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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