销售与商务拓展行业问答、工资福利与经验 · 智问盟
销售与商务拓展行业的公开问答、工资福利、职业发展和经验分享。
销售与商务拓展行业的公开问答、工资福利、职业发展和经验分享。
finance-sales-marketing
Pricing objections are tricky because sometimes the buyer is telling the truth, and sometimes price is just the easiest objection to say out loud. I used to react too quickly by trimming the quote or offering a small di…
finance-sales-marketing
销售签单后交给实施，最怕交接只说"客户需求都在合同里"。合同写的是范围，真正影响交付的往往在销售过程中：客户最急的痛点、决策人担心什么、哪些功能被承诺过、哪些只是讨论过、上线时间为什么卡得紧。如果这些没讲清，实施团队第一次开会就会被客户问住。 我后来做交接会，会把CRM里的机会记录整理成四块：业务目标、已确认范围、风险点、下一步时间表。报价里没有的需求要单独标出来，不能用"可能会做"这种模糊话带过去。客户如果是因为某个案例或某个集成功…
finance-sales-marketing
Pipeline预测不准，很多时候不是CRM不好，是阶段定义太像销售自己的感觉。以前我也把"聊得不错"放进高概率，月底一看，全是没有预算、没有决策人、没有下一步的机会。 后来我改成只按买方动作推进阶段。客户确认痛点不算机会，愿意拉技术或财务一起开会才算推进；说"下周看看"不算next step，日历上有时间、议题和参会人才算。proposal发出去以后，如果没有决策流程和采购时间表，金额再大也不能放太重。 我每周看pipeline时只…
finance-sales-marketing
I used to treat every interested lead like it deserved the same amount of time. That feels polite, but it burns the calendar fast. Some people are browsing, some have no budget, and some want free consulting before they…
finance-sales-marketing
In business development, I used to think the best reps were the ones with the sharpest pitch. After watching enough deals stall, I think the best ones are usually the most consistent. They remember what the buyer said, …