Customers are the foundation of an enterprise's survival. Unlike To C business, the main audience of To B business is the customer group of enterprises/institutions. Compared with C-end users:
The unit price of products and services for B-end customers is high, but the conversion rate is low.
The number of B-end customers is much smaller than that of C-end users. The number of enterprises with industrial and phone number list commercial registration nationwide is about 20 million.
B-end customers have a longer decision-making cycle as a whole, and they tend to make rational decisions. Therefore, the transaction process and service cycle are longer.
Therefore, in this case, To B companies need to allow customers to have enough trust and effect in themselves, so as to maintain long-term and stable cooperation between the company and customers to obtain more orders (repurchase).
Due to the need, the company asked our team (a temporary crm team) to work with the marketing department and the B-end operation department to study the following topics:
How to get more potential customers (sales leads)?
How to identify high-value prospects?
How to improve the conversion of potential customers to sales opportunities (opportunities)?
Analysis of customer portraits and sales portraits?
Reasonably formulate the sales process classification of telemarketing/visiting sales/big customer sales?
How to assign suitable leads to the most suitable sales through crm, in order to improve human efficiency and increase conversion rate?
How to guide customers to use products and complete repurchase through AI technology, customer behavior and data, and the combination of human and machine?
There are also some topics that are not listed, because there are many topics involved, and each topic is the focus and direction of the company's concentrated research.