{"id":35200,"date":"2025-06-13T12:54:12","date_gmt":"2025-06-13T04:54:12","guid":{"rendered":"https:\/\/www.xiazhi.co\/?p=35200"},"modified":"2025-06-13T14:28:22","modified_gmt":"2025-06-13T06:28:22","slug":"sales-model-bant-vs-c139","status":"publish","type":"post","link":"https:\/\/www.xiazhi.co\/en\/sales-model-bant-vs-c139\/","title":{"rendered":"BANT\u8fd8\u662fC139\uff1f\u9009\u9519\u9500\u552e\u6a21\u578b\uff0c\u6b63\u5728\u5403\u6389\u4f60\u7684\u6210\u4ea4\u7387"},"content":{"rendered":"\n<h4 class=\"wp-block-heading\"><strong>\u5f15\u8a00\uff1a\u9500\u552e\u6700\u5927\u7684\u6210\u672c\u4e0d\u662f\u4e22\u5355\uff0c\u800c\u662f\u7528\u706b\u7bad\u70ae\u6253\u868a\u5b50<\/strong><\/h4>\n\n\n\n<p>\u9500\u552e\u603b\u76d1Alex\u6700\u8fd1\u5f88\u56f0\u60d1\uff1a<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u56e2\u961f\u7528BANT\u7b5b\u9009\u7684\u201c\u4f18\u8d28\u7ebf\u7d22\u201d\uff0c\u5728\u63a8\u8fdb\u4e09\u4e2a\u6708\u540e\u5361\u6b7b\u5728\u51b3\u7b56\u94fe\uff1b<\/li>\n\n\n\n<li>\u800c\u53e6\u4e00\u4e2a\u5343\u4e07\u7ea7\u9879\u76ee\uff0c\u9500\u552e\u51ed\u611f\u89c9\u6c47\u62a5\u201c\u7a33\u8d62\u201d\uff0c\u6700\u7ec8\u5374\u88ab\u7ade\u5bf9\u7ffb\u76d8\u3002<\/li>\n<\/ul>\n\n\n\n<p><strong>\u95ee\u9898\u672c\u8d28<\/strong>\uff1a\u5f53\u9500\u552e\u6d41\u7a0b\u4e0e\u4e1a\u52a1\u573a\u666f\u9519\u914d\u65f6\uff0c\u8d44\u6e90\u6d6a\u8d39\u7387\u9ad8\u8fbe67%\uff08CSO Insights\u6570\u636e\uff09\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e00\u3001\u6a21\u578b\u6838\u5fc3\u6982\u5ff5\u89e3\u6790<\/h2>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>1. BANT\u6a21\u578b\uff08\u57fa\u7840\u7b5b\u9009\u578b\uff09<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u8d77\u6e90\u4e0e\u5b9a\u4f4d<\/strong>\uff1a1950\u5e74\u4ee3\u7531IBM\u63d0\u51fa\uff0c\u662f<strong>\u7ecf\u5178\u9500\u552e\u7ebf\u7d22\u7b5b\u9009\u6846\u67b6<\/strong>14\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u56db\u8981\u7d20<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li><strong>\u9884\u7b97\uff08Budget\uff09<\/strong>\uff1a\u5ba2\u6237\u662f\u5426\u6709\u8d44\u91d1\u53ca\u652f\u4ed8\u610f\u613f\u3002<\/li>\n\n\n\n<li><strong>\u6743\u9650\uff08Authority\uff09<\/strong>\uff1a\u5bf9\u63a5\u4eba\u662f\u5426\u51b3\u7b56\u8005\u6216\u80fd\u5426\u89e6\u53ca\u51b3\u7b56\u94fe\u3002<\/li>\n\n\n\n<li><strong>\u9700\u6c42\uff08Need\uff09<\/strong>\uff1a\u95ee\u9898\u662f\u5426\u771f\u5b9e\u5b58\u5728\uff0c\u4e14\u4f60\u7684\u65b9\u6848\u80fd\u5426\u89e3\u51b3\u3002<\/li>\n\n\n\n<li><strong>\u65f6\u95f4\u8868\uff08Timeline\uff09<\/strong>\uff1a\u5ba2\u6237\u8d2d\u4e70\u51b3\u7b56\u7684\u65f6\u95f4\u7d27\u8feb\u6027110\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u76ee\u6807<\/strong>\uff1a\u5feb\u901f\u8fc7\u6ee4\u4f4e\u4ef7\u503c\u7ebf\u7d22\uff0c\u805a\u7126\u9ad8\u8f6c\u5316\u673a\u4f1a\uff0c<strong>\u7f29\u77ed\u9500\u552e\u5468\u671f<\/strong>47\u3002<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>2. C139\u6a21\u578b\uff08\u5927\u9879\u76ee\u63a7\u5355\u578b\uff09<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u9002\u7528\u573a\u666f<\/strong>\uff1a\u4e13\u4e3a<strong>\u5927\u989d\u590d\u6742\u9879\u76ee<\/strong>\uff08\u5982\u5de5\u4e1a\u8bbe\u5907\u3001IT\u89e3\u51b3\u65b9\u6848\uff09\u8bbe\u8ba1\uff0c\u6d89\u53ca\u591a\u51b3\u7b56\u4eba\u3001\u957f\u5468\u671f69\u3002<\/li>\n\n\n\n<li><strong>\u91cf\u5316\u6307\u6807<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li><strong>9C\uff08\u5fc5\u6e05\u4e8b\u9879\uff09<\/strong>\uff1a\u5ba2\u6237\u7ec4\u7ec7\u67b6\u6784\u3001\u7ade\u5bf9\u52a8\u6001\u3001\u91c7\u8d2d\u6d41\u7a0b\u7b499\u9879\u5173\u952e\u4fe1\u606f\u6e05\u6670\u5ea6\u3002<\/li>\n\n\n\n<li><strong>3F\uff08\u8d8b\u8d62\u529b\uff09<\/strong>\uff1a\u51b3\u7b56\u5c42\u662f\u5426\u8ba4\u53ef\u4f60\u7684\u4ef7\u503c\uff08F1\uff09\u3001\u4e3b\u52a8\u534f\u52a9\uff08F2\uff09\u3001\u591a\u6570\u652f\u6301\uff08F3\uff09\u3002<\/li>\n\n\n\n<li><strong>1W\uff08\u51b3\u5b9a\u529b\uff09<\/strong>\uff1a\u6700\u9ad8\u51b3\u7b56\u8005\uff08\u5982CEO\uff09\u662f\u5426\u660e\u786e\u652f\u6301\u4f60\u3002<\/li>\n\n\n\n<li><strong>C\uff08\u6559\u7ec3\u786e\u8ba4\uff09<\/strong>\uff1a\u7531\u5185\u7ebf\uff08\u6559\u7ec3\uff09\u9a8c\u8bc1\u8bc4\u5206\u51c6\u786e\u6027\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u8f93\u51fa\u7ed3\u679c<\/strong>\uff1a\u901a\u8fc7\u516c\u5f0f\uff08\u59821W2F6C\uff09\u8ba1\u7b97\u9879\u76ee\u6210\u529f\u7387\uff0c\u5212\u5206<strong>\u8d62\u5355\u533a\uff08\u226590%\uff09\u3001\u6296\u52a8\u533a\uff0810%\uff09\u3001\u8f93\u5355\u533a\uff08\u226420%\uff09<\/strong>\u3002<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>3. \u5176\u4ed6\u4e3b\u6d41\u6a21\u578b\u8865\u5145<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>SPIN\u9500\u552e\u6cd5\uff08\u9700\u6c42\u6df1\u6316\u578b\uff09<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li>\u901a\u8fc7\u56db\u7c7b\u63d0\u95ee\uff08\u73b0\u72b6\u3001\u96be\u70b9\u3001\u5f71\u54cd\u3001\u4ef7\u503c\uff09<strong>\u6fc0\u53d1\u5ba2\u6237\u75db\u70b9<\/strong>\uff0c\u9002\u7528\u4e8e\u89e3\u51b3\u65b9\u6848\u9500\u552e8\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u4e94\u7ef4\u5206\u6790\u6cd5\uff08\u51b3\u7b56\u94fe\u653b\u7565\u578b\uff09<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li>\u4ece<strong>\u9700\u6c42\u5c42\u6b21\u3001\u53d8\u9769\u6001\u5ea6\u3001\u5173\u6ce8\u70b9\u3001\u5173\u7cfb\u6df1\u5ea6\u3001\u652f\u6301\u5ea6<\/strong>\u4e94\u7ef4\u5ea6\u62c6\u89e3\u51b3\u7b56\u94fe\u89d2\u8272\uff0c\u7528\u4e8e\u653f\u6cbb\u590d\u6742\u9879\u76ee\u3002<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e8c\u3001\u6838\u5fc3\u5dee\u5f02\u5bf9\u6bd4\uff1aBANT vs C139<\/h2>\n\n\n\n<p>\u4ee5\u4e0b\u4ece\u516d\u4e2a\u7ef4\u5ea6\u5bf9\u6bd4\u4e24\u7c7b\u6a21\u578b\u7684\u672c\u8d28\u533a\u522b\uff1a<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th><strong>\u5bf9\u6bd4\u7ef4\u5ea6<\/strong><\/th><th><strong>BANT\u6a21\u578b<\/strong><\/th><th><strong>C139\u6a21\u578b<\/strong><\/th><\/tr><\/thead><tbody><tr><td><strong>\u6838\u5fc3\u76ee\u7684<\/strong><\/td><td>\u7ebf\u7d22<strong>\u521d\u6b65\u7b5b\u9009<\/strong>\uff0c\u907f\u514d\u8d44\u6e90\u6d6a\u8d39<\/td><td>\u5927\u9879\u76ee<strong>\u52a8\u6001\u63a7\u5355<\/strong>\uff0c\u9884\u6d4b\u6210\u529f\u7387<\/td><\/tr><tr><td><strong>\u9002\u7528\u573a\u666f<\/strong><\/td><td>\u4e2d\u5c0f\u5355\u3001\u77ed\u5468\u671f\u4ea4\u6613\uff08\u5982\u6807\u51c6\u4ea7\u54c1\uff09<\/td><td>\u5927\u989d\u9879\u76ee\uff08>\u767e\u4e07\uff09\u3001\u591a\u51b3\u7b56\u4eba\u3001\u957f\u5468\u671f<\/td><\/tr><tr><td><strong>\u8bc4\u4f30\u7126\u70b9<\/strong><\/td><td>\u5ba2\u6237<strong>\u5ba2\u89c2\u6761\u4ef6<\/strong>\uff08\u9884\u7b97\u3001\u6743\u9650\u7b49\uff09<\/td><td>\u51b3\u7b56\u94fe<strong>\u4e3b\u89c2\u6001\u5ea6<\/strong>\uff08\u652f\u6301\u5ea6\u3001\u5185\u7ebf\u60c5\u62a5\uff09<\/td><\/tr><tr><td><strong>\u4fe1\u606f\u9897\u7c92\u5ea6<\/strong><\/td><td>\u57fa\u7840\u56db\u8981\u7d20\uff08\u662f\/\u5426\u5224\u65ad\uff09<\/td><td>13+\u6307\u6807\u91cf\u5316\uff08\u59829C\u9700\u5b8c\u6574\u80cc\u8c03\uff09<\/td><\/tr><tr><td><strong>\u52a8\u6001\u6027<\/strong><\/td><td>\u9759\u6001\u8bc4\u4f30\uff08\u9996\u8bca\u5373\u5b9a\uff09<\/td><td>\u52a8\u6001\u8ddf\u8e2a\uff08\u968f\u9879\u76ee\u63a8\u8fdb\u66f4\u65b0\u8bc4\u5206\uff09<\/td><\/tr><tr><td><strong>\u6210\u8d25\u62d0\u70b9<\/strong><\/td><td>\u65e0\u660e\u786e\u6982\u7387\u503c<\/td><td>\u660e\u786e\u62d0\u70b9\uff08\u59821W1F6C=90%\u8d62\u5355\u7387\uff09<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>\u5178\u578b\u77ed\u677f\u5206\u6790<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>BANT<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li>\u5ffd\u89c6\u590d\u6742\u51b3\u7b56\u94fe\uff08\u5982\u6280\u672f\u9009\u578b\u8005 vs \u9884\u7b97\u5ba1\u6279\u8005\u5206\u79bb\uff09\u3002<\/li>\n\n\n\n<li>\u65e0\u6cd5\u5e94\u5bf9\u9700\u6c42\u52a8\u6001\u53d8\u5316\uff08\u5982\u7a81\u53d1\u9884\u7b97\u524a\u51cf\uff09\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>C139<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li>\u4f9d\u8d56\u9ad8\u8d28\u91cf\u5185\u7ebf\uff08\u201c\u6559\u7ec3\u201d\u82e5\u5931\u51c6\u5219\u5168\u76d8\u504f\u5dee\uff09\u3002<\/li>\n\n\n\n<li>\u5b9e\u65bd\u6210\u672c\u9ad8\uff08\u9700\u6df1\u5ea6\u80cc\u8c03\u53ca\u6301\u7eed\u66f4\u65b0\uff09\u3002<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">\u4e09\u3001\u5982\u4f55\u9009\u62e9\u4e0e\u5b9e\u65bd\uff1f<\/h2>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>1. \u6a21\u578b\u9009\u62e9\u903b\u8f91<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u9009BANT\u82e5<\/strong>\uff1a\u4ea7\u54c1\u6807\u51c6\u5316\u3001\u51b3\u7b56\u94fe\u7b80\u5355\uff08\u5982B2C\u8f6f\u4ef6\u8ba2\u9605\uff09\u3001\u9500\u552e\u56e2\u961f\u65b0\u4eba\u5c45\u591a\u3002<\/li>\n\n\n\n<li><strong>\u9009C139\u82e5<\/strong>\uff1a\u5355\u7b14\u8ba2\u5355\u8d85\u767e\u4e07\u3001\u5ba2\u6237\u6d89\u53ca5+\u90e8\u95e8\u3001\u9500\u552e\u8001\u624b\u4e3b\u5bfc\u3002<\/li>\n\n\n\n<li><strong>\u6df7\u5408\u4f7f\u7528\u573a\u666f<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li>\u524d\u7aef\u7528BANT\u8fc7\u6ee4\u7ebf\u7d22 \u2192 \u5bf9\u5408\u683c\u7ebf\u7d22\u7528C139\u6df1\u5ea6\u63a7\u5355\u3002<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>2. \u5173\u952e\u5b9e\u65bd\u7b56\u7565<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>BANT\u4f18\u5316\u70b9<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li>\u907f\u514d\u673a\u68b0\u5ba1\u95ee\uff0c\u5c06\u56db\u8981\u7d20\u878d\u5165<strong>\u81ea\u7136\u5bf9\u8bdd<\/strong>\uff08\u5982\uff1a\u201c\u8fd9\u4e2a\u9879\u76ee\u7684\u65f6\u95f4\u8282\u70b9\u662f\u5426\u548c\u8d35\u53f8\u8d22\u5e74\u89c4\u5212\u5339\u914d\uff1f\u201d\uff09\u3002<\/li>\n\n\n\n<li>\u7ed3\u5408 Leanx CRM \u81ea\u52a8\u5316\u8bc4\u5206\uff08\u5982\uff1a\u9884\u7b97\u5b57\u6bb5\u2265X\u4e07\u5143+\u65f6\u95f4\u22643\u6708=\u9ad8\u4f18\u5148\u7ea7\uff09\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>C139\u843d\u5730\u6b65\u9aa4<\/strong>\uff1a\n<ul class=\"wp-block-list\">\n<li><strong>\u53d1\u5c55\u5185\u7ebf<\/strong>\uff1a\u901a\u8fc7\u884c\u4e1a\u4f1a\u8bae\u3001\u6280\u672f\u670d\u52a1\u7b49\u63a5\u89e6\u6f5c\u5728\u201c\u6559\u7ec3\u201d\u3002<\/li>\n\n\n\n<li><strong>\u5b9a\u671f\u91cd\u8bc4<\/strong>\uff1a\u6bcf\u6708\u66f4\u65b09C\u4fe1\u606f\uff08\u5982\u7ade\u6807\u5bf9\u624b\u53d8\u52a8\uff09\uff0c\u52a8\u6001\u8c03\u6574\u7b56\u7565\u3002<\/li>\n\n\n\n<li><strong>\u8d44\u6e90\u8c03\u914d<\/strong>\uff1a\u8d62\u5355\u533a\u51cf\u5c11\u6295\u5165\uff1b\u6296\u52a8\u533a\u96c6\u4e2d\u653b\u575a\uff08\u5982\u9ad8\u5c42\u62dc\u8bbf\uff09\uff1b\u8f93\u5355\u533a\u679c\u65ad\u653e\u5f03\u3002<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">\u56db\u3001[<strong>\u5b9e\u6218\u6307\u5357]\u4e09\u6b65\u5339\u914d\u6700\u4f18\u6a21\u578b<\/strong><\/h2>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>STEP 1\uff1a\u6309\u4e1a\u52a1\u7279\u8d28\u9009\u62e9<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u9009BANT\u82e5<\/strong>\uff1a\u25ab\ufe0f \u5355\u7b14\u8ba2\u5355&lt;50\u4e07 \u25ab\ufe0f \u51b3\u7b56\u8005\u22642\u4eba \u25ab\ufe0f \u9500\u552e\u5468\u671f&lt;3\u4e2a\u6708<\/li>\n\n\n\n<li><strong>\u9009C139\u82e5<\/strong>\uff1a\u25ab\ufe0f \u8ba2\u5355>\u767e\u4e07 \u25ab\ufe0f \u6d89\u53ca3+\u90e8\u95e8 \u25ab\ufe0f \u5b58\u5728\u9690\u5f62\u7ade\u4e89\u5bf9\u624b<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>STEP 2\uff1a\u6df7\u5408\u4f7f\u7528\u7b56\u7565\uff08\u5934\u90e8\u4f01\u4e1a\u9996\u9009\uff09<\/strong><\/h4>\n\n\n\n<div class=\"wp-block-merpress-mermaidjs diagram-source-mermaid\"><pre class=\"mermaid\">graph LR\n    A[\u7ebf\u7d22\u6c60] --> B{BANT\u521d\u7b5b}\n    B -->|\u8fbe\u6807| C[C139\u6df1\u5ea6\u8bca\u65ad]\n    C --> D{\u80dc\u7387\u226590%?}\n    D -->|\u662f| E[\u8d44\u6e90\u503e\u659c\u5f3a\u653b]\n    D -->|\u5426| F[\u5b9a\u671f\u91cd\u8bc4\u6216\u653e\u5f03]<\/pre><\/div>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>STEP 3\uff1a\u89c4\u907f\u5b9e\u65bd\u9677\u9631<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>BANT\u4f18\u5316<\/strong>\uff1a\u2728 \u907f\u514d\u5ba1\u95ee\u5f0f\u63d0\u95ee \u2192 \u5c06\u56db\u8981\u7d20\u878d\u5165\u9700\u6c42\u8bbf\u8c08\uff08\u4f8b\uff1a\u201c\u8fd9\u6b21\u5347\u7ea7\u9700\u8981\u914d\u5408\u60a8\u7684\u8d22\u5e74\u89c4\u5212\u5417\uff1f\u201d\uff09<\/li>\n\n\n\n<li><strong>C139\u843d\u5730<\/strong>\uff1a\u2728 \u53d1\u5c55\u201c\u6559\u7ec3\u201d\u76843\u4e2a\u6280\u5de7\uff1a\u63d0\u4f9b\u884c\u4e1a\u6d1e\u5bdf\/\u534f\u52a9\u89e3\u51b3\u6280\u672f\u96be\u9898\/\u9ad8\u5c42\u8d44\u6e90\u5bf9\u63a5<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>\u7ec8\u6781\u7ed3\u8bba\uff1a\u6ca1\u6709\u6700\u597d\u7684\u6a21\u578b\uff0c\u53ea\u6709\u6700\u5bf9\u7684\u573a\u666f<\/strong><\/h2>\n\n\n\n<ul 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