{"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\/zh\/agile-sales-ai-selling-chapter3\/","title":{"rendered":"\u654f\u6377\u4eba\u5de5\u667a\u6167\u92b7\u552e\u66f8\u7c4d\u7b2c 3 \u7ae0"},"content":{"rendered":"<p><strong>\u7b2c 3 \u7ae0\uff1a\u654f\u6377\u92b7\u552e\u3001\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7\u548c\u4eba\u5de5\u667a\u6167\u8f14\u52a9\u92b7\u552e\u5be6\u8e10<\/strong><\/p>\n\n\n\n<p>\u5728\u7576\u4eca\u5feb\u7bc0\u594f\u7684\u92b7\u552e\u74b0\u5883\u4e2d\uff0c\u5c07\u654f\u6377\u92b7\u552e\u8207\u57fa\u65bc\u5ba2\u6236\u7684\u884c\u92b7 (ABM) 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class=\"wp-block-list\">\n<li>\u4e86\u89e3\u654f\u6377\u92b7\u552e\u7684\u539f\u5247\u4ee5\u53ca\u5b83\u5011\u5982\u4f55\u6539\u8b8a\u50b3\u7d71\u7684\u92b7\u552e\u5be6\u52d9\u3002<\/li>\n\n\n\n<li>\u4e86\u89e3\u5982\u4f55\u5be6\u65bd\u4eba\u5de5\u667a\u6167\u8f14\u52a9\u92b7\u552e\u4ee5\u63d0\u9ad8\u6c7a\u7b56\u3001\u6548\u7387\u548c\u5ba2\u6236\u53c3\u8207\u5ea6\u3002<\/li>\n\n\n\n<li>\u63a2\u7d22\u654f\u6377\u92b7\u552e\u8207\u4eba\u5de5\u667a\u6167\u6280\u8853\u7684\u96c6\u6210\uff0c\u4ee5\u5be6\u73fe\u66f4\u52d5\u614b\u548c\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\u7684\u92b7\u552e\u65b9\u6cd5\u3002<\/li>\n\n\n\n<li>\u78ba\u5b9a\u8fed\u4ee3\u92b7\u552e\u7b56\u7565\u548c\u92b7\u552e\u6d41\u7a0b\u6301\u7e8c\u6539\u9032\u7684\u597d\u8655\u3002<\/li>\n\n\n\n<li>\u8a8d\u8b58\u8207\u92b7\u552e\u4e2d\u7684\u4eba\u5de5\u667a\u6167\u76f8\u95dc\u7684\u9053\u5fb7\u8003\u91cf\u548c\u672a\u4f86\u8da8\u52e2\u3002<\/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=\"\u654f\u6377\u92b7\u552e\u8207\u4eba\u5de5\u667a\u6167\u8f14\u52a9\u92b7\u552e\u66f8\u7c4d\u7b2c3\u7ae0\uff1a\u654f\u6377\u92b7\u552e\u3001ABM \u548c\u4eba\u5de5\u667a\u6167\u8f14\u52a9\u92b7\u552e\u5be6\u8e10\" 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\">\u4ec0\u9ebc\u662f\u654f\u6377\u92b7\u552e\uff1f<\/h3>\n\n\n\n<p>\u654f\u6377\u92b7\u552e\u662f\u4e00\u7a2e\u81ea\u9069\u61c9\u548c\u8fed\u4ee3\u7684\u65b9\u6cd5\uff0c\u5b83\u5c07\u6700\u521d\u70ba\u8edf\u9ad4\u958b\u767c\u7684\u654f\u6377\u65b9\u6cd5\u8ad6\u7684\u539f\u5247\u61c9\u7528\u65bc\u92b7\u552e\u5718\u968a\u3002\u9019\u7a2e\u9748\u6d3b\u7684\u65b9\u6cd5\u5f37\u8abf\u6301\u7e8c\u56de\u994b\u3001\u5ba2\u6236\u5354\u4f5c\u4ee5\u53ca\u9069\u61c9\u4e0d\u65b7\u8b8a\u5316\u7684\u5e02\u5834\u689d\u4ef6\u7684\u80fd\u529b\u3002\u654f\u6377\u92b7\u552e\u53ef\u5354\u52a9\u5718\u968a\u4fdd\u6301\u56de\u61c9\u80fd\u529b\u4e26\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\uff0c\u6839\u64da\u5373\u6642\u56de\u994b\u8abf\u6574\u7b56\u7565\u4ee5\u63d0\u9ad8\u7e3e\u6548\u3002<\/p>\n\n\n\n<p>\u900f\u904e\u5be6\u65bd\u654f\u6377\u92b7\u552e\uff0c\u516c\u53f8\u53ef\u4ee5\u5c07\u5176\u92b7\u552e\u6d41\u7a0b\u5206\u89e3\u70ba\u66f4\u5c0f\u7684\u3001\u53ef\u7ba1\u7406\u7684\u6b65\u9a5f\uff0c\u4e26\u6839\u64da\u5ba2\u6236\u9700\u6c42\u548c\u5e02\u5834\u8da8\u52e2\u4e0d\u65b7\u6539\u5584\u5176\u7b56\u7565\u3002<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">\u95dc\u9375\u7684\u654f\u6377\u92b7\u552e\u5be6\u52d9\uff1a<\/h4>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u8fed\u4ee3\u548c\u589e\u91cf\u92b7\u552e\u7b56\u7565\uff1a<\/strong> \u654f\u6377\u92b7\u552e\u5c07\u5927\u578b\u92b7\u552e\u8a08\u5283\u5206\u89e3\u70ba\u8f03\u5c0f\u7684\u8fed\u4ee3\u5de5\u4f5c\u3002\u9019\u4f7f\u5f97\u5718\u968a\u80fd\u5920\u6536\u96c6\u56de\u994b\u3001\u6e2c\u8a66\u60f3\u6cd5\u4e26\u5728\u66f4\u5ee3\u6cdb\u7684\u63a8\u5ee3\u4e4b\u524d\u505a\u51fa\u5fc5\u8981\u7684\u8abf\u6574\u3002\n<ul class=\"wp-block-list\">\n<li><em>\u4f8b\u5b50\uff1a<\/em> \u4e00\u5bb6\u8edf\u9ad4\u516c\u53f8\u5728\u4e00\u5c0f\u7fa4\u7528\u6236\u4e2d\u8a66\u884c\u63a8\u51fa\u65b0\u7522\u54c1\u3002\u6536\u96c6\u56de\u994b\u5f8c\uff0c\u92b7\u552e\u5718\u968a\u5b8c\u5584\u4e86\u66f4\u5ee3\u6cdb\u7684\u767c\u5e03\u7b56\u7565\uff0c\u78ba\u4fdd\u7522\u54c1\u7684\u9806\u5229\u63a8\u51fa\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u92b7\u552e\u91cd\u69cb\uff1a<\/strong> \u91cd\u69cb\u662f\u6307\u4e0d\u65b7\u91cd\u65b0\u6aa2\u8996\u548c\u6539\u5584\u92b7\u552e\u6d41\u7a0b\uff0c\u4ee5\u63d0\u9ad8\u6548\u7387\u548c\u6548\u679c\u3002\n<ul class=\"wp-block-list\">\n<li><em>\u4f8b\u5b50\uff1a<\/em> \u4e00\u5bb6\u4fdd\u96aa\u516c\u53f8\u5b9a\u671f\u5be9\u67e5\u5176\u92b7\u552e\u7dda\u7d22\u7522\u751f\u6d41\u7a0b\uff0c\u6d88\u9664\u74f6\u9838\u548c\u5197\u9918\uff0c\u4ee5\u63d0\u9ad8\u8f49\u63db\u7387\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u6e2c\u8a66\u9a45\u52d5\u7684\u92b7\u552e\u8a08\u5283 (TDSI)\uff1a<\/strong> \u5728\u5168\u9762\u555f\u52d5\u4e4b\u524d\u5c0f\u898f\u6a21\u6e2c\u8a66\u7b56\u7565\u53ef\u4ee5\u964d\u4f4e\u98a8\u96aa\u4e26\u5be6\u73fe\u5feb\u901f\u8abf\u6574\u3002\n<ul class=\"wp-block-list\">\n<li><em>\u4f8b\u5b50\uff1a<\/em> \u4e00\u5bb6\u88fd\u85e5\u516c\u53f8\u5728\u5168\u570b\u63a8\u51fa\u4e4b\u524d\uff0c\u5148\u5728\u7279\u5b9a\u5730\u5340\u6e2c\u8a66\u92b7\u552e\u65b9\u5f0f\uff0c\u4e26\u6839\u64da\u65e9\u671f\u56de\u994b\u5b8c\u5584\u63a8\u92b7\u65b9\u5f0f\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u6e96\u6642\u5236 (JIT) \u92b7\u552e\u652f\u63f4\uff1a<\/strong> \u5728\u92b7\u552e\u5718\u968a\u9700\u8981\u6642\u63d0\u4f9b\u8cc7\u6e90\u548c\u57f9\u8a13\u53ef\u78ba\u4fdd\u76f8\u95dc\u6027\u4e26\u6700\u5927\u7a0b\u5ea6\u5730\u6e1b\u5c11\u8cc7\u8a0a\u904e\u8f09\u3002\n<ul class=\"wp-block-list\">\n<li><em>\u4f8b\u5b50\uff1a<\/em> \u5728\u7522\u54c1\u767c\u5e03\u4e4b\u524d\uff0c\u4e00\u5bb6\u91ab\u7642\u5668\u6750\u516c\u53f8\u70ba\u5176\u92b7\u552e\u5718\u968a\u63d0\u4f9b\u65b0\u7684\u57f9\u8a13\uff0c\u4f7f\u4ed6\u5011\u80fd\u5920\u4ee5\u6700\u65b0\u7684\u77e5\u8b58\u53c3\u52a0\u5ba2\u6236\u6703\u8b70\u3002<\/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\">\u4ee5\u5ba2\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7 (ABM) \u5728\u654f\u6377\u92b7\u552e\u4e2d\u7684\u4f5c\u7528<\/h3>\n\n\n\n<p><strong>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7 (ABM)<\/strong> \u5c08\u6ce8\u65bc\u5c07\u6bcf\u500b\u9ad8\u50f9\u503c\u5ba2\u6236\u8996\u70ba\u7368\u7279\u7684\u5e02\u5834\u3002 ABM \u4e26\u6c92\u6709\u63a1\u7528\u5ee3\u6cdb\u3001\u901a\u7528\u7684\u92b7\u552e\u7b56\u7565\uff0c\u800c\u662f\u91dd\u5c0d\u7279\u5b9a\u5ba2\u6236\u63d0\u4f9b\u9ad8\u5ea6\u500b\u4eba\u5316\u7684\u89e3\u6c7a\u65b9\u6848\u3002\u9019\u5c31\u662f ABM \u8207\u5ba2\u6236\u5408\u4f5c\u548c\u56de\u994b\u5faa\u74b0\u7b49\u654f\u6377\u92b7\u552e\u539f\u5247\u7dca\u5bc6\u7d50\u5408\u7684\u5730\u65b9\u3002<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">ABM \u548c\u654f\u6377\u92b7\u552e\u5354\u540c\uff1a<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u5927\u898f\u6a21\u500b\u4eba\u5316\uff1a<\/strong> ABM \u4f7f\u92b7\u552e\u5718\u968a\u80fd\u5920\u5c08\u6ce8\u65bc\u70ba\u95dc\u9375\u5ba2\u6236\u5275\u5efa\u9ad8\u5ea6\u5ba2\u88fd\u5316\u7684\u89e3\u6c7a\u65b9\u6848\u3002\u9019\u7a2e\u500b\u4eba\u5316\u7684\u65b9\u6cd5\u7b26\u5408\u654f\u6377\u7684\u6301\u7e8c\u6539\u9032\u539f\u5247\u3002<\/li>\n\n\n\n<li><strong>\u8fed\u4ee3\u904e\u7a0b\uff1a<\/strong> \u5728\u654f\u6377\u92b7\u552e\u4e2d\uff0c\u7b56\u7565\u6703\u6839\u64da\u5373\u6642\u56de\u994b\u4e0d\u65b7\u8abf\u6574\u3002\u9019\u7a2e\u8fed\u4ee3\u904e\u7a0b\u5c0d\u65bc ABM \u81f3\u95dc\u91cd\u8981\uff0c\u5176\u4e2d\u500b\u4eba\u5316\u6d3b\u52d5\u7684\u6210\u529f\u901a\u5e38\u53d6\u6c7a\u65bc\u6839\u64da\u5ba2\u6236\u7684\u56de\u61c9\u4f86\u6539\u5584\u8a0a\u606f\u50b3\u905e\u548c\u53c3\u8207\u7b56\u7565\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u654f\u6377\u92b7\u552e\u4e2d ABM \u7684\u7bc4\u4f8b\uff1a<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><em>\u8edf\u9ad4\u516c\u53f8\uff1a<\/em> \u4e00\u5bb6 B2B \u8edf\u9ad4\u516c\u53f8\u91dd\u5c0d\u9078\u5b9a\u7684\u4e00\u7d44\u9ad8\u50f9\u503c\u5ba2\u6236\uff0c\u8207\u884c\u92b7\u90e8\u9580\u5408\u4f5c\u8a2d\u8a08\u500b\u4eba\u5316\u884c\u92b7\u6d3b\u52d5\u3002\u6536\u96c6\u56de\u994b\u4e26\u7528\u65bc\u8fed\u4ee3\u5b8c\u5584\u7b56\u7565\uff0c\u78ba\u4fdd\u6301\u7e8c\u6539\u9032\u3002<\/li>\n\n\n\n<li><em>\u88fd\u9020\u516c\u53f8\uff1a<\/em> \u88fd\u9020\u92b7\u552e\u5718\u968a\u70ba\u95dc\u9375\u5ba2\u6236\u5206\u914d\u5ba2\u6236\u7d93\u7406\uff0c\u4e26\u6839\u64da\u5373\u6642\u5ba2\u6236\u56de\u994b\u8abf\u6574\u7522\u54c1\u4f9b\u61c9\u548c\u884c\u92b7\u7b56\u7565\u3002<\/li>\n<\/ul>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 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