{"id":5101,"date":"2024-08-22T19:51:53","date_gmt":"2024-08-22T11:51:53","guid":{"rendered":"https:\/\/seo.tenten.co\/en\/?p=5101"},"modified":"2024-08-22T19:54:43","modified_gmt":"2024-08-22T11:54:43","slug":"elevate-sales-with-abm-an-individualized-strategy-to-engagement","status":"publish","type":"post","link":"https:\/\/seo.tenten.co\/ja\/marketing\/abm\u3067\u58f2\u4e0a\u3092\u4f38\u3070\u3059\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u3078\u306e\u500b\u5225\u6226\u7565\/","title":{"rendered":"ABM \u3067\u58f2\u4e0a\u3092\u5411\u4e0a: \u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u306b\u5411\u3051\u305f\u500b\u5225\u6226\u7565"},"content":{"rendered":"<p>\u30a2\u30ab\u30a6\u30f3\u30c8\u30d9\u30fc\u30b9 \u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 (ABM) \u306f\u3001\u7279\u5b9a\u306e\u5e02\u5834\u5185\u306e\u660e\u78ba\u306b\u5b9a\u7fa9\u3055\u308c\u305f\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8 \u30b0\u30eb\u30fc\u30d7\u306b\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3068\u8ca9\u58f2\u306e\u53d6\u308a\u7d44\u307f\u3092\u96c6\u4e2d\u3055\u305b\u308b\u610f\u56f3\u7684\u306a\u624b\u6cd5\u3067\u3059\u3002<\/p>\n<p>ABM \u306e\u6982\u5ff5\u306f\u3001\u3088\u308a\u5c11\u306a\u3044\u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u96c6\u4e2d\u3057\u306a\u304c\u3089\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3092\u5f37\u5316\u3059\u308b\u3053\u3068\u3067\u3001\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u306e\u53ef\u80fd\u6027\u3092\u9ad8\u3081\u308b\u3068\u3044\u3046\u8003\u3048\u306b\u57fa\u3065\u3044\u3066\u3044\u307e\u3059\u3002<\/p>\n<p>B2B \u8ca9\u58f2\u3067\u306f\u3001ABM \u306f\u30bf\u30fc\u30b2\u30c3\u30c8\u3092\u7d5e\u3063\u305f\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u9ad8\u304f\u8a55\u4fa1\u3055\u308c\u3066\u304a\u308a\u3001\u305d\u306e\u7d50\u679c\u3001\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u7387\u304c\u5411\u4e0a\u3057\u3001\u30ea\u30bd\u30fc\u30b9\u306e\u5272\u308a\u5f53\u3066\u304c\u3088\u308a\u52b9\u679c\u7684\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<h2><a id=\"key-highlights\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u6ce8\u76ee\u30dd\u30a4\u30f3\u30c8:<\/h2>\n<ul>\n<li>\u30a2\u30ab\u30a6\u30f3\u30c8\u30d9\u30fc\u30b9\u30c9\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\uff08ABM\uff09\u3092\u7406\u89e3\u3059\u308b<\/li>\n<li>ABM \u306e\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u7279\u5b9a\u3059\u308b\u306b\u306f\u3069\u3046\u3059\u308c\u3070\u3088\u3044\u3067\u3057\u3087\u3046\u304b?<\/li>\n<li>ABM\u306b\u9069\u3057\u305f\u30c1\u30e3\u30cd\u30eb\u306e\u9078\u629e<\/li>\n<li>ABM \u306b\u304a\u3051\u308b\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3055\u308c\u305f\u30b3\u30f3\u30c6\u30f3\u30c4\u3068\u30e1\u30c3\u30bb\u30fc\u30b8\u306e\u6d3b\u7528<\/li>\n<\/ul>\n<h2><a id=\"understanding-account-based-marketing-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u30a2\u30ab\u30a6\u30f3\u30c8\u30d9\u30fc\u30b9\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\uff08ABM\uff09\u3092\u7406\u89e3\u3059\u308b<\/h2>\n<p>ABM \u6226\u7565\u306e\u958b\u59cb\u306f\u3001\u660e\u78ba\u3067\u6e2c\u5b9a\u53ef\u80fd\u306a\u76ee\u6a19\u3092\u5b9a\u7fa9\u3059\u308b\u3053\u3068\u304b\u3089\u59cb\u307e\u308a\u307e\u3059\u3002\u3053\u308c\u3089\u306e\u76ee\u6a19\u306f ABM \u6226\u7565\u306e\u3059\u3079\u3066\u306e\u6bb5\u968e\u3092\u5c0e\u304d\u3001\u5404\u30a2\u30af\u30c6\u30a3\u30d3\u30c6\u30a3\u304c\u30d3\u30b8\u30cd\u30b9\u306e\u5305\u62ec\u7684\u306a\u76ee\u6a19\u306b\u8ca2\u732e\u3059\u308b\u3053\u3068\u3092\u4fdd\u8a3c\u3057\u307e\u3059\u3002<\/p>\n<p>ABM \u6226\u7565\u306b\u304a\u3051\u308b\u4e00\u822c\u7684\u306a\u76ee\u6a19\u306f\u6b21\u306e\u3068\u304a\u308a\u3067\u3059\u3002<\/p>\n<ul>\n<li>\u30a2\u30ab\u30a6\u30f3\u30c8\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u306e\u5411\u4e0a<\/li>\n<li>\u5bfe\u8c61\u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u7387\u306e\u5411\u4e0a<\/li>\n<li>\u9867\u5ba2\u751f\u6daf\u4fa1\u5024\u306e\u5411\u4e0a\u3092\u5b9f\u73fe\u3057\u307e\u3059\u3002<\/li>\n<\/ul>\n<p>\u660e\u78ba\u306b\u5b9a\u7fa9\u3055\u308c\u305f\u76ee\u6a19\u306b\u3088\u308a\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 \u30c1\u30fc\u30e0\u304c\u9023\u643a\u3057\u3001\u540c\u3058\u76ee\u6a19\u306b\u91cd\u70b9\u3092\u7f6e\u304f\u3053\u3068\u304c\u53ef\u80fd\u306b\u306a\u308a\u307e\u3059\u3002\u3053\u308c\u304c ABM \u306e\u672c\u8cea\u3067\u3059\u3002<\/p>\n<h3><a id=\"but-how-do-you-identify-target-accounts-for-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u3057\u304b\u3057\u3001ABM \u306e\u5bfe\u8c61\u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u3069\u306e\u3088\u3046\u306b\u6c7a\u5b9a\u3059\u308c\u3070\u3088\u3044\u306e\u3067\u3057\u3087\u3046\u304b?<\/strong><\/h3>\n<p>\u76ee\u6a19\u304c\u8a2d\u5b9a\u3055\u308c\u308b\u3068\u3001\u305d\u306e\u5f8c\u306e\u3059\u3079\u3066\u306e\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u91cd\u8981\u306a\u5206\u5c90\u70b9\u306b\u5230\u9054\u3057\u307e\u3059\u3002\u305d\u308c\u306f\u3001\u9069\u5207\u306a\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u7279\u5b9a\u3059\u308b\u3053\u3068\u3067\u3059\u3002<\/p>\n<p>\u3053\u306e\u6bb5\u968e\u3067\u306f\u3001\u30c7\u30fc\u30bf\u5206\u6790\u3068\u7406\u60f3\u7684\u306a\u9867\u5ba2\u30d7\u30ed\u30d5\u30a1\u30a4\u30eb\u3068\u3044\u3046 2 \u3064\u306e\u4e3b\u8981\u306a\u30ea\u30bd\u30fc\u30b9\u3092\u6d3b\u7528\u3057\u307e\u3059\u3002\u3053\u308c\u3089\u306e\u30ea\u30bd\u30fc\u30b9\u306f\u3001\u3042\u306a\u305f\u306e\u30b5\u30fc\u30d3\u30b9\u304b\u3089\u4fa1\u5024\u3092\u5f15\u304d\u51fa\u3057\u3001\u305d\u306e\u5f8c\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u3059\u308b\u53ef\u80fd\u6027\u304c\u6700\u3082\u9ad8\u3044\u4f01\u696d\u3068\u4e3b\u8981\u306a\u610f\u601d\u6c7a\u5b9a\u8005\u3092\u7279\u5b9a\u3059\u308b\u306e\u306b\u5f79\u7acb\u3061\u307e\u3059\u3002<\/p>\n<p>\ud83d\udc49 \u30c7\u30fc\u30bf\u3092\u6d3b\u7528\u3057\u3066\u7406\u60f3\u7684\u306a\u9867\u5ba2\u30d7\u30ed\u30d5\u30a1\u30a4\u30eb\uff08ICP\uff09\u3092\u7406\u89e3\u3059\u308b<\/p>\n<p>\ud83d\udc49 \u30aa\u30d5\u30a1\u30fc\u306e\u6574\u5408\u6027\u3092\u78ba\u4fdd\u3059\u308b<\/p>\n<p>\ud83d\udc49 \u30bf\u30fc\u30b2\u30c3\u30c8\u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u7279\u5b9a\u3059\u308b<\/p>\n<p>\u7406\u60f3\u7684\u306a\u9867\u5ba2\u30d7\u30ed\u30d5\u30a1\u30a4\u30eb\u3092\u5b9a\u7fa9\u3059\u308b\u969b\u306b\u30b5\u30dd\u30fc\u30c8\u304c\u5fc5\u8981\u306a\u5834\u5408\u306f\u3001\u3053\u306e\u8a18\u4e8b\u304c\u5f79\u7acb\u3064\u304b\u3082\u3057\u308c\u307e\u305b\u3093\u3002<\/p>\n<ul>\n<li>\u7406\u60f3\u7684\u306a\u9867\u5ba2\u30d7\u30ed\u30d5\u30a1\u30a4\u30eb\uff08ICP\uff09\u306e\u4f5c\u6210<\/li>\n<\/ul>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/MEXXfGj.png\" alt=\"ABM \u2013 ROI\" \/><\/p>\n<h2><a id=\"choosing-the-right-channels-for-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM\u306b\u9069\u3057\u305f\u30c1\u30e3\u30cd\u30eb\u306e\u9078\u629e<\/strong><\/h2>\n<p>\u3055\u307e\u3056\u307e\u306a\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0\u306b\u308f\u305f\u308b\u30b3\u30f3\u30c6\u30f3\u30c4\u306e\u591a\u69d8\u5316\u306f\u3001\u4e3b\u8981\u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u3092\u9ad8\u3081\u308b\u305f\u3081\u306b\u4e0d\u53ef\u6b20\u3067\u3059\u3002\u5404\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0\u306f\u3001\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u3068\u3064\u306a\u304c\u308a\u3001\u3088\u308a\u5f37\u56fa\u306a\u30d3\u30b8\u30cd\u30b9\u95a2\u4fc2\u3092\u7bc9\u304f\u305f\u3081\u306e\u72ec\u81ea\u306e\u6a5f\u4f1a\u3092\u63d0\u4f9b\u3057\u307e\u3059\u3002\u3053\u308c\u306b\u306f\u3001B2B \u30b7\u30ca\u30ea\u30aa\u3067\u306f LinkedIn \u304c\u542b\u307e\u308c\u308b\u53ef\u80fd\u6027\u304c\u3042\u308a\u307e\u3059\u304c\u3001\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u304c\u983b\u7e41\u306b\u4f7f\u7528\u3059\u308b\u4ed6\u306e\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0\u3082\u542b\u307e\u308c\u308b\u53ef\u80fd\u6027\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n<p>\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u7279\u5b9a\u6642\u306b\u5fb9\u5e95\u7684\u306a\u8abf\u67fb\u304c\u884c\u308f\u308c\u3066\u3044\u308c\u3070\u3001\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u304c\u4f7f\u7528\u3059\u308b\u30c1\u30e3\u30cd\u30eb\u306f\u3059\u3067\u306b\u660e\u3089\u304b\u306b\u306a\u3063\u3066\u3044\u308b\u306f\u305a\u3067\u3059\u3002<\/p>\n<p>\u305f\u3068\u3048\u3070\u3001Google \u5e83\u544a\u3067\u7279\u5b9a\u306e\u5f79\u5272\u3092\u30bf\u30fc\u30b2\u30c3\u30c8\u306b\u3059\u308b\u3068\u3044\u3046\u65b9\u6cd5\u304c\u3042\u308a\u307e\u3059\u3002\u3053\u308c\u306b\u3088\u308a\u3001\u305d\u308c\u3089\u306e\u500b\u4eba\u304c\u884c\u3046\u53ef\u80fd\u6027\u306e\u3042\u308b\u691c\u7d22\u306b\u57fa\u3065\u3044\u3066\u5e83\u544a\u3092\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3067\u304d\u307e\u3059\u3002Reddit \u306f\u3001\u7279\u5b9a\u306e\u30c6\u30fc\u30de\u3092\u4e2d\u5fc3\u3068\u3057\u305f\u30b3\u30df\u30e5\u30cb\u30c6\u30a3\u3092\u5dfb\u304d\u8fbc\u3080\u306e\u306b\u5f79\u7acb\u3064\u3082\u3046 1 \u3064\u306e\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0\u3067\u3059\u3002<\/p>\n<p>\u55b6\u696d\u62c5\u5f53\u8005\u3068\u3057\u3066\u3001\u300c\u5e83\u544a\u3084\u30bd\u30fc\u30b7\u30e3\u30eb \u30e1\u30c7\u30a3\u30a2\u306f\u79c1\u306e\u4e3b\u306a\u95a2\u5fc3\u4e8b\u3067\u306f\u306a\u3044\u300d\u3068\u8003\u3048\u308b\u304b\u3082\u3057\u308c\u307e\u305b\u3093\u3002\u304a\u305d\u3089\u304f\u305d\u3046\u3067\u306f\u306a\u3044\u3067\u3057\u3087\u3046\u3002\u3057\u304b\u3057\u3001ABM \u306f\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3068\u55b6\u696d\u306e\u76f8\u4e57\u52b9\u679c\u3092\u4e2d\u5fc3\u306b\u5c55\u958b\u3055\u308c\u307e\u3059\u3002\u591a\u9762\u7684\u306a\u30de\u30eb\u30c1\u30c1\u30e3\u30cd\u30eb\u6226\u7565\u3092\u901a\u3058\u3066\u540c\u671f\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 \u30c1\u30fc\u30e0\u304c\u5e83\u544a\u3092\u76e3\u7763\u3059\u308b\u4e00\u65b9\u3067\u3001LinkedIn \u3067\u306e\u30a2\u30a6\u30c8\u30ea\u30fc\u30c1\u3067\u306f\u9069\u5207\u306a\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u9069\u5207\u306a\u30e1\u30c3\u30bb\u30fc\u30b8\u3092\u4f1d\u3048\u308b\u3053\u3068\u304c\u4e0d\u53ef\u6b20\u3067\u3059\u3002\u305d\u306e\u305f\u3081\u306b\u306f\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3068\u306e\u9023\u643a\u304c\u4e0d\u53ef\u6b20\u3067\u3059\u3002<\/p>\n<h3><a id=\"effective-channel-strategies-for-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM \u306b\u304a\u3051\u308b\u30c1\u30e3\u30cd\u30eb\u306e\u52b9\u679c\u7684\u306a\u30a2\u30d7\u30ed\u30fc\u30c1:<\/strong><\/h3>\n<p><strong>\u30ea\u30f3\u30af\u30c8\u30a4\u30f3:<\/strong> B2B \u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u306b\u4e0d\u53ef\u6b20\u3067\u3001\u6b63\u78ba\u306a\u30bf\u30fc\u30b2\u30c6\u30a3\u30f3\u30b0\u6a5f\u80fd\u3092\u63d0\u4f9b\u3057\u307e\u3059\u3002<\/p>\n<p><strong>\u30e1\u30fc\u30eb\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0:<\/strong> \u30d1\u30fc\u30bd\u30ca\u30e9\u30a4\u30ba\u3055\u308c\u305f\u96fb\u5b50\u30e1\u30fc\u30eb\u306f\u3001\u30ea\u30fc\u30c9\u3092\u52b9\u679c\u7684\u306b\u80b2\u6210\u3067\u304d\u307e\u3059\u3002<\/p>\n<p><strong>\u305d\u306e\u4ed6\u306e\u30bd\u30fc\u30b7\u30e3\u30eb\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0:<\/strong> \u7279\u5b9a\u306e\u74b0\u5883\u5185\u306e\u30a2\u30ab\u30a6\u30f3\u30c8\u3068\u3084\u308a\u53d6\u308a\u3057\u307e\u3059\u3002<\/p>\n<p><strong>\u6709\u6599\u5e83\u544a:<\/strong> \u30bf\u30fc\u30b2\u30c3\u30c8\u5c64\u304c\u691c\u7d22\u3057\u3066\u3044\u308b\u5834\u6240\u306b\u6b63\u78ba\u306b\u5546\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u914d\u7f6e\u3059\u308b<\/p>\n<p>\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 \u30c1\u30fc\u30e0\u306f\u3001\u3053\u308c\u3089\u306e\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0\u304b\u3089\u306e\u30c7\u30fc\u30bf\u3092\u8a55\u4fa1\u3057\u3066\u3001\u6700\u3082\u5f71\u97ff\u529b\u306e\u3042\u308b\u30d7\u30e9\u30c3\u30c8\u30d5\u30a9\u30fc\u30e0\u3092\u6c7a\u5b9a\u3067\u304d\u307e\u3059\u3002\u3053\u306e\u6d1e\u5bdf\u306f\u3001\u5bfe\u8c61\u3068\u3059\u308b\u30aa\u30fc\u30c7\u30a3\u30a8\u30f3\u30b9\u306e\u5171\u611f\u3092\u547c\u3076\u30b3\u30f3\u30c6\u30f3\u30c4\u306e\u4f5c\u6210\u306b\u5f79\u7acb\u3061\u307e\u3059\u3002<\/p>\n<p>\u3053\u308c\u3089\u306e\u30c1\u30e3\u30cd\u30eb\u306b\u95a2\u3059\u308b\u3088\u308a\u8a73\u7d30\u306a\u60c5\u5831\u304c\u5fc5\u8981\u306a\u5834\u5408\u306f\u3001\u4ee5\u4e0b\u3092\u304a\u8aad\u307f\u3044\u305f\u3060\u304f\u3068\u5f79\u7acb\u3064\u304b\u3082\u3057\u308c\u307e\u305b\u3093\u3002<\/p>\n<ul>\n<li>250% \u30e1\u30fc\u30eb\u306e\u8fd4\u4fe1\u7387\u3092\u9ad8\u3081\u308b 5 \u3064\u306e\u30d2\u30f3\u30c8<\/li>\n<\/ul>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/jnAZZtv.png\" alt=\"ABM\u306f\u8ca9\u58f2\u6642\u9593\u3092\u7bc0\u7d04\u3057\u307e\u3059\" \/><\/p>\n<h2><a id=\"using-personalized-content-and-messaging-in-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM \u3067\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3055\u308c\u305f\u30b3\u30f3\u30c6\u30f3\u30c4\u3068\u30e1\u30c3\u30bb\u30fc\u30b8\u30f3\u30b0\u3092\u63a1\u7528\u3059\u308b<\/strong><\/h2>\n<p>\u55b6\u696d\u30c1\u30fc\u30e0\u304c ABM \u3092\u9078\u629e\u3059\u308b\u4e3b\u306a\u7406\u7531\u306f\u3001\u3088\u308a\u9ad8\u3044\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u7387\u3092\u5b9f\u73fe\u3067\u304d\u308b\u3053\u3068\u304c\u5b9f\u8a3c\u3055\u308c\u3066\u3044\u308b\u304b\u3089\u3067\u3059\u3002\u305f\u3060\u3057\u3001\u3053\u308c\u3089\u306e\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u7387\u306f\u9b54\u6cd5\u306e\u3088\u3046\u306b\u73fe\u308c\u308b\u308f\u3051\u3067\u306f\u3042\u308a\u307e\u305b\u3093\u3002<\/p>\n<p>\u30d1\u30fc\u30bd\u30ca\u30e9\u30a4\u30ba\u3055\u308c\u305f\u30b3\u30f3\u30c6\u30f3\u30c4\u306f ABM \u306b\u304a\u3044\u3066\u6975\u3081\u3066\u91cd\u8981\u3067\u3042\u308a\u3001\u5404\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u56fa\u6709\u306e\u30cb\u30fc\u30ba\u3001\u8ab2\u984c\u3001\u95a2\u5fc3\u306b\u5bfe\u5fdc\u3057\u307e\u3059\u3002<\/p>\n<p>ABM \u306b\u52b9\u679c\u7684\u306a\u30b3\u30f3\u30c6\u30f3\u30c4\u5f62\u5f0f\u306b\u306f\u3001\u30b1\u30fc\u30b9\u30b9\u30bf\u30c7\u30a3\u3001\u30db\u30ef\u30a4\u30c8\u30da\u30fc\u30d1\u30fc\u3001\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3055\u308c\u305f\u30d3\u30c7\u30aa\u3001\u96c6\u4e2d\u7684\u306a\u96fb\u5b50\u30e1\u30fc\u30eb \u30ad\u30e3\u30f3\u30da\u30fc\u30f3\u306a\u3069\u304c\u3042\u308a\u3001\u3059\u3079\u3066\u5bfe\u8c61\u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u7279\u5b9a\u3055\u308c\u305f\u554f\u984c\u70b9\u3084\u9858\u671b\u306b\u76f4\u63a5\u5bfe\u51e6\u3059\u308b\u3088\u3046\u306b\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3055\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n<h3><a id=\"content-customization-tips\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u30b3\u30f3\u30c6\u30f3\u30c4\u306e\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u306e\u30d2\u30f3\u30c8:<\/strong><\/h3>\n<ul>\n<li><strong>\u6d1e\u5bdf\u3068\u30c7\u30fc\u30bf\u3092\u6d3b\u7528\u3057\u3066\u30b3\u30f3\u30c6\u30f3\u30c4\u3092\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3057\u307e\u3059\u3002<\/strong> \u30d1\u30fc\u30bd\u30ca\u30e9\u30a4\u30bc\u30fc\u30b7\u30e7\u30f3\u306f\u3001\u898b\u8fbc\u307f\u5ba2\u306e\u540d\u524d\u3067\u547c\u3073\u304b\u3051\u308b\u3060\u3051\u306b\u3068\u3069\u307e\u308a\u307e\u305b\u3093\u3002\u9069\u5207\u306a\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u3001\u898b\u8fbc\u307f\u5ba2\u306e\u660e\u78ba\u306a\u554f\u984c\u70b9\u306b\u5bfe\u51e6\u3059\u308b\u30d1\u30fc\u30bd\u30ca\u30e9\u30a4\u30ba\u3055\u308c\u305f\u30e1\u30c3\u30bb\u30fc\u30b8\u3092\u9001\u4fe1\u3059\u308b\u3053\u3068\u3082\u542b\u307e\u308c\u307e\u3059\u3002<\/li>\n<li><strong>\u540c\u69d8\u306e\u6210\u529f\u30b7\u30ca\u30ea\u30aa\u3092\u53cd\u6620\u3057\u305f\u72ec\u81ea\u306e\u30b1\u30fc\u30b9\u30b9\u30bf\u30c7\u30a3\u3092\u958b\u767a\u3057\u307e\u3059\u3002<\/strong> \u30b1\u30fc\u30b9 \u30b9\u30bf\u30c7\u30a3\u306f\u3001\u63d0\u4f9b\u5185\u5bb9\u306e\u5f71\u97ff\u3092\u793a\u3059\u8cb4\u91cd\u306a\u30c4\u30fc\u30eb\u3068\u3057\u3066\u5f79\u7acb\u3061\u307e\u3059\u3002\u554f\u984c\u70b9\u3001\u4f1a\u793e\u306e\u898f\u6a21\u3001\u696d\u754c\u3001\u304a\u3088\u3073\u5bfe\u8c61\u8cfc\u5165\u8005\u30b0\u30eb\u30fc\u30d7\u5185\u306e\u500b\u4eba\u306e\u5f79\u5272\u306b\u57fa\u3065\u3044\u3066\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3055\u308c\u305f\u30b1\u30fc\u30b9 \u30b9\u30bf\u30c7\u30a3\u3092\u4f5c\u6210\u3057\u307e\u3059\u3002<\/li>\n<li><strong>\u7279\u5b9a\u306e\u30d3\u30b8\u30cd\u30b9\u8ab2\u984c\u306b\u5bfe\u51e6\u3059\u308b\u305f\u3081\u306b\u96fb\u5b50\u30e1\u30fc\u30eb \u30ad\u30e3\u30f3\u30da\u30fc\u30f3\u3092\u8abf\u6574\u3057\u307e\u3059\u3002<\/strong> Salesloft \u3084 Outreach \u306a\u3069\u306e\u30c4\u30fc\u30eb\u306f\u3001\u6761\u4ef6\u3084\u57fa\u6e96\u306b\u57fa\u3065\u3044\u3066\u96fb\u5b50\u30e1\u30fc\u30eb\u3092\u81ea\u52d5\u5316\u3059\u308b\u30b7\u30fc\u30b1\u30f3\u30b9\u306e\u69cb\u7bc9\u306b\u5f79\u7acb\u3061\u307e\u3059\u3002\u3053\u308c\u3089\u306e\u30c4\u30fc\u30eb\u3092\u4f7f\u7528\u3059\u308b\u3068\u3001\u5fc5\u8981\u306a\u3068\u304d\u306b\u6b63\u78ba\u306b\u30bf\u30fc\u30b2\u30c3\u30c8\u3092\u7d5e\u3063\u305f\u30e1\u30c3\u30bb\u30fc\u30b8\u3067\u7279\u5b9a\u306e\u554f\u984c\u70b9\u306b\u5bfe\u51e6\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002\u3055\u307e\u3056\u307e\u306a\u554f\u984c\u70b9\u3001\u4f1a\u793e\u306e\u898f\u6a21\u3001\u696d\u754c\u306b\u5408\u308f\u305b\u3066\u591a\u69d8\u306a\u30b7\u30fc\u30b1\u30f3\u30b9\u3092\u4f5c\u6210\u3067\u304d\u307e\u3059\u3002<\/li>\n<\/ul>\n<p>Salesloft \u307e\u305f\u306f Outreach \u3092\u307e\u3060\u6d3b\u7528\u3057\u3066\u3044\u306a\u3044\u5834\u5408\u306f\u3001\u30e1\u30fc\u30eb\u6226\u7565\u306b\u304a\u3051\u308b\u305d\u308c\u3089\u306e\u5b9f\u88c5\u306b\u3064\u3044\u3066\u8a73\u3057\u304f\u5b66\u3076\u3068\u5f79\u7acb\u3064\u3067\u3057\u3087\u3046\u3002<\/p>\n<ul>\n<li>Surfe \u306e\u6700\u65b0\u306e Outreach.io \u7d71\u5408\u306b\u3088\u308a\u3001\u55b6\u696d\u30a2\u30a6\u30c8\u30ea\u30fc\u30c1\u6226\u7565\u3092\u5f37\u5316\u3067\u304d\u307e\u3059\u3002<\/li>\n<li>Salesloft Chrome\u62e1\u5f35\u6a5f\u80fd\u3067\u58f2\u4e0a\u3092\u4f38\u3070\u3059<\/li>\n<\/ul>\n<h2><a id=\"measuring-performance-and-adjusting-strategies\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u30d1\u30d5\u30a9\u30fc\u30de\u30f3\u30b9\u306e\u8a55\u4fa1\u3068\u6226\u7565\u306e\u9069\u5fdc<\/strong><\/h2>\n<p>ABM \u6226\u7565\u3092\u6539\u5584\u3059\u308b\u306b\u306f\u3001A\/B \u30c6\u30b9\u30c8\u3068\u30bb\u30fc\u30eb\u30b9 \u30a4\u30f3\u30c6\u30ea\u30b8\u30a7\u30f3\u30b9 \u30bd\u30d5\u30c8\u30a6\u30a7\u30a2\u3092\u6d3b\u7528\u3057\u3066\u3001\u4f55\u304c\u52b9\u679c\u7684\u3067\u3001\u305d\u306e\u7406\u7531\u306f\u4f55\u304b\u3092\u3088\u308a\u6df1\u304f\u7406\u89e3\u3059\u308b\u3053\u3068\u3092\u691c\u8a0e\u3057\u3066\u304f\u3060\u3055\u3044\u3002\u30d7\u30ed\u30bb\u30b9\u306e\u5404\u6bb5\u968e\u306e\u30c7\u30fc\u30bf \u30dd\u30a4\u30f3\u30c8\u306b\u3088\u308a\u3001\u4eba\u3005\u304c\u3069\u306e\u3088\u3046\u306b\u3042\u306a\u305f\u306e\u30b5\u30fc\u30d3\u30b9\u3092\u767a\u898b\u3057\u3001\u3069\u306e\u30b3\u30f3\u30c6\u30f3\u30c4\u306b\u8208\u5473\u3092\u6301\u3061\u3001\u305d\u306e\u5f8c\u3069\u306e\u3088\u3046\u306a\u884c\u52d5\u3092\u53d6\u308b\u304b\u306b\u3064\u3044\u3066\u306e\u6d1e\u5bdf\u304c\u5f97\u3089\u308c\u307e\u3059\u3002<\/p>\n<p>\u3053\u306e\u30c7\u30fc\u30bf\u3092\u8ffd\u8de1\u3059\u308b\u3053\u3068\u3067\u3001\u4f01\u696d\u306f ABM \u30ad\u30e3\u30f3\u30da\u30fc\u30f3\u306e\u6709\u52b9\u6027\u3092\u8a55\u4fa1\u3057\u3001\u6539\u5584\u3059\u3079\u304d\u9818\u57df\u3092\u7279\u5b9a\u3067\u304d\u308b\u3088\u3046\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<h3><a id=\"key-metrics-to-track-in-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM\u3067\u76e3\u8996\u3059\u3079\u304d\u4e3b\u8981\u306a\u6307\u6a19 <\/strong><\/h3>\n<p><strong>\u30a2\u30ab\u30a6\u30f3\u30c8\u30d9\u30fc\u30b9\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\uff08ABM\uff09\uff1a<\/strong><\/h3>\n<p><strong>\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u6307\u6a19:<\/strong> \u30b3\u30f3\u30c6\u30f3\u30c4\u306e\u52b9\u7387\u6027\u3092\u8a55\u4fa1\u3057\u307e\u3059\u3002\u30b3\u30f3\u30c6\u30f3\u30c4\u306b\u53cd\u5fdc\u3057\u305f\u308a\u3001\u3044\u3044\u306d\u3057\u305f\u308a\u3001\u30b3\u30e1\u30f3\u30c8\u3057\u305f\u308a\u3001\u5171\u6709\u3057\u305f\u308a\u3059\u308b\u8aad\u8005\/\u8996\u8074\u8005\u306e\u5272\u5408\u3067\u3059\u3002<\/p>\n<p><strong>\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u6307\u6a19:<\/strong> \u898b\u8fbc\u307f\u5ba2\u3092\u9867\u5ba2\u306b\u5909\u3048\u308b\u52b9\u679c\u3092\u76e3\u8996\u3059\u308b<\/p>\n<p><strong>\u8ca9\u58f2\u30b5\u30a4\u30af\u30eb\u306e\u671f\u9593:<\/strong> ABM \u3092\u5b9f\u88c5\u3059\u308b\u3068\u3001\u8ca9\u58f2\u30b5\u30a4\u30af\u30eb\u3092\u77ed\u7e2e\u3067\u304d\u308b\u3088\u3046\u306b\u306a\u308a\u307e\u3059\u3002\u8ca9\u58f2\u30b5\u30a4\u30af\u30eb\u3092\u77ed\u7e2e\u3059\u308b\u969b\u306b\u8ab2\u984c\u306b\u76f4\u9762\u3057\u3066\u3044\u308b\u5834\u5408\u306f\u3001\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u6539\u5584\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3053\u3068\u3092\u793a\u3057\u3066\u3044\u308b\u53ef\u80fd\u6027\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n<h2><a id=\"building-relationships-with-buying-committees\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u8cfc\u8cb7\u59d4\u54e1\u4f1a\u3068\u306e\u3064\u306a\u304c\u308a\u3092\u78ba\u7acb\u3059\u308b<\/strong><\/h2>\n<p>B2B \u306e\u8cfc\u5165\u6c7a\u5b9a\u306b\u306f\u8907\u6570\u306e\u95a2\u4fc2\u8005\u304c\u95a2\u4e0e\u3059\u308b\u3053\u3068\u304c\u591a\u3044\u305f\u3081\u3001\u30a2\u30ab\u30a6\u30f3\u30c8\u5185\u306e\u3059\u3079\u3066\u306e\u610f\u601d\u6c7a\u5b9a\u8005\u3068\u95a2\u308f\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002\u00a0<\/p>\n<p>\u8cfc\u8cb7\u59d4\u54e1\u4f1a\u306e\u30e1\u30f3\u30d0\u30fc\u5168\u54e1\u306e\u5fc3\u306b\u97ff\u304f\u30b3\u30f3\u30c6\u30f3\u30c4\u3068\u30e1\u30c3\u30bb\u30fc\u30b8\u3092\u4f5c\u6210\u3059\u308b\u3053\u3068\u306f\u3001\u55b6\u696d\u304c\u3053\u308c\u3089\u306e\u91cd\u8981\u306a\u3064\u306a\u304c\u308a\u3092\u80b2\u3080\u306e\u306b\u5f79\u7acb\u3061\u307e\u3059\u3002\u3053\u306e\u6226\u7565\u306b\u3088\u308a\u3001\u3059\u3079\u3066\u306e\u6f5c\u5728\u7684\u306a\u61f8\u5ff5\u306b\u5bfe\u51e6\u3057\u3001\u4fa1\u5024\u63d0\u6848\u304c\u660e\u78ba\u306b\u666e\u904d\u7684\u306b\u4f1d\u308f\u308b\u3053\u3068\u304c\u4fdd\u8a3c\u3055\u308c\u307e\u3059\u3002<\/p>\n<h3><a id=\"nurturing-relationships-with-buying-committees\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u8cfc\u8cb7\u59d4\u54e1\u4f1a\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9<\/strong><\/h3>\n<p>ABM \u3092\u5c0e\u5165\u3057\u3001\u4fa1\u5024\u306e\u9ad8\u3044\u9867\u5ba2\u3092\u78ba\u4fdd\u3057\u305f\u3089\u3001\u305d\u306e\u95a2\u4fc2\u3092\u80b2\u307f\u3001\u7dad\u6301\u3059\u308b\u3053\u3068\u304c\u4e0d\u53ef\u6b20\u3067\u3059\u3002\u9023\u7d61\u3092\u7dad\u6301\u3059\u308b\u306e\u306f\u4e3b\u306a\u9023\u7d61\u5148\u306b\u9650\u5b9a\u3055\u308c\u307e\u305b\u3093\u3002\u8cfc\u8cb7\u59d4\u54e1\u4f1a\u306e\u5404\u30e1\u30f3\u30d0\u30fc\u3068\u306e\u95a2\u4fc2\u3092\u80b2\u3080\u3053\u3068\u3067\u3001\u5f79\u5272\u304c\u5909\u308f\u3063\u305f\u3068\u304d\u306b\u5fd8\u308c\u53bb\u3089\u308c\u308b\u3053\u3068\u3092\u907f\u3051\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002(\u3055\u3089\u306b\u3001\u5f7c\u3089\u304c\u4f1a\u793e\u3092\u79fb\u3063\u305f\u5834\u5408\u3001\u305d\u3053\u3067\u3082\u3042\u306a\u305f\u306e\u88fd\u54c1\/\u30b5\u30fc\u30d3\u30b9\u3092\u63a8\u5968\u3057\u3066\u304f\u308c\u308b\u304b\u3082\u3057\u308c\u307e\u305b\u3093!)<\/p>\n<p>ABM \u306e\u3042\u3089\u3086\u308b\u5074\u9762\u3068\u540c\u69d8\u306b\u3001\u76ee\u6a19\u306f\u4fa1\u5024\u3092\u63d0\u4f9b\u3059\u308b\u3053\u3068\u3067\u3059\u3002\u3059\u3079\u3066\u306e\u3084\u308a\u53d6\u308a\u306f\u3001\u8ab0\u304b\u306e\u8077\u696d\u751f\u6d3b\u3092\u3088\u308a\u7ba1\u7406\u3057\u3084\u3059\u304f\u3059\u308b\u6a5f\u4f1a\u3092\u63d0\u4f9b\u3057\u307e\u3059\u3002\u95a2\u9023\u30b3\u30f3\u30c6\u30f3\u30c4\u3084\u696d\u754c\u306e\u6700\u65b0\u60c5\u5831\u306e\u5171\u6709\u3001\u88fd\u54c1\u306b\u95a2\u3059\u308b\u30c8\u30ec\u30fc\u30cb\u30f3\u30b0\u3084\u5fa9\u7fd2\u306e\u63d0\u4f9b\u306a\u3069\u3001\u5358\u306a\u308b\u53d6\u5f15\u3067\u306f\u306a\u304f\u53cb\u597d\u7684\u3067\u76f8\u8ac7\u7684\u306a\u3084\u308a\u53d6\u308a\u3092\u7dad\u6301\u3059\u308b\u3053\u3068\u3067\u3001\u8ca9\u58f2\u6210\u679c\u304c\u5411\u4e0a\u3057\u3001\u9867\u5ba2\u6e80\u8db3\u5ea6\u3068\u9867\u5ba2\u7dad\u6301\u7387\u3082\u5411\u4e0a\u3059\u308b\u53ef\u80fd\u6027\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n<h2><a id=\"let\u2019s-wrap-it-up\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u6700\u7d42\u7684\u306a\u8003\u3048<\/strong><\/h2>\n<p>\u30a2\u30ab\u30a6\u30f3\u30c8\u30d9\u30fc\u30b9 \u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 (ABM) \u306f\u3001B2B \u8ca9\u58f2\u306b\u7126\u70b9\u3092\u7d5e\u3063\u305f\u30d1\u30fc\u30bd\u30ca\u30e9\u30a4\u30ba\u3055\u308c\u305f\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u63d0\u4f9b\u3057\u307e\u3059\u3002<\/p>\n<p>ABM \u306f\u3001\u30c7\u30fc\u30bf\u5206\u6790\u3068\u30ab\u30b9\u30bf\u30de\u30a4\u30ba\u3055\u308c\u305f\u30b3\u30f3\u30c6\u30f3\u30c4\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u3055\u307e\u3056\u307e\u306a\u30c1\u30e3\u30cd\u30eb\u3092\u901a\u3058\u3066\u4e3b\u8981\u30a2\u30ab\u30a6\u30f3\u30c8\u3068\u306e\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u3092\u4fc3\u9032\u3057\u3001\u610f\u601d\u6c7a\u5b9a\u8005\u3068\u306e\u95a2\u4fc2\u3092\u80b2\u307f\u307e\u3059\u3002<\/p>\n<p>ABM \u306e\u6210\u529f\u306b\u306f\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 \u30c1\u30fc\u30e0\u306e\u7dca\u5bc6\u306a\u9023\u643a\u304c\u4e0d\u53ef\u6b20\u3067\u3059\u3002\u3053\u308c\u306b\u3088\u308a\u3001\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u5bfe\u3059\u308b\u7d71\u4e00\u3055\u308c\u305f\u6226\u7565\u304c\u78ba\u4fdd\u3055\u308c\u307e\u3059\u3002\u3053\u306e\u9023\u643a\u306f\u3001ABM \u30ad\u30e3\u30f3\u30da\u30fc\u30f3\u306e\u6210\u529f\u306b\u6975\u3081\u3066\u91cd\u8981\u3067\u3042\u308a\u3001\u4e21\u30c1\u30fc\u30e0\u304c\u5171\u901a\u306e\u76ee\u6a19\u306b\u6cbf\u3063\u3066\u3001\u4e00\u8cab\u3057\u305f\u30e1\u30c3\u30bb\u30fc\u30b8\u30f3\u30b0\u3092\u63a1\u7528\u3067\u304d\u308b\u3088\u3046\u306b\u3057\u307e\u3059\u3002<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/uUQQCI0.png\" alt=\"\u30cf\u30d6\u30b9\u30dd\u30c3\u30c8_\u30b0\u30ea\u30c3\u30c9_VISUEL_01\" \/><\/p>\n<h2><a id=\"add-all-your-target-accounts-to-your-crm-with-surfe\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>Surfe\u3092\u4f7f\u7528\u3057\u3066\u3059\u3079\u3066\u306e\u30bf\u30fc\u30b2\u30c3\u30c8\u30a2\u30ab\u30a6\u30f3\u30c8\u3092CRM\u306b\u7d71\u5408\u3057\u307e\u3059<\/h2>\n<p>Surfe \u306f LinkedIn \u3092 CRM \u306b\u30ea\u30f3\u30af\u3057\u3001\u30ef\u30f3\u30af\u30ea\u30c3\u30af\u3067\u9023\u7d61\u5148\u3092\u8ffd\u52a0\u3057\u3066\u3001\u30d7\u30ed\u30d5\u30a7\u30c3\u30b7\u30e7\u30ca\u30eb\u306a\u691c\u8a3c\u6e08\u307f\u306e\u96fb\u5b50\u30e1\u30fc\u30eb \u30a2\u30c9\u30ec\u30b9\u3068\u643a\u5e2f\u96fb\u8a71\u756a\u53f7\u3092\u53d6\u5f97\u3067\u304d\u308b\u3088\u3046\u306b\u3057\u307e\u3059\u3002<\/p>\n<p>\u59cb\u3081\u308b<\/p>\n<h2><a id=\"faq-about-implementing-abm-for-sales\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u55b6\u696d\u5411\u3051 ABM \u306e\u5b9f\u88c5\u306b\u95a2\u3059\u308b FAQ:<\/strong><\/h2>\n<h3><a id=\"what-is-the-role-of-abm-in-sales\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM \u306f\u58f2\u4e0a\u306b\u3069\u306e\u3088\u3046\u306b\u8ca2\u732e\u3057\u307e\u3059\u304b?<\/strong><\/h3>\n<p>ABM \u306f\u3001\u30bf\u30fc\u30b2\u30c3\u30c8\u3092\u7d5e\u3063\u305f\u8ca9\u58f2\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u53ef\u80fd\u306b\u3057\u307e\u3059\u3002\u30b3\u30f3\u30c6\u30f3\u30c4\u3084\u30a2\u30a6\u30c8\u30ea\u30fc\u30c1\u3092\u5e83\u7bc4\u56f2\u306b\u914d\u4fe1\u3057\u3066\u7d50\u679c\u304c\u4e0d\u78ba\u304b\u306a\u5834\u5408\u3001\u3088\u308a\u5c11\u6570\u306e\u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u7279\u306b\u96c6\u4e2d\u3057\u307e\u3059\u3002\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u30d1\u30fc\u30bd\u30ca\u30e9\u30a4\u30ba\u3055\u308c\u305f\u30e1\u30c3\u30bb\u30fc\u30b8\u3092\u914d\u4fe1\u3059\u308b\u3053\u3068\u3067\u3001\u8ca9\u58f2\u30c1\u30fc\u30e0\u306f ABM \u6226\u8853\u3067\u5927\u5e45\u306b\u9ad8\u3044\u30b3\u30f3\u30d0\u30fc\u30b8\u30e7\u30f3\u7387\u3092\u5b9f\u73fe\u3057\u3066\u3044\u307e\u3059\u3002<\/p>\n<h3><a id=\"how-do-you-implement-abm-in-sales\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u55b6\u696d\u3067 ABM \u3092\u5b9f\u884c\u3059\u308b\u306b\u306f\u3069\u3046\u3059\u308c\u3070\u3044\u3044\u3067\u3059\u304b?<\/strong><\/h3>\n<ul>\n<li>\u30bf\u30fc\u30b2\u30c3\u30c8\u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u5206\u6790\u3068\u5b9a\u7fa9<\/li>\n<li>\u305d\u308c\u3089\u306e\u30a2\u30ab\u30a6\u30f3\u30c8\u5185\u306e\u4e3b\u8981\u306a\u610f\u601d\u6c7a\u5b9a\u8005\u3092\u7279\u5b9a\u3059\u308b<\/li>\n<li>\u5404\u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u5408\u308f\u305b\u305f\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u8003\u6848<\/li>\n<li>\u53d6\u5f15\u6210\u7acb\u5f8c\u3082\u30a2\u30ab\u30a6\u30f3\u30c8\u306e\u80b2\u6210\u3068\u95a2\u4fc2\u306e\u7dad\u6301\u3092\u7d99\u7d9a\u3059\u308b<\/li>\n<\/ul>\n<h3><a id=\"how-do-you-build-an-abm-team\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM \u30c1\u30fc\u30e0\u3092\u7de8\u6210\u3059\u308b\u306b\u306f?<\/strong><\/h3>\n<p>ABM \u30c1\u30fc\u30e0\u306b\u306f\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 \u30c1\u30fc\u30e0\u306e\u30e1\u30f3\u30d0\u30fc\u3092\u542b\u3081\u308b\u5fc5\u8981\u304c\u3042\u308a\u307e\u3059\u3002\u3059\u3079\u3066\u306e\u53c2\u52a0\u8005\u306f\u3001ICP \u3068\u3001\u63d0\u4f9b\u5185\u5bb9\u304c\u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u3082\u305f\u3089\u3059\u30e1\u30ea\u30c3\u30c8\u306b\u3064\u3044\u3066\u6df1\u3044\u6d1e\u5bdf\u529b\u3092\u6301\u3063\u3066\u3044\u308b\u5fc5\u8981\u304c\u3042\u308a\u307e\u3059\u3002ABM \u30c1\u30fc\u30e0\u306e\u4e00\u822c\u7684\u306a\u5f79\u5272\u306f\u3001\u6226\u7565\u30ea\u30fc\u30c0\u30fc\u3001\u30c1\u30fc\u30e0\u306e\u55b6\u696d\u90e8\u9577\u3001\u30b3\u30f3\u30c6\u30f3\u30c4 \u30d7\u30ed\u30c7\u30e5\u30fc\u30b5\u30fc\u3001\u30c7\u30fc\u30bf \u30a2\u30ca\u30ea\u30b9\u30c8\u3067\u69cb\u6210\u3055\u308c\u307e\u3059\u3002\u00a0<\/p>\n<h3><a id=\"how-many-accounts-should-you-target-for-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM \u3067\u306f\u3044\u304f\u3064\u306e\u30a2\u30ab\u30a6\u30f3\u30c8\u306b\u91cd\u70b9\u3092\u7f6e\u304f\u3079\u304d\u3067\u3057\u3087\u3046\u304b?<\/strong><\/h3>\n<p>\u5c0f\u898f\u6a21\u4f01\u696d\u3067\u3042\u308c\u3070 10 \uff5e 20 \u306e\u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u30bf\u30fc\u30b2\u30c3\u30c8\u306b\u3059\u308b\u3053\u3068\u3067\u6210\u529f\u3059\u308b\u53ef\u80fd\u6027\u304c\u3042\u308a\u307e\u3059\u304c\u3001\u5927\u4f01\u696d\u3067\u3042\u308c\u3070\u6570\u767e\u306e\u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u30bf\u30fc\u30b2\u30c3\u30c8\u306b\u3059\u308b\u53ef\u80fd\u6027\u304c\u3042\u308a\u307e\u3059\u3002\u901a\u5e38\u3001\u30bf\u30fc\u30b2\u30c3\u30c8 \u30a2\u30ab\u30a6\u30f3\u30c8\u306f 50 \uff5e 500 \u7a0b\u5ea6\u304c\u6a19\u6e96\u3067\u3059\u3002\u3053\u306e\u6570\u306f\u3001\u30d3\u30b8\u30cd\u30b9\u8981\u4ef6\u3001\u30c1\u30fc\u30e0 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