Raka'a
1. Gabatarwa zuwa AI a cikin Tallace-tallace da Tsarin Da'a 2. Jagorar Bincike da Kwarewa 3. Imel ɗin Talla na Keɓaɓɓen da kuma Biyan Biyu 4. Sanyi Wayar da Kai: Imel Mai sanyi, LinkedIn da Yanayin Bincike 5. Shirye-shiryen Taimako da Shawarwari 6. Tallan tallace-tallace da Gudanar da Ƙarfafawa 7. Takaitaccen bayanin kula na CRM da Shawarar Mataki na gaba 8. Gasar da Binciken Kasuwa 9. Hasashen tallace-tallace, Binciken Bututu da Samar da abun ciki na tallace-tallace
Naúrar 2 / 9

Jagorar Bincike da Kwarewa

Riba:

  • Ability don bayyana madaidaicin bayanin martaba na abokin ciniki (ICP) da mai siye tare da taimakon AI
  • Ikon cancantar jagora ta hanyar da aka tsara tare da tsarin kamar BANT da MEDDIC
  • Ikon yin amfani da horo na tabbatar da bayanan kamfani / mutum wanda AI ta samar akan tushen

Kuskuren mafi tsada a cikin tallace-tallace yana magana da mutumin da ba daidai ba. Wakilin ya shafe makonni yana bayyana samfurin da ya dace ga abokin ciniki mara kyau a lokacin da ya dace kuma a ƙarshe ya sami amsar "babu kasafin kuɗi" ko "Ni ba ni ne na yanke shawara ba." Amma duk da haka ana iya fitar da wannan bayanin kafin tuntuɓar farko. Wannan shine ainihin abin da binciken jagora da cancantar ke yi: gano da wuri kan wanene zai iya zama abokin cinikin ku da wanda yake bata lokaci. A cikin wannan rukunin zaku koyi yadda ake amfani da AI azaman injin wannan tsari; Za mu ga mataki-mataki, daga ƙirƙira Ideal Customer Profile (ICP) da masu siye zuwa maki tare da tsarin kamar BANT da MEDDIC. Bari mu sanya gargaɗi a farkon: Kamfanin da bayanan mutum da AI suka samar ba a taɓa ɗaukar “ainihin” ba tare da an tabbatar da su ba.

Mahimman Bayanan Abokin Ciniki (ICP) da Persona mai siye

ICP ita ce amsar tambayar "wane nau'in kamfani ne mafi kyawun abokin ciniki a gare mu?" Persona shine mutumin da kuke magana da shi a cikin wannan kamfani. Abubuwa biyu ne daban-daban: ICP ya bayyana kamfani (firmographic), persona yana bayyana mutum.

ra'ayi

Me ke bayyana

Misali sigina

ICP (fiddafikai)

Ideal kamfani

Sashin, adadin ma'aikata, canji, labarin kasa

ICP (fasahar)

Fasahar da kamfanin ke amfani da shi

CRM, kayan aiki, software da suke amfani da su

Mutum

Mutum a cikin tsarin yanke shawara

Take, raga, maki zafi, KPIs

Sigina na Firmographic amsa tambayar "Shin wannan kamfani ya dace da mu dangane da girman?" Sigina na fasaha sun amsa tambayar "Shin sun riga sun yi amfani da fasahar da ta dace da mu?" Misali, kamfanonin da ke amfani da wasu kayan aikin e-kasuwanci na iya zama shirye-shiryen ƙasa don haɗin kai.

Ƙaddamar da ma'anar ICP: "A ƙasa akwai halaye na manyan abokan ciniki na 10 da muka samu a cikin watanni 12 da suka gabata. Ƙirƙiri Ƙirƙirar Ƙwararrun Abokin Ciniki (ICP) ta hanyar gano tsarin COMMON a cikinsu. Yi tebur tare da ma'auni masu zuwa: masana'antu, kewayon ƙididdiga, kewayon juzu'i na shekara-shekara, geography, fasahar da suke amfani da su, yanayin zafi na yau da kullum. Kawai dogara ga alamu a cikin bayanai, kada ku ƙara bayanan waje. {{customer_list}}"

Persona hakar m: "Muna sayar da {{samfurin}}. Our ICP ne {{icp_summary}}. Ƙayyade 3 personas cewa tasiri da sayen yanke shawara a cikin wadannan kamfanoni. Ga kowane persona: - Title- Primary burin da KPIs da abin da suke auna- Top 2 zafi maki- darajar samfurin mu fassara a cikin harshensu- 2 maki cewa iya"

Tsarukan cancanta: BANT da MEDDIC

Muna auna ko jagorar “na gaske” ne tare da tsararrun tambayoyi. Tsarin gama gari guda biyu:

TAPE - don sauri, halayyar nauyi:

  • Budget: Akwai albarkatun da za a biya?
  • Hukuma: Mutumin da nake magana zai iya yanke shawara?
  • Bukatu: Shin akwai buƙata ta gaske, gaggawa?
  • Timeline: Yaushe suke shirin karba?

MEDDIC - zurfi don hadaddun, manyan tallace-tallace na B2B:

  • Ma'auni: fa'idar lamba da abokin ciniki ya auna.
  • Mai Siyan Tattalin Arziki: Mutumin da a zahiri yake sarrafa kasafin kuɗi.
  • Sharuɗɗan yanke shawara: Sharuɗɗan yanke shawara.
  • Tsarin yanke shawara: Tsarin yanke shawara da matakai.
  • Gano Ciwo: Ƙunƙarar zafi.
  • Champion: Mutumin da ya kare ku a ciki.

Frame

yaushe

zurfin

TAPE

Gajeren zagayowar, ƙarancin matsakaiciyar ƙima

kawar da sauri

MAGANIN

Dogon zagayowar, ƙima mai girma, masu ruwa da tsaki da yawa

mai zurfi, tsari

Tukwici: Don ƙananan, tallace-tallace mai sauri, fara da TAPE; Canja zuwa MEDDIC yayin da yarjejeniyar ke girma kuma adadin masu ruwa da tsaki ya karu. Faɗa wa AI a sarari wane tsarin da kuke son ci da shi, ko kuma yana iya rikitar da su biyun.

Takaitacciyar Bincike da Ƙididdiga Maki tare da AI

Muna amfani da AI don ayyuka biyu anan: (1) taƙaita ɗanyen bayanin da kuke da shi ta firam, (2) ba da shawarar maki. Makin shine "matsayi na farko" a gare ku, ba yanke shawara ta ƙarshe ba.

Daukar cancantar jagoranci (BANT): "Kimanta bayanin jagorar mai zuwa tare da tsarin BANT. Ba da maki 0-5 akan kowane girman kuma rubuta hujjar ku. Idan bayanin ya ɓace, a ce 'babu bayanai', KADA KA SANYA {{interview_notes}}"

Bayar da fifikon lissafin jagora: "A ware waɗannan jagororin 20 masu zuwa gwargwadon dacewarsu ga ICP ɗinmu ({{icp_summary}}). Ga kowane jagora: ƙimar dacewa (0-100), sigina mafi ƙarfi, mafi girman rashin tabbas. Ga waɗanda ke da ƙananan maki, a takaice rubuta dalilin. Idan bayanan kamfani ya ɓace, yi alama FITTING, 'dole ne a tantance lissafin jagora': {}}".

Rauni Mai Sauƙi / Ƙarfi Mai ƙarfi

RAUNI: "Shin wannan gubar tana da kyau?" (Sakamakon: raƙuman ra'ayi, sharhin kalma ɗaya.) KARFI: "Yi maki wannan jagorar ta amfani da tsarin BAND. Ba da 0-5 ga kowane nau'i, rubuta hujja, alamar bayanin da ya ɓace a matsayin 'babu bayanai' kuma bayar da shawarar mataki na gaba dangane da jimlar ci gaba. Kada ku wuce bayanan ku. "

Hadarin Kerawa: Tabbatar da Tushen

AI na iya ƙirƙira bayanan da bai sani ba game da kamfani ko mutum cikin gaskiya: canji, adadin ma'aikata, take, har ma da sunan mai yanke shawara. Idan kun haɗu da wannan bayanin, za ku rasa amincin ku a faɗuwa ɗaya.

Tsanaki: Tabbatar da kowane takamaiman takamaiman bayanan AI da AI ta dawo da su (juyawa, haɓaka, sunan zartarwa, tarin fasaha) daga tushen farko: rukunin kamfanin, LinkedIn, wasiƙun hukuma. Kada kayi amfani da bayanan da ba a tantance ba a cikin wayar da kai.

Sauƙaƙan aikin tabbatarwa:

  1. Tambayi AI don "sanya alamar tushe akan kowane da'awar" don taƙaitaccen jagorar.
  2. Duba kowane abu mai alamar "Dole ne a tabbatar" daga tushen daya bayan daya.
  3. Gudanar da bayanan da aka tabbatar a cikin CRM; Share abin da ba za a iya tabbatarwa ba.
  4. Sabunta maki kawai tare da ingantattun bayanai.
  5. Sai kawai a ci gaba zuwa wayar da kan jama'a.

Mini Case

Wakilin B2B SaaS Kaan yana ba da jerin jagorar mutane 50 ga AI kuma an tsara shi bisa dacewa da ICP. "Kamfanin A ya kai ma'aikata 200 kwata na karshe," in ji AI. Kaan ya buɗe kamfanin akan LinkedIn; Yawan ma'aikata yana kusa da 60. AI ya wuce gona da iri. Kaan yayi alamar wannan siginar a matsayin "dole ne a tabbatar da shi", ya shigar da ainihin lambar kuma ya cire maki. A sakamakon haka, ya tabbatar da AI's "Kamfanin B yana buɗe sabon kasuwa nan ba da jimawa ba" siginar tare da sabbin rubuce-rubuce a kan shafin aikin kamfanin kuma yana ba da fifiko ga wannan jagorar. Sakamako: AI ya jagoranci 50 a cikin mintuna, Kaan ya inganta jerin kuma ya mai da hankali kan 8 masu zafi sosai.

Kuskuren gama gari

  • An fara bincike ba tare da gano ICP ba (wanda ke niyya ga kowa da kowa, harbi ba kowa).
  • Gudanar da bayanan kamfanin da AI ya bayar a cikin CRM ba tare da tabbatar da shi ba.
  • Ana hada BANT da MEDDIC sannan ayi rabin maki.
  • Ba da damar AI don cika bayanan da suka ɓace tare da "zamanta".
  • Tunanin cewa makin shine cikakkiyar gaskiya kuma yana lalata hukuncin ɗan adam.
  • Mai da hankali kan kamfani kawai a maimakon mutum da tsallakewa "wanda nake magana da shi".
Tukwici: Koyaushe tabbatar da maki AI ta tambayar "me yasa kuka ci haka?" Idan hujjar ta kasance mai rauni, makin yana da rauni. Dalilin kuma yana nuna maki da kuke buƙatar tabbatarwa.

A takaice

  • ICP yana kwatanta kamfani (firmographic + fasaha), mutum ya kwatanta mutumin; Dukansu sun zama dole.
  • BANT don cancantar gaggawa ne, MEDDIC don tallace-tallace mai zurfi da rikitarwa.
  • AI yana taƙaita bincike kuma yana ba da maki; Hukuncin ƙarshe na mutum ne.
  • Makin matakin farko ne kuma dole ne a nemi shi tare da hujja.
  • Ba za a iya amfani da bayanan kamfani/mutum da AI ya samar ba tare da tabbatarwa daga tushen farko ba.
  • Ya kamata a yiwa bayanin da ya ɓace alama a matsayin "babu bayanai" maimakon "ƙimantawa".

Aikin aikace-aikace

Yi jerin abokan cinikin ku na 5-10 na ƙarshe kuma ku sami AI sami samfuran gama gari tare da faɗakarwar ICP a sama. Ba da fifikon jagora guda 10 da kuke da su ta amfani da sakamakon ICP. Sannan tabbatar da kowane takamaiman da'awar kamfani da AI ke yi akan LinkedIn da rukunin kamfanin don jagorar mafi girman maki 3; Yi la'akari da wane iƙirarin ya zama ƙarya ko bai cika ba. Wannan darasi yana koyar da horo na ICP da kuma tabbatarwa a lokaci guda.

A baya Na gaba