Uluhlu lweZinto ekunyanzelekileyo ukuba ube nalo loMxholo BONKE B2B Iimfuno zeshishini lokondla uhambo lomthengi

Uluhlu lwesiqulatho seB2B kuhambo loMthengi weShishini

Kuyandixaka ukuba abathengisi be-B2B bahlala behambisa amaphulo amaninzi kwaye bavelise umxholo ongapheliyo okanye uhlaziyo lweendaba zosasazo ngaphandle kwesiseko esisezantsi, esiveliswe kakuhle ilayibrari yomxholo ukuba lonke ithemba lifuna xa kusenziwa uphando kumaqabane abo alandelayo, imveliso, umboneleli, okanye inkonzo. Isiseko somxholo wakho kufuneka sondle ngqo i- Uhambo lwabathengi. Ukuba awu… kwaye abo ukhuphisana nabo benza… uza kuliphosa ithuba lakho lokuseka ishishini lakho njengesisombululo esifanelekileyo.

Funda ngakumbi ngamanqanaba ohambo lomthengi we-B2B

Ngomthengi ngamnye we-B2B endincedisayo, ndihlala ndibona ifuthe elibonakalayo kwintsebenzo yentengiso engenayo xa ngokucacileyo kwaye ngokufutshane sinikezela ngezi ziqwenga zomxholo:

Ukuchongwa kwengxaki

Amathemba afuna ukuyiqonda ngcono ingxaki abafuna isisombululo kuyo ngaphambi kokuba SIKHANGELELE isisombululo. Ukuzenzela njengegunya eliyiqonda kakuhle ingxaki kunye nefuthe layo kumthengi yindlela enamandla yokwakha ulwazi malunga negama lakho kwinqanaba lokuqala lohambo lokuthenga lwe-B2B.

  1. Chaza ingxaki Nika isishwankathelo esisiseko, ii-analogies, iidayagramu, njl. Ezinceda ukucacisa umngeni xa uwonke.
  2. Ukuseka ixabiso -Amathemba oncedo ukuze aqonde ifayile ye- indleko yale ngxaki kwishishini labo kunye ithuba liyabiza kwishishini labo yakuba ingxaki ilungisiwe.
  3. Research - Ngaba zikhona izibonelelo zophando eziziisekondari eziwubhale ngokupheleleyo lo mbandela kwaye zibonelela ngeenkcukacha-manani kunye neenkcazo eziqhelekileyo kwingxaki? Ukongeza le datha kunye nezi zixhobo kuqinisekisa umthengi onokubakho ukuba ungumthombo wolwazi. Uphando olusisiseko luyinto emnandi ngokunjalo… kuhlala kwabelwana ngalo kwaye kunokwakha ulwazi ngebrand yakho njengabathengi benza uphando ngengxaki.

Umzekelo: Utshintsho kwidijithali yinkqubo apho iinkampani zidibanisa izisombululo zedijithali kuyo yonke imiba yeshishini labo ukuze zibambe izibonelelo zendlela yedijithali kwaye ziqhubeke phambili kukhuphiswano. Ngaphakathi, kukho ulondolozo kwi-automation, ukuphuculwa kokuchaneka kwedatha yokwenza ngcono nangokukhawuleza ekuthathweni kwezigqibo, ukuqonda okucacileyo komthengi, ukukhathazeka kwabasebenzi kuncitshisiwe, kunye nokuphuculwa kwengxelo ukuqonda ukuba imeko nganye yeshishini iyichaphazela njani impilo yezoshishino. Ngaphandle, kukho ithuba lokuqhuba ukugcinwa, ixabiso lomthengi, kunye nentengiso iyonke enakho ukwenza uphando nokwandisa amava abathengi ngeendlela ezintsha nezintsha. McKinsey ibonelele ngohlalutyo oluneenkcukacha olukhomba kwiindlela ezingama-21 zezona ndlela zibalaseleyo kubunkokheli, ukwakha amandla, ukuxhobisa abasebenzi, izixhobo zokuphucula, kunye nonxibelelwano oluqhuba ngempumelelo utshintsho lwedijithali.

Isisombululo sokuKhangela

Amathemba anokungazazi zonke izisombululo ezifumanekayo kubo kwaye angasiqondi ngokupheleleyo isizathu sokuba ukutyala imali kwiqonga langaphandle okanye kwinkonzo kungabanceda. Uluhlu oluthembekileyo, oluneenkcukacha lwezisombululo lubalulekile ekwaziseni abathengi abanokuqonda ngokupheleleyo ukhetho lwabo kunye neenzuzo, iingxaki kunye notyalo-mali olufunekayo kulowo nalowo. Kwakhona, oku kukuseka kwangoko kwinkqubo yokwenza izigqibo kwaye kunceda ithemba liqonde ukuba uyaziqonda zonke izinto onokukhetha kuzo.

  1. Yenze ngokwakho -Ukucacisa ukuba umthengi angawenza njani umsebenzi ngokwabo akubagxothi kwisisombululo sakho, kubanika umfanekiso ocacileyo wezixhobo kunye nexesha elifanelekileyo elifunekayo ukufeza umsebenzi ngokwabo. Inokubanceda baveze izikhewu kwitalente, kulindelo, kuhlahlo-lwabiwo mali, kumda wexesha, njl. Kwaye kuncede ubatyhalele kwimveliso okanye kwinkonzo njengenye indlela. Faka nezixhobo ezithembekileyo zomntu wesithathu ezinokubanceda.
  2. iimveliso - Itekhnoloji enokunceda umbutho kunye nokuncoma iimveliso zakho kunye neenkonzo kufuneka zibe neenkcukacha ngokupheleleyo kweli nqanaba. Awudingi ukubakhomba kukhuphiswano, kodwa ungathetha ngokubanzi ngendlela imveliso nganye encedisa ngayo ukulungisa ingxaki oyichaze kumxholo wokuchonga ingxaki. Inye into apha kukuba kufuneka uchaze ngokupheleleyo izinto ezilungileyo nezingalunganga kwimveliso nganye, kubandakanya neyakho. Oku kuyakunceda ithemba lakho kwinqanaba elilandelayo, iimfuno zokwakha.
  3. iinkonzo -Ukuchaza ukuba unokwenza umsebenzi akonelanga. Ukubonelela ngesishwankathelo sendlela kunye nenkqubo oyibonayo kuvavanywa ixesha kwaye ineenkcukacha ezipheleleyo kufuneka.
  4. Umahluko Eli lixesha elifanelekileyo lokwahlulahlula ishishini lakho kwabo ukhuphisana nabo! Ukuba abo ukhuphisana nabo banomahluli ophulukene nawo, eli lixesha elihle lokunciphisa ifuthe labo.
  5. iziphumo -Ukubonelela ngamabali abasebenzisi okanye izifundo ezizezinye ukubonisa ngokupheleleyo inkqubo kunye namazinga empumelelo kwezi zisombululo kubalulekile. Uphando lokuqala kunye nolwesibini malunga namazinga empumelelo, iziphumo ezilindelekileyo, kunye nembuyekezo kutyalo-mali ziluncedo apha.

Umzekelo: Iinkampani zihlala zimilisela izisombululo ngethemba lokuguqula ngokwamanani, kodwa inguqu yedijithali ifuna umgudu ongaphezulu kumbutho. Ubunkokeli kufuneka bube nombono ocacileyo wendlela inkampani yabo eza kusebenza ngayo kunye nendlela abathengi babo abaza kuba nakho ngayo ukunxibelelana nje ukuba inkampani ifikelele kwinqanaba lotshintsho lwedijithali.

Ngelishwa, McKinsey ibonelela ngedatha engaphantsi kwe-30% yazo zonke iinkampani eziyimpumelelo ekuguqulweni kweshishini labo ngokwamanani. Inkampani yakho inokufaka italente ukunceda kwinkqubo, ukufaka abacebisi ukunceda, okanye ukuxhomekeka kumaqonga owaphuhlisayo. Ukujova italente kufuna inqanaba lokukhula uninzi lwamashishini olusokolayo ngenxa yokuba kukho ukunganyangeki kwendalo ukutshintsha ngaphakathi. Abacebisi abaqhubeka ngokunceda amashishini kwinguqu yabo yedijithali bayayiqonda ngokupheleleyo imingcipheko, indlela yokwakha ukungena, indlela yokujonga ikamva, indlela yokukhuthaza nokwakha ukoneliseka kwabasebenzi, kunye nokubeka phambili inguqu yedijithali ukuze iphumelele. Amaqonga ngamanye amaxesha ayanceda, kodwa ubuchule babo kunye nokugxila akusoloko kuvumelaniswa nomzi mveliso wakho, abasebenzi bakho, okanye inqanaba lakho lokukhula.

Ngamava eminyaka, yethu utshintsho lwe digital Inkqubo icokisiwe ngamanqanaba ahlukeneyo ukuqhuba inguqu yakho yedijithali- kubandakanya ukufumanisa, isicwangciso, uphuhliso lobungcali, ukumiliselwa, ukufuduka, ukwenziwa kunye nokwenza ngcono. Kutshanje siguqule umbutho wesisa wesisa, ufuduke ngokupheleleyo sasebenzisa isisombululo seshishini, siphuhlise abasebenzi babo, kwaye banakho ukuqhubela phambili phantsi kohlahlo-lwabiwo mali nangaphambi kwexesha, beqonda ngokupheleleyo imbuyekezo yabo kutyalo-mali.

Njengefemu encinci, inkampani yakho iya kuhlala iyinto ephambili kumaqabane ethu. Iinkokeli oza kudibana nazo kumjikelo wentengiso ngabantu abafanayo abaya kuqhuba utshintsho lwakho lwedijithali olunempumelelo.

Izakhiwo zokwakha

Ukuba unganceda amathemba akho kunye nabathengi babhale iimfuno zabo, ungaya phambili kukhuphiswano lwakho ngokuqaqambisa amandla kunye nezibonelelo ezongezelelweyo zokusebenza nombutho wakho.

  • abantu -Bonelela ngokuqonda okucacileyo kwetalente, amava, kunye / okanye amabanga emfundo ayimfuneko ukulungisa ingxaki. Ngaphandel ko Ngubani iyafuneka, kubandakanya umzamo oyimfuneko ukulungisa ingxaki. Iinkampani azihlali zikho ngaphezulu kwabasebenzi ukuze baphathe ukuphunyezwa, ke ukubeka ulindelo kwinqanaba lomzamo kunye nendlela imveliso okanye iinkonzo zakho ezinokulinciphisa ngayo ibango kumbutho eliya kunceda.
  • iplani -Hamba ithemba lakho ngenkqubo oyiphuhlisileyo kwisigaba sokusombulula ukuze uqiniseke ukuba banokucinga ngomda wexesha kunye nezixhobo zabantu kunye nezeteknoloji ezifunekayo kulo lonke. Bancede babeke phambili ukuphumeza ukufezekisa eyona nzuzo inkulu kutyalo mali ngelixa beqhubela phambili kwiinjongo zexesha elide zokulungisa ingxaki.
  • risk Izivumelwano zeNqanaba leNkonzo, ukuthotyelwa kwemigaqo, ukunikezelwa kweelayisensi, ukhuseleko, ukubuyela umva, izicwangciso zokuphelelwa ngumsebenzi… iinkampani zihlala zakha iimfuno ezithile kwingxaki kodwa ziyigatya imiba enokuthi iphazamise imizamo yazo ekufezekiseni isisombululo.
  • Umahluko -Ukuba unoncedo oluchanekileyo xa kuthelekiswa nabantu okhuphisana nabo, kufanelekile ukuba ibandakanywe kwezi mfuno ukuze zibekwe phambili ngumbono wakho. Iinkampani zihlala ziphulukana okanye ziphumelele lithuba elisekwe kumcimbi omnye.

Umzekelo: umxokozelo iphepha lethu elimhlophe elipheleleyo kunye noluhlu lokutshekisha ukuba ungayitshintsha njani ishishini lakho. Kuyo, sichaza ngokupheleleyo izibonelelo zabasebenzi, isicwangciso esipheleleyo sesigaba, kunye nendlela yokunciphisa umngcipheko wokungaphumeleli kwinguqu yakho yedijithali.

Ukhetho loMthengisi

Naphi na apho abantu bafuna isisombululo, ishishini lakho kufuneka libekhona. Ukuba ziziphumo zophendlo lwamagama aphambili, kuya kufuneka ubekwe kwinqanaba. Ukuba oko kupapashwa kwemizi-mveliso, kuya kufuneka ubekhona. Ukuba abantu baphanda kwaye bafumane izisombululo ngokusebenzisa impembelelo, loo mphembeleli kufuneka abazi ubuchule bakho. Kwaye… ukuba abantu baphanda igama lakho kwi-Intanethi, kuya kubakho umkhondo wezindululo, uphononongo kunye nezixhobo ezibonelela ngala mathemba onokuthi ukhethe kuwo.

  • Igunya Ngaba ukhona kuyo yonke imithombo yeendaba ehlawulweyo, eyenziweyo, ekwabelwana ngayo kunye neyabanini? Nokuba kukukhangelwa kweYouTube kwengxaki, ingxelo yomhlalutyi kushishino lwakho, okanye intengiso eqhuba kushicilelo lomzi mveliso… ukhona?
  • Ukuqwalaselwa -Ngaba ukhe waziwa ngumntu wesithathu ngezatifikethi, amabhaso, amanqaku obunkokeli ocinga, njl.
  • Ubume -Ngaba ujonge kwaye uphendula ngokukhankanywa kwintlalo, ukulinganiswa kunye nokuphononongwa kweemveliso kunye neenkonzo zakho kwi-Intanethi? Ukuba awukho kwaye okhuphisana nabo bakho, kuyabonakala ukuba umbutho wabo uphendula ngakumbi… nokuba uphononongo alunto!
  • zobuqu -Izifundo ezenzelwe wena kunye nezahlulo zamatyala kunye nobungqina babathengi zibalulekile ekukhetheni abathengisi. Abathengi be-B2B bafuna ukuziva benentembelo yokuba uncede abathengi njengabo-ngeengxaki ezifanayo abanazo. Umxholo zijolise kubantu abathile iya kudibana naloo mthengi.

Funda ngakumbi malunga noBudlelwane baBantu kwiiNdawo zoMthengi kunye neeFowuni zeNtengiso

Akukho mzekelo wokubonisa apha… olu luphicotho olubanzi lweendlela kunye namajelo okuqinisekisa ukuba ujongwa njengenkampani ye-B2B efanelekileyo onokusebenzisana nayo.

Ukuqinisekiswa kwesisombululo kunye nokuDalwa kweMvumelwano

Abathengi be-B2B bahlala beqhutywa yikomiti. Kubalulekile ukuba uncede unxibelelane ukuba kutheni uyimveliso elungileyo okanye inkonzo engaphaya komntu ophanda kwiqela eligqiba ukwenza isigqibo sokuthenga.

  • Ukukhulisa -Iinkampani zihlala zingenalo uhlahlo-lwabiwo mali okanye ixesha elifanelekileyo lokutyala ngokukhawuleza kwiimveliso okanye kwiinkonzo zakho. Kwaye abafuni kuhlala banxibelelana neqela lakho lokuthengisa apho bazivulela khona kwizicelo. Ukunikezela ngeempapasho ezimhlophe, ukhuphelo, ii-imeyile, iiwebhu, iipodcast, okanye ezinye iindlela zethemba lakho lokuqhubeka nokufumana ichukumisiwe kunye nefuthe ngaphandle kokuba kuthengiswe kubalulekile njengoko amathemba eqhubeka nokuzikhokela uhambo lwabo lokuthenga.
  • uncedo -Iinkampani azifuni ukuthengiswa, zifuna uncedo. Ngaba umxholo wakho uqhuba abantu baye kwintengiso, okanye kwizixhobo ezinokubanceda? Iifom zakho, iincoko zengxoxo, ucofe umnxeba, ucwangcise idemo, njl.njl. Zonke kufuneka zilungiselelwe ukubanika uncedo oluxabisekileyo… hayi ukuthengisa okunzima. Ishishini elinika olona ncedo ekufundiseni ngethemba elihlala liba lelo shishini elizuza ithuba.
  • izisombululo -Ngaba ungawenza ngokwakho umboniso wemveliso ethe ngqo kumbutho ofuna ukuwuthengisa? Ukwenza ngokwezifiso ujongano okanye uphawu lesisombululo kunokunceda iqela libone isisombululo osizisayo kwitafile. Ngcono nangakumbi, ukunika ityala okanye isithembiso sokungenisa kunokukhawulezisa ukwamkelwa kwemveliso okanye inkonzo yakho.
  • Sungula iMbuyekezo yoTyalo-mali -Ukunceda ithemba lakho liqonde ixabiso xa uchaza ingxaki, uhamba ngesisombululo, kwaye ekugqibeleni unikezele ngemveliso okanye iinkonzo zakho njengesisombululo esifanelekileyo ngoku kufuna ukuba ubancede baqonde utyalomali kunye nembuyekezo yalo. Oku kunokubandakanya ukubanakho kokumisela, amaxabiso, kunye nokucaphula kwindlela yokuzisebenzela kwi-intanethi.

Okwangoku, umxholo wakho kufuneka uwusongele kunye kwaye umthengi oza kuba ngumthengi kufuneka aqonde ngokupheleleyo ukuba isisombululo sakho sibalungele okanye hayi. Amashishini ahlala esoyika ukungakufanelekeli nakuphi na ukubanethemba ngethemba lokuba abathengisi babo baya kuvuka babambisane nomthengi. Lowo ngumthwalo omkhulu kwaye kufuneka uthintelwe. Ibrand yakho iyakwakha ukuthembeka ngakumbi ngokukhomba amathemba kwi kunene Isisombululo, hayi ngokuzama ukuthengisa imveliso okanye inkonzo yakho kuye wonke umntu!

Xa unceda abathengi ngolu hlobo, uwunciphisa umsantsa phakathi kwezikhokelo zokuthengisa ezifanelekileyo (MQLs) kunye nezikhokelo ezifanelekileyo zokuthengisa (SQLs), unika iqela lakho lokuthengisa ithuba lokufumana kunene umthengi ngaphaya komgca wokugqibela ngokukhawuleza.

Ingaba ucinga ntoni?

Le sayithi isebenzisa i-Akismet ukunciphisa ugaxekile. Funda indlela idatha yakho yokubhaliweyo isetyenziswe ngayo.