{"id":357,"date":"2024-09-11T22:36:08","date_gmt":"2024-09-12T02:36:08","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=357"},"modified":"2024-09-11T22:36:12","modified_gmt":"2024-09-12T02:36:12","slug":"agile-sales-ai-selling-chapter3","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/cs\/agile-sales-ai-selling-chapter3\/","title":{"rendered":"Kniha o agiln\u00edm prodeji um\u011bl\u00e9 inteligence Kapitola 3"},"content":{"rendered":"<p><strong>Kapitola 3: Agiln\u00ed prodej, marketing zalo\u017een\u00fd na z\u00e1kazn\u00edc\u00edch a postupy prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence<\/strong><\/p>\n\n\n\n<p>V dne\u0161n\u00edm rychl\u00e9m prodejn\u00edm prost\u0159ed\u00ed je kombinace agiln\u00edho prodeje s marketingem zalo\u017een\u00fdm na \u00fa\u010dtech (ABM) a prodejn\u00edmi postupy s podporou um\u011bl\u00e9 inteligence kl\u00ed\u010dem k vytvo\u0159en\u00ed dynami\u010dt\u011bj\u0161\u00edho a na z\u00e1kazn\u00edka zam\u011b\u0159en\u00e9ho prodejn\u00edho p\u0159\u00edstupu. S rychl\u00fdm v\u00fdvojem technologi\u00ed a pot\u0159eb z\u00e1kazn\u00edk\u016f mus\u00ed prodejn\u00ed t\u00fdmy z\u016fstat p\u0159izp\u016fsobiv\u00e9, orientovan\u00e9 na data a z\u00e1kazn\u00edky, aby si udr\u017eely konkurenceschopnost.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">C\u00edle u\u010den\u00ed<\/h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Pochopen\u00ed princip\u016f agiln\u00edho prodeje a toho, jak mohou zm\u011bnit tradi\u010dn\u00ed prodejn\u00ed postupy.<\/li>\n\n\n\n<li>Zjist\u011bte, jak implementovat prodej s podporou um\u011bl\u00e9 inteligence, abyste zlep\u0161ili rozhodov\u00e1n\u00ed, efektivitu a zapojen\u00ed z\u00e1kazn\u00edk\u016f.<\/li>\n\n\n\n<li>Prozkoumejte integraci agiln\u00edho prodeje s technologiemi um\u011bl\u00e9 inteligence pro dynami\u010dt\u011bj\u0161\u00ed a na z\u00e1kazn\u00edka zam\u011b\u0159en\u00fd p\u0159\u00edstup k prodeji.<\/li>\n\n\n\n<li>Identifikovat v\u00fdhody itera\u010dn\u00edch prodejn\u00edch strategi\u00ed a neust\u00e1l\u00e9ho zlep\u0161ov\u00e1n\u00ed prodejn\u00edho procesu.<\/li>\n\n\n\n<li>Rozpoznat etick\u00e9 aspekty a budouc\u00ed trendy spojen\u00e9 s um\u011blou inteligenc\u00ed v prodeji.<\/li>\n<\/ol>\n\n\n\n<p><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Kniha o agiln\u00edm prodeji a prodeji s podporou um\u011bl\u00e9 inteligence Kapitola 3: Agiln\u00ed prodej, ABM a postupy prodeje s podporou um\u011bl\u00e9 inteligence\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/X6sW3qBEKPY?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Co je agiln\u00ed prodej?<\/h3>\n\n\n\n<p>Agiln\u00ed prodej je adaptivn\u00ed a iterativn\u00ed p\u0159\u00edstup, kter\u00fd aplikuje principy agiln\u00ed metodiky, p\u016fvodn\u011b vyvinut\u00e9 pro software, na prodejn\u00ed t\u00fdmy. Tento flexibiln\u00ed p\u0159\u00edstup klade d\u016fraz na neust\u00e1lou zp\u011btnou vazbu, spolupr\u00e1ci se z\u00e1kazn\u00edky a schopnost p\u0159izp\u016fsobit se m\u011bn\u00edc\u00edm se podm\u00ednk\u00e1m na trhu. Agile Sales pom\u00e1h\u00e1 t\u00fdm\u016fm reagovat a orientovat se na z\u00e1kazn\u00edka, p\u0159izp\u016fsobovat sv\u00e9 strategie zp\u011btn\u00e9 vazb\u011b v re\u00e1ln\u00e9m \u010dase a zlep\u0161ovat tak v\u00fdkonnost.<\/p>\n\n\n\n<p>Zaveden\u00edm agiln\u00edho prodeje mohou spole\u010dnosti rozd\u011blit sv\u00e9 prodejn\u00ed procesy do men\u0161\u00edch, zvl\u00e1dnuteln\u00fdch krok\u016f a pr\u016fb\u011b\u017en\u011b zdokonalovat sv\u00e9 taktiky na z\u00e1klad\u011b pot\u0159eb z\u00e1kazn\u00edk\u016f a trend\u016f na trhu.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Kl\u00ed\u010dov\u00e9 postupy agiln\u00edho prodeje:<\/h4>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Iterativn\u00ed a inkrement\u00e1ln\u00ed strategie prodeje:<\/strong> Agiln\u00ed prodej rozd\u011bluje rozs\u00e1hl\u00e9 prodejn\u00ed iniciativy na men\u0161\u00ed, opakuj\u00edc\u00ed se \u010dinnosti. To umo\u017e\u0148uje t\u00fdm\u016fm shroma\u017e\u010fovat zp\u011btnou vazbu, testovat n\u00e1pady a prov\u00e1d\u011bt nezbytn\u00e9 \u00fapravy p\u0159ed \u0161ir\u0161\u00edm zaveden\u00edm.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> Softwarov\u00e1 spole\u010dnost pilotuje uveden\u00ed nov\u00e9ho produktu na trh s malou skupinou u\u017eivatel\u016f. Po z\u00edsk\u00e1n\u00ed zp\u011btn\u00e9 vazby obchodn\u00ed t\u00fdm up\u0159esn\u00ed strategii pro \u0161ir\u0161\u00ed uveden\u00ed na trh, \u010d\u00edm\u017e zajist\u00ed hladk\u00e9 zaveden\u00ed produktu.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Refaktorizace prodeje:<\/strong> Refaktorizace spo\u010d\u00edv\u00e1 v neust\u00e1l\u00e9m p\u0159ezkoum\u00e1v\u00e1n\u00ed a zdokonalov\u00e1n\u00ed prodejn\u00edch proces\u016f s c\u00edlem zv\u00fd\u0161it jejich efektivitu a \u00fa\u010dinnost.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> Poji\u0161\u0165ovna pravideln\u011b reviduje sv\u00e9 procesy generov\u00e1n\u00ed potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f a odstra\u0148uje \u00fazk\u00e1 m\u00edsta a nadbyte\u010dn\u00e9 \u010dinnosti, aby zlep\u0161ila m\u00edru konverze.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Prodejn\u00ed iniciativy \u0159\u00edzen\u00e9 testy (TDSI):<\/strong> Testov\u00e1n\u00ed strategi\u00ed v mal\u00e9m m\u011b\u0159\u00edtku p\u0159ed \u00fapln\u00fdm spu\u0161t\u011bn\u00edm sni\u017euje rizika a umo\u017e\u0148uje rychl\u00e9 \u00fapravy.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> Farmaceutick\u00e1 spole\u010dnost testuje prodejn\u00ed p\u0159\u00edstup v ur\u010dit\u00e9m regionu p\u0159edt\u00edm, ne\u017e jej zavede v cel\u00e9 zemi, a na z\u00e1klad\u011b prvn\u00edch ohlas\u016f jej zdokonaluje.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Podpora prodeje Just-In-Time (JIT):<\/strong> Poskytov\u00e1n\u00ed zdroj\u016f a \u0161kolen\u00ed pr\u00e1v\u011b v dob\u011b, kdy je prodejn\u00ed t\u00fdmy pot\u0159ebuj\u00ed, zaji\u0161\u0165uje relevanci a minimalizuje informa\u010dn\u00ed p\u0159et\u00ed\u017een\u00ed.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> P\u0159ed uveden\u00edm v\u00fdrobku na trh spole\u010dnost vyr\u00e1b\u011bj\u00edc\u00ed zdravotnick\u00e9 prost\u0159edky poskytuje sv\u00e9mu prodejn\u00edmu t\u00fdmu nov\u00e9 \u0161kolen\u00ed, aby mohl na sch\u016fzky s klienty p\u0159istupovat s aktu\u00e1ln\u00edmi znalostmi.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\u00daloha marketingu zalo\u017een\u00e9ho na \u00fa\u010dtu (ABM) v agiln\u00edm prodeji<\/h3>\n\n\n\n<p><strong>Marketing zalo\u017een\u00fd na \u00fa\u010dtu (ABM)<\/strong> se zam\u011b\u0159uje na to, aby se ka\u017ed\u00fd z\u00e1kazn\u00edk s vysokou hodnotou pova\u017eoval za jedine\u010dn\u00fd trh. Nam\u00edsto \u0161irok\u00fdch a obecn\u00fdch prodejn\u00edch strategi\u00ed se ABM zam\u011b\u0159uje na konkr\u00e9tn\u00ed z\u00e1kazn\u00edky s vysoce personalizovan\u00fdmi \u0159e\u0161en\u00edmi. Zde se ABM \u00fazce shoduje s principy agiln\u00edho prodeje, jako je spolupr\u00e1ce se z\u00e1kazn\u00edky a smy\u010dky zp\u011btn\u00e9 vazby.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Synergie ABM a agiln\u00edho prodeje:<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Personalizace ve velk\u00e9m m\u011b\u0159\u00edtku:<\/strong> ABM umo\u017e\u0148uje prodejn\u00edm t\u00fdm\u016fm soust\u0159edit se na vytv\u00e1\u0159en\u00ed vysoce individu\u00e1ln\u00edch \u0159e\u0161en\u00ed pro kl\u00ed\u010dov\u00e9 z\u00e1kazn\u00edky. Tento individu\u00e1ln\u00ed p\u0159\u00edstup je v souladu se z\u00e1sadou neust\u00e1l\u00e9ho zlep\u0161ov\u00e1n\u00ed Agile.<\/li>\n\n\n\n<li><strong>Iterativn\u00ed proces:<\/strong> V agiln\u00edm prodeji se strategie pr\u016fb\u011b\u017en\u011b upravuj\u00ed na z\u00e1klad\u011b zp\u011btn\u00e9 vazby v re\u00e1ln\u00e9m \u010dase. Tento opakuj\u00edc\u00ed se proces je kl\u00ed\u010dov\u00fd pro ABM, kde \u00fasp\u011bch personalizovan\u00fdch kampan\u00ed \u010dasto z\u00e1vis\u00ed na up\u0159es\u0148ov\u00e1n\u00ed sd\u011blen\u00ed a taktiky zapojen\u00ed na z\u00e1klad\u011b reakc\u00ed klienta.<\/li>\n<\/ul>\n\n\n\n<p><strong>P\u0159\u00edklady ABM v agiln\u00edm prodeji:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><em>Softwarov\u00e1 spole\u010dnost:<\/em> Softwarov\u00e1 spole\u010dnost B2B se zam\u011b\u0159uje na vybranou skupinu vysoce hodnotn\u00fdch z\u00e1kazn\u00edk\u016f a ve spolupr\u00e1ci s marketingem navrhuje personalizovan\u00e9 kampan\u011b. Zp\u011btn\u00e1 vazba je shroma\u017e\u010fov\u00e1na a pou\u017e\u00edv\u00e1na k iterativn\u00edmu zdokonalov\u00e1n\u00ed strategi\u00ed, co\u017e zaji\u0161\u0165uje neust\u00e1l\u00e9 zlep\u0161ov\u00e1n\u00ed.<\/li>\n\n\n\n<li><em>V\u00fdrobn\u00ed firma:<\/em> V\u00fdrobn\u00ed prodejn\u00ed t\u00fdm p\u0159id\u011bluje kl\u00ed\u010dov\u00fdm klient\u016fm account mana\u017eery a upravuje nab\u00eddku produkt\u016f a marketingov\u00e9 strategie na z\u00e1klad\u011b zp\u011btn\u00e9 vazby od z\u00e1kazn\u00edk\u016f v re\u00e1ln\u00e9m \u010dase.<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Prodej s pomoc\u00ed um\u011bl\u00e9 inteligence: Zlep\u0161en\u00ed agiln\u00edho prodeje<\/h3>\n\n\n\n<p>Prodej s podporou um\u011bl\u00e9 inteligence integruje n\u00e1stroje um\u011bl\u00e9 inteligence s prodejn\u00edmi procesy, poskytuje cenn\u00e9 poznatky, automatizuje \u00fakoly a umo\u017e\u0148uje efektivn\u011bj\u0161\u00ed a personalizovan\u011bj\u0161\u00ed p\u0159\u00edstup k prodeji. Schopnost um\u011bl\u00e9 inteligence analyzovat obrovsk\u00e9 mno\u017estv\u00ed dat dopl\u0148uje postupy agiln\u00edho prodeje t\u00edm, \u017ee umo\u017e\u0148uje t\u00fdm\u016fm p\u0159ij\u00edmat informovan\u00e1 rozhodnut\u00ed zalo\u017een\u00e1 na datech v re\u00e1ln\u00e9m \u010dase.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Kl\u00ed\u010dov\u00e9 postupy prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence:<\/h4>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Rozhodov\u00e1n\u00ed zalo\u017een\u00e9 na datech:<\/strong> N\u00e1stroje um\u011bl\u00e9 inteligence analyzuj\u00ed \u00fadaje o z\u00e1kazn\u00edc\u00edch, aby identifikovaly vzorce a trendy, a pom\u00e1haj\u00ed tak prodejn\u00edm t\u00fdm\u016fm up\u0159ednost\u0148ovat potenci\u00e1ln\u00ed z\u00e1kazn\u00edky a personalizovat jejich oslovov\u00e1n\u00ed.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> N\u00e1stroj s um\u011blou inteligenc\u00ed analyzuje data o interakci se z\u00e1kazn\u00edky a navrhuje nejlep\u0161\u00ed \u010dasy pro n\u00e1slednou kontrolu, \u010d\u00edm\u017e zvy\u0161uje m\u00edru zapojen\u00ed.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Automatizace pro efektivitu:<\/strong> N\u00e1stroje um\u011bl\u00e9 inteligence mohou automatizovat opakuj\u00edc\u00ed se \u00fakoly a uvolnit tak prodejc\u016fm m\u00edsto, aby se mohli soust\u0159edit na \u010dinnosti s vysokou hodnotou, jako je budov\u00e1n\u00ed vztah\u016f a uzav\u00edr\u00e1n\u00ed obchod\u016f.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> Realitn\u00ed firma vyu\u017e\u00edv\u00e1 um\u011blou inteligenci k automatizaci procesu sledov\u00e1n\u00ed potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f a zas\u00edl\u00e1 jim personalizovan\u00e9 e-maily na z\u00e1klad\u011b jejich chov\u00e1n\u00ed.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Etick\u00e9 aspekty:<\/strong> S rostouc\u00ed integrac\u00ed um\u011bl\u00e9 inteligence do prodejn\u00edch proces\u016f je t\u0159eba \u0159e\u0161it etick\u00e9 ot\u00e1zky, jako je transparentnost a ochrana osobn\u00edch \u00fadaj\u016f. Spole\u010dnosti mus\u00ed zajistit, aby rozhodnut\u00ed v oblasti AI byla transparentn\u00ed a aby \u00fadaje o z\u00e1kazn\u00edc\u00edch byly pou\u017e\u00edv\u00e1ny zodpov\u011bdn\u011b.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> Spole\u010dnost, kter\u00e1 pou\u017e\u00edv\u00e1 um\u011blou inteligenci k segmentaci z\u00e1kazn\u00edk\u016f, zaji\u0161\u0165uje, \u017ee data jsou anonymizovan\u00e1 a z\u00e1kazn\u00edci jsou informov\u00e1ni o tom, jak jsou jejich informace vyu\u017e\u00edv\u00e1ny.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>Budouc\u00ed trendy v oblasti um\u011bl\u00e9 inteligence a prodeje:<\/strong> Budoucnost um\u011bl\u00e9 inteligence v prodeji bude zahrnovat je\u0161t\u011b sofistikovan\u011bj\u0161\u00ed n\u00e1stroje, kter\u00e9 dok\u00e1\u017e\u00ed p\u0159edpov\u00eddat trendy na trhu, automatizovat slo\u017eit\u00e9 \u00fakoly a poskytovat hlub\u0161\u00ed vhled do chov\u00e1n\u00ed z\u00e1kazn\u00edk\u016f.\n<ul class=\"wp-block-list\">\n<li><em>P\u0159\u00edklad:<\/em> Prodejn\u00ed t\u00fdm vyu\u017e\u00edv\u00e1 um\u011blou inteligenci k p\u0159edv\u00edd\u00e1n\u00ed nadch\u00e1zej\u00edc\u00edch zm\u011bn na trhu a s m\u011bs\u00ed\u010dn\u00edm p\u0159edstihem upravuje svou strategii, aby si udr\u017eel n\u00e1skok p\u0159ed konkurenc\u00ed.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Neust\u00e1l\u00e9 zlep\u0161ov\u00e1n\u00ed prost\u0159ednictv\u00edm agiln\u00edch metod a um\u011bl\u00e9 inteligence<\/h3>\n\n\n\n<p>Kombinace postup\u016f agiln\u00edho prodeje, ABM a prodeje s podporou um\u011bl\u00e9 inteligence vytv\u00e1\u0159\u00ed siln\u00fd r\u00e1mec pro neust\u00e1l\u00e9 zlep\u0161ov\u00e1n\u00ed. Zam\u011b\u0159en\u00edm na p\u0159izp\u016fsobivost, zp\u011btnou vazbu od z\u00e1kazn\u00edk\u016f a rozhodov\u00e1n\u00ed zalo\u017een\u00e9 na datech mohou prodejn\u00ed t\u00fdmy z\u016fstat pru\u017en\u00e9 a konkurenceschopn\u00e9 na rychle se vyv\u00edjej\u00edc\u00edm trhu. Agiln\u00ed prodej podporuje flexibilitu a spolupr\u00e1ci, zat\u00edmco n\u00e1stroje AI zvy\u0161uj\u00ed efektivitu a poskytuj\u00ed poznatky pro optimalizaci strategi\u00ed.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Z\u00e1v\u011br<\/h3>\n\n\n\n<p>Agiln\u00ed prodejn\u00ed postupy v kombinaci s ABM a prodejem s podporou um\u011bl\u00e9 inteligence umo\u017e\u0148uj\u00ed prodejn\u00edm t\u00fdm\u016fm v\u011bt\u0161\u00ed p\u0159izp\u016fsobivost, zam\u011b\u0159en\u00ed na z\u00e1kazn\u00edka a \u0159\u00edzen\u00ed na z\u00e1klad\u011b dat. Spole\u010dn\u011b tyto postupy zlep\u0161uj\u00ed rozhodov\u00e1n\u00ed, zvy\u0161uj\u00ed efektivitu a vytv\u00e1\u0159ej\u00ed personalizovan\u011bj\u0161\u00ed prodejn\u00ed p\u0159\u00edstup. Vzhledem k tomu, \u017ee technologie AI se nad\u00e1le vyv\u00edj\u00ed, budou m\u00edt prodejn\u00ed t\u00fdmy, kter\u00e9 tyto n\u00e1stroje p\u0159ijmou, lep\u0161\u00ed pozici pro p\u0159izp\u016fsoben\u00ed a \u00fasp\u011bch na konkuren\u010dn\u00edm trhu.<\/p>","protected":false},"excerpt":{"rendered":"<p>Kapitola 3: Agiln\u00ed prodej, marketing zalo\u017een\u00fd na \u00fa\u010dtech a prodejn\u00ed postupy s podporou um\u011bl\u00e9 inteligence V dne\u0161n\u00edm rychl\u00e9m prodejn\u00edm prost\u0159ed\u00ed je kombinace agiln\u00edho prodeje s marketingem zalo\u017een\u00fdm na \u00fa\u010dtech (ABM) a prodejn\u00edmi postupy s podporou um\u011bl\u00e9 inteligence kl\u00ed\u010dem k vybudov\u00e1n\u00ed dynami\u010dt\u011bj\u0161\u00edho a na z\u00e1kazn\u00edka zam\u011b\u0159en\u00e9ho prodejn\u00edho p\u0159\u00edstupu. S rychl\u00fdm v\u00fdvojem technologi\u00ed a pot\u0159eb z\u00e1kazn\u00edk\u016f mus\u00ed prodejn\u00ed t\u00fdmy z\u016fstat p\u0159izp\u016fsobiv\u00e9, \u0159\u00eddit se daty a zam\u011b\u0159ovat se na z\u00e1kazn\u00edky, aby z\u016fstaly konkurenceschopn\u00e9. 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