Uhlu Okufanele Ube Nalo Lokuqukethwe YONKE IB2B Izidingo Zebhizinisi Ukondla Uhambo Lomthengi

Uhlu Lokuqukethwe lwe-B2B Ohambweni Lomthengi Webhizinisi

Kuyangixaka ukuthi Abathengisi be-B2B bavame ukuhambisa inqwaba yemikhankaso futhi bakhiqize ukusakazwa okungapheli kokuqukethwe noma izibuyekezo zemidiya yezenhlalo ngaphandle kobuncane besisekelo, okukhiqizwe kahle umtapo wokuqukethwe ukuthi konke okulindelwe kufunwa lapho kucwaningwa umlingani wabo olandelayo, umkhiqizo, umhlinzeki, noma insizakalo. Isisekelo sokuqukethwe kwakho kufanele sondle ngqo i- uhambo lwabathengi. Uma ungakwenzi… futhi izimbangi zakho zenza… uzolahlekelwa ithuba lakho lokusungula ibhizinisi lakho njengesixazululo esifanelekile.

Funda Kabanzi Ngezigaba Zohambo Lomthengi we-B2B

Ngeklayenti ngalinye le-B2B engilekelelayo, ngihlala ngibona umthelela ongabonakala ekusebenzeni kwabo kwezentengiso okungenayo lapho sinikeza ngokusobala nangokufishane lezi zingcezu zokuqukethwe ezibalulekile:

Ukuhlonza Inkinga

Amathemba afuna ukuqonda kangcono inkinga abafuna isixazululo sayo NGAPHAMBI KOKUTHOLA isixazululo. Ukuzisungula njengesiphathimandla esiqonda kahle inkinga nomthelela wayo kumakhasimende kuyindlela enamandla yokwakha ulwazi ngomkhiqizo wakho esigabeni sokuqala sohambo lwe-B2B Buying.

  1. Chaza inkinga - Nikeza ukubuka konke okuyisisekelo, ama-analogies, imidwebo, njll. Okusiza ukuchaza inselelo ngokuphelele.
  2. Sungula inani - Amathemba wosizo aqonde ifayela le- izindleko yaleyo nkinga kubhizinisi labo kanye ne izindleko zamathuba kubhizinisi labo uma inkinga isilungisiwe.
  3. Ucwaningo - Ingabe zikhona izinsizakusebenza zocwaningo lwesibili ezilubhale ngokuphelele lolu daba futhi ezihlinzeka ngezibalo nezincazelo ezijwayelekile zenkinga? Ukungeza le datha nalezi zinsizakusebenza kuqinisekisa ongaba umthengi ukuthi uyinsiza enolwazi. Ucwaningo oluyisisekelo nalo luyamangalisa… kuvame ukwabelwana ngalo futhi kungakha ukwazisa ngomkhiqizo wakho njengoba abathengi becwaninga inkinga.

Isibonelo: Ukuguqulwa kwedijithali kuyinqubo lapho izinkampani zihlanganisa izixazululo zedijithali kuzo zonke izici zebhizinisi labo ukuthola izinzuzo zamathrendi edijithali nokuqhubeka phambili kwabancintisana nabo. Ngaphakathi, kunokonga okuzenzakalelayo, ukunemba kwedatha okuthuthukile ekuthathweni kwezinqumo okungcono futhi okusheshayo, ukuqonda okuphelele kwekhasimende, ukukhungatheka kwabasebenzi kuncishisiwe, nokubika okuthuthukile ukuqonda ukuthi isici ngasinye sebhizinisi siyithinta kanjani impilo yebhizinisi jikelele. Ngaphandle, kunethuba lokushayela ukugcinwa, inani lamakhasimende, nokuthengisa okuphelele ngamandla wokucwaninga nokwandisa isipiliyoni samakhasimende ngezindlela ezintsha nezintsha. McKinsey inikeze ukuhlaziywa okuningiliziwe okukhomba emikhubeni emihle engama-21 ebuholini, ekwakheni amakhono, ekunikeni abasebenzi amandla, ekuthuthukiseni amathuluzi, nasekuxhumaneni okuqhuba ushintsho oluyimpumelelo lwedijithali.

Isixazululo Ukuhlola

Amathemba angahle angazazi zonke izixazululo atholakalayo futhi kungenzeka angaqondi ngokugcwele ukuthi kungani ukutshala imali kungxenyekazi yangaphandle noma isevisi kungabasiza. Uhlu lwezixazululo ezithembekile, ezinemininingwane eminingi lubalulekile ukwazisa abathengi abazoba nokuqonda okuphelele kwezinketho zabo nobuhle, ububi kanye notshalo-mali oludingekayo ngakunye. Futhi, lokhu kukuqinisa ekuqaleni kwenqubo yokwenza izinqumo futhi kusiza ithemba ukuthi libone ukuthi uyaziqonda zonke izinketho.

  1. Zenzele - Ukuchaza ukuthi iklayenti lingawenza kanjani umsebenzi ngokwalo akubacindezeli kude nesisombululo sakho, kubanikeza isithombe esicacile sezinsizakusebenza kanye nomugqa wesikhathi odingekayo ukufeza umsebenzi ngokwabo. Kungabasiza ekutholeni izikhala zamathalente, okulindelwe, isabelomali, umugqa wesikhathi, njll. Futhi kusize empeleni kubashukumisele kumkhiqizo noma isevisi yakho njengenye indlela. Faka izinsizakusebenza ezethembekile ezivela eceleni ezingabasiza.
  2. Imikhiqizo - Ubuchwepheshe obungasiza inhlangano nokuncoma imikhiqizo nezinsizakalo zakho kufanele buchazwe ngokuphelele kuleli phuzu. Awudingi ukubakhomba kophikisana nabo, kepha ungakhuluma ngokujwayelekile ngokuthi umkhiqizo ngamunye usiza kanjani ukulungisa inkinga oyichaze kokuqukethwe kokuhlonza inkinga. Okuphelele lapha ukuthi kufanele uchaze ngokugcwele ubuhle nobubi bomkhiqizo ngamunye, kufaka phakathi owakho. Lokhu kuzosiza ithemba lakho esigabeni esilandelayo, ukwakhiwa kwezidingo.
  3. Imisebenzi - Ukusho ukuthi ungenza umsebenzi akwanele. Ukunikeza ukubuka konke okuningiliziwe kwenqubo nenqubo oyinikezayo evivinywa isikhathi futhi enemininingwane ephelele kufanele.
  4. Ukwehluka - Lesi yisikhathi esikahle sokuhlukanisa ibhizinisi lakho kwabancintisana nabo! Uma izimbangi zakho zinomehluko ohlulwa kuwo, lesi yisikhathi esihle sokwehlisa umthelela waleyo nzuzo abangaba nayo.
  5. Imiphumela - Ukunikeza izindaba zomsebenzisi noma izifundo eziyizibonelo ukukhombisa ngokugcwele inqubo namazinga empumelelo alezi zixazululo kubalulekile. Ucwaningo oluyisisekelo nolwesibili ngamazinga empumelelo, imiphumela elindelekile, kanye nembuyiselo ekutshalweni kwemali kuyasiza lapha.

Isibonelo: Izinkampani zivame ukusebenzisa izixazululo ngamathemba okuguqula ngamadijithi, kepha ukuguqulwa kwedijithali kudinga umzamo omkhulu ngaphakathi kwenhlangano. Ubuholi kumele bube nombono ocacile wokuthi inkampani yabo izosebenza kanjani nokuthi amakhasimende abo azokwazi kanjani ukusebenzisana uma inkampani isithole izinga lokuguqulwa kwedijithali.

Ngeshwa, McKinsey inikezela ngemininingwane engaphansi kuka-30% wazo zonke izinkampani eziphumelelayo ekuguquleni ibhizinisi labo ngokwamanani. Inkampani yakho ingajova ithalente ukusiza enqubeni, ifake abaxhumanisi ukusiza, noma ithembele kuzingxenyekazi ozithuthukisayo. Ukujova ithalente kudinga izinga lokuvuthwa amabhizinisi amaningi alwa nalo ngoba kunokumelana okungokwemvelo kokushintsha ngaphakathi. Ababonisi abasiza amabhizinisi ngokuqhubekayo ekuguqulweni kwabo kwedijithali baziqonda ngokugcwele izingozi, ukuthi bangayakha kanjani indlela yokuthenga, babone kanjani ngekusasa, ukuthi bangakhuthaza kanjani futhi bakhe ukwaneliseka kwabasebenzi, futhi babeke phambili uguquko lwedijithali empumelelweni. Amapulatifomu kwesinye isikhathi ayasiza, kepha ubuchwepheshe nokugxila kwabo akuhlali kuvumelaniswa nemboni yakho, abasebenzi bakho, noma isigaba sakho sokuvuthwa.

Ngamava eminyaka, i ukuguqulwa kwedijithali inqubo ihlanjululwe ngezigaba ezihlukile ukushayela ushintsho lwakho lwedijithali - kufaka phakathi ukutholakala, isu, ukuthuthukiswa kobuchwepheshe, ukuqaliswa, ukufuduka, ukwenza, nokwenza kahle. Muva nje siguqule inhlangano kazwelonke esiza abantulayo, yafuduka ngokuphelele yasebenzisa isixazululo sebhizinisi, yathuthukisa abasebenzi bayo, futhi bakwazi ukuqhubeka ngaphansi kwesabelomali nangaphambi kwesikhathi, babona ngokugcwele ukubuya kwabo kutshalomali.

Njengenkampani encane, inkampani yakho izohlala ibekwa phambili kozakwethu. Abaholi ozohlangana nabo emjikelezweni wokuthengisa bangabantu abafanayo abazobe beshayela uguquko lwakho oluyimpumelelo lwedijithali.

Izidingo Zokwakha

Uma ungasiza amathemba akho namakhasimende akho abhale izidingo zawo, ungaya phambili komncintiswano wakho ngokugqamisa amandla nezinzuzo ezengeziwe zokusebenza nenhlangano yakho.

  • Abantu - nikeza ukuqonda okucacile kwethalente, isipiliyoni, kanye / noma iziqu ezidingekayo ukulungisa inkinga. Ngaphandle kwe- ngubani kuyadingeka, faka nomzamo odingekayo ukulungisa inkinga. Izinkampani azivamisile ukusebenzisa izisebenzi ngokweqile ukusingatha ukuqaliswa, ngakho-ke ukubeka okulindelwe ezingeni lomzamo nokuthi umkhiqizo noma izinsiza zakho zinganciphisa kanjani lokho kudinga enhlanganweni okuzosiza.
  • Plan - Hamba ubheke phambili kwakho ngenqubo oyithuthukisile esigabeni sezixazululo ukuqinisekisa ukuthi bangakwazi ukubona umugqa wesikhathi kanye nezinsizakusebenza zabantu nezobuchwepheshe ezidingekayo kuyo yonke indawo. Basize babeke phambili ukuqaliswa kokufeza imbuyiselo enkulu kakhulu kutshalo-mali kuqala ngenkathi bathuthukela ezinhlosweni zesikhathi eside zokulungisa inkinga.
  • Risk - Izivumelwano Zezinga Lensizakalo, ukuhambisana nomthetho, ukunikezwa amalayisense, ukuphepha, ukwenza izipele, izinhlelo zokudilizwa emsebenzini… izinkampani zivame ukwakha izidingo eziqonde ngqo enkingeni kepha zifihle izingqinamba ezingaphazamisa imizamo yazo ekusebenziseni isixazululo.
  • Ukwehluka - Uma unenzuzo ecacile uma kuqhathaniswa nabancintisana nabo, kufanele ifakwe ngokuphelele kulezi zidingo ukuze ibekwe phambili yilokho okulindele. Izinkampani zivame ukulahlekelwa noma ukuwina ithuba ngokususelwa kudaba olulodwa.

Isibonelo: Thwebula iphepha lethu elimhlophe eliphelele nohlu lokuhlola lokuthi ungaguqula kanjani ibhizinisi lakho. Kuyo, sichaza ngokuphelele izinsiza zabantu, uhlelo olunezigaba eziphelele, nokuthi ungayinciphisa kanjani ingozi yokwehluleka enguqulweni yakho yedijithali.

Ukukhethwa Kwabahlinzeki

Nomaphi lapho abantu befuna isisombululo, ibhizinisi lakho kumele libe khona. Uma leyo kuyimiphumela yosesho lwamagama asemqoka athile, kufanele ukalwe. Uma lokho kungukushicilelwa kwemboni, kufanele ube khona. Uma abantu bacwaninga futhi bathola izixazululo ngomuntu onomthelela, lowo thonya kufanele azi ngamakhono akho. Futhi… uma abantu bacwaninga ngedumela lakho ku-inthanethi, kufanele kube khona umkhondo wezincomo, ukubuyekezwa, nezinsizakusebenza ezinikeza lawo mathemba wokuthi uyindlela engcono kakhulu abanayo.

  • Isiphathimandla - Ingabe ukhona kuyo yonke imidiya ekhokhelwayo, eholile, eyabiwe futhi ephethwe? Noma ngabe kuwukufuna i-YouTube kwenkinga, umbiko womhlaziyi ngomkhakha wakho, noma isikhangiso esisebenza ngokushicilelwa kwemboni… ukhona?
  • Ukuqashelwa - Uke wahlonishwa yizinkampani zangaphandle ukuthola izitifiketi, imiklomelo, izindatshana zobuholi bokucabanga, njll. Konke ukuqashelwa kwemboni kunikeza abathengi abangaba khona ukuzethemba nokuzethemba njengoba behlola abahlinzeki.
  • Idumela - Ngabe ubheka ngenkuthalo futhi uphendule ukushiwo komphakathi, izilinganiso, nokubuyekezwa kwemikhiqizo yakho nezinsizakalo eziku-inthanethi? Uma ungekho futhi izimbangi zakho zikhona, kubonakala sengathi inhlangano yabo iyaphendula kakhulu… noma ngabe ukubuyekezwa kukubi!
  • Ukwenza okuthandwa nguwe - Izifundo zamacala eziqondene nawe nezihlukanisiwe kanye nobufakazi bamakhasimende kubalulekile ekukhetheni abaphakeli. Abathengi be-B2B bafuna ukuqiniseka ukuthi usize amakhasimende njengabo - ngezinselelo ezifanayo abanazo. Okuqukethwe okubhekiswe kumuntu othile izothinta lowo mthengi ongaba khona.

Funda kabanzi Ngobudlelwano be-Personas noHambo Lomthengi nama-Funnels Wokuthengisa

Asikho isibonelo esizoboniswa lapha… lokhu kungukucwaningwa okuphelele kwezindlela zokuxhumana neziteshi ukuqinisekisa ukuthi ubhekwa njengenkampani ekahle ye-B2B ongasebenzisana nayo.

Ukuqinisekisa Isixazululo kanye ne-Consensus Creation

Abathengi be-B2B bavame ukuqhutshwa yikomidi. Kubalulekile ukuthi usize ukuxhumana ukuthi kungani ungumkhiqizo noma insiza elungile ngale kwalowo ocwaninga eqenjini ekugcineni okwenza isinqumo sokuthenga.

  • Ukukhulisa - Izinkampani azinaso isabelomali ngaso sonke isikhathi noma umugqa wesikhathi sokutshala imali yakho ngokushesha kumikhiqizo noma kuzinsizakalo zakho. Futhi abafuni ukuxhumana njalo neqembu lakho lokuthengisa lapho bezivulela khona ekuceleni. Ukunikeza amaphepha amhlophe, ukulandwa, ama-imeyili, ama-webinar, ama-podcast, noma ezinye izindlela ukuze ithemba lakho liqhubeke nokuthola uthintwe futhi ukuthonywa ngaphandle kokuthengiswa kubaluleke kakhulu njengoba amathemba eqhubeka nokuziqondisa uhambo lwabo lokuthenga.
  • uSizo - Izinkampani azifuni ukuthengiswa, zifuna usizo. Ingabe okuqukethwe kwakho kuqhubela abantu ekuthengisweni, noma kusisetshenziswa esingabasiza? Amafomu akho, izingxoxo zokuxoxa, chofoza ukuze ushayele, hlela i-demo, njll. Konke kufanele kuhloselwe ukubanikeza usizo olubalulekile… hhayi ukuthengisa okunzima. Ibhizinisi elihlinzeka ngosizo olukhulu ekufundiseni lokho okulindelwe yimvamisa ibhizinisi eliphumelela leli thuba.
  • Solutions - Ungakwazi yini ukwenza ngezifiso ukuboniswa komkhiqizo okuqonde ngqo kunhlangano ofuna ukuyithengisela? Ukwenza ngezifiso i-interface noma ukufaka uphawu kusixazululo kungasiza iqembu ukubona ngeso lengqondo isisombululo osiletha etafuleni. Okungcono kakhulu, ukunikela ngesilingo noma okunikezwayo kungasheshisa ukwamukelwa komkhiqizo noma kwensizakalo yakho.
  • Sungula Imbuyiselo Ekutshalweni Kwezimali - Ukusiza ithemba lakho ukuthi liqonde inani lapho uchaza inkinga, uhamba nabo kusixazululo, futhi ekugcineni unikeze umkhiqizo noma izinsiza zakho njengesixazululo esifanele manje kudinga ukuthi ubasize baqonde ukutshalwa kwemali nokubuyiswa kwayo. Lokhu kungafaka phakathi ikhono lokumisa, intengo, kanye ne-quote ngendlela yokuzenzela isevisi online.

Okwamanje, okuqukethwe kwakho kufanele kukugoqe konke ndawonye futhi umthengi wakho ongaba umthengi kufanele aqonde ngokugcwele ukuthi isisombululo sakho sibafanele yini noma cha. Amabhizinisi avame ukwesaba ukungavumeli noma yikuphi ukuthengwa ngethemba lokuthi abathengisi babo bazovuka babhekane nomthengi. Lowo ngumthwalo omkhulu futhi kufanele ugwenywe. Umkhiqizo wakho uzokwakha ukuthembeka okukhulu ngokukhomba amathemba ku- kwesokudla Isixazululo, hhayi ngokuzama ukuthengisa umkhiqizo noma insizakalo yakho kuwo wonke umuntu!

Uma usiza abathengi kanjena, unciphisa igebe phakathi kwemikhombandlela efanelekile yokumaketha (MQLs) nemikhombandlela efanelekile yokuthengisa (SQLs), unikeze iqembu lakho lokuthengisa ithuba lokuthola kwesokudla umthengi entanjeni ngokushesha.

UCABANGANI?

Le sayithi isebenzisa i-Akismet ukunciphisa ugaxekile. Funda ukuthi idatha yakho yokuphawula isetshenziswa kanjani.