{"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\/zh\/marketing\/\u900f\u904e-abm-\u500b\u4eba\u5316\u7684\u53c3\u8207\u7b56\u7565\u63d0\u5347\u92b7\u552e\u984d\/","title":{"rendered":"\u900f\u904e ABM \u63d0\u5347\u92b7\u552e\u984d\uff1a\u500b\u4eba\u5316\u7684\u53c3\u8207\u7b56\u7565"},"content":{"rendered":"<p>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7 (ABM) \u662f\u4e00\u7a2e\u6709\u610f\u7684\u65b9\u6cd5\uff0c\u5b83\u5c07\u884c\u92b7\u548c\u92b7\u552e\u5de5\u4f5c\u96c6\u4e2d\u5728\u7279\u5b9a\u5e02\u5834\u5167\u4e00\u7d44\u660e\u78ba\u7684\u76ee\u6a19\u5e33\u6236\u4e0a\u3002<\/p>\n<p>ABM 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\u4e2d\u5229\u7528\u5ba2\u88fd\u5316\u5167\u5bb9\u548c\u8a0a\u606f\u50b3\u905e<\/li>\n<\/ul>\n<h2><a id=\"understanding-account-based-marketing-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a>\u4e86\u89e3\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7 (ABM)<\/h2>\n<p>ABM \u7b56\u7565\u7684\u555f\u52d5\u5f9e\u5b9a\u7fa9\u660e\u78ba\u7684\u3001\u53ef\u8861\u91cf\u7684\u76ee\u6a19\u958b\u59cb\u3002\u9019\u4e9b\u76ee\u6a19\u6307\u5c0e ABM \u7b56\u7565\u7684\u6bcf\u500b\u968e\u6bb5\uff0c\u78ba\u4fdd\u6bcf\u9805\u6d3b\u52d5\u90fd\u6709\u52a9\u65bc\u5be6\u73fe\u696d\u52d9\u7684\u6574\u9ad4\u76ee\u6a19\u3002<\/p>\n<p>ABM \u7b56\u7565\u7684\u5171\u540c\u76ee\u6a19\u5305\u62ec\uff1a<\/p>\n<ul>\n<li>\u63d0\u9ad8\u5e33\u6236\u53c3\u8207\u5ea6<\/li>\n<li>\u63d0\u9ad8\u76ee\u6a19\u5e33\u6236\u7684\u8f49\u63db\u7387<\/li>\n<li>\u4e26\u63d0\u9ad8\u5ba2\u6236\u7d42\u8eab\u50f9\u503c\u3002<\/li>\n<\/ul>\n<p>\u6e05\u695a\u6982\u8ff0\u7684\u76ee\u6a19\u78ba\u4fdd\u92b7\u552e\u548c\u884c\u92b7\u5718\u968a\u4e4b\u9593\u4fdd\u6301\u4e00\u81f4\uff0c\u5c08\u6ce8\u65bc\u76f8\u540c\u7684\u76ee\u6a19\uff0c\u9019\u662f ABM \u7684\u672c\u8cea\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>\u4f46\u662f\uff0c\u5982\u4f55\u78ba\u5b9a ABM \u7684\u76ee\u6a19\u5e33\u6236\u5462\uff1f<\/strong><\/h3>\n<p>\u4e00\u65e6\u8a2d\u5b9a\u4e86\u76ee\u6a19\uff0c\u60a8\u5c31\u5230\u9054\u4e86\u4e00\u500b\u5c07\u5f71\u97ff\u6240\u6709\u5f8c\u7e8c\u6c7a\u7b56\u7684\u95dc\u9375\u6642\u523b\uff1a\u78ba\u5b9a\u9069\u7576\u7684\u76ee\u6a19\u5ba2\u6236\u3002<\/p>\n<p>\u5728\u6b64\u968e\u6bb5\uff0c\u60a8\u53ef\u4ee5\u5229\u7528\u5169\u500b\u4e3b\u8981\u8cc7\u6e90\uff1a\u8cc7\u6599\u5206\u6790\u548c\u7406\u60f3\u7684\u5ba2\u6236\u6a94\u6848\u3002\u9019\u4e9b\u8cc7\u6e90\u53ef\u5354\u52a9\u60a8\u8b58\u5225\u6700\u6709\u53ef\u80fd\u5f9e\u60a8\u7684\u7522\u54c1\u4e2d\u7372\u53d6\u50f9\u503c\u4e26\u96a8\u5f8c\u8f49\u63db\u7684\u516c\u53f8\u548c\u95dc\u9375\u6c7a\u7b56\u8005\u3002<\/p>\n<p>\ud83d\udc49 \u5229\u7528\u8cc7\u6599\u4e86\u89e3\u60a8\u7406\u60f3\u7684\u5ba2\u6236\u6a94\u6848\uff08ICP\uff09<\/p>\n<p>\ud83d\udc49 \u78ba\u4fdd\u60a8\u7684\u5831\u50f9\u4e00\u81f4<\/p>\n<p>\ud83d\udc49 \u78ba\u5b9a\u76ee\u6a19\u5e33\u6236<\/p>\n<p>\u5982\u679c\u60a8\u9700\u8981\u5354\u52a9\u5b9a\u7fa9\u7406\u60f3\u7684\u5ba2\u6236\u6a94\u6848\uff0c\u672c\u6587\u53ef\u80fd\u6703\u63d0\u4f9b\u60a8\u5c0b\u6c42\u7684\u898b\u89e3\uff1a<\/p>\n<ul>\n<li>\u5efa\u7acb\u7406\u60f3\u7684\u5ba2\u6236\u6a94\u6848 (ICP)<\/li>\n<\/ul>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/MEXXfGj.png\" alt=\"ABM \u2013 \u6295\u8cc7\u5831\u916c\u7387\" \/><\/p>\n<h2><a id=\"choosing-the-right-channels-for-abm\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u9078\u64c7\u5408\u9069\u7684 ABM \u7ba1\u9053<\/strong><\/h2>\n<p>\u8de8\u4e0d\u540c\u5e73\u53f0\u7684\u5167\u5bb9\u591a\u6a23\u5316\u5c0d\u65bc\u5438\u5f15\u5927\u5ba2\u6236\u81f3\u95dc\u91cd\u8981\u3002\u6bcf\u500b\u5e73\u53f0\u90fd\u63d0\u4f9b\u4e86\u8207\u76ee\u6a19\u5ba2\u6236\u5efa\u7acb\u806f\u7e6b\u4e26\u57f9\u990a\u66f4\u7262\u56fa\u7684\u696d\u52d9\u95dc\u4fc2\u7684\u7368\u7279\u6a5f\u6703\u3002\u9019\u53ef\u80fd\u6d89\u53ca B2B \u5834\u666f\u7684 LinkedIn\uff0c\u4f46\u4e5f\u53ef\u80fd\u5305\u62ec\u76ee\u6a19\u5e33\u6236\u7d93\u5e38\u4f7f\u7528\u7684\u4efb\u4f55\u5176\u4ed6\u5e73\u53f0\u3002<\/p>\n<p>\u5982\u679c\u5728\u8fa8\u8b58\u76ee\u6a19\u5e33\u865f\u7684\u904e\u7a0b\u4e2d\u9032\u884c\u4e86\u6df1\u5165\u7684\u7814\u7a76\uff0c\u90a3\u9ebc\u4f60\u7684\u76ee\u6a19\u5e33\u865f\u6240\u4f7f\u7528\u7684\u7ba1\u9053\u61c9\u8a72\u5df2\u7d93\u5f88\u660e\u986f\u4e86\u3002<\/p>\n<p>\u4f8b\u5982\uff0c\u4e00\u7a2e\u65b9\u6cd5\u53ef\u4ee5\u900f\u904e Google \u5ee3\u544a\u91dd\u5c0d\u7279\u5b9a\u89d2\u8272 - \u4f7f\u60a8\u80fd\u5920\u6839\u64da\u9019\u4e9b\u4eba\u53ef\u80fd\u7684\u641c\u5c0b\u4f86\u81ea\u8a02\u5ee3\u544a\u3002 Reddit \u662f\u53e6\u4e00\u500b\u5c0d\u65bc\u5438\u5f15\u4ee5\u7279\u5b9a\u4e3b\u984c\u70ba\u4e2d\u5fc3\u7684\u793e\u7fa4\u6709\u50f9\u503c\u7684\u5e73\u53f0\u3002<\/p>\n<p>\u4f5c\u70ba\u4e00\u540d\u92b7\u552e\u5c08\u696d\u4eba\u58eb\uff0c\u60a8\u53ef\u80fd\u6703\u8a8d\u70ba\uff0c\u201cGoogle \u5ee3\u544a\u548c\u793e\u4ea4\u5a92\u9ad4\u4e0d\u662f\u6211\u7684\u4e3b\u8981\u95dc\u6ce8\u9ede\u3002\u201d\u53ef\u80fd\u4e0d\u662f\u3002\u7136\u800c\uff0cABM \u570d\u7e5e\u8457\u884c\u92b7\u548c\u92b7\u552e\u4e4b\u9593\u7684\u5354\u540c\u4f5c\u7528\u3002\u900f\u904e\u591a\u65b9\u9762\u3001\u591a\u901a\u8def\u7b56\u7565\u9032\u884c\u540c\u6b65\u81f3\u95dc\u91cd\u8981\u3002\u96d6\u7136\u884c\u92b7\u5718\u968a\u53ef\u80fd\u6703\u76e3\u7763\u5ee3\u544a\uff0c\u4f46 LinkedIn \u7684\u63a8\u5ee3\u6d3b\u52d5\u5fc5\u9808\u5728\u6b63\u78ba\u7684\u6642\u523b\u50b3\u9054\u6b63\u78ba\u7684\u8a0a\u606f\u3002\u70ba\u6b64\uff0c\u8207\u884c\u92b7\u90e8\u9580\u7684\u5408\u4f5c\u81f3\u95dc\u91cd\u8981\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 \u4e2d\u901a\u8def\u7684\u6709\u6548\u65b9\u6cd5\uff1a<\/strong><\/h3>\n<p><strong>\u9818\u82f1\uff1a<\/strong> \u63d0\u4f9b\u7cbe\u78ba\u7684\u5b9a\u4f4d\u80fd\u529b\u5c0d\u65bc B2B \u53c3\u8207\u81f3\u95dc\u91cd\u8981\u3002<\/p>\n<p><strong>\u96fb\u5b50\u90f5\u4ef6\u884c\u92b7\uff1a<\/strong> \u500b\u4eba\u5316\u96fb\u5b50\u90f5\u4ef6\u53ef\u4ee5\u6709\u6548\u57f9\u990a\u6f5b\u5728\u5ba2\u6236\u3002<\/p>\n<p><strong>\u5176\u4ed6\u793e\u4ea4\u5e73\u53f0\uff1a<\/strong> \u8207\u7279\u5b9a\u74b0\u5883\u4e2d\u7684\u5e33\u6236\u4e92\u52d5\u3002<\/p>\n<p><strong>\u4ed8\u8cbb\u5ee3\u544a\uff1a<\/strong> \u5c07\u60a8\u7684\u7522\u54c1\u6e96\u78ba\u5b9a\u4f4d\u5728\u76ee\u6a19\u53d7\u773e\u6b63\u5728\u641c\u5c0b\u7684\u4f4d\u7f6e<\/p>\n<p>\u60a8\u7684\u884c\u92b7\u5718\u968a\u53ef\u4ee5\u8a55\u4f30\u9019\u4e9b\u5e73\u53f0\u7684\u6578\u64da\uff0c\u4ee5\u78ba\u5b9a\u6700\u5177\u5f71\u97ff\u529b\u7684\u5e73\u53f0\u3002\u9019\u7a2e\u6d1e\u5bdf\u529b\u6709\u52a9\u65bc\u88fd\u4f5c\u8207\u76ee\u6a19\u53d7\u773e\u7522\u751f\u5171\u9cf4\u7684\u5167\u5bb9\u3002<\/p>\n<p>\u5982\u679c\u60a8\u5c0b\u6c42\u6709\u95dc\u9019\u4e9b\u7ba1\u9053\u7684\u66f4\u591a\u8a73\u7d30\u4fe1\u606f\uff0c\u95b1\u8b80\u9019\u4e9b\u7ba1\u9053\u53ef\u80fd\u6703\u6709\u6240\u5e6b\u52a9\uff1a<\/p>\n<ul>\n<li>250% \u66f4\u9ad8\u7684\u96fb\u5b50\u90f5\u4ef6\u56de\u8986\u7387\uff1a5 \u500b\u5feb\u901f\u63d0\u793a<\/li>\n<\/ul>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/jnAZZtv.png\" alt=\"ABM \u7bc0\u7701\u92b7\u552e\u6642\u9593\" \/><\/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>\u5728 ABM \u4e2d\u4f7f\u7528\u5ba2\u88fd\u5316\u5167\u5bb9\u548c\u8a0a\u606f\u50b3\u905e<\/strong><\/h2>\n<p>\u92b7\u552e\u5718\u968a\u9078\u64c7 ABM \u7684\u4e3b\u8981\u539f\u56e0\u662f\u5176\u5df2\u8b49\u660e\u80fd\u5920\u7522\u751f\u66f4\u9ad8\u7684\u8f49\u63db\u7387\u3002\u7136\u800c\uff0c\u9019\u4e9b\u8f49\u63db\u7387\u4e26\u4e0d\u6703\u795e\u5947\u5730\u986f\u73fe\u51fa\u4f86\u3002<\/p>\n<p>\u500b\u4eba\u5316\u5167\u5bb9\u5728 ABM \u4e2d\u81f3\u95dc\u91cd\u8981\uff0c\u53ef\u6eff\u8db3\u6bcf\u500b\u76ee\u6a19\u5ba2\u6236\u7684\u7368\u7279\u9700\u6c42\u3001\u6311\u6230\u548c\u8208\u8da3\u3002<\/p>\n<p>ABM \u7684\u6709\u6548\u5167\u5bb9\u5f62\u5f0f\u5305\u62ec\u6848\u4f8b\u7814\u7a76\u3001\u767d\u76ae\u66f8\u3001\u5ba2\u88fd\u5316\u5f71\u7247\u548c\u6709\u91dd\u5c0d\u6027\u7684\u96fb\u5b50\u90f5\u4ef6\u6d3b\u52d5\uff0c\u6240\u6709\u9019\u4e9b\u90fd\u662f\u70ba\u4e86\u76f4\u63a5\u89e3\u6c7a\u76ee\u6a19\u5ba2\u6236\u5df2\u8b58\u5225\u7684\u75db\u9ede\u548c\u9858\u671b\u800c\u91cf\u8eab\u5b9a\u5236\u7684\u3002<\/p>\n<h3><a id=\"content-customization-tips\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u5167\u5bb9\u5ba2\u88fd\u5316\u6280\u5de7\uff1a<\/strong><\/h3>\n<ul>\n<li><strong>\u5229\u7528\u898b\u89e3\u548c\u6578\u64da\u4f86\u5ba2\u88fd\u5316\u5167\u5bb9\uff1a<\/strong> \u500b\u4eba\u5316\u4e0d\u50c5\u50c5\u662f\u900f\u904e\u540d\u5b57\u7a31\u547c\u6f5b\u5728\u5ba2\u6236\uff1b\u5b83\u6d89\u53ca\u5728\u6b63\u78ba\u7684\u6642\u9593\u5411\u4ed6\u5011\u767c\u9001\u500b\u4eba\u5316\u8a0a\u606f\uff0c\u89e3\u6c7a\u4ed6\u5011\u7368\u7279\u7684\u75db\u9ede\u3002<\/li>\n<li><strong>\u767c\u5c55\u53cd\u6620\u985e\u4f3c\u6210\u529f\u5834\u666f\u7684\u7368\u7279\u6848\u4f8b\u7814\u7a76\uff1a<\/strong> \u6848\u4f8b\u7814\u7a76\u662f\u5c55\u793a\u60a8\u7684\u7522\u54c1\u5f71\u97ff\u529b\u7684\u5bf6\u8cb4\u5de5\u5177\u3002\u6839\u64da\u75db\u9ede\u3001\u516c\u53f8\u898f\u6a21\u3001\u884c\u696d\u4ee5\u53ca\u76ee\u6a19\u8cb7\u5bb6\u7fa4\u9ad4\u4e2d\u500b\u4eba\u7684\u89d2\u8272\u958b\u767c\u5ba2\u88fd\u5316\u6848\u4f8b\u7814\u7a76\u3002<\/li>\n<li><strong>\u8abf\u6574\u96fb\u5b50\u90f5\u4ef6\u884c\u92b7\u6d3b\u52d5\u4ee5\u61c9\u5c0d\u7279\u5b9a\u7684\u696d\u52d9\u6311\u6230\uff1a<\/strong> Salesloft \u548c Outreach \u7b49\u5de5\u5177\u53ef\u4ee5\u5e6b\u52a9\u5efa\u7acb\u6839\u64da\u689d\u4ef6\u548c\u6a19\u6e96\u81ea\u52d5\u767c\u9001\u96fb\u5b50\u90f5\u4ef6\u7684\u5e8f\u5217\u3002\u9019\u4e9b\u5de5\u5177\u53ef\u4ee5\u5728\u9700\u8981\u6642\u900f\u904e\u6709\u91dd\u5c0d\u6027\u7684\u8a0a\u606f\u50b3\u905e\u7cbe\u78ba\u5730\u89e3\u6c7a\u7279\u5b9a\u7684\u75db\u9ede\u3002\u91dd\u5c0d\u4e0d\u540c\u7684\u75db\u9ede\u3001\u516c\u53f8\u898f\u6a21\u548c\u7522\u696d\u5275\u5efa\u4e0d\u540c\u7684\u5e8f\u5217\u3002<\/li>\n<\/ul>\n<p>\u5982\u679c\u60a8\u5c1a\u672a\u5229\u7528 Salesloft \u6216 Outreach\uff0c\u8a73\u7d30\u4e86\u89e3\u5b83\u5011\u5728\u60a8\u7684\u96fb\u5b50\u90f5\u4ef6\u7b56\u7565\u4e2d\u7684\u5be6\u65bd\u53ef\u80fd\u6703\u6709\u6240\u5e6b\u52a9\uff1a<\/p>\n<ul>\n<li>\u900f\u904e Surfe \u6700\u65b0\u7684 Outreach.io \u6574\u5408\u589e\u5f37\u60a8\u7684\u92b7\u552e\u63a8\u5ee3\u7b56\u7565<\/li>\n<li>\u4f7f\u7528 Salesloft Chrome \u64f4\u5145\u529f\u80fd\u63d0\u9ad8\u92b7\u552e\u984d<\/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>\u8a55\u4f30\u7e3e\u6548\u548c\u8abf\u6574\u7b56\u7565<\/strong><\/h2>\n<p>\u8981\u5b8c\u5584\u60a8\u7684 ABM \u7b56\u7565\uff0c\u8acb\u8003\u616e\u5229\u7528 A\/B \u6e2c\u8a66\u548c\u92b7\u552e\u667a\u6167\u8edf\u9ad4\u4f86\u66f4\u6df1\u5165\u5730\u4e86\u89e3\u4ec0\u9ebc\u6709\u6548\u4ee5\u53ca\u70ba\u4ec0\u9ebc\u6709\u6548\u3002\u6574\u500b\u6d41\u7a0b\u6bcf\u500b\u968e\u6bb5\u7684\u6578\u64da\u9ede\u53ef\u4ee5\u5e6b\u52a9\u60a8\u6df1\u5165\u4e86\u89e3\u4eba\u5011\u5982\u4f55\u767c\u73fe\u60a8\u7684\u7522\u54c1\u3001\u54ea\u4e9b\u5167\u5bb9\u5438\u5f15\u4e86\u4ed6\u5011\u4ee5\u53ca\u4ed6\u5011\u63a1\u53d6\u7684\u5f8c\u7e8c\u884c\u52d5\u3002<\/p>\n<p>\u8ffd\u8e64\u9019\u4e9b\u6578\u64da\u4f7f\u4f01\u696d\u80fd\u5920\u8a55\u4f30\u5176 ABM \u6d3b\u52d5\u7684\u6709\u6548\u6027\u4e26\u627e\u51fa\u9700\u8981\u6539\u9032\u7684\u9818\u57df\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 \u4e2d\u8981\u76e3\u63a7\u7684\u95dc\u9375\u6307\u6a19 <\/strong><\/h3>\n<p><strong>\u4ee5\u5e33\u6236\u70ba\u57fa\u790e\u7684\u884c\u92b7 (ABM)\uff1a<\/strong><\/h3>\n<p><strong>\u53c3\u8207\u5ea6\u6307\u6a19\uff1a<\/strong> \u8a55\u4f30\u5167\u5bb9\u7684\u6548\u7387\uff0d\u4e92\u52d5\/\u8b9a\/\u7559\u8a00\/\u5206\u4eab\u60a8\u7684\u5167\u5bb9\u7684\u8b80\u8005\/\u89c0\u773e\u7684\u6bd4\u4f8b<\/p>\n<p><strong>\u8f49\u5316\u6307\u6a19\uff1a<\/strong> \u76e3\u63a7\u5c07\u6f5b\u5728\u5ba2\u6236\u8f49\u5316\u70ba\u5be6\u969b\u5ba2\u6236\u7684\u6709\u6548\u6027<\/p>\n<p><strong>\u92b7\u552e\u9031\u671f\u7684\u6301\u7e8c\u6642\u9593\uff1a<\/strong> \u5be6\u65bd ABM \u61c9\u8a72\u53ef\u4ee5\u8b93\u60a8\u7e2e\u77ed\u92b7\u552e\u9031\u671f\u3002\u5982\u679c\u60a8\u5728\u7e2e\u77ed\u92b7\u552e\u9031\u671f\u65b9\u9762\u9047\u5230\u6311\u6230\uff0c\u5247\u53ef\u80fd\u8868\u793a\u60a8\u7684\u65b9\u6cd5\u9700\u8981\u6539\u9032\u3002<\/p>\n<h2><a id=\"building-relationships-with-buying-committees\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u8207\u63a1\u8cfc\u59d4\u54e1\u6703\u5efa\u7acb\u806f\u7e6b<\/strong><\/h2>\n<p>\u8003\u616e\u5230 B2B \u8cfc\u8cb7\u6c7a\u7b56\u7d93\u5e38\u6d89\u53ca\u591a\u500b\u5229\u5bb3\u95dc\u4fc2\u4eba\uff0c\u56e0\u6b64\u8207\u5e33\u6236\u5167\u7684\u6240\u6709\u6c7a\u7b56\u8005\u4e92\u52d5\u81f3\u95dc\u91cd\u8981\u3002\u00a0<\/p>\n<p>\u767c\u5c55\u8207\u63a1\u8cfc\u59d4\u54e1\u6703\u6bcf\u4f4d\u6210\u54e1\u7522\u751f\u5171\u9cf4\u7684\u5167\u5bb9\u548c\u8cc7\u8a0a\u6709\u52a9\u65bc\u92b7\u552e\u4eba\u54e1\u5efa\u7acb\u9019\u4e9b\u91cd\u8981\u7684\u806f\u7e6b\u3002\u9019\u9805\u6230\u7565\u78ba\u4fdd\u6240\u6709\u6f5b\u5728\u7684\u554f\u984c\u90fd\u5f97\u5230\u89e3\u6c7a\uff0c\u4e26\u4e14\u50f9\u503c\u4e3b\u5f35\u5f97\u5230\u666e\u904d\u660e\u78ba\u7684\u50b3\u9054\u3002<\/p>\n<h3><a id=\"nurturing-relationships-with-buying-committees\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u57f9\u990a\u8207\u63a1\u8cfc\u59d4\u54e1\u6703\u7684\u95dc\u4fc2<\/strong><\/h3>\n<p>\u4e00\u65e6 ABM \u5230\u4f4d\u4e26\u78ba\u4fdd\u9ad8\u50f9\u503c\u5ba2\u6236\u7684\u5b89\u5168\uff0c\u5c31\u5fc5\u9808\u57f9\u990a\u548c\u7dad\u8b77\u9019\u4e9b\u95dc\u4fc2\u3002\u4fdd\u6301\u806f\u7e6b\u4e0d\u50c5\u9650\u65bc\u60a8\u7684\u4e3b\u8981\u806f\u7d61\u4eba\uff1b\u60a8\u53ef\u4ee5\u8207\u63a1\u8cfc\u59d4\u54e1\u6703\u4e2d\u7684\u6bcf\u500b\u4eba\u5efa\u7acb\u95dc\u4fc2\uff0c\u4ee5\u907f\u514d\u5728\u89d2\u8272\u8b8a\u5316\u6642\u88ab\u907a\u5fd8\u3002 \uff08\u6b64\u5916\uff0c\u5982\u679c\u4ed6\u5011\u63db\u516c\u53f8\uff0c\u4ed6\u5011\u751a\u81f3\u53ef\u80fd\u6703\u5728\u90a3\u88e1\u8a8d\u53ef\u4f60\u7684\u7522\u54c1\/\u670d\u52d9\uff01\uff09<\/p>\n<p>\u8207 ABM \u7684\u6240\u6709\u65b9\u9762\u985e\u4f3c\uff0c\u60a8\u7684\u76ee\u6a19\u662f\u4ea4\u4ed8\u50f9\u503c\u3002\u6bcf\u4e00\u6b21\u4e92\u52d5\u90fd\u63d0\u4f9b\u4e86\u4e00\u500b\u8b93\u67d0\u4eba\u7684\u8077\u696d\u751f\u6d3b\u66f4\u5bb9\u6613\u7ba1\u7406\u7684\u6a5f\u6703\u3002\u7121\u8ad6\u662f\u900f\u904e\u5206\u4eab\u76f8\u95dc\u5167\u5bb9\u3001\u884c\u696d\u66f4\u65b0\uff0c\u9084\u662f\u63d0\u4f9b\u7522\u54c1\u57f9\u8a13\u6216\u8907\u7fd2\uff0c\u4fdd\u6301\u53cb\u597d\u548c\u5354\u5546\u6027\u7684\u4e92\u52d5\u800c\u4e0d\u662f\u7d14\u7cb9\u7684\u4ea4\u6613\u6027\u4e92\u52d5\u90fd\u53ef\u80fd\u6703\u63d0\u9ad8\u92b7\u552e\u6210\u679c\uff0c\u540c\u6642\u63d0\u9ad8\u5ba2\u6236\u6eff\u610f\u5ea6\u548c\u4fdd\u7559\u7387\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\u5f8c\u7684\u60f3\u6cd5<\/strong><\/h2>\n<p>\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7 (ABM) \u63d0\u4f9b\u4e86\u4e00\u7a2e\u6709\u91dd\u5c0d\u6027\u7684\u500b\u4eba\u5316 B2B \u92b7\u552e\u65b9\u6cd5\u3002<\/p>\n<p>\u900f\u904e\u5229\u7528\u6578\u64da\u5206\u6790\u548c\u5ba2\u88fd\u5316\u5167\u5bb9\uff0cABM \u900f\u904e\u5404\u7a2e\u7ba1\u9053\u4fc3\u9032\u8207\u95dc\u9375\u5ba2\u6236\u7684\u4e92\u52d5\uff0c\u57f9\u990a\u8207\u6c7a\u7b56\u8005\u7684\u95dc\u4fc2\u3002<\/p>\n<p>ABM \u6210\u529f\u7684\u95dc\u9375\u662f\u92b7\u552e\u548c\u884c\u92b7\u5718\u968a\u4e4b\u9593\u7684\u5bc6\u5207\u914d\u5408\uff0c\u4ee5\u78ba\u4fdd\u91dd\u5c0d\u76ee\u6a19\u5ba2\u6236\u63a1\u53d6\u7d71\u4e00\u7684\u7b56\u7565\u3002\u9019\u7a2e\u4e00\u81f4\u6027\u5c0d\u65bc ABM \u6d3b\u52d5\u7684\u6210\u529f\u81f3\u95dc\u91cd\u8981\uff0c\u78ba\u4fdd\u5169\u500b\u5718\u968a\u8207\u5171\u540c\u76ee\u6a19\u4fdd\u6301\u4e00\u81f4\u4e26\u63a1\u7528\u4e00\u81f4\u7684\u8a0a\u606f\u50b3\u905e\u3002<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/i.imgur.com\/uUQQCI0.png\" alt=\"HUBSPOT_GRID_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>\u4f7f\u7528 Surfe \u5c07\u6240\u6709\u76ee\u6a19\u5e33\u6236\u6574\u5408\u5230\u60a8\u7684 CRM \u4e2d<\/h2>\n<p>Surfe \u5c07 LinkedIn \u9023\u7d50\u5230\u60a8\u7684 CRM\uff0c\u8b93\u60a8\u53ea\u9700\u55ae\u64ca\u5373\u53ef\u65b0\u589e\u806f\u7d61\u4eba\uff0c\u4e26\u53d6\u5f97\u4ed6\u5011\u7d93\u904e\u9a57\u8b49\u7684\u5c08\u696d\u96fb\u5b50\u90f5\u4ef6\u5730\u5740\u548c\u624b\u6a5f\u865f\u78bc\u3002<\/p>\n<p>\u958b\u59cb\u4f7f\u7528<\/p>\n<h2><a id=\"faq-about-implementing-abm-for-sales\" class=\"anchor\" aria-hidden=\"true\"><span class=\"octicon octicon-link\"><\/span><\/a><strong>\u6709\u95dc\u5be6\u65bd ABM For Sales \u7684\u5e38\u898b\u554f\u984c\uff1a<\/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 \u5c0d\u92b7\u552e\u6709\u4f55\u8ca2\u737b\uff1f<\/strong><\/h3>\n<p>ABM \u53ef\u5be6\u73fe\u6709\u91dd\u5c0d\u6027\u7684\u92b7\u552e\u65b9\u6cd5\u3002\u5b83\u6d89\u53ca\u5c08\u9580\u95dc\u6ce8\u8f03\u5c0f\u7684\u4e00\u7d44\u5e33\u6236\uff0c\u800c\u4e0d\u662f\u5ee3\u6cdb\u5206\u767c\u60a8\u7684\u5167\u5bb9\u548c\u5916\u5c55\uff0c\u4f46\u7d50\u679c\u4e0d\u78ba\u5b9a\u3002\u900f\u904e\u5411\u76ee\u6a19\u5ba2\u6236\u767c\u9001\u500b\u4eba\u5316\u8a0a\u606f\uff0c\u92b7\u552e\u5718\u968a\u767c\u73fe ABM \u7b56\u7565\u7684\u8f49\u63db\u7387\u5927\u5e45\u63d0\u9ad8\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>\u92b7\u552e\u4e2d\u5982\u4f55\u57f7\u884cABM\uff1f<\/strong><\/h3>\n<ul>\n<li>\u5206\u6790\u548c\u5b9a\u7fa9\u76ee\u6a19\u5e33\u6236<\/li>\n<li>\u78ba\u5b9a\u9019\u4e9b\u5e33\u6236\u4e2d\u7684\u95dc\u9375\u6c7a\u7b56\u8005<\/li>\n<li>\u70ba\u6bcf\u500b\u5e33\u6236\u5236\u5b9a\u91cf\u8eab\u5b9a\u5236\u7684\u65b9\u6cd5<\/li>\n<li>\u5373\u4f7f\u4ea4\u6613\u7d50\u675f\u5f8c\uff0c\u4ecd\u7e7c\u7e8c\u57f9\u990a\u5ba2\u6236\u4e26\u7dad\u6301\u95dc\u4fc2<\/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>\u5982\u4f55\u7d44\u6210ABM\u5718\u968a\uff1f<\/strong><\/h3>\n<p>ABM \u5718\u968a\u61c9\u5305\u62ec\u4f86\u81ea\u92b7\u552e\u548c\u884c\u92b7\u5718\u968a\u7684\u6210\u54e1\u3002\u6bcf\u4f4d\u53c3\u8207\u8005\u90fd\u61c9\u8a72\u5c0d\u60a8\u7684 ICP \u4ee5\u53ca\u60a8\u7684\u7522\u54c1\u53ef\u4ee5\u70ba\u5e33\u6236\u5e36\u4f86\u7684\u597d\u8655\u6709\u6df1\u523b\u7684\u4e86\u89e3\u3002 ABM \u5718\u968a\u4e2d\u7684\u5e38\u898b\u89d2\u8272\u5305\u62ec\u7b56\u7565\u9818\u5c0e\u8005\u3001\u5718\u968a\u92b7\u552e\u4e3b\u7ba1\u3001\u5167\u5bb9\u88fd\u4f5c\u8005\u548c\u8cc7\u6599\u5206\u6790\u5e2b\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>\u60a8\u61c9\u8a72\u95dc\u6ce8\u591a\u5c11\u500b ABM \u5e33\u6236\uff1f<\/strong><\/h3>\n<p>\u5c0f\u578b\u4f01\u696d\u53ef\u80fd\u6703\u900f\u904e\u7784\u6e96 10-20 \u500b\u5e33\u6236\u4f86\u7372\u5f97\u6210\u529f\uff0c\u800c\u5927\u578b\u4f01\u696d\u53ef\u80fd\u6703\u7784\u6e96\u6578\u767e\u500b\u5e33\u6236\u3002\u901a\u5e38\uff0c\u64c1\u6709\u5927\u7d04 50-500 \u500b\u76ee\u6a19\u5e33\u6236\u662f\u6a19\u6e96\u7684\u3002\u8a72\u6578\u5b57\u6839\u64da\u60a8\u7684\u696d\u52d9\u8981\u6c42\u3001\u5718\u968a\u898f\u6a21\u548c\u884c\u696d\u90e8\u9580\u800c\u6709\u6240\u4e0d\u540c\u3002<\/p>","protected":false},"excerpt":{"rendered":"\u57fa\u65bc\u5e33\u6236\u7684\u884c\u92b7 (ABM) 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