Iidiliya ngaphakathi, iChampagne Out: Indlela i-AI eGuqulela ngayo iFunnel yeNtengiso

Umfundisi: Indlela i-AI eyitshintsha ngayo iFunnel yeNtengiso

Jonga ingxaki yerep yophuhliso lwentengiso (SDR). Bancinci kwimisebenzi yabo kwaye bahlala bemfutshane kumava, i-SDR izama ukuya phambili kwindawo yokuthengisa. Uxanduva lwabo lunye: ukukhangela amathuba okugcwalisa umbhobho.  

Ngoko bayazingela kwaye bazingele, kodwa abasoloko befumana eyona ndawo yokuzingela intle. Benza uluhlu lwamathemba abacinga ukuba lukhulu kwaye bawathumele kwi-funnel yokuthengisa. Kodwa uninzi lwamathemba abo awafanelanga kwaye, endaweni yoko, agqibelisa ngokuvala i-funnel. Uyintoni umphumo olusizi wolu phando lunzima lokufuna ukhokelo olukhulu? Malunga ne-60% yexesha, i-SDR ayenzi nokuba izabelo zayo.

Ukuba le meko ingentla yenza ukuba uphuhliso lweemarike ezicwangcisiweyo luvakala lungenakuxolelwa njengeSerengeti kwithole lengonyama eliyintandane, mhlawumbi ndihambe kakhulu ngokufaniswa kwam. Kodwa inqaku limile: nangona ii-SDR ziphethe "imayile yokuqala" yefenitshala yokuthengisa, uninzi lwabo luyasokola kuba banomnye wemisebenzi enzima kwinkampani kunye nezixhobo ezimbalwa zokunceda.

Ngoba? Izixhobo abazidingayo bezingekabikho de kube ngoku.

Yintoni eya kuthatha ukuhlangula imayile yokuqala yokuthengisa kunye nokuthengisa? Ii-SDRs zidinga itekhnoloji enokuchonga amathuba ajongeka njengabathengi bazo abafanelekileyo, ngokukhawuleza bavavanye ukufaneleka kwabo, kwaye bafunde ukulungela kwabo ukuthenga.

Revolutionize Ngaphezulu kweFunnel 

Ubuninzi bezixhobo ezikhoyo zokunceda ukuthengisa kunye namaqela okuthengisa alawule izikhokelo kuyo yonke ifuneli yokuthengisa. Amaqonga oLawulo loBudlelwane babathengi (I-CRMs) zingcono kunangaphambili ekulandeleni izivumelwano zefenitshala ezisezantsi. Intengiso esekwe kwiakhawunti (ABM) izixhobo ezifana HubSpot kunye neMarketo yenze lula unxibelelwano kunye namathemba aphakathi kwefaneli. Ukunyusa i-funnel, iiplatifomu zokuzibandakanya kwintengiso ezifana ne-SalesLoft kunye ne-Outreach inceda ukubandakanya izikhokelo ezintsha. 

Kodwa, i-20-plus iminyaka emva kokuba i-Salesforce ifikile kwindawo, ubugcisa obukhoyo ngaphezu kwe-funnel-yona ndawo ngaphambi kokuba inkampani yazi ukuba ngubani omele icinge ukuba ithethe naye (kunye nommandla apho ii-SDR zizingela khona) -zihlala zimile. Akukho bani uyihlanganisileyo imayile yokuqala;

Ukusombulula "iNgxaki yokuQala yeeMayile" kwiiNtengiso zeB2B

Ngethamsanqa, oko kuza kutshintsha. Sikwincopho yotshintsho olukhulu lwesoftware yeshishini. Elo liza bubukrelekrele bokwenziwa (AI). I-AI iliza lesine elikhulu lokuqamba izinto ezintsha kule ndawo kule minyaka ingama-50 idlulileyo (emva kwezandi ze-mainframe yee-1960s; i-PC revolution yee-1980s kunye nee-'90s; kunye nelona langa lamva nje leSoftware ethe tye njengeNkonzo (SaaS) eyenza iinkampani ziqhube ngcono, inkqubo yeshishini esebenzayo kwisixhobo ngasinye-akukho zakhono zokubhala ezifunekayo).

Olunye lwezona mpawu zibalaseleyo ze-AI kukukwazi ukufumana iipatheni kumthamo wegalaksi yolwazi lwedijithali esiluqokelelayo, kwaye sixhobise ngedatha entsha kunye nokuqonda kwezo pateni. Sele sixhamla kwi-AI kwindawo yabathengi-nokuba kuphuhliso logonyo lwe-COVID-19; umxholo esiwubona kwiindaba nakwii-apps zentlalo kwiifowuni zethu; okanye indlela izithuthi zethu ezisinceda ngayo ukuba sifumane eyona ndlela ilungileyo, sinqande itrafikhi kwaye, kwimeko yeTesla, nikezela ngeyona misebenzi yokuqhuba emotweni. 

Njengabathengisi kunye nabathengisi be-B2B, siyaqala ukuva amandla e-AI kubomi bethu bobugcisa. Kanye njengokuba indlela yomqhubi kufuneka ithathele ingqalelo itrafikhi, imozulu, iindlela, kunye nokunye, ii-SDR zethu zidinga imephu enika eyona ndlela imfutshane yokufumana ithemba elikhulu elilandelayo. 

Ngaphandle kweFirmographics

Yonke i-SDR enkulu kunye nomthengisi uyazi ukuba ukuvelisa inguquko kunye nokuthengisa, ujolise amathemba ajongeka njengabathengi bakho abalungileyo. Ukuba abathengi bakho abangcono ngabavelisi bezixhobo zefektri, uya kufumana abavelisi bezixhobo zefektri. Kwiphulo lokufumana okuninzi kwiinzame zabo eziphuma ngaphandle, amaqela oshishino angena nzulu kwi-firmographics-izinto ezifana neshishini, ubungakanani benkampani, kunye nenani labasebenzi.

Ezona SDRs zingcono ziyayazi ukuba, ukuba zinokubeka imiqondiso enzulu malunga nendlela inkampani eyenza ngayo ishishini, baya kuba nakho ukufumana amathuba anokuthi angene kwifuneli yokuthengisa. Kodwa yeyiphi imiqondiso, ngaphaya kwe-firmographics, abafanele bayijonge?

Iqhekeza lephazili elilahlekileyo le-SDRs libizwa ngokuba idatha yomfanekiso -Inani elikhulu ledatha echaza amaqhinga okuthengisa enkampani, isicwangciso, iipateni zokuqesha, nokunye. Idatha ye-Exegraphic ifumaneka kwi-breadcrumbs kwi-intanethi. Xa ukhulula i-AI kuzo zonke ezo zonka zezonka, ichonga iipateni ezinomdla ezinokunceda i-SDR iqonde ngokukhawuleza ukuba ithemba lihambelana njani nabathengi bakho abalungileyo.

Umzekelo, thatha uJohn Deere kunye noCaterpillar. Zombini ziinkampani ezinkulu zeFortune 100 zoomatshini kunye nezixhobo eziqeshe abantu abaphantse babe li-100,000. Ngapha koko, ziyinto esinokuyibiza ngokuba “ngamawele e-firmographic” kuba ishishini labo, ubungakanani, kunye nokubalwa kwentloko kuphantse kufane! Nangona kunjalo iDeere kunye neCaterpillar zisebenza ngokwahlukileyo kakhulu. UDeere ngumamkeli wetekhnoloji yasemva kwexesha eliphakathi kunye nommkeli welifu eliphantsi ogxile kwi-B2C. I-Caterpillar, ngokwahlukileyo, ithengisa kakhulu i-B2B, iyamkela kwangoko itekhnoloji entsha, kwaye inokwamkelwa kwamafu aphezulu. Ezi iiyantlukwano zesifanekisozwi nikezela ngendlela entsha yokuqonda ukuba ngubani onokuba lithemba elilungileyo kwaye ngubani ongenguye - kwaye ke ngoko indlela ekhawulezayo yee-SDRs zokufumana amathuba abo angcono alandelayo.

Ukusonjululwa kweNgxaki yokuQala

Kanye njengokuba uTesla esebenzisa i-AI ukusombulula ingxaki enyukayo kubaqhubi, i-AI inokunceda amaqela ophuhliso lokuthengisa achonge amathemba amahle, aguqule okwenzekayo ngaphezulu kwefunnel, kwaye asombulule ingxaki yeemayile zokuqala ezilwa iidabi zokuthengisa yonke imihla. 

Endaweni yeprofayile yomthengi engaphiliyo (I-ICP), khawufane ucinge isixhobo esifaka idatha ye-exegraphic kwaye sisebenzise i-AI ukufumanisa iipateni phakathi kwabathengi ababalaseleyo benkampani. Emva koko khawufane ucinge usebenzisa loo datha ukwenza imodeli yemathematika emele abathengi bakho abalungileyo-yibize ngokuba yiProfayili yoMthengi weArtificial Intelligence (aiCP) -kwaye ukusebenzisa loo modeli ukufumana amanye amathemba akhangeleka njengabona bathengi babalaseleyo. I-AICP enamandla inokungenisa ulwazi lwe-firmographic kunye nobuchwepheshe kunye nemithombo yedatha yabucala. Ngokomzekelo, idatha evela kwi-LinkedIn kunye nedatha yenjongo inokuxhasa i-aiCP. Njengomzekelo ophilayo, i-aiCP iyafunda ixesha elidlulele. 

Ngoko xa sibuza, Ngubani oza kuba ngumthengi wethu olandelayo?, akusekho mfuneko yokuba sishiye ii-SDRs ukuze sizinyamekele. Singabanikezela ekugqibeleni izixhobo abazidingayo ukuphendula lo mbuzo kwaye basombulule ingxaki ngaphezulu kwefunnel. Sithetha ngezixhobo ezizisa ngokuzenzekelayo amathuba amatsha kwaye ziwabeke ngokwenqanaba ukuze ii-SDR zazi ukuba zijolise bani ngokulandelayo kwaye amaqela ophuhliso lwentengiso anokubeka phambili ngcono iinzame zawo. Ekugqibeleni, i-AI ingasetyenziselwa ukunceda ii-SDR zethu zenze i-quota-kunye nethemba elifanele ngokwenene uhlobo lwethemba esifuna ukulifumana-kwaye siphile silindele enye imini.

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