Kungani Isu Lakho Lokumaketha Okuphumayo Lihluleka

ukuthengisa okuphumayo

Kunesilingo esivela kithi embonini yezentengiso engenayo yokwehlisa ukumaketha okuphumayo. Ngize ngafunda lapho abanye abathengisi abangenayo bathe akusekho sidingo sokumaketha okuphumayo. Ngokusobala, lowo ngumbhede. Kuyiseluleko esibi kunoma yiliphi ibhizinisi elifuna ukunwebela izimakethe ezintsha futhi lixhumane namathemba abaziyo ukuthi azokwenza amaklayenti amahle.

Uma unomkhiqizo owaziwayo (njengoba kwenza ama-blogger amaningi kanye nama-ejensi ezokuxhumana nabantu), kungahle kungadingeki ukuthi uthathe ucingo ushaye izingcingo ezibandayo. Izwi lomlomo nokudluliswa kunganela ukukusiza ukuthi ukhulise ibhizinisi lakho. Lokho akuyona indawo yokunethezeka izinkampani eziningi ezinayo, noma kunjalo. Ukuze zikhule futhi zinqobe ukuheha, iningi lezinkampani kumele lifake isu lokukhangisa eliphumayo. Noma kunjalo, kunabaningi okuthiwa ngabathengisi abeluleka ngenombolo engahleliwe yoxhumana nabo abanethemba ngaphambi kokubashiya.

Amasu amaningi wokukhangisa aphumayo ahluleka ngoba awaphikisi ekubizeni amaklayenti angaphakathi kwe-firmographic yawo eyinhloko. Sixoxe ngaleli qophelo uBill Johnson - ongumsunguli weJesubi, a ithuluzi lokuzenzekelayo lokuthengisa nomxhasi weMartech.

Amandla Okuphikelela

Ingxenye yesizathu sokuthi uBill abe yikholwa elikhulu ekuphikeleni kobungcweti nokuthi kungani bakhe iJesubi ibuyela ezinsukwini zabo zokuqala e I-Aprimo. Isinqumo senziwe ukubiza abathengisi kuze kube izikhathi ezingama-12 esikhathini esingamasonto ayi-10 kuya kwayi-12 sizama ukubathola ocingweni ukushayela ingxoxo. Ngoba i-Aprimo ibibhekise kumaqembu wokumaketha we-Fortune 500 babenabantu abaningi ababebakhomba.

Kwakunzima kakhulu futhi ukuthola amathuba okuthatha ifoni noma ukubuyisa ivoyisimeyili. UMerrill Lynch babesohlwini lwabo ababenalo Amagama wokumaketha angama-21 ukukhomba… kusuka ku-CMO, kuya ku-VP Yezokumaketha kuya kuMqondisi Wezokumaketha Kwe-inthanethi, njll Umqondisi Wokumaketha Kwamakhasimende Abazimele ekugcineni uphendule ifoni yakhe ngomzamo we-9. Wayengumuntu weshumi nesishiyagalombili okuhlosiwe. Wamukele isicelo sokuba nomhlangano, waphenduka ithemba eliqinile, futhi washayela inkontileka yezigidi eziningi. Ukube bayeka ukubiza ngemuva kwemizamo eyi-18 noma babize kuphela abantu abayi-6 besingeke sibe nengxoxo naye.

UJesubi usanda kuvala isivumelwano naye Xerox. Ummeli kaBill ubize i-VP of Sales amahlandla ayi-10 esikhathini esiyiviki elingu-7. Nangempela wamlengisa emzameni wesibili :). Uqhubeke nokushaya ucingo futhi emzameni wakhe weshumi uthe empeleni angiyena umuntu ofanele ngicela ushayele i-SVP ye-Sales. Ummeli wami wambiza kwathi ngomzamo wesi-2 wathatha ucingo lwakhe wathi, "Ngingumuntu onzima ukubamba ukuthi ukwenze kanjani?" Ummeli kaBill uchaze inqubo yakhe nokuthi wasiza kanjani uJesubi. UXerox ucele idemo khona lapho kwathi emasontweni ambalwa kamuva uJesubi wathola isivumelwano sabasebenzisi abangama-10.

Asikho nesisodwa sezibonelo ezingenhla ebesizovala ngokukhangisa okungenayo ngoba amathemba abengasifuni isixazululo. Akekho obezophendula ku-voicemail. Akekho noyedwa obezokwenza ibhizinisi nezinkampani ezifanele ukuthi abasebenzayo babizwe izikhathi ezi-6 kuphela noma oxhumana nabo abayi-4. Amandla azi ukuthi kuthatha ukuphikelela nokwazi ukuthi lokho kuphikelela kufanele kube yini.

jesubi

UJesubi yandisa umkhiqizo wokuthengisa ngemibiko enokuqondisisa nokulandelwa kwengxoxo okusebenzayo. Yonga isikhathi futhi uthengise okuningi ngokuchofoza okukodwa kwesikrini socingo, ukulandelela okuzenzakalelayo, namathuluzi wokubika anamandla.

3 Amazwana

  1. 1

    Ngiyabonga njalonjalo uDoug, okokuqala kuzwakala njengesixazululo sokuzenzekelayo sokuthengisa esifanele ukukuthola futhi, okwesibili okuthunyelwe kwakho kubangele izingxoxo ezinhle mayelana nokuqala nomphakathi wethu wendawo.

  2. 2

    Kukhona iphuzu lokwehlisa ukubuyisa. Ngamakhasimende we-B2B esisebenza nawo sithole ukuthi ngemuva kwemizamo eyi-8 yokufinyelela ngocingo ne-voicemail, izinga lokubuyisa noma lokuzibandakanya lehla kakhulu. Ukuphikelela konke kuhamba kahle kuze kube yilapho uba yizinhlungu ezicasulayo embongolweni, okulimaza umbono wenkampani nomkhiqizo. Vele kukhona okuhlukile lapho "abaqeqeshi" bezentengiso bezongena esiteji bakhulume ngomphathi wezentengiso ongaphakathi owenze imizamo engama-87 futhi wakhulisa ukuthengisa kwempilo yakhe. Yilokho okuhlukile. Uma othile engishayela amahlandla ayi-12 lapho ngingaphendulanga, sengikulungele ukuqalisa umcibisholo wenuzi ebhizinisini labo. Kubalulekile ukuthi wazi ukuthi ungabeka nini isikhathi futhi ufake oxhumana nabo kuhlelo lokukhulisa.

    Usale kahle,
    UBrian Hansford
    UHeinz Marketing
    @RemarkMarketing

  3. 3

    Okokuqala, ngiyakuthanda ukukhuluma nocingo. Kungani? Ngoba ngikwenza kancane, futhi lokho kungokwakhiwa. Uma ngikhuluma nothile, ngivame ukuthenga noma ukuthengisa okuthile. Ngithola cishe izingcingo eziyishumi nambili ngenyanga engifuna ukuzithatha - amanye ama-2 kuye kwangamakhulu amathathu (ngibheke uhlelo lwethu lwe-VOIP manje) yi-BS engiyidelelayo. Kuzwakala sengathi ukuthengisa okuzenzakalelayo kunethemba lokunyusa lelo nani. Masikhulume ngokungagwegwesi - lokho ngeke kube kuhle kwisahluko esikolunye uhlangothi lomugqa. Kungani? Ngoba angikholwa ukuthi kukhona umuntu ozongibiza ngesixazululo engingakaze ngisibheke - futhi uma sinenani engivele ngilitholile. Le ndlela yokuvala ingqondo, nokuzethemba iyona eyenza ezinye zezimpawu zomthengi wami - ngiwumuntu othola kuqala othenga ngenani futhi othanda iziteshi zedijithali - ngisho nezenhlalo - ukucwaninga nokwakha isisombululo esishayela ibhizinisi lami .

    Ngakho-ke, iphuzu lapha ukuthi noma ngabe ngibizwa kangaki nganoma yiluphi uhlelo, akusona isiteshi sami engisithandayo - futhi ngokusobala ngeke lusebenze, abantu bazamile. Lokho akusho ukuthi ngeke kusebenzele abanye, uma ngabe izibonelo ezingenhla zikhombisa ukuthi kuzokwenza - kodwa-ke ngicabanga ukuthi kukhombisa nokuthi ukuzivocavoca komthengi kuyinto ephezulu kakhulu yohlelo lokuhlukaniswa kwamapulangwe bonke abathengisi abangazuza kulo. Isifo sohlangothi esisodwa asisebenzi kubo bonke abantu - futhi asinqunywa yisihloko somsebenzi, usayizi wenkampani noma nendima yokuthenga - kuya ngobuntu. Ukuthi isisombululo kungukuzenzakalela kokumaketha, noma i-automation prospecting yokuthengisa ayikho into engathatha isikhundla sokwazi ukuthi ukhuluma nobani. Futhi uma nje uzitholile ocingweni, ingxoxo iyobe icebe kakhulu ngakho.

    UJustin Gray, oyi-CEO
    UmholiMD
    @jgraymatter, @myleadmd

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