{"id":431,"date":"2024-10-25T17:13:42","date_gmt":"2024-10-25T21:13:42","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=431"},"modified":"2024-10-26T00:26:04","modified_gmt":"2024-10-26T04:26:04","slug":"agile-sales-book","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/cs\/agile-sales-book\/","title":{"rendered":"Kniha o agiln\u00edm prodeji"},"content":{"rendered":"<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=\"Pro\u010d jsem napsal knihu &quot;Agiln\u00ed prodej a prodej s pomoc\u00ed um\u011bl\u00e9 inteligence&quot;?\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/WnrQMitXTzI?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><figcaption class=\"wp-element-caption\">Motivace k agiln\u00edmu prodeji<\/figcaption><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p><strong>Motivace autora k naps\u00e1n\u00ed t\u00e9to knihy<\/strong><\/p>\n\n\n\n<p>Je\u0161t\u011b ne\u017e jsem za\u010dal ps\u00e1t knihu Agile Sales and AI-Assisted Selling, m\u011bl jsem v hlav\u011b ot\u00e1zku: pro\u010d v podnik\u00e1n\u00ed intuitivn\u011b ch\u00e1peme, co znamen\u00e1 \"veden\u00ed vs. \u0159\u00edzen\u00ed\" - je to stav byt\u00ed! Co to vlastn\u011b znamen\u00e1 b\u00fdt l\u00eddrem a ne mana\u017eerem? A konkr\u00e9tn\u011bji, jak\u00fd je ekvivalent v prodeji? Jak to vypad\u00e1, kdy\u017e n\u011bkdo nen\u00ed jen \"v prodeji\", ale \u017eije ve stavu tvorby hodnoty zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka?<\/p>\n\n\n\n<p>Tady jsem se dostal k t\u00e9matu veden\u00ed a \u0159\u00edzen\u00ed: veden\u00ed je o inspiraci, vizi a lidech - je to posouv\u00e1n\u00ed lid\u00ed vp\u0159ed k n\u011b\u010demu v\u011bt\u0161\u00edmu, ne\u017e je ka\u017edodenn\u00ed pr\u00e1ce. Veden\u00ed je sp\u00ed\u0161e o udr\u017eov\u00e1n\u00ed rozjet\u00fdch vlak\u016f, o tom, aby v\u0161e bylo organizovan\u00e9, efektivn\u00ed a aby se dosahovalo t\u011bch nejd\u016fle\u017eit\u011bj\u0161\u00edch metrik. Veden\u00ed je o veden\u00ed lid\u00ed k tomu, pro\u010d d\u011blaj\u00ed to, co d\u011blaj\u00ed, zat\u00edmco \u0159\u00edzen\u00ed je o tom, jak a co d\u011blaj\u00ed, aby dos\u00e1hli v\u00fdsledk\u016f.<\/p>\n\n\n\n<p>Jak se to t\u00fdk\u00e1 prodeje? P\u0159i \u0159\u00edzen\u00ed prodeje se zam\u011b\u0159ujeme na detaily - kv\u00f3ty, teritoria, metriky. Uji\u0161\u0165ujeme se, \u017ee potrub\u00ed je plynul\u00e9 a lid\u00e9 d\u011blaj\u00ed spr\u00e1vn\u00e9 \u010dinnosti. Ale stejn\u011b jako veden\u00ed p\u0159esahuje r\u00e1mec managementu, i v prodeji existuje n\u011bco v\u011bt\u0161\u00edho: je to zam\u011b\u0159en\u00ed na z\u00e1kazn\u00edka neboli vytv\u00e1\u0159en\u00ed hodnoty.<\/p>\n\n\n\n<p>Stejn\u011b jako veden\u00ed motivuje lidi k tomu, aby usilovali o n\u011bco v\u00edc ne\u017e jen o spln\u011bn\u00ed \u00fakolu, orientace na z\u00e1kazn\u00edka posouv\u00e1 prodejce za hranice pouh\u00e9ho prodeje. Jde o pochopen\u00ed pot\u0159eb z\u00e1kazn\u00edka, vytv\u00e1\u0159en\u00ed dlouhodob\u00fdch vztah\u016f a d\u016fsledn\u00e9 poskytov\u00e1n\u00ed hodnoty. Je to d\u016fvod, pro\u010d prodej v\u016fbec existuje: pom\u00e1hat z\u00e1kazn\u00edkovi, ne jen uzav\u0159\u00edt obchod.<\/p>\n\n\n\n<p>Vytv\u00e1\u0159en\u00ed hodnoty zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka pova\u017euji za ekvivalent veden\u00ed v prodeji. Stejn\u011b jako vedouc\u00ed pracovn\u00edk vede t\u00fdm k napln\u011bn\u00ed vize, prodejce, kter\u00fd zt\u011bles\u0148uje z\u00e1kaznickou orientaci, vede k budov\u00e1n\u00ed d\u016fv\u011bry, p\u0159id\u00e1v\u00e1n\u00ed hodnoty a vytv\u00e1\u0159en\u00ed trval\u00fdch vztah\u016f. Nejsou to jen \"prodejn\u00ed \u00fakoly\", ale pracuj\u00ed na vy\u0161\u0161\u00ed \u00farovni, zam\u011b\u0159en\u00e9 na vytv\u00e1\u0159en\u00ed hodnoty jako na sv\u016fj hlavn\u00ed c\u00edl.<\/p>\n\n\n\n<p>Stru\u010dn\u011b \u0159e\u010deno, b\u00fdt ve stavu tvorby hodnoty zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka znamen\u00e1 vn\u00edmat prodej jako \u00fasil\u00ed o budov\u00e1n\u00ed vztahu, kde je z\u00e1kazn\u00edk na prvn\u00edm m\u00edst\u011b a v\u0161e se t\u00fdk\u00e1 vytv\u00e1\u0159en\u00ed smyslupln\u00e9 a trval\u00e9 hodnoty pro n\u011bj. Jde o to b\u00fdt l\u00eddrem v prodeji - ne pouze dosahovat c\u00edl\u016f, ale skute\u010dn\u011b \u0159e\u0161it probl\u00e9my z\u00e1kazn\u00edk\u016f a poskytovat skute\u010dn\u00e1 \u0159e\u0161en\u00ed.<\/p>\n\n\n\n<p>Zat\u00edmco jsem se do t\u011bchto koncept\u016f no\u0159il kv\u016fli sv\u00e9 knize, dal\u0161\u00ed velkou motivac\u00ed bylo poskytnout n\u011bco u\u017eite\u010dn\u00e9ho a bezplatn\u00e9ho sv\u00fdm student\u016fm na vysok\u00e9 \u0161kole a univerzit\u011b. Cht\u011bl jsem, aby m\u011bli k dispozici zdroj, kter\u00fd nebude jen dal\u0161\u00ed u\u010debnic\u00ed, ale n\u011b\u010d\u00edm praktick\u00fdm, co budou moci vyu\u017e\u00edt a uplatnit ve sv\u00e9 kari\u00e9\u0159e. Cel\u00e9 toto zkoum\u00e1n\u00ed veden\u00ed versus \u0159\u00edzen\u00ed a stavu tvorby hodnoty zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka je j\u00e1drem toho, co jsem jim cht\u011bl d\u00e1t: n\u00e1stroje, kter\u00e9 jim umo\u017en\u00ed p\u0159em\u00fd\u0161let v\u00edce a j\u00edt za hranice z\u00e1klad\u016f na jejich vlastn\u00ed prodejn\u00ed a obchodn\u00ed cest\u011b.<\/p>\n\n\n\n<p><strong>Thomas Hormaza Dow<br>Spoluautor, Manifest agiln\u00edho prodeje<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">O knize<\/h3>\n\n\n\n<p><strong>Co je agiln\u00ed prodej? | V\u00fdhody agiln\u00edho prodeje v podnik\u00e1n\u00ed | Jak zav\u00e9st agiln\u00ed prodej<\/strong><\/p>\n\n\n\n<p><em>V\u00edtejte v rychl\u00e9m a p\u0159izp\u016fsobiv\u00e9m sv\u011bt\u011b agiln\u00edho prodeje.<\/em><\/p>\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=\"P\u0159ehled knih o agiln\u00edm prodeji | V\u00fdhody agiln\u00edho prodeje pro firmy | Jak zav\u00e9st agiln\u00ed prodej\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/d8sBxushF2o?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<p><\/p>\n\n\n\n<p>Na dne\u0161n\u00edm neust\u00e1le se vyv\u00edjej\u00edc\u00edm trhu ustupuj\u00ed \u010dasy rigidn\u00edch kv\u00f3t, statick\u00fdch strategi\u00ed a zdlouhav\u00fdch prodejn\u00edch cykl\u016f dynami\u010dt\u011bj\u0161\u00edmu p\u0159\u00edstupu: Agiln\u00ed prodej. Inspirov\u00e1n agiln\u00edm \u0159\u00edzen\u00edm projekt\u016f, agiln\u00ed prodej up\u0159ednost\u0148uje <strong>p\u0159izp\u016fsobivost<\/strong>, <strong>spolupr\u00e1ce<\/strong>a <strong>neust\u00e1l\u00e9 zlep\u0161ov\u00e1n\u00ed<\/strong>, co\u017e t\u00fdm\u016fm umo\u017e\u0148uje rychle reagovat na zp\u011btnou vazbu od z\u00e1kazn\u00edk\u016f a trendy na trhu.<\/p>\n\n\n\n<p>V \u010dem se v\u0161ak Agile Sales li\u0161\u00ed a jak m\u016f\u017ee zm\u011bnit v\u00e1\u0161 prodejn\u00ed proces?<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Z\u00e1kladn\u00ed principy agiln\u00edho prodeje:<\/h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Zam\u011b\u0159en\u00ed na hodnotu pro z\u00e1kazn\u00edka:<\/strong> Ka\u017ed\u00fd krok v agiln\u00edm prodeji je o <strong>p\u0159in\u00e1\u0161en\u00ed hodnoty<\/strong> z\u00e1kazn\u00edkovi. Toto my\u0161len\u00ed zam\u011b\u0159en\u00e9 na hodnotu vede k personalizovan\u011bj\u0161\u00edm prodejn\u00edm strategi\u00edm, kde n\u00e1stroje s podporou um\u011bl\u00e9 inteligence mohou pomoci identifikovat <strong>\u0159e\u0161en\u00ed zalo\u017een\u00e1 na datech<\/strong> kter\u00e9 odpov\u00eddaj\u00ed pot\u0159eb\u00e1m z\u00e1kazn\u00edk\u016f. Dal\u0161\u00ed podrobnosti o tom, jak se toto zam\u011b\u0159en\u00ed na hodnotu integruje s n\u00e1stroji um\u011bl\u00e9 inteligence, najdete v kapitole 5: <em>Osmikrokov\u00fd proces agiln\u00edho prodeje a prodeje s pomoc\u00ed um\u011bl\u00e9 inteligence<\/em>, kter\u00e1 se zab\u00fdv\u00e1 principem <strong>Tvorba hodnoty zam\u011b\u0159en\u00e1 na z\u00e1kazn\u00edka<\/strong>.<\/li>\n\n\n\n<li><strong>Iterativn\u00ed prodejn\u00ed cykly:<\/strong> Tradi\u010dn\u00ed prodej \u010dasto prob\u00edh\u00e1 v dlouh\u00fdch cyklech, ale agiln\u00ed prodej je rozd\u011bluje na. <strong>kr\u00e1tk\u00e9, soust\u0159ed\u011bn\u00e9 sprinty<\/strong>. B\u011bhem ka\u017ed\u00e9ho sprintu t\u00fdmy z\u00edsk\u00e1vaj\u00ed zp\u011btnou vazbu v re\u00e1ln\u00e9m \u010dase, testuj\u00ed nov\u00e9 strategie a prov\u00e1d\u011bj\u00ed \u00fapravy. Tento iterativn\u00ed proces umo\u017e\u0148uje prodejn\u00edm profesion\u00e1l\u016fm <strong>p\u0159izp\u016fsobit se za b\u011bhu<\/strong>, zlep\u0161ov\u00e1n\u00ed zku\u0161enost\u00ed z\u00e1kazn\u00edk\u016f p\u0159i ka\u017ed\u00e9 interakci. Dal\u0161\u00ed poznatky o v\u00fdznamu itera\u010dn\u00edch cykl\u016f v prodeji najdete v kapitole 9: <em>Scrum a Kanban v prodeji<\/em>.<\/li>\n\n\n\n<li><strong>Spolupr\u00e1ce nap\u0159\u00ed\u010d funkcemi:<\/strong> Agiln\u00ed prodej je o <strong>odbour\u00e1v\u00e1n\u00ed sil<\/strong>. Prodejn\u00ed t\u00fdmy pracuj\u00ed v sou\u010dinnosti s marketingem, v\u00fdvojem produkt\u016f a z\u00e1kaznick\u00fdm servisem, \u010d\u00edm\u017e vytv\u00e1\u0159ej\u00ed <strong>jednotn\u00e9 t\u00fdmov\u00e9 \u00fasil\u00ed<\/strong>. Tento holistick\u00fd p\u0159\u00edstup zaji\u0161\u0165uje, \u017ee v\u0161echna odd\u011blen\u00ed jsou slad\u011bna se spole\u010dn\u00fdm c\u00edlem, kter\u00fdm je spokojenost z\u00e1kazn\u00edk\u016f. P\u0159\u00ednosy multifunk\u010dn\u00edch t\u00fdm\u016f jsou pops\u00e1ny v kapitole 10: <em>Agiln\u00ed veden\u00ed prodeje a budov\u00e1n\u00ed t\u00fdmu<\/em>, kde zd\u016fraz\u0148uje v\u00fdznam <strong>spolupr\u00e1ce mezi odd\u011blen\u00edmi<\/strong>.<\/li>\n\n\n\n<li><strong>P\u0159\u00edstup zam\u011b\u0159en\u00fd na z\u00e1kazn\u00edka:<\/strong> St\u0159edobodem agiln\u00edho prodeje je z\u00e1kazn\u00edk. Od po\u010d\u00e1te\u010dn\u00edho osloven\u00ed a\u017e po z\u00e1v\u011bre\u010dnou kontrolu se prodejn\u00ed strategie vyv\u00edjej\u00ed na z\u00e1klad\u011b. <strong>chov\u00e1n\u00ed a preference z\u00e1kazn\u00edk\u016f<\/strong>. Tento p\u0159\u00edstup nejen\u017ee buduje loajalitu, ale tak\u00e9 zaji\u0161\u0165uje, \u017ee prodejn\u00ed t\u00fdmy jsou v\u017edy o krok nap\u0159ed v p\u0159edv\u00edd\u00e1n\u00ed pot\u0159eb z\u00e1kazn\u00edk\u016f. Hlub\u0161\u00ed ponor do t\u00e9to problematiky je pops\u00e1n v kapitole 5. <strong>strategie zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka<\/strong> utv\u00e1\u0159et cel\u00fd agiln\u00ed prodejn\u00ed proces.<\/li>\n\n\n\n<li><strong>\u00dapravy zalo\u017een\u00e9 na datech:<\/strong> Agiln\u00ed prodej se do zna\u010dn\u00e9 m\u00edry op\u00edr\u00e1 o v\u00fdkonnostn\u00ed metriky. <strong>Sb\u011br a anal\u00fdza dat<\/strong> jsou za\u010dlen\u011bny do ka\u017ed\u00e9ho sprintu a umo\u017e\u0148uj\u00ed t\u00fdm\u016fm sledovat kl\u00ed\u010dov\u00e9 ukazatele, jako je nap\u0159. <strong>m\u00edra konverze potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f<\/strong>, <strong>spokojenost z\u00e1kazn\u00edk\u016f<\/strong>a <strong>rychlost prodeje<\/strong>. Tyto poznatky slou\u017e\u00ed jako podklad pro \u00fapravy, d\u00edky nim\u017e je proces <strong>chyt\u0159ej\u0161\u00ed<\/strong> a s ka\u017edou dal\u0161\u00ed iterac\u00ed je citliv\u011bj\u0161\u00ed. Kapitola 5 tak\u00e9 popisuje, jak <strong>N\u00e1stroje um\u011bl\u00e9 inteligence zlep\u0161uj\u00ed rozhodov\u00e1n\u00ed zalo\u017een\u00e9 na datech<\/strong> v ka\u017ed\u00e9m kroku prodejn\u00edho procesu.<\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">V\u00fdhody agiln\u00edho prodeje:<\/h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Zv\u00fd\u0161en\u00e1 p\u0159izp\u016fsobivost:<\/strong> Ve sv\u011bt\u011b, kde se preference z\u00e1kazn\u00edk\u016f a podm\u00ednky na trhu rychle m\u011bn\u00ed, umo\u017e\u0148uje agiln\u00ed prodej t\u00fdm\u016fm <strong>rychle se oto\u010dit<\/strong>. A\u0165 u\u017e se jedn\u00e1 o nov\u00fd po\u017eadavek z\u00e1kazn\u00edka, nebo o nov\u011b vznikaj\u00edc\u00ed trend, agiln\u00ed prodej udr\u017e\u00ed v\u00e1\u0161 t\u00fdm pru\u017en\u00fd - v\u017edy p\u0159ipraven\u00fd vyu\u017e\u00edt nov\u00e9 p\u0159\u00edle\u017eitosti. O t\u00e9to v\u00fdhod\u011b pojedn\u00e1v\u00e1 kapitola 9, kter\u00e1 se zam\u011b\u0159uje na to, jak agiln\u00ed r\u00e1mce jako Scrum a Kanban pom\u00e1haj\u00ed t\u00fdm\u016fm z\u016fstat flexibiln\u00ed.<\/li>\n\n\n\n<li><strong>Zv\u00fd\u0161en\u00e1 spokojenost z\u00e1kazn\u00edk\u016f:<\/strong> Dod\u00e1n\u00edm <strong>personalizovan\u00e1 \u0159e\u0161en\u00ed zam\u011b\u0159en\u00e1 na hodnotu<\/strong> v re\u00e1ln\u00e9m \u010dase, prodejn\u00ed t\u00fdmy vytv\u00e1\u0159ej\u00ed <strong>siln\u011bj\u0161\u00ed vztahy se z\u00e1kazn\u00edky<\/strong>. P\u0159izp\u016fsobivost agiln\u00edho prodeje znamen\u00e1, \u017ee se z\u00e1kazn\u00edci c\u00edt\u00ed vysly\u0161eni, ocen\u011bni a pochopeni, co\u017e vede k vy\u0161\u0161\u00ed spokojenosti a loajalit\u011b. Kapitola 10 roz\u0161i\u0159uje informace o tom, jak <strong>spokojenost z\u00e1kazn\u00edk\u016f<\/strong> je podpo\u0159ena neust\u00e1l\u00fdm zapojen\u00edm a zp\u011btnou vazbou.<\/li>\n\n\n\n<li><strong>V\u011bt\u0161\u00ed t\u00fdmov\u00e1 spolupr\u00e1ce:<\/strong> Agiln\u00ed prodej podporuje <strong>kultura spolupr\u00e1ce<\/strong>. Odborn\u00edci na prodej ji\u017e nepracuj\u00ed izolovan\u011b, ale v \u00fazk\u00e9m spojen\u00ed s marketingem, produkty a t\u00fdmy z\u00e1kaznick\u00e9 podpory. Tato synergie nejen\u017ee zlep\u0161uje <strong>z\u00e1kaznick\u00e1 zku\u0161enost<\/strong> ale tak\u00e9 podporuje inovace v r\u00e1mci prodejn\u00edho procesu. Viz kapitola 10, kde se dozv\u00edte, jak <strong>spolupr\u00e1ce mezi t\u00fdmy<\/strong> zvy\u0161uje efektivitu prodeje i inovace.<\/li>\n\n\n\n<li><strong>Lep\u0161\u00ed p\u0159id\u011blov\u00e1n\u00ed zdroj\u016f:<\/strong> Agiln\u00ed prodej eliminuje zbyte\u010dn\u00e9 \u00fasil\u00ed. Nam\u00edsto honby za zastaral\u00fdmi strategiemi se t\u00fdmy soust\u0159ed\u00ed na \u010dinnosti. <strong>vytv\u00e1\u0159et skute\u010dnou hodnotu<\/strong>. Tato optimalizace zdroj\u016f vede k lep\u0161\u00edmu <strong>ROI<\/strong> a zaji\u0161\u0165uje, aby prodejn\u00ed t\u00fdmy z\u016fstaly \u0161t\u00edhl\u00e9 a efektivn\u00ed. Tento princip <strong>maximalizace hodnoty<\/strong> je zd\u016frazn\u011bna v kapitole 5, kde je p\u0159id\u011blov\u00e1n\u00ed zdroj\u016f v\u00e1z\u00e1no na c\u00edle zam\u011b\u0159en\u00e9 na z\u00e1kazn\u00edka.<\/li>\n\n\n\n<li><strong>Neust\u00e1l\u00e9 u\u010den\u00ed a zlep\u0161ov\u00e1n\u00ed:<\/strong> S pravideln\u00fdm <strong>sprinty<\/strong> a <strong>retrospektivy<\/strong>, Agiln\u00ed prodej podporuje cyklus <strong>pr\u016fb\u011b\u017en\u00e9 u\u010den\u00ed<\/strong>. Prodejn\u00ed t\u00fdmy pravideln\u011b p\u0159em\u00fd\u0161lej\u00ed o tom, co fungovalo, co nefungovalo a jak se mohou zlep\u0161it v dal\u0161\u00edm sprintu - vytv\u00e1\u0159ej\u00ed kulturu neust\u00e1l\u00fdch inovac\u00ed a r\u016fstu. D\u016fle\u017eitost <strong>u\u010den\u00ed a opakovan\u00e9 zlep\u0161ov\u00e1n\u00ed<\/strong> je zd\u016frazn\u011bno v kapitole 9.<\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">Jak zav\u00e9st agiln\u00ed prodej ve va\u0161\u00ed organizaci:<\/h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>V\u00fdb\u011br spr\u00e1vn\u00e9ho r\u00e1mce:<\/strong> Agiln\u00ed prodej m\u016f\u017ee b\u00fdt strukturov\u00e1n pomoc\u00ed r\u00e1mc\u016f, jako je nap\u0159. <strong>Scrum<\/strong> nebo <strong>Kanban<\/strong>, kter\u00e9 jsou podrobn\u011b pops\u00e1ny v kapitole 9. <strong>Scrum<\/strong> pom\u00e1h\u00e1 t\u00fdm\u016fm pracovat v kr\u00e1tk\u00fdch, strukturovan\u00fdch sprintech, zat\u00edmco <strong>Kanban<\/strong> se zam\u011b\u0159uje na optimalizaci pracovn\u00edch postup\u016f pro t\u00fdmy, kter\u00e9 vy\u017eaduj\u00ed neust\u00e1lou p\u0159izp\u016fsobivost.<\/li>\n\n\n\n<li><strong>Sestavte multifunk\u010dn\u00ed t\u00fdmy:<\/strong> Agiln\u00edmu prodeji se da\u0159\u00ed <strong>rozmanit\u00e9 soubory dovednost\u00ed<\/strong>. Vytv\u00e1\u0159ejte multifunk\u010dn\u00ed t\u00fdmy, kter\u00e9 integruj\u00ed prodej, marketing, v\u00fdvoj produkt\u016f a slu\u017eby z\u00e1kazn\u00edk\u016fm. T\u00edm se zajist\u00ed holistick\u00fd, 360stup\u0148ov\u00fd p\u0159\u00edstup k cest\u011b za z\u00e1kazn\u00edkem, kdy se ka\u017ed\u00e9 odd\u011blen\u00ed pod\u00edl\u00ed na v\u00fdsledku. Tipy na vytvo\u0159en\u00ed efektivn\u00edch mezifunk\u010dn\u00edch t\u00fdm\u016f najdete v kapitole 10: <em>Agiln\u00ed veden\u00ed prodeje a budov\u00e1n\u00ed t\u00fdmu<\/em>.<\/li>\n\n\n\n<li><strong>Definujte sv\u00e9 sprinty a Sales Backlog:<\/strong> Rozd\u011blte velk\u00e9 prodejn\u00ed c\u00edle na <strong>zvl\u00e1dnuteln\u00e9 \u00fakoly<\/strong>. Stanovte priority \u010dinnost\u00ed v <strong>nevy\u0159\u00edzen\u00e9 prodeje<\/strong> na z\u00e1klad\u011b hodnoty, kterou p\u0159in\u00e1\u0161ej\u00ed z\u00e1kazn\u00edk\u016fm, a pak tyto \u00fakoly prov\u00e1d\u011bt v <strong>sprinty<\/strong> kter\u00e9 obvykle trvaj\u00ed 1-4 t\u00fddny. Kapitola 5 vysv\u011btluje, jak strukturovat sv\u016fj prodejn\u00ed backlog na z\u00e1klad\u011b pot\u0159eb z\u00e1kazn\u00edk\u016f a agiln\u00edch princip\u016f.<\/li>\n\n\n\n<li><strong>P\u0159ijm\u011bte data a zp\u011btnou vazbu:<\/strong> V knize Agile Sales, <strong>data jsou v\u00e1\u0161 kompas<\/strong>. Sledujte metriky, jako je doba do uzav\u0159en\u00ed, zp\u011btn\u00e1 vazba od z\u00e1kazn\u00edk\u016f a m\u00edra konverze potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f. Pomoc\u00ed <strong>N\u00e1stroje um\u011bl\u00e9 inteligence<\/strong> analyzovat tato data, mohou prodejn\u00ed t\u00fdmy vyladit sv\u00e9 strategie a zajistit, aby ka\u017ed\u00fd sprint byl chyt\u0159ej\u0161\u00ed a l\u00e9pe odpov\u00eddal pot\u0159eb\u00e1m z\u00e1kazn\u00edk\u016f. Kapitola 5 pojedn\u00e1v\u00e1 o tom, jak <strong>AI zlep\u0161uje anal\u00fdzu dat a zp\u011btnou vazbu od z\u00e1kazn\u00edk\u016f<\/strong> smy\u010dky v agiln\u00edm prodeji.<\/li>\n\n\n\n<li><strong>Za\u010dn\u011bte v mal\u00e9m a postupn\u011b roz\u0161i\u0159ujte:<\/strong> Agiln\u00ed prodej nen\u00ed revoluc\u00ed ze dne na den. Za\u010dn\u011bte s <strong>pilotn\u00ed projekt<\/strong> nebo mal\u00fd t\u00fdm, kter\u00fd postupn\u011b integruje agiln\u00ed principy. Jakmile se v\u00e1\u0161 t\u00fdm s Agiln\u00edmi principy sezn\u00e1m\u00ed, roz\u0161i\u0159te je na celou organizaci a pou\u017e\u00edvejte je v r\u00e1mci <strong>N\u00e1stroje um\u011bl\u00e9 inteligence<\/strong> a r\u00e1mce spolupr\u00e1ce pro optimalizaci prodejn\u00edho procesu. Postupn\u00fd proces implementace je pops\u00e1n v kapitole 10. <strong>\u0161estim\u011bs\u00ed\u010dn\u00ed pl\u00e1n nasazen\u00ed<\/strong> pro p\u0159echod na agiln\u00ed model prodeje.<\/li>\n<\/ol>","protected":false},"excerpt":{"rendered":"<p>Motivace autora k naps\u00e1n\u00ed t\u00e9to knihy Je\u0161t\u011b ne\u017e jsem za\u010dal ps\u00e1t knihu Agile Sales and AI-Assisted Selling, m\u011bl jsem v hlav\u011b ot\u00e1zku: \u010d\u00edm to je, \u017ee v podnik\u00e1n\u00ed intuitivn\u011b ch\u00e1peme, co znamen\u00e1 \"veden\u00ed vs. \u0159\u00edzen\u00ed\" - je to stav byt\u00ed! Co ve skute\u010dnosti znamen\u00e1 b\u00fdt vedouc\u00edm pracovn\u00edkem, kdy\u017e se [...]<\/p>","protected":false},"author":1,"featured_media":433,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[72],"tags":[75],"class_list":["post-431","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agile-ai-sales-book","tag-agile-sales-book"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Agile Sales Book - Business Agility+AI<\/title>\n<meta name=\"description\" content=\"Agile Sales Book by Professor Thomas Hormaza Dow, co-author of the Agile Sales Manifesto\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/businessagility.education\/blog\/cs\/agile-sales-book\/\" \/>\n<meta property=\"og:locale\" content=\"cs_CZ\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Agile Sales Book - 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