{"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\/ko\/marketing\/abm\uc744-\ud1b5\ud55c-\uac1c\uc778\ud654\ub41c-\ucc38\uc5ec-\uc804\ub7b5\uc73c\ub85c-\ud310\ub9e4\ub97c-\ub298\ub9ac\uc138\uc694\/","title":{"rendered":"ABM\uc73c\ub85c \ud310\ub9e4\ub97c \ub192\uc774\uc138\uc694: \ucc38\uc5ec\ub97c \uc704\ud55c \uac1c\uc778\ud654\ub41c \uc804\ub7b5"},"content":{"rendered":"<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305(ABM)\uc740 \ud2b9\uc815 \uc2dc\uc7a5 \ub0b4\uc758 \uba85\ud655\ud788 \uc815\uc758\ub41c \ud0c0\uac9f \uacc4\uc815 \uadf8\ub8f9\uc5d0 \ub9c8\ucf00\ud305 \ubc0f \uc601\uc5c5 \ub178\ub825\uc744 \uc9d1\uc911\ud558\ub294 \uc758\ub3c4\uc801\uc778 \ubc29\ubc95\ub860\uc785\ub2c8\ub2e4.<\/p>\n<p>ABM \uac1c\ub150\uc740 \ub354 \uc801\uc740 \uacc4\uc815\uc5d0 \uc9d1\uc911\ud558\uba74\uc11c\ub3c4 \ub354 \ub9ce\uc740 \ub9de\ucda4\ud654\ub97c \uc81c\uacf5\ud568\uc73c\ub85c\uc368 \ud574\ub2f9 \uacc4\uc815\uc758 \uc804\ud658 \uac00\ub2a5\uc131\uc744 \ub192\uc778\ub2e4\ub294 \uc0dd\uac01\uc5d0 \uae30\ubc18\ud569\ub2c8\ub2e4.<\/p>\n<p>B2B \uc601\uc5c5\uc5d0\uc11c ABM\uc740 \ud0c0\uac9f\ud305\ub41c \uc811\uadfc \ubc29\uc2dd\uc73c\ub85c \ub192\uc740 \ud3c9\uac00\ub97c \ubc1b\uace0 \uc788\uc73c\uba70, \uc774\ub97c \ud1b5\ud574 \uc804\ud658\uc728\uc774 \ub192\uc544\uc9c0\uace0 \ub9ac\uc18c\uc2a4 \ubc30\ubd84\uc774 \ub354\uc6b1 \ud6a8\uacfc\uc801\uc785\ub2c8\ub2e4.<\/p>\n<h2><a id=\"key-highlights\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uac15\uc870\ub41c \uc810:<\/h2>\n<ul>\n<li>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305(ABM) \uc774\ud574\ud558\uae30<\/li>\n<li>ABM\uc744 \uc704\ud55c \ud0c0\uac9f \uacc4\uc815\uc744 \uc815\ud655\ud788 \ucc3e\ub294 \ubc29\ubc95\uc740?<\/li>\n<li>ABM\uc5d0 \uc801\ud569\ud55c \ucc44\ub110 \uc120\ud0dd<\/li>\n<li>ABM\uc5d0\uc11c \ub9de\ucda4\ud615 \ucf58\ud150\uce20 \ubc0f \uba54\uc2dc\uc9d5 \ud65c\uc6a9<\/li>\n<\/ul>\n<h2><a id=\"understanding-account-based-marketing-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305(ABM) \uc774\ud574<\/h2>\n<p>ABM \uc804\ub7b5\uc758 \uc2dc\uc791\uc740 \uba85\ud655\ud558\uace0 \uce21\uc815 \uac00\ub2a5\ud55c \ubaa9\ud45c\ub97c \uc815\uc758\ud558\ub294 \uac83\uc73c\ub85c \uc2dc\uc791\ub429\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ubaa9\ud45c\ub294 ABM \uc804\ub7b5\uc758 \ubaa8\ub4e0 \ub2e8\uacc4\ub97c \uc9c0\uc2dc\ud558\uc5ec \uac01 \ud65c\ub3d9\uc774 \ube44\uc988\ub2c8\uc2a4\uc758 \ud3ec\uad04\uc801\uc778 \ubaa9\ud45c\uc5d0 \uae30\uc5ec\ud558\ub3c4\ub85d \ubcf4\uc7a5\ud569\ub2c8\ub2e4.<\/p>\n<p>ABM \uc804\ub7b5 \ub0b4\uc758 \uc77c\ubc18\uc801\uc778 \ubaa9\ud45c\ub294 \ub2e4\uc74c\uacfc \uac19\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>\uacc4\uc815 \ucc38\uc5ec\ub3c4 \ub192\uc774\uae30<\/li>\n<li>\ud0c0\uac9f \uacc4\uc815\uc5d0 \ub300\ud55c \uc804\ud658\uc728 \ud5a5\uc0c1<\/li>\n<li>\uace0\uac1d\uc758 \ud3c9\uc0dd \uac00\uce58\ub97c \ud5a5\uc0c1\uc2dc\ud0b5\ub2c8\ub2e4.<\/li>\n<\/ul>\n<p>\uba85\ud655\ud558\uac8c \uc815\uc758\ub41c \ubaa9\ud45c\ub294 \uc601\uc5c5\ud300\uacfc \ub9c8\ucf00\ud305\ud300\uc774 \ub3d9\uc77c\ud55c \ubaa9\ud45c\uc5d0 \uc9d1\uc911\ud560 \uc218 \uc788\ub3c4\ub85d \ud558\uba70, \uc774\uac83\uc774 \ubc14\ub85c ABM\uc758 \ubcf8\uc9c8\uc785\ub2c8\ub2e4.<\/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>\ud558\uc9c0\ub9cc ABM\uc5d0 \ub300\ud55c \ud0c0\uac9f \uacc4\uc815\uc744 \uc5b4\ub5bb\uac8c \uacb0\uc815\ud560 \uc218 \uc788\uc744\uae4c\uc694?<\/strong><\/h3>\n<p>\ubaa9\ud45c\ub97c \uc124\uc815\ud558\uace0 \ub098\uba74 \ubaa8\ub4e0 \ud6c4\uc18d \uacb0\uc815\uc5d0 \uc601\ud5a5\uc744 \ubbf8\uce58\ub294 \uc911\uc694\ud55c \uc2dc\uc810\uc5d0 \ub3c4\ub2ec\ud558\uac8c \ub429\ub2c8\ub2e4. \uc989, \uc801\uc808\ud55c \ud0c0\uac9f \uacc4\uc815\uc744 \uc2dd\ubcc4\ud558\ub294 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc774 \ub2e8\uacc4\uc5d0\uc11c\ub294 \ub370\uc774\ud130 \ubd84\uc11d\uacfc \uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud504\ub85c\ud544\uc774\ub77c\ub294 \ub450 \uac00\uc9c0 \uc8fc\uc694 \ub9ac\uc18c\uc2a4\ub97c \ud65c\uc6a9\ud569\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ub9ac\uc18c\uc2a4\ub294 \uc81c\uacf5 \uc11c\ube44\uc2a4\uc5d0\uc11c \uac00\uce58\ub97c \uc5bb\uace0 \uc774\ud6c4 \uc804\ud658\ud560 \uac00\ub2a5\uc131\uc774 \uac00\uc7a5 \ub192\uc740 \ud68c\uc0ac\uc640 \uc8fc\uc694 \uc758\uc0ac \uacb0\uc815\uc790\ub97c \uc2dd\ubcc4\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub429\ub2c8\ub2e4.<\/p>\n<p>\ud83d\udc49 \ub370\uc774\ud130\ub97c \ud65c\uc6a9\ud574 \uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud504\ub85c\ud544(ICP)\uc744 \uc774\ud574\ud558\uc138\uc694<\/p>\n<p>\ud83d\udc49 \uc81c\uc548\uc758 \uc77c\uce58\uc131\uc744 \ud655\uc778\ud558\uc138\uc694<\/p>\n<p>\ud83d\udc49 \ud0c0\uac9f \uacc4\uc815 \uc2dd\ubcc4<\/p>\n<p>\uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud504\ub85c\ud544\uc744 \uc815\uc758\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ud544\uc694\ud558\uba74 \uc774 \uae30\uc0ac\uc5d0\uc11c \uc6d0\ud558\ub294 \ud1b5\ucc30\ub825\uc744 \uc5bb\uc744 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>\uc774\uc0c1\uc801\uc778 \uace0\uac1d \ud504\ub85c\ud544(ICP) \ub9cc\ub4e4\uae30<\/li>\n<\/ul>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/MEXXfGj.png\" alt=\"ABM \u2013 \ud22c\uc790\uc218\uc775\ub960\" \/><\/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\uc5d0 \uc801\ud569\ud55c \ucc44\ub110 \uc120\ud0dd<\/strong><\/h2>\n<p>\ub2e4\uc591\ud55c \ud50c\ub7ab\ud3fc\uc5d0\uc11c \ucf58\ud150\uce20\ub97c \ub2e4\uc591\ud654\ud558\ub294 \uac83\uc740 \uc8fc\uc694 \uacc4\uc815\uc744 \ucc38\uc5ec\uc2dc\ud0a4\ub294 \ub370 \uc911\uc694\ud569\ub2c8\ub2e4. \uac01 \ud50c\ub7ab\ud3fc\uc740 \ud0c0\uac9f \uacc4\uc815\uacfc \uc5f0\uacb0\ud558\uace0 \ubcf4\ub2e4 \uac15\ub825\ud55c \ube44\uc988\ub2c8\uc2a4 \uad00\uacc4\ub97c \uad6c\ucd95\ud560 \uc218 \uc788\ub294 \ub3c5\ud2b9\ud55c \uae30\ud68c\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4. \uc5ec\uae30\uc5d0\ub294 B2B \uc2dc\ub098\ub9ac\uc624\uc758 \uacbd\uc6b0 LinkedIn\uc774 \ud3ec\ud568\ub420 \uc218 \uc788\uc9c0\ub9cc \ud0c0\uac9f \uacc4\uc815\uc774 \uc790\uc8fc \ubc29\ubb38\ud558\ub294 \ub2e4\ub978 \ud50c\ub7ab\ud3fc\ub3c4 \ud3ec\ud568\ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p>\ud0c0\uac9f \uacc4\uc815\uc744 \uc2dd\ubcc4\ud560 \ub54c \ucca0\uc800\ud55c \uc870\uc0ac\ub97c \uc218\ud589\ud588\ub2e4\uba74 \ud0c0\uac9f \uacc4\uc815\uc5d0\uc11c \uc0ac\uc6a9\ud558\ub294 \ucc44\ub110\uc774 \uc774\ubbf8 \uba85\ud655\ud588\uc744 \uac83\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc608\ub97c \ub4e4\uc5b4, \ud55c \uac00\uc9c0 \uc811\uadfc \ubc29\uc2dd\uc740 Google \uad11\uace0\ub85c \ud2b9\uc815 \uc5ed\ud560\uc744 \ud0c0\uac9f\ud305\ud558\ub294 \uac83\uc785\ub2c8\ub2e4. \uc774\ub97c \ud1b5\ud574 \ud574\ub2f9 \uac1c\uc778\uc758 \uc608\uc0c1 \uac80\uc0c9\uc5d0 \ub530\ub77c \uad11\uace0\ub97c \uc0ac\uc6a9\uc790 \uc9c0\uc815\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. Reddit\uc740 \ud2b9\uc815 \uc8fc\uc81c\ub97c \uc911\uc2ec\uc73c\ub85c \ucee4\ubba4\ub2c8\ud2f0\ub97c \ucc38\uc5ec\uc2dc\ud0a4\ub294 \ub370 \uc720\uc6a9\ud55c \ub610 \ub2e4\ub978 \ud50c\ub7ab\ud3fc\uc785\ub2c8\ub2e4.<\/p>\n<p>\uc601\uc5c5 \uc804\ubb38\uac00\ub85c\uc11c, &quot;Google \uad11\uace0\uc640 \uc18c\uc15c \ubbf8\ub514\uc5b4\uac00 \uc81c \uc8fc\uc694 \uad00\uc2ec\uc0ac\uac00 \uc544\ub2c8\ub2e4&quot;\ub77c\uace0 \uc0dd\uac01\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uadf8\ub807\uc9c0 \uc54a\uc744 \uc218\ub3c4 \uc788\uc2b5\ub2c8\ub2e4. \uadf8\ub7fc\uc5d0\ub3c4 \ubd88\uad6c\ud558\uace0 ABM\uc740 \ub9c8\ucf00\ud305\uacfc \uc601\uc5c5 \uac04\uc758 \uc2dc\ub108\uc9c0\ub97c \uc911\uc2ec\uc73c\ub85c \ub3cc\uc544\uac11\ub2c8\ub2e4. \ub2e4\uac01\uc801\uc774\uace0 \ub2e4\uc911 \ucc44\ub110 \uc804\ub7b5\uc744 \ud1b5\ud574 \ub3d9\uae30\ud654\ud558\ub294 \uac83\uc774 \uc911\uc694\ud569\ub2c8\ub2e4. \ub9c8\ucf00\ud305 \ud300\uc774 \uad11\uace0\ub97c \uac10\ub3c5\ud560 \uc218 \uc788\uc9c0\ub9cc, LinkedIn \uc544\uc6c3\ub9ac\uce58\uac00 \uc801\uc808\ud55c \uc21c\uac04\uc5d0 \uc801\uc808\ud55c \uba54\uc2dc\uc9c0\ub97c \uc804\ub2ec\ud558\ub294 \uac83\uc774 \ud544\uc218\uc801\uc785\ub2c8\ub2e4. \uc774\ub97c \uc704\ud574 \ub9c8\ucf00\ud305\uacfc\uc758 \ud611\uc5c5\uc774 \ud544\uc218\uc801\uc785\ub2c8\ub2e4.<\/p>\n<h3><a id=\"effective-channel-strategies-for-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>ABM \ucc44\ub110\uc5d0 \ub300\ud55c \ud6a8\uacfc\uc801\uc778 \uc811\uadfc \ubc29\uc2dd:<\/strong><\/h3>\n<p><strong>\ub9c1\ud06c\ub4dc\uc778:<\/strong> B2B \ucc38\uc5ec\uc5d0 \ud544\uc218\uc801\uc774\uba70 \uc815\ud655\ud55c \ud0c0\uac9f\ud305 \uae30\ub2a5\uc744 \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\uc774\uba54\uc77c \ub9c8\ucf00\ud305:<\/strong> \uac1c\uc778\ud654\ub41c \uc774\uba54\uc77c\uc740 \ub9ac\ub4dc\ub97c \ud6a8\uacfc\uc801\uc73c\ub85c \uc721\uc131\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<p><strong>\ub2e4\ub978 \uc18c\uc15c \ud50c\ub7ab\ud3fc:<\/strong> \ud2b9\uc815 \ud658\uacbd \ub0b4\uc758 \uacc4\uc815\uacfc \uc0c1\ud638 \uc791\uc6a9\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\uc720\ub8cc \uad11\uace0:<\/strong> \ud0c0\uac9f \uace0\uac1d\uc774 \uac80\uc0c9\ud558\ub294 \uacf3\uc5d0 \uc815\ud655\ud788 \uc81c\ud488\uc744 \ubc30\uce58\ud558\uc138\uc694<\/p>\n<p>\ub9c8\ucf00\ud305 \ud300\uc740 \uc774\ub7ec\ud55c \ud50c\ub7ab\ud3fc\uc758 \ub370\uc774\ud130\ub97c \ud3c9\uac00\ud558\uc5ec \uac00\uc7a5 \uc601\ud5a5\ub825 \uc788\ub294 \ud50c\ub7ab\ud3fc\uc744 \uacb0\uc815\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ud1b5\ucc30\ub825\uc740 \uc758\ub3c4\ud55c \ub300\uc0c1 \uace0\uac1d\uc5d0\uac8c \uacf5\uac10\uc744 \uc5bb\ub294 \ucf58\ud150\uce20\ub97c \ub9cc\ub4dc\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub429\ub2c8\ub2e4.<\/p>\n<p>\uc774\ub7ec\ud55c \ucc44\ub110\uc5d0 \ub300\ud55c \ub354 \uc790\uc138\ud55c \uc815\ubcf4\ub97c \uc6d0\ud558\uc2dc\uba74 \ub2e4\uc74c \ub0b4\uc6a9\uc744 \uc77d\uc5b4\ubcf4\uc2dc\uba74 \ub3c4\uc6c0\uc774 \ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>250% \ub354 \ub192\uc740 \uc774\uba54\uc77c \uc751\ub2f5\ub960: 5\uac00\uc9c0 \uac04\ub2e8\ud55c \ud301<\/li>\n<\/ul>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/jnAZZtv.png\" alt=\"ABM\uc740 \ud310\ub9e4 \uc2dc\uac04\uc744 \uc808\uc57d\ud569\ub2c8\ub2e4\" \/><\/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\uc5d0\uc11c \ub9de\ucda4\ud615 \ucf58\ud150\uce20 \ubc0f \uba54\uc2dc\uc9d5 \ud65c\uc6a9<\/strong><\/h2>\n<p>\uc601\uc5c5\ud300\uc774 ABM\uc744 \uc120\ud0dd\ud558\ub294 \uc8fc\ub41c \uc774\uc720\ub294 \ub354 \ub192\uc740 \uc804\ud658\uc728\uc744 \ub0bc \uc218 \uc788\ub294 \uc785\uc99d\ub41c \ub2a5\ub825 \ub54c\ubb38\uc785\ub2c8\ub2e4. \uadf8\ub7ec\ub098 \uc774\ub7ec\ud55c \uc804\ud658\uc728\uc740 \ub9c8\uc220\ucc98\ub7fc \ub098\ud0c0\ub098\uc9c0 \uc54a\uc2b5\ub2c8\ub2e4.<\/p>\n<p>ABM\uc5d0\uc11c\ub294 \uac1c\uc778\ud654\ub41c \ucf58\ud150\uce20\uac00 \ub9e4\uc6b0 \uc911\uc694\ud558\uba70, \uac01 \ud0c0\uac9f \uacc4\uc815\uc758 \uace0\uc720\ud55c \uc694\uad6c \uc0ac\ud56d, \uacfc\uc81c, \uad00\uc2ec\uc0ac\ub97c \ud574\uacb0\ud569\ub2c8\ub2e4.<\/p>\n<p>ABM\uc5d0 \ud6a8\uacfc\uc801\uc778 \ucf58\ud150\uce20 \uc591\uc2dd\uc5d0\ub294 \uc0ac\ub840 \uc5f0\uad6c, \ubc31\uc11c, \ub9de\ucda4\ud615 \ube44\ub514\uc624, \uc9d1\uc911\uc801\uc778 \uc774\uba54\uc77c \ucea0\ud398\uc778\uc774 \ud3ec\ud568\ub418\uba70, \ubaa8\ub450 \ud0c0\uac9f \uacc4\uc815\uc758 \ud655\uc778\ub41c \ubb38\uc81c\uc810\uacfc \uc5f4\ub9dd\uc744 \uc9c1\uc811\uc801\uc73c\ub85c \ud574\uacb0\ud558\ub3c4\ub85d \ub9de\ucda4\ud654\ub418\uc5b4 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h3><a id=\"content-customization-tips\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\ucf58\ud150\uce20\uc5d0 \ub300\ud55c \uc0ac\uc6a9\uc790 \uc815\uc758 \ud301:<\/strong><\/h3>\n<ul>\n<li><strong>\ud1b5\ucc30\ub825\uacfc \ub370\uc774\ud130\ub97c \ud65c\uc6a9\ud558\uc5ec \ucf58\ud150\uce20\ub97c \uc0ac\uc6a9\uc790 \uc815\uc758\ud569\ub2c8\ub2e4.<\/strong> \uac1c\uc778\ud654\ub294 \uc7a0\uc7ac \uace0\uac1d\uc758 \uc774\ub984\uc744 \ubd80\ub974\ub294 \uac83\uc744 \ub118\uc5b4\uc11c, \uc801\uc808\ud55c \uc2dc\uae30\uc5d0 \uadf8\ub4e4\uc758 \uace0\uc720\ud55c \uace0\ubbfc\uc744 \ud574\uacb0\ud558\ub294 \uac1c\uc778\ud654\ub41c \uba54\uc2dc\uc9c0\ub97c \ubcf4\ub0b4\ub294 \uac83\uc744 \uc758\ubbf8\ud569\ub2c8\ub2e4.<\/li>\n<li><strong>\uc720\uc0ac\ud55c \uc131\uacf5 \uc2dc\ub098\ub9ac\uc624\ub97c \ubc18\uc601\ud558\ub294 \uace0\uc720\ud55c \uc0ac\ub840 \uc5f0\uad6c \uac1c\ubc1c:<\/strong> \uc0ac\ub840 \uc5f0\uad6c\ub294 \uadc0\ud558\uc758 \uc81c\uc548\uc758 \uc601\ud5a5\uc744 \uc785\uc99d\ud558\ub294 \uadc0\uc911\ud55c \ub3c4\uad6c \uc5ed\ud560\uc744 \ud569\ub2c8\ub2e4. \uace0\ud1b5\uc2a4\ub7ec\uc6b4 \uc810, \ud68c\uc0ac \uaddc\ubaa8, \uc0b0\uc5c5 \ubc0f \ud0c0\uac9f \uad6c\ub9e4\uc790 \uadf8\ub8f9 \ub0b4 \uac1c\uc778\uc758 \uc5ed\ud560\uc5d0 \ub530\ub77c \ub9de\ucda4\ud615 \uc0ac\ub840 \uc5f0\uad6c\ub97c \uac1c\ubc1c\ud569\ub2c8\ub2e4.<\/li>\n<li><strong>\ud2b9\uc815 \ube44\uc988\ub2c8\uc2a4 \uacfc\uc81c\ub97c \ud574\uacb0\ud558\uae30 \uc704\ud574 \uc774\uba54\uc77c \ucea0\ud398\uc778\uc744 \uc870\uc815\ud558\uc138\uc694.<\/strong> Salesloft\uc640 Outreach\uc640 \uac19\uc740 \ub3c4\uad6c\ub294 \uc870\uac74\uacfc \uae30\uc900\uc5d0 \ub530\ub77c \uc774\uba54\uc77c\uc744 \uc790\ub3d9\ud654\ud558\ub294 \uc2dc\ud000\uc2a4\ub97c \uad6c\uc131\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub420 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ub3c4\uad6c\ub97c \uc0ac\uc6a9\ud558\uba74 \ud544\uc694\ud560 \ub54c \uc815\ud655\ud558\uac8c \ud0c0\uac9f\ud305\ub41c \uba54\uc2dc\uc9c0\ub85c \ud2b9\uc815 \uace0\ud1b5\uc2a4\ub7ec\uc6b4 \uc810\uc744 \ud574\uacb0\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uace0\uc720\ud55c \uace0\ud1b5\uc2a4\ub7ec\uc6b4 \uc810, \ud68c\uc0ac \uaddc\ubaa8 \ubc0f \uc0b0\uc5c5\uc5d0 \ub300\ud574 \ub2e4\uc591\ud55c \uc2dc\ud000\uc2a4\ub97c \ub9cc\ub4ed\ub2c8\ub2e4.<\/li>\n<\/ul>\n<p>\uc544\uc9c1 Salesloft\ub098 Outreach\ub97c \ud65c\uc6a9\ud558\uc9c0 \uc54a\uace0 \uc788\ub2e4\uba74 \uc774\uba54\uc77c \uc804\ub7b5\uc5d0\uc11c \uc774\ub97c \uad6c\ud604\ud558\ub294 \ubc29\ubc95\uc5d0 \ub300\ud574 \uc790\uc138\ud788 \uc54c\uc544\ubcf4\ub294 \uac83\uc774 \uc720\uc775\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<ul>\n<li>Surfe\uc758 \ucd5c\uc2e0 Outreach.io \ud1b5\ud569\uc73c\ub85c \uc601\uc5c5 \ud64d\ubcf4 \uc804\ub7b5\uc744 \uac15\ud654\ud558\uc138\uc694<\/li>\n<li>Salesloft Chrome \ud655\uc7a5 \ud504\ub85c\uadf8\ub7a8\uc73c\ub85c \ub9e4\ucd9c\uc744 \ub298\ub9ac\uc138\uc694<\/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>\uc131\uacfc \ud3c9\uac00 \ubc0f \uc804\ub7b5 \uc801\uc6a9<\/strong><\/h2>\n<p>ABM \uc804\ub7b5\uc744 \uac1c\uc120\ud558\ub824\uba74 A\/B \ud14c\uc2a4\ud2b8 \ubc0f \uc601\uc5c5 \uc778\ud154\ub9ac\uc804\uc2a4 \uc18c\ud504\ud2b8\uc6e8\uc5b4\ub97c \ud65c\uc6a9\ud558\uc5ec \ubb34\uc5c7\uc774 \ud6a8\uacfc\uac00 \uc788\uace0 \uc65c \uadf8\ub7f0\uc9c0 \ub354 \uae4a\uc774 \uc774\ud574\ud574 \ubcf4\uc138\uc694. \ud504\ub85c\uc138\uc2a4\uc758 \uac01 \ub2e8\uacc4\uc5d0 \uac78\uce5c \ub370\uc774\ud130 \ud3ec\uc778\ud2b8\ub294 \uc0ac\ub78c\ub4e4\uc774 \uadc0\ud558\uc758 \uc81c\uc548\uc744 \ubc1c\uacac\ud558\ub294 \ubc29\ubc95, \uc5b4\ub5a4 \ucf58\ud150\uce20\uac00 \uadf8\ub4e4\uc744 \ucc38\uc5ec\uc2dc\ud0a4\ub294\uc9c0, \uadf8\ub9ac\uace0 \uadf8\ub4e4\uc774 \ucde8\ud558\ub294 \ud6c4\uc18d \uc870\uce58\uc5d0 \ub300\ud55c \ud1b5\ucc30\ub825\uc744 \uc81c\uacf5\ud569\ub2c8\ub2e4.<\/p>\n<p>\uc774\ub7ec\ud55c \ub370\uc774\ud130\ub97c \ucd94\uc801\ud558\uba74 \uae30\uc5c5\uc740 ABM \ucea0\ud398\uc778\uc758 \ud6a8\uacfc\ub97c \ud3c9\uac00\ud558\uace0 \uac1c\uc120\uc774 \ud544\uc694\ud55c \ubd84\uc57c\ub97c \uc815\ud655\ud788 \ud30c\uc545\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/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\uc5d0\uc11c \ubaa8\ub2c8\ud130\ub9c1\ud560 \uc8fc\uc694 \uc9c0\ud45c <\/strong><\/h3>\n<p><strong>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305(ABM):<\/strong><\/h3>\n<p><strong>\ucc38\uc5ec \uc9c0\ud45c:<\/strong> \ucf58\ud150\uce20\uc758 \ud6a8\uc728\uc131(\ucf58\ud150\uce20\uc640 \uc0c1\ud638 \uc791\uc6a9\/\uc88b\uc544\uc694\/\ub313\uae00\/\uacf5\uc720\ud558\ub294 \ub3c5\uc790\/\uc2dc\uccad\uc790 \ube44\uc728)\uc744 \ud3c9\uac00\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\uc804\ud658 \uc9c0\ud45c:<\/strong> \uc7a0\uc7ac \uace0\uac1d\uc744 \uace0\uac1d\uc73c\ub85c \uc804\ud658\ud558\ub294 \ud6a8\uacfc\ub97c \ubaa8\ub2c8\ud130\ub9c1\ud569\ub2c8\ub2e4.<\/p>\n<p><strong>\ud310\ub9e4\uc8fc\uae30 \uae30\uac04:<\/strong> ABM\uc744 \uad6c\ud604\ud558\uba74 \ud310\ub9e4 \uc8fc\uae30\ub97c \ub2e8\ucd95\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \ud310\ub9e4 \uc8fc\uae30\ub97c \ub2e8\ucd95\ud558\ub294 \ub370 \uc5b4\ub824\uc6c0\uc774 \uc788\ub2e4\uba74 \uc811\uadfc \ubc29\uc2dd\uc744 \uac1c\uc120\ud574\uc57c \ud55c\ub2e4\ub294 \uac83\uc744 \uc758\ubbf8\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4.<\/p>\n<h2><a id=\"building-relationships-with-buying-committees\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\uad6c\ub9e4\uc704\uc6d0\ud68c\uc640\uc758 \uc5f0\uacb0 \uad6c\ucd95<\/strong><\/h2>\n<p>B2B \uad6c\ub9e4 \uacb0\uc815\uc5d0\ub294 \uc885\uc885 \uc5ec\ub7ec \uc774\ud574\uad00\uacc4\uc790\uac00 \uad00\uc5ec\ud558\ubbc0\ub85c, \uacc4\uc815 \ub0b4 \ubaa8\ub4e0 \uc758\uc0ac \uacb0\uc815\uad8c\uc790\uc640 \uc18c\ud1b5\ud558\ub294 \uac83\uc774 \uc911\uc694\ud569\ub2c8\ub2e4.\u00a0<\/p>\n<p>\uad6c\ub9e4 \uc704\uc6d0\ud68c\uc758 \ubaa8\ub4e0 \uad6c\uc131\uc6d0\uc5d0\uac8c \uacf5\uac10\uc744 \uc5bb\ub294 \ucf58\ud150\uce20\uc640 \uba54\uc2dc\uc9c0\ub97c \uac1c\ubc1c\ud558\uba74 \uc601\uc5c5\uc774 \uc774\ub7ec\ud55c \uc911\uc694\ud55c \uc5f0\uacb0\uc744 \uc721\uc131\ud558\ub294 \ub370 \ub3c4\uc6c0\uc774 \ub429\ub2c8\ub2e4. \uc774 \uc804\ub7b5\uc740 \ubaa8\ub4e0 \uc7a0\uc7ac\uc801\uc778 \uc6b0\ub824 \uc0ac\ud56d\uc774 \ud574\uacb0\ub418\uace0 \uac00\uce58 \uc81c\uc548\uc774 \ubcf4\ud3b8\uc801\uc73c\ub85c \uba85\ud655\ud558\uac8c \uc804\ub2ec\ub418\ub3c4\ub85d \ubcf4\uc7a5\ud569\ub2c8\ub2e4.<\/p>\n<h3><a id=\"nurturing-relationships-with-buying-committees\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\uad6c\ub9e4 \uc704\uc6d0\ud68c\uc640\uc758 \uad00\uacc4 \uad6c\ucd95<\/strong><\/h3>\n<p>ABM\uc774 \uad6c\ucd95\ub418\uace0 \uace0\uac00 \uacc4\uc815\uc774 \ud655\ubcf4\ub418\uba74 \uc774\ub7ec\ud55c \uad00\uacc4\ub97c \uc721\uc131\ud558\uace0 \uc720\uc9c0\ud558\ub294 \uac83\uc774 \ud544\uc218\uc801\uc785\ub2c8\ub2e4. \uc5f0\ub77d\uc744 \uc720\uc9c0\ud558\ub294 \uac83\uc740 \uc8fc\uc694 \uc5f0\ub77d\ucc98\uc5d0 \uad6d\ud55c\ub418\uc9c0 \uc54a\uc2b5\ub2c8\ub2e4. \uc5ed\ud560\uc774 \ubcc0\uacbd\ub420 \ub54c \uc78a\ud600\uc9c0\ub294 \uac83\uc744 \ud53c\ud558\uae30 \uc704\ud574 \uad6c\ub9e4 \uc704\uc6d0\ud68c\uc758 \uac01 \uc0ac\ub78c\uacfc \uad00\uacc4\ub97c \uad6c\ucd95\ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. (\ub610\ud55c \ud68c\uc0ac\ub97c \ubc14\uafb8\uba74 \uadf8\uacf3\uc5d0\uc11c\ub3c4 \uadc0\ud558\uc758 \uc81c\ud488\/\uc11c\ube44\uc2a4\ub97c \uc9c0\uc9c0\ud560 \uc218\ub3c4 \uc788\uc2b5\ub2c8\ub2e4!)<\/p>\n<p>ABM\uc758 \ubaa8\ub4e0 \uce21\uba74\uacfc \ub9c8\ucc2c\uac00\uc9c0\ub85c, \uadc0\ud558\uc758 \ubaa9\ud45c\ub294 \uac00\uce58\ub97c \uc804\ub2ec\ud558\ub294 \uac83\uc785\ub2c8\ub2e4. \ubaa8\ub4e0 \uc0c1\ud638\uc791\uc6a9\uc740 \ub204\uad70\uac00\uc758 \uc9c1\uc5c5 \uc0dd\ud65c\uc744 \ubcf4\ub2e4 \uad00\ub9ac\ud558\uae30 \uc27d\uac8c \ub9cc\ub4e4 \uc218 \uc788\ub294 \uae30\ud68c\ub97c \uc81c\uacf5\ud569\ub2c8\ub2e4. \uad00\ub828 \ucf58\ud150\uce20, \uc5c5\uacc4 \uc5c5\ub370\uc774\ud2b8 \uacf5\uc720, \uc81c\ud488\uc5d0 \ub300\ud55c \uad50\uc721 \ub610\ub294 \ub9ac\ud504\ub808\uc154 \uc81c\uacf5 \ub4f1, \uc21c\uc804\ud788 \uac70\ub798\uc801\uc778 \uc0c1\ud638\uc791\uc6a9\uc774 \uc544\ub2cc \uce5c\uc808\ud558\uace0 \ud611\uc758\uc801\uc778 \uc0c1\ud638\uc791\uc6a9\uc744 \uc720\uc9c0\ud558\uba74 \ud310\ub9e4 \uacb0\uacfc\uac00 \ud5a5\uc0c1\ub418\uace0 \uace0\uac1d \ub9cc\uc871\ub3c4\uc640 \uc720\uc9c0\uc728\uc774 \ud5a5\uc0c1\ub420 \uac00\ub2a5\uc131\uc774 \ub192\uc2b5\ub2c8\ub2e4.<\/p>\n<h2><a id=\"let\u2019s-wrap-it-up\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\ub9c8\uc9c0\ub9c9 \uc0dd\uac01\ub4e4<\/strong><\/h2>\n<p>\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305(ABM)\uc740 B2B \ud310\ub9e4\uc5d0 \ub300\ud55c \uc9d1\uc911\uc801\uc774\uace0 \uac1c\uc778\ud654\ub41c \uc811\uadfc \ubc29\uc2dd\uc744 \uc81c\uc2dc\ud569\ub2c8\ub2e4.<\/p>\n<p>ABM\uc740 \ub370\uc774\ud130 \ubd84\uc11d\uacfc \ub9de\ucda4\ud615 \ucf58\ud150\uce20\ub97c \ud65c\uc6a9\ud558\uc5ec \ub2e4\uc591\ud55c \ucc44\ub110\uc744 \ud1b5\ud574 \uc8fc\uc694 \uacc4\uc815\uacfc\uc758 \ucc38\uc5ec\ub97c \ucd09\uc9c4\ud558\uace0, \uc758\uc0ac \uacb0\uc815\uad8c\uc790\uc640\uc758 \uad00\uacc4\ub97c \uac15\ud654\ud569\ub2c8\ub2e4.<\/p>\n<p>ABM\uc758 \uc131\uacf5\uc5d0 \uc911\uc694\ud55c \uac83\uc740 \ud0c0\uac9f \uacc4\uc815\uc5d0 \ub300\ud55c \ud1b5\ud569\ub41c \uc804\ub7b5\uc744 \ubcf4\uc7a5\ud558\uae30 \uc704\ud574 \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305 \ud300 \uac04\uc758 \uae34\ubc00\ud55c \ud611\ub825\uc785\ub2c8\ub2e4. \uc774\ub7ec\ud55c \ud611\ub825\uc740 ABM \ucea0\ud398\uc778\uc758 \uc2b9\ub9ac\uc5d0 \ud575\uc2ec\uc801\uc778 \uc694\uc18c\ub85c, \ub450 \ud300\uc774 \uacf5\ud1b5 \ubaa9\ud45c\uc5d0 \ub9de\ucdb0 \ud611\ub825\ud558\uace0 \uc77c\uad00\ub41c \uba54\uc2dc\uc9c0\ub97c \uc0ac\uc6a9\ud558\ub3c4\ub85d \ubcf4\uc7a5\ud569\ub2c8\ub2e4.<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/uUQQCI0.png\" alt=\"\ud5c8\ube0c\uc2a4\ud31f \uadf8\ub9ac\ub4dc \uc2dc\uac01\ud654 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\ub97c \uc0ac\uc6a9\ud558\uc5ec \ubaa8\ub4e0 \ub300\uc0c1 \uacc4\uc815\uc744 CRM\uc5d0 \ud1b5\ud569\ud558\uc138\uc694.<\/h2>\n<p>Surfe\ub294 LinkedIn\uc744 CRM\uc5d0 \uc5f0\uacb0\ud558\uc5ec \ud55c \ubc88\uc758 \ud074\ub9ad\uc73c\ub85c \uc5f0\ub77d\ucc98\ub97c \ucd94\uac00\ud558\uace0 \ud574\ub2f9 \uc5f0\ub77d\ucc98\uc758 \uc804\ubb38\uc801\uc774\uace0 \uac80\uc99d\ub41c \uc774\uba54\uc77c \uc8fc\uc18c\uc640 \ud734\ub300\ud3f0 \ubc88\ud638\ub97c \uc5bb\uc744 \uc218 \uc788\ub3c4\ub85d \ud574\uc90d\ub2c8\ub2e4.<\/p>\n<p>\uc2dc\uc791\ud558\uc138\uc694<\/p>\n<h2><a id=\"faq-about-implementing-abm-for-sales\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\uc601\uc5c5\uc744 \uc704\ud55c ABM \uad6c\ud604\uc5d0 \ub300\ud55c 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\uc740 \ud310\ub9e4\uc5d0 \uc5b4\ub5bb\uac8c \uae30\uc5ec\ud558\ub294\uac00?<\/strong><\/h3>\n<p>ABM\uc740 \ud0c0\uac9f\ud305\ub41c \ud310\ub9e4 \uc811\uadfc \ubc29\uc2dd\uc744 \uac00\ub2a5\ud558\uac8c \ud569\ub2c8\ub2e4. \ubd88\ud655\uc2e4\ud55c \uacb0\uacfc\ub97c \uac00\uc9c4 \ucf58\ud150\uce20\uc640 \ud64d\ubcf4\ub97c \uad11\ubc94\uc704\ud558\uac8c \ubc30\ud3ec\ud558\ub294 \ub300\uc2e0 \ub354 \uc791\uc740 \uacc4\uc815 \uc9d1\ud569\uc5d0 \ud2b9\ubcc4\ud788 \uc9d1\uc911\ud558\ub294 \uac83\uc744 \ud3ec\ud568\ud569\ub2c8\ub2e4. \ud0c0\uac9f \uacc4\uc815\uc5d0 \uac1c\uc778\ud654\ub41c \uba54\uc2dc\uc9c0\ub97c \uc804\ub2ec\ud568\uc73c\ub85c\uc368 \ud310\ub9e4 \ud300\uc740 ABM \uc804\uc220\uc744 \ud1b5\ud574 \uc0c1\ub2f9\ud788 \ub192\uc740 \uc804\ud658\uc728\uc744 \ubaa9\uaca9\ud588\uc2b5\ub2c8\ub2e4.<\/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>\uc601\uc5c5\uc5d0\uc11c ABM\uc744 \uc2e4\ud589\ud558\ub294 \ubc29\ubc95\uc740?<\/strong><\/h3>\n<ul>\n<li>\ud0c0\uac9f \uacc4\uc815 \ubd84\uc11d \ubc0f \uc815\uc758<\/li>\n<li>\ud574\ub2f9 \uacc4\uc815 \ub0b4 \uc8fc\uc694 \uc758\uc0ac \uacb0\uc815\uad8c\uc790\ub97c \uc2dd\ubcc4\ud569\ub2c8\ub2e4.<\/li>\n<li>\uac01 \uacc4\uc815\uc5d0 \ub9de\ub294 \ub9de\ucda4\ud615 \uc811\uadfc \ubc29\uc2dd\uc744 \ub9cc\ub4e4\uc5b4\ubcf4\uc138\uc694<\/li>\n<li>\uac70\ub798\uac00 \uc131\uc0ac\ub41c \ud6c4\uc5d0\ub3c4 \uacc4\uc815\uc744 \uacc4\uc18d \uc721\uc131\ud558\uace0 \uad00\uacc4\ub97c \uc720\uc9c0\ud558\uc2ed\uc2dc\uc624.<\/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 \ud300\uc744 \uad6c\uc131\ud558\ub294 \ubc29\ubc95?<\/strong><\/h3>\n<p>ABM \ud300\uc5d0\ub294 \uc601\uc5c5 \ubc0f \ub9c8\ucf00\ud305 \ud300\uc758 \uad6c\uc131\uc6d0\uc774 \ud3ec\ud568\ub418\uc5b4\uc57c \ud569\ub2c8\ub2e4. \ubaa8\ub4e0 \ucc38\uc5ec\uc790\ub294 ICP\uc5d0 \ub300\ud55c \uc2ec\uc624\ud55c \ud1b5\ucc30\ub825\uacfc \uc81c\uacf5 \uc0ac\ud56d\uc774 \uacc4\uc815\uc5d0 \uc81c\uacf5\ud560 \uc218 \uc788\ub294 \uc774\uc810\uc744 \ubcf4\uc720\ud574\uc57c \ud569\ub2c8\ub2e4. ABM \ud300\uc758 \uc77c\ubc18\uc801\uc778 \uc5ed\ud560\uc5d0\ub294 \uc804\ub7b5 \ub9ac\ub354, \ud300\uc758 \uc601\uc5c5 \ucc45\uc784\uc790, \ucf58\ud150\uce20 \uc81c\uc791\uc790 \ubc0f \ub370\uc774\ud130 \ubd84\uc11d\uac00\uac00 \ud3ec\ud568\ub429\ub2c8\ub2e4.\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\uc744 \uc704\ud574 \uba87 \uac1c\uc758 \uacc4\uc815\uc5d0 \uc9d1\uc911\ud574\uc57c \ud569\ub2c8\uae4c?<\/strong><\/h3>\n<p>\uc18c\uaddc\ubaa8 \uae30\uc5c5\uc740 10~20\uac1c \uacc4\uc815\uc744 \ud0c0\uac9f\ud305\ud558\uc5ec \uc131\uacf5\ud560 \uc218 \uc788\ub294 \ubc18\uba74, \ub300\uae30\uc5c5\uc740 \uc218\ubc31 \uac1c\ub97c \ubaa9\ud45c\ub85c \ud560 \uc218 \uc788\uc2b5\ub2c8\ub2e4. \uc77c\ubc18\uc801\uc73c\ub85c 50~500\uac1c \uc815\ub3c4\uc758 \ud0c0\uac9f \uacc4\uc815\uc744 \uac16\ub294 \uac83\uc774 \ud45c\uc900\uc785\ub2c8\ub2e4. \uc774 \uc22b\uc790\ub294 \ube44\uc988\ub2c8\uc2a4 \uc694\uad6c \uc0ac\ud56d, \ud300 \uaddc\ubaa8 \ubc0f \uc0b0\uc5c5 \ubd80\ubb38\uc5d0 \ub530\ub77c \ub2e4\ub985\ub2c8\ub2e4.<\/p>","protected":false},"excerpt":{"rendered":"\uacc4\uc815 \uae30\ubc18 \ub9c8\ucf00\ud305(ABM)\uc740 \uc798 \uc815\uc758\ub41c \uadf8\ub8f9\uc5d0 \ub9c8\ucf00\ud305 \ubc0f \ud310\ub9e4 \ub178\ub825\uc744 \uc9d1\uc911\uc2dc\ud0a4\ub294 \uc758\ub3c4\uc801\uc778 \ubc29\ubc95\ub860\uc785\ub2c8\ub2e4.","protected":false},"author":1,"featured_media":2412,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"csco_display_header_overlay":false,"csco_singular_sidebar":"","csco_page_header_type":"","footnotes":""},"categories":[258],"tags":[293],"ppma_author":[290],"class_list":{"0":"post-5101","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-marketing","8":"tag-seo","9":"cs-entry"},"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v22.4 (Yoast SEO v22.4) - 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