销售
Pipeline
- Why fit
- match Region
- find by Title
- in Vertical area
- What Impact
- Critical Event
- conculusion from current
- prospect
- prospect chosen
- meeting agreed
- proposal sent
- won
得出 Funnel - 反推阶段、人员配置、线索资源需求
Customer Lifecycle
- attract traffic
- capture leads
- nurture prospects long turn nurture
- convert sales - 中间点
- deliver satisfy
- wow time
- upsell customer
- get referals
Old Sales Funnel
- Marketing
- Build list
- Promote awareness
- Sales
- Identify
- Investigate
- Cold call
- 与客户共享信息
- Follow up
- Qualify
- Develop solution
- Present solution
- Close
Buyer Controled Process
不再是顺序性的
- Explore
- Research
- Evaluate
- Engage
- Purchase
- Use
- Share