{"id":381,"date":"2024-10-01T20:43:52","date_gmt":"2024-10-02T00:43:52","guid":{"rendered":"https:\/\/businessagility.education\/blog\/?p=381"},"modified":"2024-10-01T20:43:54","modified_gmt":"2024-10-02T00:43:54","slug":"agile-sales-ai-selling-chapter7","status":"publish","type":"post","link":"https:\/\/businessagility.education\/blog\/zh\/agile-sales-ai-selling-chapter7\/","title":{"rendered":"\u654f\u6377\u4eba\u5de5\u667a\u6167\u92b7\u552e\u66f8\u7c4d\u7b2c 7 \u7ae0"},"content":{"rendered":"<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u92b7\u552e\u65b9\u6cd5\u7d9c\u5408\u6307\u5357<\/h3>\n\n\n\n<h4 class=\"wp-block-heading\">\u5b78\u7fd2\u76ee\u6a19\uff1a<\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u4e86\u89e3\u92b7\u552e\u65b9\u6cd5\u3001\u6846\u67b6\u548c\u5c08\u696d\u92b7\u552e\u6280\u5de7\u4e4b\u9593\u7684\u5dee\u7570\u3002<\/li>\n\n\n\n<li>\u63a2\u7d22\u5404\u7a2e\u92b7\u552e\u65b9\u6cd5\u6700\u6709\u6548\u7684\u74b0\u5883\u3002<\/li>\n\n\n\n<li>\u8a8d\u8b58\u5230\u65b0\u8208\u8da8\u52e2\u548c\u6280\u8853\u5728\u73fe\u4ee3\u92b7\u552e\u4e2d\u7684\u91cd\u8981\u6027\u3002<\/li>\n\n\n\n<li>\u5728\u92b7\u552e\u5be6\u52d9\u4e2d\u61c9\u7528\u9053\u5fb7\u8003\u91cf\u548c\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\u7684\u539f\u5247\u3002<\/li>\n\n\n\n<li>\u4e86\u89e3\u5982\u4f55\u4f7f\u7528\u95dc\u9375\u7e3e\u6548\u6307\u6a19 (KPI) \u548c\u6578\u64da\u9a45\u52d5\u7684\u898b\u89e3\u4f86\u8861\u91cf\u92b7\u552e\u7e3e\u6548\u3002<\/li>\n<\/ul>\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\" 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class=\"wp-block-heading\">\u4ecb\u7d39<\/h3>\n\n\n\n<p>\u5c08\u696d\u4eba\u58eb\u5fc5\u9808\u638c\u63e1\u5404\u7a2e\u65e8\u5728\u589e\u5f37\u5b8c\u6210\u4ea4\u6613\u548c\u5efa\u7acb\u6301\u4e45\u5ba2\u6236\u95dc\u4fc2\u80fd\u529b\u7684\u7b56\u7565\uff0c\u5f9e\u800c\u4fdd\u6301\u9818\u5148\u5730\u4f4d\u3002\u672c\u6307\u5357\u6df1\u5165\u4e86\u89e3\u92b7\u552e\u65b9\u6cd5\u3001\u6846\u67b6\u548c\u6280\u8853\u4e4b\u9593\u7684\u5340\u5225\uff0c\u4e26\u63a2\u8a0e\u5982\u4f55\u5728\u4e0d\u540c\u7684\u92b7\u552e\u74b0\u5883\u4e2d\u6709\u6548\u61c9\u7528\u9019\u4e9b\u65b9\u6cd5\u3002\u6b64\u5916\uff0c\u5b83\u9084\u878d\u5165\u4e86\u65b0\u8208\u8da8\u52e2\u3001\u9053\u5fb7\u8003\u616e\u3001\u654f\u6377\u92b7\u552e\u539f\u5247\u4ee5\u53ca\u8861\u91cf\u92b7\u552e\u7e3e\u6548\u7684\u5be6\u7528\u5efa\u8b70\uff0c\u4f7f\u5176\u6210\u70ba\u4efb\u4f55\u6709\u62b1\u8ca0\u7684\u92b7\u552e\u5c08\u696d\u4eba\u58eb\u7684\u7d9c\u5408\u8cc7\u6e90\u3002<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">\u92b7\u552e\u65b9\u6cd5\u8ad6<\/h3>\n\n\n\n<p>\u92b7\u552e\u65b9\u6cd5\u662f\u5168\u9762\u7684\u3001\u7aef\u5230\u7aef\u7684\u65b9\u6cd5\uff0c\u6307\u5c0e\u92b7\u552e\u5c08\u696d\u4eba\u54e1\u5b8c\u6210\u6574\u500b\u92b7\u552e\u6d41\u7a0b\u3002\u5f9e\u6700\u521d\u7684\u52d8\u63a2\u968e\u6bb5\u5230\u6700\u7d42\u5b8c\u6210\u4ea4\u6613\uff0c\u65b9\u6cd5\u8ad6\u63d0\u4f9b\u4e86\u8207\u6f5b\u5728\u5ba2\u6236\u4e92\u52d5\u7684\u7d50\u69cb\u5316\u85cd\u5716\u3002\u9019\u4e9b\u7cfb\u7d71\u5f37\u8abf\u5efa\u7acb\u95dc\u4fc2\u3001\u89e3\u6c7a\u554f\u984c\u548c\u7b56\u7565\u6e9d\u901a\uff0c\u4ee5\u6709\u6548\u5730\u63a8\u52d5\u6f5b\u5728\u5ba2\u6236\u901a\u904e\u92b7\u552e\u7ba1\u9053\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u65cb\u8f49\u92b7\u552e<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u91cd\u9ede\u63d0\u51fa\u56db\u7a2e\u985e\u578b\u7684\u554f\u984c\u2014\u2014\u60c5\u6cc1\u3001\u554f\u984c\u3001\u5f71\u97ff\u548c\u9700\u6c42\u56de\u5831\u2014\u2014\u4ee5\u63ed\u793a\u6f5b\u5728\u5ba2\u6236\u7684\u6838\u5fc3\u9700\u6c42\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u975e\u5e38\u9069\u5408\u8907\u96dc\u7684 B2B \u92b7\u552e\uff0c\u5728\u9019\u7a2e\u60c5\u6cc1\u4e0b\uff0c\u4e86\u89e3\u8cb7\u5bb6\u7684\u60c5\u6cc1\u4e26\u6307\u5c0e\u4ed6\u5011\u5b8c\u6210\u6c7a\u7b56\u904e\u7a0b\u81f3\u95dc\u91cd\u8981\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u6574\u6f54\u92b7\u552e\u2122<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u5f37\u8abf\u4e86\u89e3\u8cb7\u5bb6\u7684\u9700\u6c42\u3001\u7d93\u6fdf\u5f71\u97ff\u3001\u7372\u5f97\u6b0a\u5a01\u7684\u6a5f\u6703\u548c\u6642\u9593\u8868\uff0c\u4ee5\u6709\u6548\u5730\u78ba\u5b9a\u6f5b\u5728\u5ba2\u6236\u7684\u8cc7\u683c\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u9069\u5408\u73fe\u4ee3\u92b7\u552e\u74b0\u5883\uff0c\u5176\u4e2d\u50b3\u7d71\u7684\u8cc7\u683c\u65b9\u6cd5\uff08\u5982 BANT\uff09\u53ef\u80fd\u904e\u65bc\u56b4\u683c\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u6311\u6230\u8005\u7279\u8ce3<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u9f13\u52f5\u92b7\u552e\u4ee3\u8868\u6311\u6230\u73fe\u72c0\uff0c\u4e26\u63a1\u7528\u300c\u6559\u5b78-\u5ba2\u88fd\u5316-\u63a7\u5236\u300d\u7684\u65b9\u6cd5\u5411\u6f5b\u5728\u5ba2\u6236\u50b3\u6388\u65b0\u7684\u89c0\u9ede\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u6700\u9069\u5408\u8cb7\u5bb6\u56fa\u5b88\u81ea\u5df1\u7684\u65b9\u5f0f\u4e26\u9700\u8981\u5411\u4ed6\u5011\u5c55\u793a\u65b0\u7684\u8996\u89d2\u4f86\u8003\u616e\u6539\u8b8a\u7684\u884c\u696d\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u6851\u5fb7\u52d2\u92b7\u552e\u7cfb\u7d71<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u5c07\u8ce3\u5bb6\u5b9a\u4f4d\u70ba\u503c\u5f97\u4fe1\u8cf4\u7684\u9867\u554f\uff0c\u5c08\u6ce8\u65bc\u5efa\u7acb\u95dc\u4fc2\u3001\u7be9\u9078\u6f5b\u5728\u5ba2\u6236\u4e26\u5728\u4e92\u60e0\u4e92\u5229\u7684\u57fa\u790e\u4e0a\u5b8c\u6210\u4ea4\u6613\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u975e\u5e38\u9069\u5408\u5e0c\u671b\u8207\u5ba2\u6236\u5efa\u7acb\u7262\u56fa\u3001\u57fa\u65bc\u4fe1\u4efb\u7684\u95dc\u4fc2\u7684\u92b7\u552e\u5718\u968a\uff0c\u5c24\u5176\u662f\u5728\u92b7\u552e\u9031\u671f\u8f03\u9577\u7684\u884c\u696d\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u89e3\u6c7a\u65b9\u6848\u92b7\u552e<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u900f\u904e\u4e86\u89e3\u6bcf\u4f4d\u5ba2\u6236\u7684\u5177\u9ad4\u6311\u6230\u548c\u75db\u9ede\uff0c\u512a\u5148\u5b9a\u5236\u89e3\u6c7a\u65b9\u6848\u4ee5\u6eff\u8db3\u6bcf\u500b\u5ba2\u6236\u7684\u7368\u7279\u9700\u6c42\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u6700\u9069\u7528\u65bc\u5ba2\u6236\u9700\u6c42\u8907\u96dc\u3001\u671f\u671b\u5ba2\u88fd\u5316\u89e3\u6c7a\u65b9\u6848\u800c\u4e0d\u662f\u6a19\u6e96\u7522\u54c1\u7684\u5834\u666f\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u9867\u554f\u5f0f\u92b7\u552e<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u8b93\u8ce3\u5bb6\u5145\u7576\u503c\u5f97\u4fe1\u8cf4\u7684\u9867\u554f\uff0c\u900f\u904e\u63d0\u51fa\u6df1\u523b\u3001\u6709\u6d1e\u5bdf\u529b\u7684\u554f\u984c\u4f86\u5f15\u5c0e\u8cb7\u5bb6\u57fa\u65bc\u4fe1\u4efb\u548c\u5c08\u696d\u77e5\u8b58\u505a\u51fa\u8cfc\u8cb7\u6c7a\u5b9a\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u975e\u5e38\u9069\u5408\u8cb7\u5bb6\u91cd\u8996\u5c08\u696d\u77e5\u8b58\u548c\u884c\u696d\u77e5\u8b58\u7684\u884c\u696d\uff0c\u4f8b\u5982\u5c08\u696d\u670d\u52d9\u6216\u9ad8\u79d1\u6280\u92b7\u552e\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\">\u92b7\u552e\u6846\u67b6\u6216\u8cc7\u683c\u6d41\u7a0b<\/h3>\n\n\n\n<p>\u92b7\u552e\u6846\u67b6\u548c\u8cc7\u683c\u6d41\u7a0b\u8457\u91cd\u65bc\u92b7\u552e\u6d41\u7a0b\u7684\u7279\u5b9a\u968e\u6bb5\u6216\u65b9\u9762\u3002\u8207\u6307\u5c0e\u6574\u500b\u92b7\u552e\u65c5\u7a0b\u7684\u65b9\u6cd5\u4e0d\u540c\uff0c\u6846\u67b6\u63d0\u4f9b\u4e86\u6709\u91dd\u5c0d\u6027\u7684\u5de5\u5177\uff0c\u7528\u65bc\u7be9\u9078\u6f5b\u5728\u5ba2\u6236\u3001\u7ba1\u7406\u95dc\u9375\u5ba2\u6236\u6216\u5c0e\u822a\u8907\u96dc\u7684\u7d44\u7e54\u7d50\u69cb\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u91ab\u5b78\u8a3a\u65b7\u4e2d\u5fc3<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u4e3b\u8981\u8cc7\u683c\u67b6\u69cb\u8457\u91cd\u65bc\u6307\u6a19\u3001\u7d93\u6fdf\u8cb7\u5bb6\u3001\u6c7a\u7b56\u6a19\u6e96\u3001\u6c7a\u7b56\u904e\u7a0b\u3001\u8b58\u5225\u75db\u9ede\u548c\u51a0\u8ecd\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u975e\u5e38\u9069\u5408\u8907\u96dc\u7684 B2B \u92b7\u552e\u74b0\u5883\uff0c\u7279\u5225\u662f\u5728\u6280\u8853\u6216\u4f01\u696d\u92b7\u552e\u4e2d\uff0c\u5fb9\u5e95\u7684\u6f5b\u5728\u5ba2\u6236\u8cc7\u683c\u8a8d\u8b49\u81f3\u95dc\u91cd\u8981\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u76ee\u6a19\u5e33\u6236\u92b7\u552e (TAS)<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u900f\u904e\u91dd\u5c0d\u7279\u5b9a\u7684\u9ad8\u6f5b\u529b\u5ba2\u6236\u4f86\u95dc\u6ce8\u548c\u95dc\u9589\u9ad8\u50f9\u503c\u5ba2\u6236\u7684\u7b56\u7565\u6846\u67b6\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u5c0d\u65bc\u57fa\u65bc\u5ba2\u6236\u7684\u92b7\u552e\u7b56\u7565\u6709\u6548\uff0c\u8a72\u7b56\u7565\u7684\u91cd\u9ede\u662f\u7372\u5f97\u5927\u578b\u7b56\u7565\u5ba2\u6236\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u73ed\u7279<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u4e00\u500b\u7d93\u5178\u7684\u92b7\u552e\u8cc7\u683c\u6846\u67b6\uff0c\u91cd\u9ede\u5728\u65bc\u9810\u7b97\u3001\u6b0a\u9650\u3001\u9700\u6c42\u548c\u6642\u9593\u8868\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u6700\u9069\u5408\u7c21\u55ae\u7684\u92b7\u552e\u74b0\u5883\uff0c\u5176\u4e2d\u9019\u56db\u500b\u56e0\u7d20\u6e05\u6670\u4e14\u6613\u65bc\u8a55\u4f30\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u51a0\u8ecd<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u57fa\u65bc\u6311\u6230\u3001\u6b0a\u5a01\u3001\u91d1\u9322\u548c\u512a\u5148\u9806\u5e8f\u7684\u6f5b\u5728\u5ba2\u6236\u8cc7\u683c\u6846\u67b6\uff0c\u91cd\u9ede\u662f\u8b58\u5225\u9ad8\u54c1\u8cea\u7684\u6f5b\u5728\u5ba2\u6236\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u975e\u5e38\u9069\u5408\u5e0c\u671b\u5728\u7af6\u722d\u6fc0\u70c8\u7684\u5e02\u5834\u4e2d\u5feb\u901f\u7be9\u9078\u548c\u512a\u5148\u8003\u616e\u6f5b\u5728\u5ba2\u6236\u7684\u92b7\u552e\u5718\u968a\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\">\u5c08\u696d\u92b7\u552e\u6280\u5de7<\/h3>\n\n\n\n<p>\u5c08\u696d\u92b7\u552e\u6280\u8853\u662f\u91dd\u5c0d\u7279\u5b9a\u7522\u696d\u3001\u7522\u54c1\u985e\u578b\u6216\u5ba2\u6236\u7fa4\u800c\u8a2d\u8a08\u7684\u5ba2\u88fd\u5316\u65b9\u6cd5\u3002\u9019\u4e9b\u6280\u8853\u901a\u5e38\u8457\u91cd\u65bc\u514b\u670d\u5229\u57fa\u5e02\u5834\u6216\u9ad8\u6280\u8853\u92b7\u552e\u74b0\u5883\u4e2d\u51fa\u73fe\u7684\u7368\u7279\u6311\u6230\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>SaaS\uff08\u92b7\u552e\u4f5c\u70ba\u4e00\u9580\u79d1\u5b78\uff09<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u5c08\u70ba\u8edf\u9ad4\u5373\u670d\u52d9\u696d\u91cf\u8eab\u5b9a\u5236\uff0c\u5c08\u6ce8\u65bc\u5165\u8077\u548c\u5e33\u6236\u64f4\u5c55\u7b49\u552e\u5f8c\u6d3b\u52d5\uff0c\u4ee5\u63a8\u52d5\u9577\u671f\u6210\u529f\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u6700\u9069\u5408\u5ba2\u6236\u4fdd\u7559\u548c\u5e33\u6236\u6210\u9577\u8207\u521d\u59cb\u92b7\u552e\u540c\u6a23\u91cd\u8981\u7684 SaaS \u516c\u53f8\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>TAS\uff08\u6280\u8853\u5e33\u6236\u92b7\u552e\uff09<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63cf\u8ff0\uff1a<\/strong> \u5f37\u8abf\u6280\u8853\u77e5\u8b58\u4ee5\u53ca\u5728\u92b7\u552e\u904e\u7a0b\u4e2d\u6eff\u8db3\u7cbe\u78ba\u6280\u8853\u8981\u6c42\u7684\u91cd\u8981\u6027\u3002<\/li>\n\n\n\n<li><strong>\u6700\u4f73\u80cc\u666f\uff1a<\/strong> \u975e\u5e38\u9069\u5408\u6280\u8853\u5c08\u696d\u77e5\u8b58\u81f3\u95dc\u91cd\u8981\u7684\u92b7\u552e\u74b0\u5883\uff0c\u4f8b\u5982 IT\u3001\u5de5\u7a0b\u6216\u88fd\u9020\u9818\u57df\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\">\u654f\u6377\u92b7\u552e\u5982\u4f55\u88dc\u5145\u65b9\u6cd5\u8ad6\u3001\u6846\u67b6\u548c\u6280\u8853<\/h3>\n\n\n\n<p>\u654f\u6377\u92b7\u552e\u900f\u904e\u4fc3\u9032\u9069\u61c9\u6027\u3001\u6301\u7e8c\u6539\u9032\u548c\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\u7684\u65b9\u6cd5\uff0c\u88dc\u5145\u4e86\u5ee3\u6cdb\u7684\u92b7\u552e\u65b9\u6cd5\u3001\u6846\u67b6\u548c\u5c08\u696d\u6280\u8853\u3002\u7121\u8ad6\u662f\u7528\u65bc\u589e\u5f37SPIN Selling \u4e2d\u7684\u63d0\u554f\u7b56\u7565\u3001\u5b8c\u5584MEDDIC \u4e2d\u7684\u6f5b\u5728\u5ba2\u6236\u8cc7\u683c\uff0c\u9084\u662f\u652f\u63f4LAMP \u4e2d\u7684\u9577\u671f\u5ba2\u6236\u7ba1\u7406\uff0cAgile Sales \u90fd\u63d0\u4f9b\u4e86\u5728\u7576\u4eca\u52d5\u614b\u92b7\u552e\u74b0\u5883\u4e2d\u53d6\u5f97\u6210\u529f\u6240\u9700\u7684\u9748\u6d3b\u6027\u548c\u56de\u61c9\u80fd\u529b\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u65cb\u8f49\u92b7\u552e<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u88dc\u5145\uff1a<\/strong> \u654f\u6377\u92b7\u552e\u5f37\u8abf\u9069\u61c9\u6027\u548c\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\uff0c\u9f13\u52f5\u92b7\u552e\u4ee3\u8868\u6839\u64da\u6f5b\u5728\u5ba2\u6236\u7684\u5373\u6642\u56de\u994b\u8fed\u4ee3\u4ed6\u5011\u7684\u554f\u984c\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u6851\u5fb7\u52d2\u92b7\u552e\u7cfb\u7d71<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u88dc\u5145\uff1a<\/strong> Agile Sales \u5f37\u8abf\u900f\u660e\u5ea6\u548c\u5354\u4f5c\uff0c\u900f\u904e\u4fc3\u9032\u8207\u5ba2\u6236\u66f4\u52a0\u958b\u653e\u7684\u5c0d\u8a71\uff0c\u78ba\u4fdd\u6eff\u8db3\u5ba2\u6236\u7684\u9700\u6c42\uff0c\u5f9e\u800c\u589e\u5f37\u4e86 Sandler \u92b7\u552e\u7cfb\u7d71\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u91ab\u5b78\u8a3a\u65b7\u4e2d\u5fc3<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u88dc\u5145\uff1a<\/strong> \u654f\u6377\u92b7\u552e\u900f\u904e\u4fc3\u9032\u6301\u7e8c\u56de\u994b\u548c\u5167\u7701\u4f86\u88dc\u5145 MEDDIC\uff0c\u4f7f\u92b7\u552e\u5718\u968a\u80fd\u5920\u5728\u6536\u96c6\u66f4\u591a\u6709\u95dc\u6307\u6a19\u3001\u6c7a\u7b56\u6a19\u6e96\u548c\u75db\u9ede\u7684\u8cc7\u8a0a\u6642\u5b8c\u5584\u5176\u8cc7\u683c\u6d41\u7a0b\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u73ed\u7279<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u88dc\u5145\uff1a<\/strong> \u654f\u6377\u92b7\u552e\u900f\u904e\u9f13\u52f5\u8cc7\u683c\u6d41\u7a0b\u7684\u9748\u6d3b\u6027\u4f86\u589e\u5f37 BANT\uff0c\u8b93\u92b7\u552e\u5718\u968a\u5728\u6536\u96c6\u6709\u95dc\u9810\u7b97\u3001\u6b0a\u9650\u3001\u9700\u6c42\u548c\u6642\u9593\u8868\u7684\u66f4\u591a\u8cc7\u8a0a\u6642\u8abf\u6574\u5176\u65b9\u6cd5\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\">\u65b0\u8208\u8da8\u52e2\u548c\u6280\u8853<\/h3>\n\n\n\n<p>\u65b0\u8208\u8da8\u52e2\u548c\u6280\u8853\u6b63\u5728\u6539\u8b8a\u92b7\u552e\u683c\u5c40\uff0c\u4fdd\u6301\u9818\u5148\u5730\u4f4d\u5c0d\u65bc\u92b7\u552e\u5c08\u696d\u4eba\u54e1\u4fdd\u6301\u7af6\u722d\u512a\u52e2\u81f3\u95dc\u91cd\u8981\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u4eba\u5de5\u667a\u6167\u548c\u81ea\u52d5\u5316\uff1a<\/strong> \u9810\u6e2c\u5206\u6790\u548c\u65e5\u5e38\u4efb\u52d9\u81ea\u52d5\u5316\u7b49\u4eba\u5de5\u667a\u6167\u9a45\u52d5\u7684\u5de5\u5177\u6b63\u5728\u5fb9\u5e95\u6539\u8b8a\u92b7\u552e\uff0c\u4f7f\u92b7\u552e\u5718\u968a\u80fd\u5920\u900f\u904e\u81ea\u52d5\u5316\u91cd\u8907\u4efb\u52d9\u4e26\u63d0\u4f9b\u5c0d\u5ba2\u6236\u884c\u70ba\u7684\u66f4\u6df1\u5165\u6d1e\u5bdf\u4f86\u66f4\u5c08\u6ce8\u65bc\u6230\u7565\u6d3b\u52d5\u3002<\/li>\n\n\n\n<li><strong>\u793e\u6703\u92b7\u552e\uff1a<\/strong> \u5229\u7528\u793e\u7fa4\u5a92\u9ad4\u5e73\u53f0\u4f86\u958b\u767c\u6f5b\u5728\u5ba2\u6236\u3001\u5efa\u7acb\u95dc\u4fc2\u548c\u7372\u53d6\u884c\u696d\u898b\u89e3\u8b8a\u5f97\u8d8a\u4f86\u8d8a\u91cd\u8981\u3002\u793e\u4ea4\u92b7\u552e\u4f7f\u92b7\u552e\u5c08\u696d\u4eba\u54e1\u80fd\u5920\u5728\u500b\u4eba\u5c64\u9762\u4e0a\u8207\u6f5b\u5728\u5ba2\u6236\u5efa\u7acb\u806f\u7e6b\uff0c\u4e26\u5728\u6578\u4f4d\u7a7a\u9593\u4e2d\u5efa\u7acb\u53ef\u4fe1\u5ea6\u3002<\/li>\n\n\n\n<li><strong>\u92b7\u552e\u652f\u63f4\uff1a<\/strong> \u92b7\u552e\u652f\u63f4\u5e73\u53f0\u70ba\u92b7\u552e\u5718\u968a\u63d0\u4f9b\u6210\u529f\u6240\u9700\u7684\u5de5\u5177\u3001\u8cc7\u6e90\u548c\u57f9\u8a13\u3002\u9019\u4e9b\u5e73\u53f0\u78ba\u4fdd\u92b7\u552e\u4eba\u54e1\u64c1\u6709\u6709\u6548\u8207\u6f5b\u5728\u5ba2\u6236\u4e92\u52d5\u6240\u9700\u7684\u8cc7\u8a0a\u548c\u652f\u63f4\u3002<\/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\">\u92b7\u552e\u4e2d\u7684\u9053\u5fb7\u8003\u616e<\/h3>\n\n\n\n<p>\u9053\u5fb7\u92b7\u552e\u5be6\u52d9\u5c0d\u65bc\u8207\u5ba2\u6236\u5efa\u7acb\u4fe1\u4efb\u548c\u9577\u671f\u95dc\u4fc2\u81f3\u95dc\u91cd\u8981\u3002\u5c07\u5ba2\u6236\u9700\u6c42\u548c\u6eff\u610f\u5ea6\u7f6e\u65bc\u77ed\u671f\u6536\u76ca\u4e4b\u4e0a\u5c0d\u65bc\u6c38\u7e8c\u6210\u529f\u81f3\u95dc\u91cd\u8981\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u900f\u660e\u5ea6\u548c\u8aa0\u5be6\uff1a<\/strong> \u9053\u5fb7\u92b7\u552e\u5be6\u8e10\uff0c\u5305\u62ec\u5b9a\u50f9\u900f\u660e\u5ea6\u3001\u907f\u514d\u8aa4\u5c0e\u6027\u7b56\u7565\u548c\u5c0a\u91cd\u5ba2\u6236\u96b1\u79c1\uff0c\u5c0d\u65bc\u8207\u5ba2\u6236\u5efa\u7acb\u4fe1\u4efb\u81f3\u95dc\u91cd\u8981\u3002<\/li>\n\n\n\n<li><strong>\u4ee5\u5ba2\u6236\u70ba\u4e2d\u5fc3\uff1a<\/strong> \u5c07\u5ba2\u6236\u7684\u9700\u6c42\u653e\u5728\u9996\u4f4d\u3001\u78ba\u4fdd\u5ba2\u6236\u6eff\u610f\u4e26\u63d0\u4f9b\u50f9\u503c\u662f\u5efa\u7acb\u9577\u671f\u95dc\u4fc2\u548c\u78ba\u4fdd\u91cd\u8907\u696d\u52d9\u7684\u57fa\u790e\u3002<\/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\">\u8861\u91cf\u92b7\u552e\u696d\u7e3e<\/h3>\n\n\n\n<p>\u61c9\u4f7f\u7528\u95dc\u9375\u7e3e\u6548\u6307\u6a19 (KPI) \u548c\u6578\u64da\u9a45\u52d5\u7684\u898b\u89e3\u4f86\u8861\u91cf\u92b7\u552e\u7e3e\u6548\uff0c\u4ee5\u78ba\u4fdd\u6301\u7e8c\u6539\u5584\u548c\u6210\u529f\u3002<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>\u95dc\u9375\u7e3e\u6548\u6307\u6a19 (KPI)\uff1a<\/strong> KPI \u7684\u7bc4\u4f8b\u5305\u62ec\u8f49\u63db\u7387\u3001\u5e73\u5747\u4ea4\u6613\u898f\u6a21\u548c\u5ba2\u6236\u6eff\u610f\u5ea6\u6307\u6a19\u3002\u9019\u4e9b\u6307\u6a19\u5e6b\u52a9\u92b7\u552e\u7d93\u7406\u8ffd\u8e64\u7e3e\u6548\u4e26\u78ba\u5b9a\u9700\u8981\u6539\u9032\u7684\u9818\u57df\u3002<\/li>\n\n\n\n<li><strong>\u6578\u64da\u9a45\u52d5\u7684\u898b\u89e3\uff1a<\/strong> \u6578\u64da\u5206\u6790\u53ef\u4ee5\u900f\u904e\u63d0\u4f9b\u5c0d\u5ba2\u6236\u884c\u70ba\u3001\u504f\u597d\u548c\u75db\u9ede\u7684\u6d1e\u5bdf\u4f86\u512a\u5316\u92b7\u552e\u7b56\u7565\u3002\u900f\u904e\u5206\u6790\u92b7\u552e\u6578\u64da\uff0c\u5718\u968a\u53ef\u4ee5\u6539\u9032\u4ed6\u5011\u7684\u65b9\u6cd5\uff0c\u4ee5\u66f4\u597d\u5730\u6eff\u8db3\u5ba2\u6236\u9700\u6c42\u3002<\/li>\n<\/ol>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 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