoiai inā ua loiloi pono ʻia ke alakaʻi ponoʻī.
ʻO ke ala e pili ana i ka ʻoihana, ka nui o ka ʻoihana, ka ʻāina honua, a i ʻole ka paʻakikī o ka ʻaelike - a hana wikiwiki. ʻO ka wikiwiki o ka hiki ʻana o kahi alakaʻi kūpono i ka ʻelele kūpono, ʻoi aku ka nui o ka hoʻololi ʻana. ʻO nā ʻoihana e pane ana i kahi alakaʻi kūpono i loko o ʻelima mau minuke e ʻoi aku ka nui o ka pani ʻana ma mua o ka poʻe e hahai ana i nā hola ma hope.
ʻO Connector ka hoʻolaha ʻana o ke alakaʻi puni-robin hoʻopili pololei i kēia - ke kuhikuhi ponoʻī nei i nā alakaʻi ma waena o nā hui SDR no laila ʻaʻohe manawa kūpono e waiho wale ʻia me ka hana ʻole ʻoiai e loaʻa ana ka ʻelele kūpono.
Pehea e hoʻokele pono ai i ka hōʻoia alakaʻi me ka ʻole o ka nalowale ʻana o ka papa kanaka
I ka ulu ʻana o ka nui o ke alakaʻi, hiki ʻole ke hōʻoia lima ʻia kēlā me kēia pilina. ʻAʻole pani ka automation i ka noʻonoʻo kanaka i ka hōʻoia - pale ia iā ia. Ma ka lawelawe ʻana i ka hana hoʻokaʻawale, kānana, a me ka hoʻonohonoho ʻana i nā mea nui, hōʻoia ka automation e hoʻopili ʻia ka noʻonoʻo o kāu hui ma kahi e pono ai.
He aha ka mea hiki ke hana ʻakomi ʻia:
- Ke kānana nei i nā alakaʻi e pili ana i ka ʻikepili pilikino ICP - ʻoihana, kuleana, nui o ka ʻoihana, ʻāina
- Ke helu ʻana i nā alakaʻi ma muli o nā hōʻailona hana - ka hoʻopili ʻana, nā pilina, nā ʻano pane
- Routing qualified leads to the right rep or sequence automatically
- Ke hoʻoulu nei i ka hoʻopili hou ʻana i ka wā e hōʻike ai kahi alakaʻi hiamoe i ka hana hou
Nā mea e pono ai ke kanaka:
- Ke hoʻomaopopo nei i ka pono maoli ma hope o kahi hoihoi i ʻōlelo ʻia
- Ke heluhelu ʻana i ke ʻano, ka kānalua, a me ka pōʻaiapili ma ke kamaʻilio ola
- Ke hana nei i ke kāhea hoʻoholo e hoʻolaha a hōʻole paha i kahi alakaʻi palena
The goal is not to automate your qualification process. It is to automate everything around it — no laila e kālele ana kāu hui i ka ʻāpana hiki iā lākou ke hana.
Hoʻohui ka paepae o Konnector i ka ʻike alakaʻi e pili ana i ka hōʻailona, nā kaʻina hoʻolaha akamai, a me kahi pahu leka i hoʻohui ʻia e hāʻawi i kāu hui i kēia ʻano hana - ka hoʻonohonoho mua ʻakomi i nā kamaʻilio alakaʻi kanaka, ma ka nui, me ka ʻole o ka walaʻau.
E hoʻomaka e pani i nā alakaʻi kūpono
Strong lead qualification is not a filter on top of your sales process. ʻO ia ke kumu o ia mea. He paipu maʻemaʻe. He pōʻaiapuni kūʻai pōkole. He helu pani kiʻekiʻe aʻe. Ke kahe nei nā mea āpau mai ka ʻike mua a maopopo hoʻi, i nā alakaʻi e kūpono i ka manawa o kāu hui.
ʻEhā ʻanuʻu o ke kiʻina hana. E wehewehe i kāu mau pae hoʻohālikelike. E nīnau i nā nīnau kūpono. E heluhelu i nā hōʻailona kūʻai. E kānana i nā mea i mākaukau ʻole - a e pale i ka manawa o kāu hui no nā mea i mākaukau.
Lawe mai ʻo Konnector i ka papa hōʻailona e hana ai i kēia ma ka laulā - ke hōʻike nei i nā mea i manaʻo nui ʻia mai ka hana LinkedIn ola, ka holo ʻana i nā kaʻina i hoʻoulu ʻia e ke ʻano, a me ka mālama ʻana i kāu hui i kālele ʻia i nā kamaʻilio e hiki ke hoʻololi.
Helu ʻia kahi demo to see how Konnector maps to your qualification and outreach workflow. Or kau inoa a hoʻomaka e kūkulu i kahi paipu e pono ai ke loaʻa.
Ka heluhelu hou
- Ke hoʻomaopopo nei i nā hōʻailona kaiapili LinkedIn me Konnector
- Nā Kaʻina Akamai: LinkedIn Automation me ka Logic If/Then
- Ka Hana ʻAlakaʻi ma LinkedIn: Ke ʻAno Hoʻopili
- Hoʻolālā Hoʻolaha LinkedIn no B2B: He aha ka mea e hana nei i kēia manawa
- Nā mākau a me nā ʻano SDR e hoʻokele ai i ka holomua kūʻai aku
- Nā Hacks Hana Alakaʻi e Hana Maoli ana ma LinkedIn
11x Kou LinkedIn Outreach Me
Automation a me Gen AI
E hoʻohana i ka mana o LinkedIn Automation a me Gen AI e hoʻonui i kou hiki e like me ka wā ma mua. Hoʻopili i nā kaukani alakaʻi i kēlā me kēia pule me nā manaʻo i alakaʻi ʻia e AI a me nā hoʻolaha i manaʻo ʻia - nā mea āpau mai kahi kahua alakaʻi alakaʻi.
Pinepine ninau ninaninau 'ana i
ʻO ke kūlana alakaʻi ke kaʻina hana o ka hoʻoholo ʻana inā loaʻa i kahi mea kūʻai aku ke ʻano kūpono, ka pono, ka hoʻolālā kālā, ka mana, a me ka manawa kūpono e lilo ai i mea kūʻai. Kōkua ia i nā hui kūʻai aku e kālele ana i nā manawa kūpono e hoʻololi nui ʻia.
Hoʻomaikaʻi ka hōʻoia alakaʻi i nā helu hoʻololi, hoʻopōkole i nā pōʻaiapuni kūʻai aku, a pale i nā hui kūʻai aku mai ka hoʻonele ʻana i ka manawa i nā mea kūʻai aku i manaʻo ʻole ʻia e kūʻai. ʻOi aku ka waiwai o kahi pipeline kūpono ma mua o kahi pipeline nui i piha i nā alakaʻi haʻahaʻa.
ʻO kahi alakaʻi he mea hoʻopili kūpono ʻole i hōʻike i kekahi hoihoi. Ua hōʻike kahi MQL (Marketing Qualified Lead) i ka hoʻopili koʻikoʻi a kūpono i kāu poʻe hoʻolohe. Ua hōʻoia kahi SQL (Sales Qualified Lead) i ka hiki ke kūʻai aku a ua mākaukau no ke komo kūʻai pololei.
Pono e hoʻomaka ka hōʻoia alakaʻi i ka wā hikiwawe loa a hoʻomau i ka huakaʻi o ka mea kūʻai. Hiki ke loli ke kūlana o ka mea kūʻai aku i ka hala ʻana o ka manawa, no laila pono ke kaʻina hana hoʻomau ʻia ka hōʻoia ma mua o ka loiloi hoʻokahi manawa.
ʻO nā ʻōnaehana i hoʻohana nui ʻia ʻo BANT (Budget, Authority, Need, Timing), CHAMP (Challenges, Authority, Money, Priority), a me MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion). Kōkua kēlā me kēia ʻōnaehana i nā hui kūʻai aku e loiloi inā kūpono ke alualu ʻana i kahi alakaʻi.
ʻO nā hōʻailona kūʻai e komo pū me nā noi no nā demo, nā nīnau kumukūʻai, nā kūkākūkā e pili ana i ka hoʻokō ʻana, ka launa pū ʻana me nā ʻike pili, a me ke komo ikaika ʻana i nā kamaʻilio e pili ana i ka pilikia a kāu hoʻonā e hoʻoponopono ai.
E kālele i ka hoʻomaopopo ʻana i nā pilikia o ka mea kūʻai aku, nā pahuhopu, ka hoʻolālā kālā, ke kaʻina hana hoʻoholo, a me ka manawa. ʻO ka pahuhopu ka hoʻoholo ʻana inā he pono maoli ka ʻoihana a me ka mākaukau e hana.
Lead scoring is a method of assigning numerical values to leads based on demographic fit and behavioral signals such as website visits, content engagement, email interactions, and outreach responses. Higher scores indicate stronger purchase intent.
ʻAe. Hiki i nā ʻoihana ke hana pono i nā ʻāpana o ka hōʻoia alakaʻi, me ka kānana ICP, ka helu ʻana i ke alakaʻi, ke ala ʻana, a me ka nānā ʻana i nā hōʻailona hana. Eia nō naʻe, he mea nui ka noʻonoʻo kanaka i ka wā e loiloi ai i nā pono, ka pōʻaiapili, a me ka manaʻo kūʻai.
Hāʻawi ʻo LinkedIn i nā hōʻailona manaʻo waiwai nui ma o ka hana a ka poʻe kūʻai aku, ka hoʻopili ʻana i ka ʻike, nā manaʻo, nā hoʻololi hana, a me nā mea hou o ka ʻoihana. Hiki i kēia mau hōʻailona ke kōkua i nā hui kūʻai aku e ʻike i nā mea kūʻai aku e noiʻi ikaika nei i nā hoʻonā a mākaukau paha no kahi kamaʻilio.
