{"id":9828,"date":"2023-03-03T07:01:08","date_gmt":"2023-03-03T04:01:08","guid":{"rendered":"https:\/\/snovio.cn\/blog\/?p=9828"},"modified":"2023-03-03T07:04:00","modified_gmt":"2023-03-03T04:04:00","slug":"how-to-start-selling","status":"publish","type":"post","link":"https:\/\/snovio.cn\/blog\/how-to-start-selling\/","title":{"rendered":"\u5916\u8d38\u521d\u521b\u516c\u53f8\u5982\u4f55\u5f00\u5c55B2B\u9500\u552e\u5de5\u4f5c?"},"content":{"rendered":"<p>\u5916\u8d38\u521d\u521b\u516c\u53f8\u521a\u521a\u8d77\u6b65\u65f6\uff0c\u7f3a\u4e4f\u5f3a\u6709\u529b\u7684 <a href=\"https:\/\/snovio.cn\/blog\/sales-psychology\/\">B2B \u9500\u552e<\/a>\u56e2\u961f\u505a\u652f\u6491\uff0c\u6240\u4ee5\u9500\u552e\u5de5\u4f5c\u7684\u63a8\u8fdb\u5f88\u6709\u6311\u6218\u6027\u3002<\/p>\n<p>\u6211\u4eec\u7f16\u5236\u4e86\u8fd9\u4efd\u7b80\u77ed\u6307\u5357\uff0c\u4ee5\u5e2e\u52a9\u60a8\u81ea\u4fe1\u5730\u5f00\u59cb B2B \u9500\u552e\uff0c\u7ee7\u800c\u5b8c\u6210\u60a8\u7684\u7b2c\u4e00\u7b14\u4ea4\u6613\uff01<\/p>\n<div class=\"table-of-contents\">\n<p class=\"table-of-contents__title\">\u76ee\u5f55<\/p>\n<ul>\n<li><a href=\"#1\">\u4ec0\u4e48\u662f B2B \u9500\u552e\uff1f<\/a><\/li>\n<li><a href=\"#2\">B2B \u9500\u552e\u4e0e B2C \u9500\u552e\uff1a\u6709\u4f55\u533a\u522b\uff1f<\/a><\/li>\n<li><a href=\"#3\">\u4e86\u89e3 B2B \u9500\u552e\u5468\u671f<\/a><\/li>\n<li><a href=\"#4\">\u4e70\u5bb6\u8def\u5f84 vs. \u9500\u552e\u6f0f\u6597 vs. \u9500\u552e\u6d41\u7a0b<\/a><\/li>\n<li><a href=\"#5\">\u5982\u4f55\u5f00\u59cb\u9500\u552e\uff1a\u5916\u8d38 B2B \u9500\u552e\u6d41\u7a0b\u5faa\u5e8f\u6e10\u8fdb<\/a><\/li>\n<li><a href=\"#6\">\u5916\u8d38\u521d\u521b\u516c\u53f8\u6210\u529f\u5f00\u5c55 B2B \u9500\u552e\u7684\u6280\u5de7<\/a><\/li>\n<\/ul>\n<\/div>\n<h2 id=\"1\">\u4ec0\u4e48\u662fB2B\u9500\u552e\uff1f<\/h2>\n<p><strong>B2B \u9500\u552e<\/strong>\uff0c\u6216\u4f01\u4e1a\u5bf9\u4f01\u4e1a\u7684\u9500\u552e\uff0c\u662f\u6307\u516c\u53f8\u4e4b\u95f4\u7684\u9500\u552e\u8fc7\u7a0b\u3002\u4f8b\u5982\uff0c\u4e00\u5bb6\u5411\u53e6\u4e00\u5bb6\u516c\u53f8\u9500\u552e\u5176\u4ea7\u54c1\uff08\u90ae\u4ef6\u8425\u9500\u8f6f\u4ef6\uff09\u7684 SaaS \u516c\u53f8\u5c5e\u4e8e B2B \u9500\u552e\u3002<\/p>\n<h2 id=\"2\">B2B \u9500\u552e\u4e0e B2C \u9500\u552e\uff1a\u6709\u4f55\u533a\u522b\uff1f<\/h2>\n<p>B2B \u9500\u552e\u901a\u5e38\u4e0e\u53e6\u4e00\u79cd\u7c7b\u578b\u7684\u4e1a\u52a1\u5173\u7cfb ( <a href=\"https:\/\/chisellabs.com\/glossary\/what-is-business-to-customer\/\">B2C<\/a>\uff0c\u4ee3\u8868\u4f01\u4e1a\u5bf9\u6d88\u8d39\u8005 ) \u5f62\u6210\u5bf9\u6bd4\u3002<\/p>\n<p>B2C \u9500\u552e\u90fd\u662f\u5173\u4e8e\u76f4\u63a5\u5411\u4e2a\u4eba\u5ba2\u6237\u9500\u552e\u4ea7\u54c1\uff0c\u4ed6\u4eec\u4e5f\u662f\u6700\u7ec8\u6d88\u8d39\u8005\uff08\u60a8\u5728\u5728\u7ebf\u5546\u57ce\u8d2d\u4e70\u8863\u670d\u5c31\u662f B2C \u4e1a\u52a1\u7684\u4e00\u4e2a\u4f8b\u5b50\uff09\u3002<\/p>\n<p>B2B \u548c B2C \u9500\u552e\u4e4b\u95f4\u5b58\u5728\u51e0\u4e2a\u663e\u7740\u5dee\u5f02\uff1a<\/p>\n<p><strong>B2B \u9500\u552e\u5e73\u5747\u5ba2\u5355\u4ef7\u66f4\u9ad8\u3002<\/strong>\u5728 B2C \u4e2d\uff0c\u7528\u6237\u53ef\u80fd\u53ea\u4f1a\u8d2d\u4e70\u4e00\u4e2a\u4ea7\u54c1\uff0c\u800c\u4f01\u4e1a\u901a\u5e38\u4f1a\u6279\u91cf\u8d2d\u4e70\u6240\u4ee5\u5ba2\u5355\u4ef7\u8981\u9ad8\u5f97\u591a\u3002<\/p>\n<p><strong>B2B \u9500\u552e\u6d89\u53ca\u66f4\u591a\u7684\u51b3\u7b56\u8005\u3002<\/strong>\u5728 B2C \u4e2d\uff0c\u5356\u5bb6\u53ea\u9700\u8981\u8bf4\u670d\u4e00\u4e2a\u4eba\u8d2d\u4e70\u4ed6\u4eec\u7684\u4ea7\u54c1\uff0c\u800c\u5728 B2B \u4e2d\uff0c\u9500\u552e\u4eba\u5458\u5728\u5b8c\u6210\u9500\u552e\u4e4b\u524d\u5fc5\u987b\u4e0e\u591a\u4e2a\u5229\u76ca\u76f8\u5173\u8005\u6253\u4ea4\u9053\u3002<\/p>\n<p><strong>B2B \u9500\u552e\u5468\u671f\u8f83\u957f\u3002<\/strong>\u4e0e B2C \u9500\u552e\u4e0d\u540c\uff0c\u5728 B2B \u4e16\u754c\u4e2d\uff0c\u6ca1\u6709\u51b2\u52a8\u8d2d\u4e70\u3002\u4e70\u5bb6\u9700\u8981\u66f4\u591a\u65f6\u95f4\u505a\u51fa\u6700\u7ec8\u51b3\u5b9a\u3002\u6839\u636e <a href=\"https:\/\/www.thedrum.com\/news\/2021\/07\/06\/your-method-measuring-roi-holding-back-your-long-term-growth#:~:text=The%20long%20and%20short%20of,taking%20seven%20months%20or%20more.\">CSO Insights<\/a> \u7684\u7814\u7a76\uff0c<strong>74.6%<\/strong> \u7684\u65b0\u5ba2\u6237 B2B \u9500\u552e\u81f3\u5c11\u9700\u8981\u56db\u4e2a\u6708\u624d\u80fd\u5b8c\u6210\uff0c\u800c <strong>46.4%<\/strong> \u9700\u8981\u4e03\u4e2a\u6708\u6216\u66f4\u957f\u65f6\u95f4\u3002<\/p>\n<p><strong>\u5728B2B\u9500\u552e\u4e2d\uff0c\u5b9a\u4ef7\u66f4\u4e3a\u7075\u6d3b\u3002<\/strong>\u5728 B2C \u4e2d\uff0c\u6d88\u8d39\u8005\u901a\u5e38\u63a5\u53d7\u660e\u793a\u4ef7\u683c\uff0c\u800c\u5728 B2B \u9500\u552e\u4e2d\uff0c\u6709\u65f6\u53ef\u4ee5\u534f\u5546\u4ef7\u683c\u3002<\/p>\n<p><strong>\u5728B2B\u9500\u552e\u4e2d\uff0c\u652f\u4ed8\u66f4\u4e3a\u590d\u6742\u3002<\/strong>\u5bf9\u4e8eB2C\u9500\u552e\uff0c\u4ea4\u6613\u901a\u5e38\u662f\u5f53\u573a\u7ed3\u7b97\u3002\u800c B2B \u652f\u4ed8\u5904\u7406\u9700\u8981\u66f4\u591a\u65f6\u95f4\u6765\u6279\u51c6\uff0c\u56e0\u6b64\u4ea4\u6613\u53ef\u80fd\u9700\u8981\u6570\u5929\u6216\u6570\u5468\u65f6\u95f4\u3002<\/p>\n<p><strong>\u5728 B2B \u9500\u552e\u4e2d\uff0c\u5ba2\u6237\u53d7\u6559\u80b2\u7a0b\u5ea6\u66f4\u9ad8\u3002<\/strong>\u4ed6\u4eec\u5bf9\u60f3\u8981\u5904\u7406\u7684\u4e1a\u52a1\u66f4\u6709\u9009\u62e9\u6027\uff0c\u901a\u5e38\u6709\u81ea\u5df1\u7684\u8d2d\u4e70\u6807\u51c6\uff0c\u4e0d\u50cf B2C \u4e70\u5bb6\uff0c\u540e\u8005\u901a\u5e38\u9700\u8981\u9500\u552e\u4eba\u5458\u7684\u5e2e\u52a9\u3002<\/p>\n<p><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/12\/img-1.png\" alt=\"B2B vs B2C sales\" \/><\/p>\n<h2 id=\"3\">\u4e86\u89e3 B2B \u9500\u552e\u5468\u671f<\/h2>\n<p>B2B \u9500\u552e\u8fc7\u7a0b\u4e0d\u662f\u4e00\u6b21\u6027\u7684\u3002\u5b8c\u6210\u4ea4\u6613\u540e\uff0c\u60a8\u5c06\u56de\u5230\u7b2c\u4e00\u9636\u6bb5\uff0c\u751f\u6210\u3001\u57f9\u517b\u548c\u8f6c\u5316\u53e6\u4e00\u4e2a\u6f5c\u5728\u5ba2\u6237\u3002\u8fd9\u662f\u4e00\u4e2a\u6c38\u65e0\u6b62\u5883\u7684\u5faa\u73af\u3002<\/p>\n<p>\u4e8b\u5b9e\u4e0a\uff0c\u5728\u8c08\u8bba B2B \u9500\u552e\u6d41\u7a0b\u65f6\uff0c\u9500\u552e\u4eba\u5458\u786e\u5b9e\u4f1a\u4f7f\u7528\u201c\u9500\u552e\u5468\u671f\u201d\u4e00\u8bcd\u3002<\/p>\n<p><strong>\u4f46\u4ec0\u4e48\u662f\u9500\u552e\u5468\u671f\uff1f<\/strong><\/p>\n<p><strong>\u9500\u552e\u5468\u671f<\/strong>\u662f\u9500\u552e\u4ee3\u8868\u4e3a\u8f6c\u5316\u65b0\u5ba2\u6237\u800c\u7ecf\u5386\u7684\u4e00\u7cfb\u5217\u5faa\u73af\u6d3b\u52a8\u3002\u901a\u5e38\uff0c\u5b83\u5305\u62ec\u4e03\u4e2a\u9636\u6bb5\uff1a<\/p>\n<p><strong>1. \u5f00\u53d1<\/strong>\u00a0\u2014\u00a0\u5728\u8fd9\u4e2a\u9636\u6bb5\uff0c\u60a8\u6b63\u5728\u901a\u8fc7\u5728 <a href=\"https:\/\/snovio.cn\/blog\/beginner-guide-to-linkedin-outreach\/\">LinkedIn<\/a> \u7b49\u7f51\u7ad9\u4e0a\u8fdb\u884c\u5728\u7ebf\u7814\u7a76\u6216\u5728\u4f1a\u8bae\u548c\u884c\u4e1a\u6d3b\u52a8\u4e2d\u5efa\u7acb\u8054\u7cfb\u6765\u5bfb\u627e\u65b0\u7684\u5ba2\u6237\u7ebf\u7d22\u3002<\/p>\n<p><strong>2. \u94fe\u63a5<\/strong> \u2014 \u5728\u8fd9\u4e2a\u9636\u6bb5\uff0c\u60a8\u6b63\u5728\u63a5\u89e6\u60a8\u7684\u65b0\u7ebf\u7d22\uff0c\u901a\u8fc7\u5f00\u53d1\u4fe1\u3001\u793e\u4ea4\u5a92\u4f53\u7f51\u7edc\u4e0a\u7684\u6d88\u606f\u6216\u7535\u8bdd\u6536\u96c6\u66f4\u591a\u5173\u4e8e\u4ed6\u4eec\u7684\u4fe1\u606f\u3002<\/p>\n<p><strong>3. \u7b5b\u9009\u6f5c\u5728\u5ba2\u6237<\/strong>\u00a0\u2014\u00a0\u65e2\u7136\u60a8\u5df2\u7ecf\u6536\u96c6\u4e86\u6709\u5173\u6f5c\u5728\u5ba2\u6237\u7684\u6570\u636e\uff0c\u60a8\u53ef\u4ee5\u51b3\u5b9a\u4ed6\u4eec\u662f\u5426\u9002\u5408\u60a8\u7684\u4e1a\u52a1\uff0c\u56e0\u6b64\u662f\u5426\u5e94\u8be5\u8fdb\u4e00\u6b65\u8fdb\u5165\u9500\u552e\u6e20\u9053\u3002<\/p>\n<p><strong>4. \u63a8\u9500<\/strong>\u00a0\u2014\u00a0\u5728\u6b64\u9636\u6bb5\uff0c\u60a8\u5411\u6f5c\u5728\u5ba2\u6237\u5c55\u793a\u60a8\u7684\u4ea7\u54c1\u6216\u670d\u52a1\u3002<\/p>\n<p><strong>5. \u5f02\u8bae\u5904\u7406<\/strong>\u00a0\u2014\u00a0 \u56e0\u4e3a\u6f5c\u5728\u5ba2\u6237\u6709<a href=\"https:\/\/snovio.cn\/blog\/handling-objections\/\">\u5f02\u8bae<\/a>\u662f\u5f88\u5e38\u89c1\u7684\uff0c\u6240\u4ee5\u4f60\u53ef\u80fd\u9700\u8981\u5728\u4efb\u4f55\u65f6\u5019\u514b\u670d\u5b83\u4eec\u3002<\/p>\n<p><strong>6. \u5b8c\u6210\u4ea4\u6613<\/strong> \u2014\u00a0\u8fd9\u4e2a\u9636\u6bb5\u5305\u62ec\u9500\u552e\u63a5\u8fd1\u5b8c\u6210\u65f6\u53d1\u751f\u7684\u6240\u6709\u6d3b\u52a8\uff0c\u4f8b\u5982\u8c08\u5224\u3001\u63d0\u4f9b\u62a5\u4ef7\u6216\u5efa\u8bae\u3001\u83b7\u5f97\u51b3\u7b56\u8005\u7684\u652f\u6301\u7b49\u3002\u4e00\u65e6\u60a8\u5b8c\u6210\u9500\u552e\uff0c\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5c06\u6210\u4e3a\u60a8\u7684\u5ba2\u6237\u3002<\/p>\n<p><strong>7. \u57f9\u517b\u65b0\u5ba2\u6237<\/strong> \u2014\u00a0\u60a8\u5e94\u8be5\u7ee7\u7eed\u4e0e\u65b0\u5ba2\u6237\u6c9f\u901a\u5e76\u5f3a\u5316\u60a8\u89e3\u51b3\u65b9\u6848\u7684\u4ef7\u503c\uff0c\u4f7f\u4ed6\u4eec\u91cd\u590d\u8d2d\u4e70\u6216\u901a\u8fc7\u63a8\u8350\u4e3a\u60a8\u5e26\u6765\u65b0\u7684\u6f5c\u5728\u5ba2\u6237\u3002<\/p>\n<p><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/12\/img-2.png\" alt=\"Sales cycle\" \/><\/p>\n<h2 id=\"4\">\u4e70\u5bb6\u8def\u5f84 vs. \u9500\u552e\u6f0f\u6597 vs. \u9500\u552e\u6d41\u7a0b<\/h2>\n<h3><strong>\u4e70\u5bb6\u8def\u5f84<\/strong><\/h3>\n<p>\u4e70\u5bb6\u8def\u5f84\u63cf\u8ff0\u4e86\u6f5c\u5728\u5ba2\u6237\u7684\u8d2d\u4e70\u8def\u5f84\u3002\u4e00\u822c\u5305\u62ec\u4e09\u4e2a\u6b65\u9aa4\uff1a<\/p>\n<ul>\n<li><strong>\u6709\u610f\u8bc6<\/strong>\u00a0\u2014 \u5728\u8fd9\u9636\u6bb5\uff0c\u6f5c\u5728\u5ba2\u6237\u610f\u8bc6\u5230\u4ed6\u4eec\u9700\u8981\u89e3\u51b3\u4e00\u4e2a\u95ee\u9898\uff0c\u5c3d\u7ba1\u4ed6\u4eec\u8fd8\u6ca1\u6709\u786e\u5b9a\u662f\u4ec0\u4e48\u539f\u56e0\u9020\u6210\u7684\u3002 \u5bf9\u4f60\u6765\u8bf4\uff0c\u73b0\u5728\u8fd8\u4e0d\u662f\u552e\u5356\u7684\u65f6\u673a\u3002\u76f8\u53cd\uff0c\u60a8\u5e94\u8be5\u5411\u4ed6\u4eec\u63d0\u4f9b\u53ef\u4ee5\u8ba9\u4ed6\u4eec\u4e86\u89e3\u75db\u70b9\u7684\u5185\u5bb9\u3002<\/li>\n<li><strong>\u8003\u8651<\/strong> \u2014 \u5728\u8fd9\u91cc\uff0c\u6f5c\u5728\u5ba2\u6237\u5b9a\u4e49\u4ed6\u4eec\u7684\u95ee\u9898\u5e76\u8003\u8651\u89e3\u51b3\u5b83\u7684\u9009\u9879\u3002\u73b0\u5728\u60a8\u5e94\u8be5\u91c7\u53d6\u63aa\u65bd\u5e2e\u52a9\u4ed6\u4eec\u4e86\u89e3\u4ed6\u4eec\u5982\u4f55\u4ece\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u4e2d\u83b7\u76ca\u3002<\/li>\n<li><strong>\u51b3\u7b56<\/strong> \u2014 \u5728\u8fd9\u4e00\u6b65\uff0c\u6f5c\u5728\u5ba2\u6237\u8bc4\u4f30\u5e76\u51b3\u5b9a\u6b63\u786e\u7684\u89e3\u51b3\u65b9\u6848\u7b56\u7565\uff0c\u5e76\u9009\u62e9\u80fd\u591f\u5e2e\u52a9\u4ed6\u4eec\u89e3\u51b3\u95ee\u9898\u7684\u4ea7\u54c1\u548c\u670d\u52a1\u3002\u7ec8\u4e8e\u5230\u4e86\u5c06\u60a8\u7684\u516c\u53f8\u4f5c\u4e3a\u7406\u60f3\u7684\u89e3\u51b3\u65b9\u6848\u63d0\u4f9b\u5546\u51fa\u552e\u4ea7\u54c1\u6216\u670d\u52a1\u7684\u65f6\u5019\u4e86\uff01<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/12\/img-3.png\" alt=\"Buyer's journey\" \/><\/p>\n<h3><strong>\u9500\u552e\u6f0f\u6597<\/strong><\/h3>\n<p>\u9500\u552e\u6f0f\u6597\uff0c\u4e5f\u79f0\u4e3a<strong>\u8d2d\u4e70\u6f0f\u6597<\/strong>\uff0c\u662f\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5728\u5230\u8fbe\u8d2d\u4e70\u60a8\u7684\u4ea7\u54c1\u6216\u670d\u52a1\u4e4b\u524d\u6240\u7ecf\u5386\u7684\u4e00\u7cfb\u5217\u6b65\u9aa4\u3002\u8fd9\u91cc\u7684\u201c\u6f0f\u6597\u201d\u4e00\u8bcd\u5b8c\u7f8e\u5730\u63cf\u8ff0\u4e86\u9500\u552e\u8fc7\u7a0b\u7684\u8fdb\u884c\u65b9\u5f0f\uff1a\u4ece\u52a0\u5165\u60a8\u5217\u8868\u7684\u8bb8\u591a\u6f5c\u5728\u5ba2\u6237\u4e2d\uff0c\u7b5b\u9009\u51fa\u5c11\u6570\u7684\u4ed8\u8d39\u5ba2\u6237\u3002<\/p>\n<p>\u73b0\u4ee3\u9500\u552e\u6f0f\u6597\u5305\u62ec\u4e94\u4e2a\u9636\u6bb5\uff1a<\/p>\n<ul>\n<li><strong>\u6709\u610f\u8bc6<\/strong> \u2014 \u5728\u8fd9\u4e2a\u9636\u6bb5\uff0c\u4f60\u8ba9\u4eba\u4eec\u77e5\u9053\u4f60\u7684\u4ea7\u54c1\uff08\u4f8b\u5982\uff0c\u501f\u52a9\u5185\u5bb9\u8425\u9500\u3001\u793e\u4ea4\u5a92\u4f53\u6d3b\u52a8\u3001\u641c\u7d22\u5f15\u64ce\u4f18\u5316\u7b49\uff09\u3002<\/li>\n<li><strong>\u6709\u5174\u8da3<\/strong> \u2014 \u4e00\u65e6\u6f5c\u5728\u5ba2\u6237\u4ece\u6709\u610f\u8bc6\u7684\u9636\u6bb5\u8f6c\u53d8\u8fc7\u6765\uff0c\u4f60\u5c31\u4f1a\u6293\u4f4f\u4ed6\u4eec\u7684\u5174\u8da3\uff0c\u8ba9\u4ed6\u4eec\u610f\u8bc6\u5230\u4f60\u7684\u89e3\u51b3\u65b9\u6848\u53ef\u4ee5\u6ee1\u8db3\u4ed6\u4eec\u7684\u9700\u6c42\u3002<\/li>\n<li><strong>\u8003\u8651<\/strong> \u2014 \u6b64\u65f6\uff0c\u60a8\u4e13\u6ce8\u4e8e\u5982\u4f55\u5c55\u793a\u60a8\u7684\u7ade\u4e89\u4f18\u52bf\uff0c\u56e0\u4e3a\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5c06\u4ed4\u7ec6\u7814\u7a76\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u5e76\u4e0e\u60a8\u7684\u7ade\u4e89\u5bf9\u624b\u8fdb\u884c\u8bc4\u4f30\u3002<\/li>\n<li><strong>\u51b3\u7b56<\/strong> \u2014 \u73b0\u5728\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5df2\u51c6\u5907\u597d\u8d2d\u4e70\u60a8\u7684\u4ea7\u54c1\u3002\u8bf7\u534f\u5546\u4ea4\u6613\u6240\u6709\u91cd\u8981\u7684\u7ec6\u8282\u5e76\u5236\u5b9a\u4e0d\u53ef\u6297\u62d2\u7684\u6fc0\u52b1\u63aa\u65bd\uff08\u4f8b\u5982\uff0c\u63d0\u4f9b\u514d\u8d39\u8bd5\u7528\u3001\u6298\u6263\u3001\u544a\u77e5\u4ed6\u4eec\u60a8\u7684\u5fe0\u8bda\u5ea6\u8ba1\u5212\u7b49\uff09\u3002<\/li>\n<li><strong>\u8d2d\u4e70<\/strong> \u2014 \u606d\u559c\uff0c\u4f60\u5df2\u7ecf\u6210\u4ea4\u4e86\uff01\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5df2\u6210\u4e3a\u60a8\u7684\u5ba2\u6237\uff01\u60a8\u73b0\u5728\u9700\u8981\u505a\u7684\u662f\u7ee7\u7eed\u4e0e\u4ed6\u4eec\u4e92\u52a8\u5e76\u63d0\u4f9b\u70b9\u5bf9\u70b9\u7684\u5173\u6ce8\uff0c\u4ee5\u4fbf\u4ed6\u4eec\u518d\u6b21\u5411\u60a8\u8d2d\u4e70\u3002<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/12\/img-4.png\" alt=\"Sales funnel stages\" \/><\/p>\n<h3>\u9500\u552e\u6d41\u7a0b<\/h3>\n<p><strong>\u9500\u552e\u6d41\u7a0b<\/strong>\u662f\u9500\u552e\u673a\u4f1a\u5728\u6210\u4ea4\u4e4b\u524d\u7ecf\u5386\u7684\u591a\u4e2a\u9636\u6bb5\u3002\u57fa\u672c\u4e0a\uff0c\u5b83\u6307\u7684\u662f\u9500\u552e\u4ee3\u8868\u5c06\u6f5c\u5728\u5ba2\u6237\u8f6c\u5316\u4e3a\u5ba2\u6237\u6240\u91c7\u53d6\u7684\u6bcf\u4e2a\u6b65\u9aa4\u3002<\/p>\n<p>\u5b83\u7684\u9636\u6bb5\u56e0\u516c\u53f8\u800c\u5f02\uff0c\u4f46\u5178\u578b\u7684\u9500\u552e\u6d41\u7a0b\u5305\u62ec\u4e94\u4e2a\u6b65\u9aa4\uff1a<\/p>\n<ul>\n<li><strong>\u6f5c\u5728\u5ba2\u6237\u751f\u6210\uff08\u5ba2\u6237\u5f00\u53d1<\/strong>\uff09\u2014 \u5728\u6b64\u9636\u6bb5\uff0c\u60a8\u6536\u96c6\u6f5c\u5728\u5ba2\u6237\u5217\u8868\u3002<\/li>\n<li><strong>\u7b5b\u9009\u6f5c\u5728\u5ba2\u6237<\/strong> \u2014 \u4ea7\u751f\u6f5c\u5728\u5ba2\u6237\u540e\uff0c\u60a8\u53ef\u4ee5\u786e\u5b9a\u54ea\u4e9b\u4eba\u66f4\u6709\u53ef\u80fd\u8d2d\u4e70\u60a8\u7684\u4ea7\u54c1\u3002<\/li>\n<li><strong>\u8054\u7cfb<\/strong> \u2014 \u5728\u8fd9\u91cc\uff0c\u60a8\u5f00\u59cb\u8054\u7cfb\u6f5c\u5728\u5ba2\u6237\uff08\u901a\u8fc7\u7535\u8bdd\u3001\u7535\u5b50\u90ae\u4ef6\u3001\u53ec\u5f00\u4f1a\u8bae\u7b49\uff09\u3002<\/li>\n<li><strong>\u9500\u552e\u65b9\u6848<\/strong> \u2014 \u5728\u6b64\u9636\u6bb5\uff0c\u60a8\u5411\u6f5c\u5728\u5ba2\u6237\u53d1\u9001\u4e00\u4efd\u8be6\u7ec6\u7684\u62a5\u4ef7\u5355\uff0c\u5176\u4e2d\u8bf4\u660e\u6210\u672c\u548c\u6761\u6b3e\u3002<\/li>\n<li><strong>\u5b8c\u6210\u4ea4\u6613<\/strong> \u2014 \u8fd9\u662f\u4f60\u7b7e\u7f72\u4ea4\u6613\u7684\u9636\u6bb5\uff0c\u4f60\u7684\u6f5c\u5728\u5ba2\u6237\u5c06\u6210\u4e3a\u4f60\u7684\u5ba2\u6237\u3002<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/12\/img-5.png\" alt=\"Sales pipeline\" \/><\/p>\n<p><strong>\u73b0\u5728\uff0c\u603b\u7ed3\u4e00\u4e0b\uff1a<\/strong><\/p>\n<p><strong>\u4e70\u5bb6\u8def\u5f84<\/strong>\u63cf\u8ff0\u4e86\u4ece\u4e70\u5bb6\u7684\u89d2\u5ea6\u8fdb\u884c\u8d2d\u4e70\u7684\u8fc7\u7a0b\u3002<\/p>\n<p><strong>\u9500\u552e\u6f0f\u6597<\/strong>\u7740\u773c\u4e8e\u4e70\u65b9\u5982\u4f55\u8f6c\u5411\u8d2d\u4e70\uff0c\u4f46\u4ece\u5356\u65b9\u7684\u89d2\u5ea6\u6765\u770b\u3002<\/p>\n<p><strong>\u9500\u552e\u6d41\u7a0b<\/strong>\u7740\u773c\u4e8e\u9500\u552e\u4eba\u5458\u5fc5\u987b\u91c7\u53d6\u54ea\u4e9b\u6b65\u9aa4\u624d\u80fd\u5c06\u6f5c\u5728\u5ba2\u6237\u4ece\u6f0f\u6597\u9876\u90e8\u8f6c\u79fb\u5230\u9500\u552e\u3002<\/p>\n<h2 id=\"5\">\u5982\u4f55\u5f00\u59cb\u9500\u552e\uff1a\u5916\u8d38 B2B \u9500\u552e\u6d41\u7a0b\u5faa\u5e8f\u6e10\u8fdb<\/h2>\n<p>\u4e0b\u9762\u6211\u4eec\u5c06\u6df1\u5165\u63a2\u8ba8\u5916\u8d38 B2B \u7684\u9500\u552e\u6d41\u7a0b\uff0c\u5c06\u5176\u5206\u89e3\u4e3a\u7b80\u5355\u7684\u6b65\u9aa4\uff0c\u4ee5\u4fbf\u60a8\u987a\u5229\u5f00\u59cb\u3002<\/p>\n<h3>\u7b2c 1 \u6b65\uff1a\u786e\u5b9a\u60a8\u7684\u4ef7\u503c\u4e3b\u5f20<\/h3>\n<p>\u5efa\u7acb\u9500\u552e\u6d41\u7a0b\u65f6\uff0c\u60a8\u7684\u9996\u8981\u4efb\u52a1\u662f\u786e\u5b9a\u60a8\u7684\u4ef7\u503c\u4e3b\u5f20\uff0c\u5373\u4eba\u4eec<strong>\u4e3a\u4ec0\u4e48<\/strong>\u8981\u8d2d\u4e70\u60a8\u7684\u4ea7\u54c1\u3002\u5bf9\u60a8\u7684\u54c1\u724c\u505a\u51fa\u660e\u786e\u7684\u9648\u8ff0\uff0c\u4ee5\u6613\u4e8e\u638c\u63e1\u548c\u8861\u91cf\u7684\u65b9\u5f0f\u7a81\u51fa\u60a8\u7684\u4f18\u52bf\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u5bf9\u4e8e SaaS \u4ea7\u54c1\uff0c\u5b58\u5728\u4e09\u79cd\u7c7b\u578b\u7684\u4ef7\u503c\u4e3b\u5f20\uff1a<\/p>\n<ul>\n<li>\u589e\u52a0\u6536\u5165\u7684\u8f6f\u4ef6\uff0c<\/li>\n<li>\u964d\u4f4e\u6210\u672c\u7684\u8f6f\u4ef6\uff0c\u4ee5\u53ca<\/li>\n<li>\u627f\u8bfa\u63d0\u9ad8\u751f\u4ea7\u529b\u7684\u8f6f\u4ef6\u3002<\/li>\n<\/ul>\n<p>\u5728\u5236\u5b9a\u60a8\u7684\u4ef7\u503c\u4e3b\u5f20\u65f6\uff0c\u8bf7\u5c3d\u53ef\u80fd\u51c6\u786e\u3002\u50cf\u201c\u6211\u4eec\u7684\u670d\u52a1\u5c06\u5e2e\u52a9\u60a8\u589e\u52a0\u6536\u5165\u201d\u8fd9\u6837\u7684\u7b3c\u7edf\u9648\u8ff0\u662f\u4e0d\u591f\u7684\uff0c\u56e0\u4e3a\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u4f1a\u60f3\u77e5\u9053\u591a\u5c11\u3002<\/p>\n<p>\u4ee5\u4e0b\u662f\u5728\u8fd9\u79cd\u60c5\u51b5\u4e0b\u66f4\u6709\u6548\u7684\u4ef7\u503c\u4e3b\u5f20\u793a\u4f8b\uff1a\u201c<em>\u6211\u4eec\u7684\u670d\u52a1\u53ef\u5e2e\u52a9\u50cf\u60a8\u8fd9\u6837\u7684\u516c\u53f8\u5728\u7b2c\u4e00\u5e74\u5185\u5c06\u6536\u5165\u589e\u52a0 20%\u3002<\/em>\u201d<\/p>\n<h3>\u7b2c 2 \u6b65\uff1a\u5b9a\u4e49\u7406\u60f3\u7684\u5ba2\u6237\u753b\u50cf<\/h3>\n<p>\u73b0\u5728\u60a8\u9700\u8981\u786e\u5b9a\u54ea\u4e9b\u516c\u53f8\u5c06\u6210\u4e3a\u60a8\u7684\u7406\u60f3\u5ba2\u6237\uff0c\u54ea\u4e9b\u516c\u53f8\u4f1a\u4ece\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u4e2d\u53d7\u76ca\u5e76\u4e3a\u60a8\u63d0\u4f9b\u91cd\u8981\u7684\u56de\u62a5\u3002\u5982\u679c\u4e0d\u786e\u5b9a\u60a8\u7684<a href=\"https:\/\/snovio.cn\/blog\/foreign-trade-prospecting-methodology\/#confirm\">\u7406\u60f3\u5ba2\u6237\u753b\u50cf<\/a> (ICP)\uff0c\u60a8\u5c06\u4f1a\u6d6a\u8d39\u8d44\u6e90\u6765\u5b9a\u4f4d\u90a3\u4e9b\u6c38\u8fdc\u4e0d\u4f1a\u5411\u60a8\u8d2d\u4e70\u7684\u4eba\u3002<\/p>\n<p>\u9996\u5148\uff0c\u60f3\u4e00\u60f3\u7279\u5b9a\u884c\u4e1a\uff08\u4f8b\u5982\u623f\u5730\u4ea7\uff09\u4e2d\u7684\u4e00\u5927\u7fa4\u516c\u53f8\u3002\u7136\u540e\u5c06\u8303\u56f4\u7f29\u5c0f\u5230\u7279\u5b9a\u53c2\u6570\uff08\u5730\u7406\u4f4d\u7f6e\u3001\u516c\u53f8\u89c4\u6a21\uff09\u3002\u6700\u540e\uff0c\u60f3\u4e00\u60f3\u60a8\u5c06\u5728\u516c\u53f8\u5185\u63a5\u89e6\u7684\u4eba\u3002<\/p>\n<p>\u60a8\u5e94\u8be5\u5c1d\u8bd5\u8054\u7cfb\u51b3\u7b56\u8005\uff0c\u56e0\u4e3a\u8fd9\u4e9b\u5229\u76ca\u76f8\u5173\u8005\u6709\u6743\u901a\u8fc7\u516c\u53f8\u51b3\u8bae\u5e76\u51b3\u5b9a\u4ed6\u4eec\u7684\u7ec4\u7ec7\u662f\u5426\u4f1a\u8d2d\u4e70\u60a8\u7684\u4ea7\u54c1\u6216\u670d\u52a1\u3002<\/p>\n<h3>\u7b2c 3 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4 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(PPC) \u5e7f\u544a<\/strong>\uff08\u5982\u679c\u60a8\u7684\u521d\u521b\u516c\u53f8\u6709\u8db3\u591f\u7684\u9884\u7b97\u5e76\u4e14\u975e\u5e38\u4e86\u89e3\u4ed6\u4eec\u7684\u76ee\u6807\u53d7\u4f17\uff0c\u60a8\u53ef\u4ee5\u5728 Facebook\u3001\u8c37\u6b4c\u641c\u7d22\u3001\u5e7f\u544a\u7f51\u7edc\u7b49\u4e0a\u6295\u653e\u4ed8\u8d39\u5e7f\u544a\u3002\uff09<\/li>\n<li><strong>\u4e3b\u52a8\u5f00\u53d1<\/strong>\uff08\u5f53\u4f60\u60f3\u5728\u4f4e\u9884\u7b97\u4e0b\u4ea7\u751f\u6f5c\u5728\u5ba2\u6237\u65f6\uff0c\u4f60\u7684\u6025\u6551\u65b9\u6cd5\uff01\u6b64\u7b56\u7565\u7684\u524d\u63d0\u662f\u6536\u96c6\u6f5c\u5728\u5ba2\u6237\u5e76\u901a\u8fc7\u5f00\u53d1\u4fe1\u3001\u5f00\u53d1\u7535\u8bdd\u3001\u8fde\u63a5 LinkedIn \u7b49\u65b9\u5f0f\u4e0e\u4ed6\u4eec\u8054\u7cfb\uff09\u3002<\/li>\n<\/ul>\n<p>\u800c\u4e14\uff0c\u5f53\u7136\uff0c\u60a8\u4e0d\u5e94\u8be5\u5ffd\u89c6\u4ea7\u751f\u6f5c\u5728\u5ba2\u6237\u7684<strong>\u53e3\u7891<\/strong>\u4f20\u64ad\uff0c\u8981\u6c42\u60a8\u7684\u5ba2\u6237\u8fdb\u884c\u63a8\u8350\u3002<\/p>\n<h3>\u7b2c 5 \u6b65\uff1a\u7b5b\u9009\u60a8\u7684\u9500\u552e\u7ebf\u7d22<\/h3>\n<p>\u4e00\u65e6\u4f60\u4ea7\u751f\u4e86\u6f5c\u5728\u5ba2\u6237\uff0c\u4f60\u5e94\u8be5\u786e\u4fdd\u4ed6\u4eec\u662f\u5339\u914d\u7684\uff0c\u5373\u5f88\u53ef\u80fd\u6210\u4e3a\u4f60\u7684\u5ba2\u6237\uff0c\u624d\u503c\u5f97\u4f60\u82b1\u65f6\u95f4\u548c\u7cbe\u529b\u3002<\/p>\n<p>\u603b\u7684\u6765\u8bf4\uff0c\u60a8\u53ef\u4ee5\u901a\u8fc7\u4e24\u79cd\u65b9\u5f0f\u9650\u5b9a\u6f5c\u5728\u5ba2\u6237\uff1a<\/p>\n<p><strong>1. \u5728\u8054\u7cfb\u4e4b\u524d\u5148\u505a\u7814\u7a76<\/strong><\/p>\n<p>\u7814\u7a76\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u7684\u516c\u53f8\u8d44\u6599\u3001\u4ed6\u4eec\u7684\u5e74\u5ea6\u9884\u7b97\u3001\u5458\u5de5\u4eba\u6570\u4ee5\u53ca\u4efb\u4f55\u53ef\u7528\u7684\u4fe1\u606f\u3002<\/p>\n<p>\u60a8\u53ef\u4ee5\u4f7f\u7528\u7279\u6b8a\u5de5\u5177\u6765\u67e5\u627e\u5df2\u7ecf\u5339\u914d\u7684\u6f5c\u5728\u5ba2\u6237\uff0c\u4f8b\u5982 <a href=\"https:\/\/snovio.cn\/email-finder\">Snov.io \u7684\u516c\u53f8\u8d44\u6599\u641c\u7d22<\/a>\u3002\u5728\u5b83\u7684\u5e2e\u52a9\u4e0b\uff0c\u60a8\u53ef\u4ee5\u6839\u636e\u7279\u5b9a\u53c2\u6570\uff08\u884c\u4e1a\u3001\u5730\u7406\u4f4d\u7f6e\u3001\u516c\u53f8\u89c4\u6a21\u3001\u540d\u79f0\u548c\u6210\u7acb\u65e5\u671f\uff09\u627e\u5230\u9002\u5408\u60a8\u7684\u7406\u60f3\u5ba2\u6237\u753b\u50cf\u7684 B2B \u6f5c\u5728\u5ba2\u6237\u3002<\/p>\n<p><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=blog&amp;signup_page=snov.io%2Fblog%2Fhow-to-start-selling&amp;cta_type=banner\"><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/09\/Background186.png\" alt=\"finder\" \/><\/a><\/p>\n<p><strong>2. \u76f4\u63a5\u8be2\u95ee\u60a8\u7684\u6f5c\u5728\u5ba2\u6237<\/strong><\/p>\n<p>\u60a8\u53ef\u4ee5\u901a\u8fc7\u5411\u4ed6\u4eec\u53d1\u9001\u90ae\u4ef6\u6216\u7535\u8bdd\u6765\u4e86\u89e3\u6709\u5173\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u7684\u66f4\u591a\u4fe1\u606f\u3002\u5411\u4ed6\u4eec\u8be2\u95ee\u9500\u552e\u7684\u95ee\u9898\u5e76\u8fc7\u6ee4\u6389\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5217\u8868\uff0c\u7559\u4e0b\u90a3\u4e9b\u6709\u94b1\u4e70\u5f97\u8d77\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u3001\u76ee\u524d\u786e\u5b9e\u9700\u8981\u5b83\u3001\u5360\u636e\u51b3\u7b56\u804c\u4f4d\u6216\u53ef\u4ee5\u5c06\u60a8\u4e0e\u51b3\u7b56\u8005\u8054\u7cfb\u8d77\u6765\u7684\u4eba\u3002<\/p>\n<h3>\u7b2c 6 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7 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