Amagilebhisi phakathi, I-Champagne Out: I-AI Iwuguqula Kanjani Ifaneli Yokuthengisa

Umfundisi: I-AI Iwuguqula Kanjani Ifaneli Yokuthengisa

Bheka usizi lwe-sales development rep (I-SDR). Intsha emsebenzini wayo futhi imvamisa inesipiliyoni esifushane, i-SDR ilwela ukuqhubekela phambili enhlanganweni yokuthengisa. Umsebenzi wabo owodwa: ukuqasha amathemba okugcwalisa umzila.  

Ngakho ziyazingela futhi zizingele, kodwa azikwazi njalo ukuthola izindawo zokuzingela ezingcono kakhulu. Bakha uhlu lwamathemba abacabanga ukuthi mahle futhi bawathumele kufaneli yokuthengisa. Kodwa amathemba abo amaningi awahambisani, esikhundleni salokho, agcina evale ifaneli. Umphumela odabukisayo walokhu kusesha okukhathazayo kwemikhondo emikhulu? Cishe u-60% wesikhathi, i-SDR ayenzi ngisho isabelo sayo.

Uma isimo esingenhla senza ukuthuthukiswa kwemakethe yamasu kuzwakale njengokungaxoleli njenge-Serengeti kubhubesi eliyintandane, mhlawumbe ngiye kude kakhulu nesifaniso sami. Kodwa iphuzu limile: nakuba ama-SDR ephethe “imayela lokuqala” lefenisha yokuthengisa, iningi lawo liyazabalaza ngoba linomsebenzi onzima kakhulu enkampanini namathuluzi ambalwa okusiza.

Kungani? Amathuluzi abawadingayo abengekho kuze kube manje.

Kuzodingekani ukuhlenga imayela lokuqala lokuthengisa nokumaketha? Ama-SDR adinga ubuchwepheshe obukwazi ukuhlonza amathuba abukeka njengamakhasimende awo afanelekile, ahlole ngokushesha ukufaneleka kwalawo mathemba, futhi afunde ukulungela kwawo ukuthenga.

Revolutionise Ngaphezulu Kwefaneli 

Kukhona insada yamathuluzi ukusiza amaqembu athengisayo nawokumaketha alawule umkhondo kuyo yonke ifaneli yokuthengisa. Izinkundla Zokuphatha Ubudlelwano Bekhasimende (Ama-CRM) zingcono kunangaphambili ekulandeleleni amadili aphansi. Ukumaketha okusekelwe ku-akhawunti (ABM) amathuluzi afana HubSpot futhi i-Marketo yenze ukuxhumana kwaba lula namathemba aphakathi nendawo. Phakamisa ifaneli, izinkundla zokuthengisa ezithengiswayo ezifana ne-SalesLoft ne-Outreach zisiza ukubandakanya abaholi abasha. 

Kodwa, eminyakeni engu-20 nangaphezulu ngemva kokuba i-Salesforce ifikile endaweni yesigameko, ubuchwepheshe obutholakala ngenhla kwefaneli—yona ndawo ngaphambi kokuba inkampani yazi ukuthi kufanele icabange nobani ukukhuluma naye (nendawo lapho ama-SDR azingela khona)—ihlala imile. Akekho obambe imayela lokuqala, okwamanje.

Ukuxazulula "Inkinga Yemayela Lokuqala" Ekuthengisweni kwe-B2B

Ngenhlanhla lokho sekuzoshintsha. Siphezu kwegagasi elikhulu lokusungulwa kwesoftware yebhizinisi. Lelo gagasi liwubuhlakani bokwenziwa (AI). I-AI iyigagasi lesine elikhulu lokuqamba izinto ezintsha kule nkundla eminyakeni engama-50 edlule (ngemuva kwegagasi le-mainframe yama-1960s; inguquko ye-PC yama-1980s kanye nama-'90s; kanye negagasi lakamuva leSoftware evundlile njengesevisi (SaaS) evumela izinkampani ukuthi ziqhube inqubo yebhizinisi engcono, esebenza kahle kuwo wonke amadivayisi—awekho amakhono okubhala amakhodi adingekayo).

Enye yezimfanelo ezinhle kakhulu ze-AI ikhono layo lokuthola amaphethini kumthamo wegalaksi wolwazi lwedijithali esiluqongelelayo, futhi usihlomise ngedatha entsha nemininingwane evela kulawo maphethini. Sesivele siyazuza ku-AI endaweni yabathengi—kungaba kusekuthuthukisweni kwemithi yokugomela i-COVID-19; okuqukethwe esikubona ezindabeni nezinhlelo zokusebenza zokuxhumana nabantu kumafoni ethu; noma ukuthi izimoto zethu zisisiza kanjani ukuthi sithole umzila ongcono kakhulu, sigweme ithrafikhi futhi, esimweni se-Tesla, sithumele imisebenzi yokushayela emotweni. 

Njengabathengisi nabathengisi be-B2B, sisaqala ukuzwa amandla e-AI ezimpilweni zethu zobungcweti. Njengoba nje umzila womshayeli kufanele ucabangele ithrafikhi, isimo sezulu, imizila, nokunye okwengeziwe, ama-SDR ethu adinga imephu enikeza indlela emfushane yokuthola ithemba elihle elilandelayo. 

Ngaphandle kweFirmographics

Yonke i-SDR enhle nomkhangisi uyazi ukuthi ukuze ukhiqize ukuguqulwa nokuthengisa, uqondise amathuba abukeka njengamakhasimende akho angcono kakhulu. Uma amakhasimende akho angcono kakhulu engabakhiqizi bemishini yezimboni, uyothola abakhiqizi bemishini yezimboni abengeziwe. Emzamweni wokuzuza okuningi emizamweni yawo ephumayo, amaqembu amabhizinisi angena ajula kuma-firmographics—izinto ezifana nezimboni, usayizi wenkampani, kanye nenani labasebenzi.

Ama-SDR angcono kakhulu ayazi ukuthi, uma ekwazi ukuveza izimpawu ezijulile mayelana nendlela inkampani eyenza ngayo ibhizinisi, azokwazi ukuthola amathemba okungenzeka kakhulu ukuthi angene kufaneli yokuthengisa. Kodwa yiziphi izimpawu, ngaphandle kwe-firmographics, okufanele bazibheke?

Ucezu olungekho lwendida yama-SDR yilokho okubizwa idatha ye-exegraphic – amanani amakhulu edatha echaza amaqhinga okuthengisa enkampani, isu, amaphethini okuqasha, nokunye. Idatha ye-Exegraphic itholakala ku-breadcrumbs kuyo yonke i-inthanethi. Uma uvula i-AI kuzo zonke lezo zimvuthu zesinkwa, ikhomba amaphethini athakazelisayo angasiza i-SDR iqonde ngokushesha ukuthi ithemba lifana kahle kangakanani namakhasimende akho angcono kakhulu.

Isibonelo, thatha uJohn Deere noCaterpillar. Zombili ziyizinkampani ezinkulu zemishini nemishini ye-Fortune 100 eziqashe abantu abacishe babe ngu-100,000. Eqinisweni, ziyilokho esingakubiza ngokuthi “amawele e-firmographic” ngoba imboni yawo, ubukhulu, kanye nokubalwa kwawo kucishe kufane! Nokho iDeere neCaterpillar isebenza ngendlela ehluke kakhulu. U-Deere ungumamukeli wobuchwepheshe omaphakathi nokwephuzile futhi owamukela amafu aphansi ngokugxila kwe-B2C. I-Caterpillar, ngokuphambene, ithengisa kakhulu i-B2B, yamukela kuqala ubuchwepheshe obusha, futhi inokwamukela amafu aphezulu. Lezi umehluko wokuchaza nikeza indlela entsha yokuqonda ukuthi ubani ongase abe ithemba elihle nokuthi ubani ongeyena - futhi ngaleyo ndlela indlela eshesha kakhulu yokuthi ama-SDR athole amathuba awo angcono kakhulu alandelayo.

Ukuxazulula Inkinga Ye-First-Mile

Njengoba uTesla esebenzisa i-AI ukuze axazulule inkinga yabashayeli ekhuphuka nomfula, i-AI ingasiza amaqembu athuthukisa ukuthengisa ukuhlonza amathemba amahle, aguqule okwenzekayo ngaphezu kwefaneli, futhi axazulule inkinga yemayela lokuqala elwa nokuthuthukiswa kokuthengisa nsuku zonke. 

Esikhundleni sephrofayili yekhasimende engenampilo (I-ICP), cabanga ngethuluzi elingenisa idatha ye-exegraphic futhi lisebenzisa i-AI ukuthola amaphethini phakathi kwamakhasimende angcono kakhulu enkampani. Bese ucabanga usebenzisa leyo datha ukuze udale imodeli yezibalo emele amakhasimende akho angcono kakhulu—yibize ngePhrofayela Yekhasimende Ye-Artificial Intelligence (i-iCP)—kanye nokusebenzisa leyo modeli ukuze kutholwe amanye amathemba afana nalawa makhasimende angcono kakhulu. I-aiCP enamandla ingangenisa ulwazi lwe-firmographic kanye ne-technographic kanye nemithombo yedatha eyimfihlo. Isibonelo, idatha evela ku-LinkedIn kanye nedatha yenhloso ingasekela i-aiCP. Njengemodeli ephilayo, i-aiCP uyafunda ngokuhamba kwesikhathi. 

Ngakho uma sibuza, Ubani ozoba ikhasimende lethu elilandelayo elihamba phambili?, akusadingeki ukuba sishiye ama-SDR ukuze azinakekele. Ekugcineni singabanikeza amathuluzi abawadingayo ukuze baphendule lo mbuzo futhi baxazulule inkinga engaphezu kwefaneli. Sikhuluma ngamathuluzi aletha ngokuzenzakalelayo amathuba amasha futhi awabeke ezingeni ukuze ama-SDR azi ukuthi kufanele aqondise bani ngokulandelayo futhi amaqembu okuthuthukisa ukuthengisa akwazi ukubeka phambili imizamo yawo kangcono. Ekugcineni, i-AI ingasetshenziselwa ukusiza ama-SDR ethu enze isabelo—futhi ngamathemba afaneleka uhlobo lwethemba esifuna ukulithola—futhi aphile ukuze alindele olunye usuku.

Rev I-Sales Development Platform

I-Rev's Sales Development Platform (I-SDP) kusheshisa ukutholwa kwethemba kusetshenziswa i-AI.

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