Ulwakha njani uludwe lokuThengisa?

Ehlabathini Ukuthengiswa kweB2B, isicwangciso sakho sokufikelela sisebenza kuphela njengomgangatho wakho uluhlu lokukhangela intengiso. Uluhlu oluphandwe ngononophelo lukunceda ukuba uqhagamshelane nabenzi bezigqibo ezifanelekileyo, unciphise umjikelo wokuthengisa, kwaye uphucule kakhulu izinga lokuguqulwa. Ngokungafaniyo nodibaniso olungenamkhethe, ukwakha a uluhlu lokukhangela imalunga nokuchonga nokujolisa kwixabiso eliphezulu izikhokelo ezifanelekileyo abo banokuthi bazibandakanye nemveliso okanye inkonzo yakho.

Yomelele uluhlu lokukhangela intengiso akwanelisi nje ukusebenza kakuhle kodwa ikwavumela ukufikelela kumntu ngamnye, uthethathethwano olomeleleyo, kunye nokukhula okunyukayo. Nokuba ungumseki wokuqala, umphathi wentengiso, okanye uyinxalenye yeqela elikhulu leentengiso, uyazi kakuhle indlela yokwakha uluhlu lokukhangela intengiso yenye yeendlela ezinamandla zokuqinisekisa umbhobho oqikelelwayo kunye nempumelelo yengeniso yexesha elide.

Kutheni Lubalulekile Uluhlu Lokufunwa Kwentengiso

• Ubuchule: A echazwe kakuhle uluhlu lokukhangela intengiso iqinisekisa ukuba iqela lakho lichitha ixesha kuphela kwiiakhawunti zexabiso eliphezulu endaweni yokusukela iinkokeli ezingafanelekanga. Olu gxininiso lunciphisa umzamo ochithekileyo kwaye luvumela abathengisi bokuthengisa ukuba babeke phambili amathuba anokubakho ngokwenene.
• Ukwenza ubuntu: Idatha echanekileyo kunye necandekileyo ikuvumela ukuba wenze imiyalezo yokufikelela eyenzelwe wena. Ngelungelo uluhlu lokukhangela, unxibelelwano lwakho luziva lufanelekile kwiintlungu zomthengi, ukwandisa izinga lokuphendula kunye nokuzibandakanya okunentsingiselo.
• Uguqulo oluPhezulu: Umgangatho phezu kobuninzi yimfihlelo yokuphumelela ukujongwa kwentengiso. Uluhlu oluqinileyo lwabaqinisekisiweyo, abafowunelwa abafanelekileyo luguqulela ngokuthe ngqo kwiintlanganiso ezingaphezulu ezibhukishweyo, iireyithi eziphezulu zokuvula i-imeyile, kunye nenani elikhulu lezivumelwano ezivaliweyo.
• Ukusabalala: Ukwakha a uluhlu lokukhangela usebenzisa isakhelo esiphindaphindwayo siqinisekisa ukukhula kwexesha elide. Nje ukuba inkqubo isendaweni, iqela lakho lokuthengisa linokuthi ngokuqhubekayo lifake izikhokelo ezintsha ezifanelekileyo, ukugcina umbhobho usempilweni kwaye uzinzile.

Funda ngakumbi—> Isikhokelo sabaQalayo kwiSales ye-SaaS

Inyathelo ngeNyathelo: Ulwakha njani uludwe lokuThengisa

Ukwakha enamandla uluhlu lokukhangela intengiso ifuna isakhelo esicacileyo. Endaweni yokungxama ukuqokelela abafowunelwa, kufuneka ulandele inkqubo ecwangcisiweyo eqinisekisa ukuba yonke into ekhokelela kuluhlu lwakho ifanelekile, ifanelekile, kwaye kufanelekile ukuyilandela. Apha ngezantsi kukho inyathelo ngenyathelo lokukunceda wenze uluhlu oluqhuba iziphumo.

1. Chaza iProfayile yakho yoMthengi (ICP)

Ukuchaza eyakho Iprofayile yoMthengi ofanelekileyo (ICP) lilitye lembombo lokwakha okusebenzayo uluhlu lokukhangela intengiso. Ngaphandle kokucaca ukuba ujolise kubani na, iinzame zakho zokufikelela ziya kuthi saa kwaye zingasebenzi kakuhle. I-ICP echazwe kakuhle iqinisekisa ukuba awongezi nje amagama kuvimba weenkcukacha kodwa ulungisa uluhlu lwamathuba anesidingo sesisombululo sakho. Cinga nge-ICP yakho njengeplani-ikuxelela ukuba ujonge phi, ngubani omawufikelele kuye, kwaye ngowuphi umyalezo oza kuhambelana nawo. Okukhona i-ICP yakho ibukhali, kokukhona amathuba akho okunxulumana nabantu abafanelekileyo kwaye ubaguqulele ekubeni ngabathengi abahlawulayo. Nazi ezinye iindlela zokuchaza i-ICP yakho:

• Icandelo: Ngawaphi amacandelo abaluleke kakhulu kwimveliso okanye kwinkonzo yakho?
• Ubungakanani benkampani: Ngaba ujolise kwiziqalisi, ii-SME, okanye amashishini?
• Amagama emisebenzi: Ngoobani abenzi bezigqibo—ii-CEO, ii-CMO, aBalawuli, okanye abaphathi?
• Amanqaku entlungu: Ziziphi iingxaki ajamelene nazo la mathemba onokuzicombulula?

I-ICP yakho isisiseko soluhlu lwakho lokukhangela intengiso-ngaphandle kwayo, uya kuchitha ixesha usukela iinkokeli ezingalunganga.

2. Qokelela iData yeProspect

• LinkedIn: Sebenzisa izihluzi zokukhangela kunye neNavigator yeNtengiso ukuze ufumane amathemba alungele i-ICP yakho.
• Uvimba weenkcukacha: Iiplatform ezifana neCrunchbase, ZoomInfo, kunye neApollo zibonelela ngabafowunelwa abaqinisekisiweyo.
• iiWebhusayithi zeNkampani: Jonga amaphepha obunkokeli, ukukhutshwa kweendaba, kunye neeblogi ngeenkcukacha zoqhagamshelwano.
• Ukunxibelelana: Imisitho yeshishini, iiwebinars, kunye nemibutho inokuba yimigodi yegolide yedatha elindelekileyo.

3. Sebenzisa iziXhobo zokuThengisa kunye nokuzenzekela

• Ukuhlanganiswa kweCRM: Vumelanisa uluhlu lwakho kwi-HubSpot, i-Salesforce, okanye i-Zoho ukulawula izikhokelo.
• Ukuzenzekelayo: Izixhobo ezifana ne-Konnector, Apollo, okanye uLusha zingenza ukuqokelela okukhokelayo kunye nokutyebisa.
• Abafumani be-imeyile: Sebenzisa i-Hunter.io okanye i-RocketReach ukuze uqinisekise iidilesi ze-imeyile ngaphambi kokufikelela.

4. Yahlula uluhlu lwakho lokukhangela

• Ngoshishino: Ubuchwephesha, ukhathalelo lwempilo, imali, njl.
• Ngendima: Abenzi bezigqibo beqela ngokwahlukeneyo kubaphembeleli.
• Ngokuphambili: Beka amathemba ngobungakanani besivumelwano, ukungxamiseka, okanye iimpawu zenjongo.

5. Qinisekisa kwaye ucoce iDatha yakho

• Ukuchaneka: Qhuba iitshekhi rhoqo ukususa ii-imeyile eziphelelwe lixesha kunye neenombolo zefowuni.
• Ukuthobela: Qinisekisa i-GDPR kunye nemithetho yobumfihlo bedatha iyalandelwa.
• Uphindaphindo: Kuphephe ukumosha izixhobo ngokususa amangenelo aphindwe kabini.

6. Etyebisa ngeeNgcaciso zoMxholo

• Iindaba zenkampani: Ukujikeleza kwenkxaso-mali, ukufunyanwa, okanye ukuqaliswa kwemveliso.
• Idatha yokuziphatha: Landela unxibelelwano loluntu, ukukhutshelwa komxholo, okanye ukuzimasa umsitho.
• Ubuchwephesha: Zeziphi izixhobo kunye namaqonga esele isetyenziswa yinkampani?

Funda ngakumbi—-> Ungaqalisa njani ukuthengisa amatikiti aphezulu kude?

7. Uhlaziywa ngokuqhubekayo uLuhlu lwakho lweProspect

Uluhlu lokukhangela intengiso alumi ndawonye-yinto ephilayo efuna ukuhlaziywa rhoqo kunye nokulungiswa ukuze ihlale isebenza.

IiNzuzo zoLuhlu oluqinileyo lokuThengisa

• I-ROI ephezulu: Yakhiwe ngononophelo uluhlu lokukhangela intengiso iqinisekisa ukuba amaphulo akho afikelela kubaphulaphuli abafanelekileyo. Ngokususa ukufikelela okuchithekileyo kukhokelo olungachanekanga, iqela lakho lichitha izixhobo ngokufanelekileyo kwaye lizuze imbuyekezo ephezulu kakhulu kutyalo-mali.
• Ukukhula koMbhobho oKhawulezayo: Yomelele uluhlu lokukhangela ikhulisa umbhobho wakho ngamathuba angaguqukiyo, afanelekileyo. Endaweni yokuzama ukufumana izikhokelo ezintsha nyanga nganye, uya kuba nokuhamba okuthe gqolo kwamathuba alungele ukubandakanyeka, ukukhawulezisa isantya sokuthengisa kunye nokunciphisa amaxesha omjikelo wentengiso.
• UBukho obunamandla: Ngolwazi oluneenkcukacha lwethemba elinje ngeendima zomsebenzi, amashishini, kunye namanqaku entlungu, unokwenza ubugcisa. ukufikelela kobuqu oko kuyavakala. Oku konyusa amaxabiso avulelekileyo, amaxabiso okuphendula, kwaye kwakha ukuthembana ngabantu abalindelekileyo abaziva beqondwa kunokuba kujoliswe kubo ngobuninzi.
• Inzuzo Yokukhuphisana: Kwiimarike ezixineneyo, zihlaziywa kwaye zichanekile idatha yokukhangela ikunika umda. Ngelixa abo bakhuphisana nabo bechitha ixesha ukuleqa abafowunelwa abaphelelwe lixesha, sele uzibandakanya nabantu abalungileyo ngexesha elifanelekileyo, unika iqela lakho lokuthengisa ithuba lokuqala lokuhambisa.

Funda ngakumbi—-> Uyakha njani iNkqubo yoThengiso yeB2B esebenzayo?

isiphelo

Ukwakha a uluhlu lokukhangela intengiso ayikho nje malunga nokuqokelela amagama kunye nee-imeyile-imalunga nokudala i i-asethi yoshishino olucwangcisiweyo eqhuba ukukhula okuqikelelweyo. Uluhlu oluqinileyo lokukhangela ifuthe lakho yokuthengisa ngokhokelo olufanelekileyo, ukuqinisekisa ukuba iqela lakho lityala ixesha namandla apho kubaluleke ngokwenene.

Ngokuchaza ngokucacileyo Iprofayile yoMthengi ofanelekileyo (ICP), ukusebenzisa izixhobo ezifanelekileyo zokukhangela, ukwahlula idatha ngokufanelekileyo, kunye nokucoca rhoqo i-database yakho, ubeka isiseko sempumelelo enobungozi. A egcinwe kakuhle uluhlu lokukhangela ayikhuthazi nje ukusebenza kakuhle; ixhobisa iqela lakho lokuthengisa ukuba libe nayo iincoko ezinentsingiselo, Yakha ubudlelwane obuluqilima, kwaye ngokuthe rhoqo uvale amaxabiso amaninzi.

Kwimarike yanamhlanje ekhuphisanayo, umahluko phakathi kokuzabalaza ukuzalisa umbhobho wakho kunye nokufumana ukukhula okungaguqukiyo kwengeniso kudla ngokuhla kwinto enye: umgangatho wakho. uluhlu lokukhangela intengiso. Tyala ixesha lokuyakha ngokufanelekileyo, kwaye iya kuba yeyona asethi yakho ixabisekileyo yokuthengisa.

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