{"id":35332,"date":"2025-06-18T11:13:40","date_gmt":"2025-06-18T03:13:40","guid":{"rendered":"https:\/\/www.xiazhi.co\/?p=35332"},"modified":"2025-06-18T11:25:30","modified_gmt":"2025-06-18T03:25:30","slug":"salesforce-crm-opportunity-action-planning","status":"publish","type":"post","link":"https:\/\/www.xiazhi.co\/en\/salesforce-crm-opportunity-action-planning\/","title":{"rendered":"Salesforce CRM\u5546\u673a\u6d41\u7a0b\u4efb\u52a1\u53ca\u884c\u52a8\u8ba1\u5212\u8be6\u89e3"},"content":{"rendered":"\n<p>\u57fa\u4e8eSalesforce\u7684CRM\u65b9\u6848\u9500\u552e\u6d41\u7a0b\u7684\u6bcf\u4e2a\u9636\u6bb5\u8bbe\u5b9a\u884c\u52a8\u4efb\u52a1\uff0c\u9700\u8981\u7ed3\u5408\u9500\u552e\u65b9\u6cd5\u8bba\uff08\u5982SPIN\u3001Solution Selling\u3001Challenger 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class=\"wp-block-heading\">\u5546\u673a<strong>\u5404\u9636\u6bb5\u884c\u52a8\u4efb\u52a1\u8be6\u89e3<\/strong><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>1. \u65b0\u5efa<\/strong>\u9636\u6bb5<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u76ee\u6807\uff1a<\/strong>\u00a0\u9a8c\u8bc1\u7ebf\u7d22\u8d28\u91cf\uff0c\u786e\u8ba4\u57fa\u672c\u7b26\u5408\u6761\u4ef6\uff0c\u5efa\u7acb\u521d\u6b65\u8054\u7cfb\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u4efb\u52a1\uff1a<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u9a8c\u8bc1\u7ebf\u7d22\u4fe1\u606f\uff1a<\/strong>\u00a0\u68c0\u67e5\u516c\u53f8\u540d\u79f0\u3001\u8054\u7cfb\u4eba\u4fe1\u606f\u3001\u6765\u6e90\u7684\u51c6\u786e\u6027\u3002(Salesforce\u4efb\u52a1\uff1a\u9a8c\u8bc1\u4fe1\u606f)<\/li>\n\n\n\n<li><strong>\u521d\u6b65\u9700\u6c42\u5339\u914d\uff1a<\/strong>\u00a0\u5feb\u901f\u8bc4\u4f30\u5ba2\u6237\u57fa\u672c\u4fe1\u606f\uff08\u884c\u4e1a\u3001\u89c4\u6a21\u3001\u63d0\u5230\u7684\u75db\u70b9\uff09\u662f\u5426\u4e0e\u60a8\u7684\u89e3\u51b3\u65b9\u6848\u6709\u6f5c\u5728\u5951\u5408\u70b9\u3002(Salesforce\u4efb\u52a1\uff1a\u521d\u6b65\u9700\u6c42\u8bc4\u4f30)<\/li>\n\n\n\n<li><strong>\u521d\u6b65\u7814\u7a76\uff1a<\/strong>\u00a0\u5feb\u901f\u67e5\u770b\u516c\u53f8\u5b98\u7f51\u3001LinkedIn\u8d44\u6599\uff0c\u4e86\u89e3\u5176\u4e1a\u52a1\u6982\u51b5\u3002(Salesforce\u4efb\u52a1\uff1a\u80cc\u666f\u7814\u7a76)<\/li>\n\n\n\n<li><strong>\u9996\u6b21\u63a5\u89e6\u5c1d\u8bd5\uff1a<\/strong>\u00a0\u901a\u8fc7\u7535\u8bdd\u6216\u90ae\u4ef6\u8fdb\u884c\u521d\u6b65\u8054\u7cfb\uff0c\u4ecb\u7ecd\u516c\u53f8\uff0c\u786e\u8ba4\u5bf9\u65b9\u662f\u5426\u6709\u5174\u8da3\/\u65f6\u95f4\u8fdb\u884c\u7b80\u77ed\u4ea4\u6d41\u3002(Salesforce\u4efb\u52a1\uff1a\u5b89\u6392\u521d\u6b21\u8054\u7cfb\uff1b \u4e8b\u4ef6\uff1a\u521d\u6b21\u7535\u8bdd\/\u90ae\u4ef6)<\/li>\n\n\n\n<li><strong>\u8bbe\u7f6e\u673a\u4f1a\u8bb0\u5f55\uff1a<\/strong>\u00a0\u4e00\u65e6\u786e\u8ba4\u6709\u57fa\u672c\u5174\u8da3\u4e14\u7b26\u5408\u6761\u4ef6\uff0c\u7acb\u5373\u5728Salesforce\u521b\u5efa\u201c\u673a\u4f1a\u201d\u8bb0\u5f55\uff0c\u9009\u62e9\u9636\u6bb5\u201c1-\u65b0\u5efa\u201d\uff0c\u586b\u5199\u5df2\u77e5\u4fe1\u606f\uff08\u516c\u53f8\u3001\u8054\u7cfb\u4eba\u3001\u6765\u6e90\u3001\u7b80\u8981\u63cf\u8ff0\uff09\u3002(Salesforce\u52a8\u4f5c\uff1a\u521b\u5efa\u673a\u4f1a)<\/li>\n\n\n\n<li><strong>\u8bbe\u5b9a\u4e0b\u4e00\u6b65\uff1a<\/strong>\u00a0\u660e\u786e\u4e0b\u4e00\u6b65\u884c\u52a8\uff08\u901a\u5e38\u662f\u5b89\u6392\u52d8\u5bdf\u4f1a\u8bae\uff09\u548c\u65f6\u95f4\u8282\u70b9\u3002(Salesforce\u4efb\u52a1\uff1a\u5b89\u6392\u52d8\u5bdf\u4f1a\u8bae)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>2. \u52d8\u5bdf<\/strong>\u9636\u6bb5<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u76ee\u6807\uff1a<\/strong>\u00a0\u6df1\u5165\u7406\u89e3\u5ba2\u6237\u4e1a\u52a1\u73b0\u72b6\u3001\u6838\u5fc3\u75db\u70b9\u3001\u9700\u6c42\u7ec6\u8282\u3001\u671f\u671b\u76ee\u6807\uff1b\u5efa\u7acb\u521d\u6b65\u4fe1\u4efb\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u4efb\u52a1\uff1a<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u51c6\u5907\u4f1a\u8bae\uff1a<\/strong>\u00a0\u6df1\u5165\u7814\u7a76\u5ba2\u6237\u516c\u53f8\uff08\u8d22\u62a5\u3001\u65b0\u95fb\u3001\u4ea7\u54c1\u3001\u7ec4\u7ec7\u67b6\u6784\uff09\u3001\u884c\u4e1a\u8d8b\u52bf\u3001\u6f5c\u5728\u75db\u70b9\u5047\u8bbe\u3002(Salesforce\u4efb\u52a1\uff1a\u4f1a\u8bae\u51c6\u5907\u7814\u7a76)<\/li>\n\n\n\n<li><strong>\u6267\u884c\u53d1\u73b0\u4f1a\u8bae\uff1a<\/strong>\u00a0(\u4e8b\u4ef6\uff1a\u53d1\u73b0\u4f1a\u8bae)\n<ul class=\"wp-block-list\">\n<li>\u63d0\u95ee\u5f00\u653e\u5f0f\u95ee\u9898\uff0c\u805a\u7126\u4e1a\u52a1\u76ee\u6807\u3001\u5f53\u524d\u6311\u6218\u3001\u73b0\u6709\u6d41\u7a0b\/\u5de5\u5177\u75db\u70b9\u3001\u672a\u6ee1\u8db3\u7684\u9700\u6c42\u3002<\/li>\n\n\n\n<li>\u4f7f\u7528SPIN\uff08\u72b6\u51b5\u3001\u95ee\u9898\u3001\u6697\u793a\u3001\u9700\u6c42-\u6548\u76ca\uff09\u6216\u7c7b\u4f3c\u6280\u5de7\u6df1\u6316\u75db\u70b9\u5f71\u54cd\u3002<\/li>\n\n\n\n<li>\u79ef\u6781\u503e\u542c\uff0c\u505a\u597d\u7b14\u8bb0\u3002<\/li>\n\n\n\n<li>\u521d\u6b65\u4ecb\u7ecd\u516c\u53f8\u80fd\u529b\uff08\u6982\u8981\uff09\uff0c\u4f46\u91cd\u70b9\u5728\u4e86\u89e3\u5ba2\u6237\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u8bc6\u522b\u5173\u952e\u5229\u76ca\u76f8\u5173\u8005\uff1a<\/strong>\u00a0\u4e86\u89e3\u8c01\u4f1a\u88ab\u5f71\u54cd\uff0c\u8c01\u662f\u6f5c\u5728\u7528\u6237\/\u5f71\u54cd\u8005\u3002(Salesforce\u4efb\u52a1\uff1a\u8bb0\u5f55\u5229\u76ca\u76f8\u5173\u8005)<\/li>\n\n\n\n<li><strong>\u5b9a\u4e49\u521d\u6b65\u9700\u6c42\uff1a<\/strong>\u00a0\u6e05\u6670\u8bb0\u5f55\u5ba2\u6237\u8868\u8fbe\u7684\u5177\u4f53\u9700\u6c42\u548c\u671f\u671b\u7684\u6210\u679c\u3002(Salesforce\u673a\u4f1a\u5b57\u6bb5\uff1a\u5ba2\u6237\u9700\u6c42\u63cf\u8ff0)<\/li>\n\n\n\n<li><strong>\u8bc4\u4f30\u5951\u5408\u5ea6\u4e0e\u4f18\u5148\u7ea7\uff1a<\/strong>\u00a0\u521d\u6b65\u5224\u65ad\u60a8\u7684\u65b9\u6848\u662f\u5426\u80fd\u6709\u6548\u89e3\u51b3\u5176\u6838\u5fc3\u75db\u70b9\uff0c\u8be5\u673a\u4f1a\u662f\u5426\u7b26\u5408\u516c\u53f8\u6218\u7565\u91cd\u70b9\u3002(Salesforce\u4efb\u52a1\uff1a\u521d\u6b65\u65b9\u6848\u5951\u5408\u5ea6\u8bc4\u4f30)<\/li>\n\n\n\n<li><strong>\u786e\u8ba4\u9884\u7b97\u8303\u56f4\u548c\u65f6\u95f4\u8868\uff1a<\/strong>\u00a0\u521d\u6b65\u4e86\u89e3\u5ba2\u6237\u662f\u5426\u6709\u9884\u7b97\u8003\u8651\u4ee5\u53ca\u671f\u671b\u7684\u9879\u76ee\u65f6\u95f4\u6846\u67b6\u3002(Salesforce\u673a\u4f1a\u5b57\u6bb5\uff1a\u9884\u7b97\u8303\u56f4\u3001\u671f\u671b\u65f6\u95f4\u8868)<\/li>\n\n\n\n<li><strong>\u8bbe\u5b9a\u4e0b\u4e00\u6b65\uff1a<\/strong>\u00a0\u4e0e\u5ba2\u6237\u786e\u8ba4\u540e\u7eed\u6b65\u9aa4\uff08\u901a\u5e38\u662f\u5411\u66f4\u5e7f\u6cdb\u7684\u56e2\u961f\u6f14\u793a\u6216\u8fdb\u5165\u8bc6\u522b\u51b3\u7b56\u8005\u9636\u6bb5\uff09\u3002(Salesforce\u4efb\u52a1\uff1a\u5b89\u6392\u4e0b\u4e00\u6b65\u4f1a\u8bae\/\u884c\u52a8)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>3. \u8bc6\u522b\u51b3\u7b56\u8005<\/strong>\u9636\u6bb5<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u76ee\u6807\uff1a<\/strong>\u00a0\u660e\u786e\u5e76\u63a5\u89e6\u6240\u6709\u5f71\u54cd\u51b3\u7b56\u548c\u6700\u7ec8\u6279\u51c6\u7684\u5173\u952e\u4eba\u7269\uff0c\u7406\u89e3\u5176\u89d2\u8272\u3001\u5173\u6ce8\u70b9\u548c\u51b3\u7b56\u6807\u51c6\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u4efb\u52a1\uff1a<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u7ed8\u5236\u6743\u529b\u5730\u56fe\uff1a<\/strong>\u00a0\u4e0e\u521d\u59cb\u8054\u7cfb\u4eba\u5408\u4f5c\uff0c\u5217\u51fa\u6240\u6709\u5f71\u54cd\u51b3\u7b56\u7684\u89d2\u8272\/\u4eba\u5458\uff08\u4f7f\u7528\u8005\u3001\u5f71\u54cd\u8005\u3001\u6280\u672f\u8bc4\u4f30\u8005\u3001\u7ecf\u6d4e\u4e70\u5bb6\u3001\u6700\u7ec8\u51b3\u7b56\u8005\uff09\u3002(Salesforce\u4efb\u52a1\uff1a\u7ed8\u5236\u51b3\u7b56\u5730\u56fe\uff1b \u4f7f\u7528\u201c\u8054\u7cfb\u4eba\u89d2\u8272\u201d\u5173\u8054\u76f8\u5173\u4eba\u5458\u5230\u673a\u4f1a)<\/li>\n\n\n\n<li><strong>\u8bc6\u522b\u7f3a\u5931\u7684\u51b3\u7b56\u8005\uff1a<\/strong>\u00a0\u660e\u786e\u54ea\u4e9b\u5173\u952e\u89d2\u8272\u5c1a\u672a\u63a5\u89e6\u3002(Salesforce\u4efb\u52a1\uff1a\u63a5\u89e6XX\u89d2\u8272)<\/li>\n\n\n\n<li><strong>\u5b89\u6392\u63a5\u89e6\u51b3\u7b56\u8005\uff1a<\/strong>\u00a0\u8bf7\u6c42\u5f15\u8350\u6216\u5b89\u6392\u4e0e\u5173\u952e\u51b3\u7b56\u8005\uff08\u5c24\u5176\u662f\u7ecf\u6d4e\u4e70\u5bb6\u548c\u6700\u7ec8\u51b3\u7b56\u8005\uff09\u7684\u4f1a\u8bae\u3002(Salesforce\u4efb\u52a1\uff1a\u5b89\u6392\u4e0e[\u51b3\u7b56\u8005\u89d2\u8272]\u4f1a\u8bae\uff1b \u4e8b\u4ef6\uff1a\u4e0e\u51b3\u7b56\u8005\u4f1a\u8bae)<\/li>\n\n\n\n<li><strong>\u4e86\u89e3\u4e2a\u4eba\u52a8\u673a\u4e0e\u8bc4\u4f30\u6807\u51c6\uff1a<\/strong>\u00a0\u4e0e\u6bcf\u4f4d\u5173\u952e\u51b3\u7b56\u8005\u6c9f\u901a\uff0c\u4e86\u89e3\uff1a\n<ul class=\"wp-block-list\">\n<li>\u4ed6\u4eec\u7684\u4e2a\u4eba\/\u90e8\u95e8\u76ee\u6807\u3002<\/li>\n\n\n\n<li>\u4ed6\u4eec\u5728\u6b64\u9879\u76ee\u4e2d\u7684\u6210\u529f\u6807\u51c6\u3002<\/li>\n\n\n\n<li>\u4ed6\u4eec\u5173\u6ce8\u7684\u7279\u5b9a\u4ef7\u503c\u70b9\uff08\u6548\u7387\u3001\u6536\u5165\u3001\u6210\u672c\u3001\u98ce\u9669\u3001\u5408\u89c4\u7b49\uff09\u3002<\/li>\n\n\n\n<li>\u4ed6\u4eec\u5bf9\u73b0\u6709\u65b9\u6848\u6216\u7ade\u4e89\u8005\u7684\u770b\u6cd5\u3002<\/li>\n\n\n\n<li>\u4ed6\u4eec\u7684\u51b3\u7b56\u6743\u91cd\u3002(Salesforce\u4efb\u52a1\uff1a\u8bb0\u5f55[\u51b3\u7b56\u8005\u59d3\u540d]\u7684\u5173\u6ce8\u70b9\uff1b \u5728\u8054\u7cfb\u4eba\u5907\u6ce8\u6216\u81ea\u5b9a\u4e49\u5b57\u6bb5\u8bb0\u5f55)<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u7406\u89e3\u6b63\u5f0f\u51b3\u7b56\u6d41\u7a0b\uff1a<\/strong>\u00a0\u660e\u786e\u51b3\u7b56\u6b65\u9aa4\u3001\u6240\u9700\u6587\u4ef6\u3001\u65f6\u95f4\u8282\u70b9\u3001\u6700\u7ec8\u5ba1\u6279\u4eba\u3002(Salesforce\u673a\u4f1a\u5b57\u6bb5\uff1a\u51b3\u7b56\u6d41\u7a0b\u63cf\u8ff0\u3001\u9884\u671f\u51b3\u7b56\u65e5\u671f)<\/li>\n\n\n\n<li><strong>\u5efa\u7acb\u5173\u7cfb\u4e0e\u5171\u8bc6\uff1a<\/strong>\u00a0\u786e\u4fdd\u4e0d\u540c\u51b3\u7b56\u8005\u4e4b\u95f4\u5bf9\u95ee\u9898\u3001\u9700\u6c42\u548c\u671f\u671b\u65b9\u6848\u7684\u7406\u89e3\u57fa\u672c\u4e00\u81f4\uff0c\u5f25\u5408\u5206\u6b67\u3002(Salesforce\u4efb\u52a1\uff1a\u63a8\u52a8\u5185\u90e8\u5171\u8bc6)<\/li>\n\n\n\n<li><strong>\u66f4\u65b0\u98ce\u9669\u8bc4\u4f30\uff1a<\/strong>\u00a0\u57fa\u4e8e\u63a5\u89e6\u51b3\u7b56\u8005\u7684\u60c5\u51b5\uff0c\u8bc4\u4f30\u51b3\u7b56\u590d\u6742\u5ea6\u3001\u5173\u952e\u51b3\u7b56\u8005\u652f\u6301\u5ea6\u7b49\u98ce\u9669\u3002(Salesforce\u673a\u4f1a\u5b57\u6bb5\uff1a\u98ce\u9669\u8bc4\u4f30)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>4. \u65b9\u6848\/\u62a5\u4ef7<\/strong>\u9636\u6bb5<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u76ee\u6807\uff1a<\/strong>\u00a0\u57fa\u4e8e\u6df1\u5165\u7406\u89e3\u7684\u9700\u6c42\uff0c\u63d0\u4f9b\u91cf\u8eab\u5b9a\u5236\u7684\u89e3\u51b3\u65b9\u6848\u6f14\u793a\u548c\u6b63\u5f0f\u62a5\u4ef7\uff0c\u6e05\u6670\u4f20\u8fbe\u4ef7\u503c\u4e3b\u5f20\u548cROI\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u4efb\u52a1\uff1a<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u5185\u90e8\u65b9\u6848\u5236\u5b9a\uff1a<\/strong>\u00a0\u9500\u552e\u4e0e\u552e\u524d\uff08\u89e3\u51b3\u65b9\u6848\u987e\u95ee\uff09\u534f\u4f5c\uff0c\u57fa\u4e8e\u9700\u6c42\u5b9a\u5236\u65b9\u6848\u67b6\u6784\u3001\u529f\u80fd\u914d\u7f6e\u3001\u96c6\u6210\u70b9\u3001\u5b9e\u65bd\u65b9\u6cd5\u3002(Salesforce\u4efb\u52a1\uff1a\u5185\u90e8\u65b9\u6848\u8bbe\u8ba1\u4f1a\u8bae\uff1b \u4e8b\u4ef6\uff1a\u5185\u90e8\u65b9\u6848\u8bc4\u5ba1)<\/li>\n\n\n\n<li><strong>\u51c6\u5907\u4ef7\u503c\u63d0\u6848\uff1a<\/strong>\u00a0\u5c06\u65b9\u6848\u529f\u80fd\u8f6c\u5316\u4e3a\u5ba2\u6237\u4e1a\u52a1\u4ef7\u503c\uff0c\u51c6\u5907ROI\u5206\u6790\u6216\u5546\u4e1a\u8bba\u8bc1\u3002(Salesforce\u4efb\u52a1\uff1a\u51c6\u5907\u4ef7\u503c\u63d0\u6848\/ROI\u5206\u6790\uff1b \u53ef\u5c06\u6587\u4ef6\u5173\u8054\u5230\u673a\u4f1a)<\/li>\n\n\n\n<li><strong>\u5b9a\u5236\u5316\u6f14\u793a\uff1a<\/strong>\u00a0(\u4e8b\u4ef6\uff1a\u65b9\u6848\u6f14\u793a\u4f1a\u8bae)\n<ul class=\"wp-block-list\">\n<li>\u9488\u5bf9\u4e0d\u540c\u51b3\u7b56\u8005\u7684\u5173\u6ce8\u70b9\u8fdb\u884c\u6f14\u793a\uff08\u7ed9\u6280\u672f\u56e2\u961f\u770b\u96c6\u6210\u7ec6\u8282\uff0c\u7ed9\u4e1a\u52a1\u7528\u6237\u770b\u64cd\u4f5c\u6d41\u7a0b\uff0c\u7ed9\u9ad8\u7ba1\u770b\u4ef7\u503c\u4e0eROI\uff09\u3002<\/li>\n\n\n\n<li>\u660e\u786e\u5c55\u793a\u65b9\u6848\u5982\u4f55\u89e3\u51b3\u201c\u52d8\u5bdf\u201d\u9636\u6bb5\u8bc6\u522b\u7684\u5177\u4f53\u75db\u70b9\u3002<\/li>\n\n\n\n<li>\u5bf9\u6bd4\u73b0\u6709\u6d41\u7a0b\/\u5de5\u5177\uff0c\u7a81\u51fa\u4f18\u52bf\u3002<\/li>\n\n\n\n<li>\u5904\u7406\u73b0\u573a\u7591\u95ee\u548c\u5f02\u8bae\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u51c6\u5907\u6b63\u5f0f\u62a5\u4ef7\uff1a<\/strong>\u00a0\u6839\u636e\u9009\u5b9a\u7684\u4ea7\u54c1\/\u670d\u52a1\u3001\u8bb8\u53ef\u6570\u91cf\u3001\u5b9e\u65bd\u8303\u56f4\u3001\u4ed8\u6b3e\u6761\u6b3e\u7b49\u751f\u6210\u8be6\u7ec6\u62a5\u4ef7\u5355\uff08\u4f7f\u7528CPQ\u5de5\u5177\u6700\u4f73\uff09\u3002(Salesforce\u4efb\u52a1\uff1a\u751f\u6210\u62a5\u4ef7\u5355\uff1b Salesforce\u52a8\u4f5c\uff1a\u4f7f\u7528CPQ\u751f\u6210\u62a5\u4ef7)<\/li>\n\n\n\n<li><strong>\u63d0\u4ea4\u65b9\u6848\u4e0e\u62a5\u4ef7\uff1a<\/strong>\u00a0\u6e05\u6670\u5730\u5411\u5ba2\u6237\uff08\u5c24\u5176\u662f\u7ecf\u6d4e\u4e70\u5bb6\u548c\u51b3\u7b56\u8005\uff09\u63d0\u4ea4\u5b8c\u6574\u7684\u65b9\u6848\u5efa\u8bae\u4e66\uff08\u5305\u542b\u65b9\u6848\u7ec6\u8282\u3001\u4ef7\u503c\u4e3b\u5f20\u3001ROI\u5206\u6790\uff09\u548c\u6b63\u5f0f\u62a5\u4ef7\u5355\u3002(Salesforce\u4efb\u52a1\uff1a\u63d0\u4ea4\u65b9\u6848\u4e0e\u62a5\u4ef7\uff1b \u4e8b\u4ef6\uff1a\u63d0\u4ea4\u4f1a\u8bae\uff1b \u5c06\u63d0\u6848\/\u62a5\u4ef7\u6587\u4ef6\u5173\u8054\u5230\u673a\u4f1a)<\/li>\n\n\n\n<li><strong>\u89e3\u7b54\u7591\u95ee\u4e0e\u8c03\u6574\uff1a<\/strong>\u00a0\u79ef\u6781\u56de\u5e94\u5ba2\u6237\u5bf9\u65b9\u6848\u6216\u62a5\u4ef7\u7684\u7591\u95ee\uff0c\u6839\u636e\u53cd\u9988\u8fdb\u884c\u5fc5\u8981\u7684\u5c0f\u8303\u56f4\u8c03\u6574\uff08\u91cd\u5927\u8c03\u6574\u53ef\u80fd\u9700\u56de\u9000\u9636\u6bb5\uff09\u3002(Salesforce\u4efb\u52a1\uff1a\u8ddf\u8fdb\u62a5\u4ef7\u7591\u95ee)<\/li>\n\n\n\n<li><strong>\u786e\u8ba4\u4ef7\u503c\u8ba4\u540c\uff1a<\/strong>\u00a0\u786e\u8ba4\u5173\u952e\u51b3\u7b56\u8005\u7406\u89e3\u548c\u8ba4\u540c\u65b9\u6848\u7684\u4ef7\u503c\u4ee5\u53ca\u62a5\u4ef7\u7684\u5408\u7406\u6027\u3002(Salesforce\u4efb\u52a1\uff1a\u786e\u8ba4\u4ef7\u503c\u8ba4\u540c)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>5. \u5408\u540c\u8c08\u5224\/\u5ba1\u67e5<\/strong>\u9636\u6bb5<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u76ee\u6807\uff1a<\/strong>\u00a0\u5c31\u5408\u540c\u6761\u6b3e\u8fbe\u6210\u4e00\u81f4\uff0c\u5b8c\u6210\u6cd5\u5f8b\u548c\u91c7\u8d2d\u6d41\u7a0b\uff0c\u83b7\u5f97\u6700\u7ec8\u7b7e\u7f72\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u4efb\u52a1\uff1a<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u63a5\u6536\u5ba2\u6237\u53cd\u9988\/\u7ea2\u7248\u5408\u540c\uff1a<\/strong>\u00a0\u83b7\u53d6\u5ba2\u6237\u6cd5\u52a1\u6216\u91c7\u8d2d\u90e8\u95e8\u5bf9\u5408\u540c\u7684\u4fee\u6539\u610f\u89c1\u3002(Salesforce\u4efb\u52a1\uff1a\u63a5\u6536\u5ba2\u6237\u5408\u540c\u610f\u89c1\uff1b \u5173\u8054\u4fee\u8ba2\u7248\u5408\u540c)<\/li>\n\n\n\n<li><strong>\u5185\u90e8\u5408\u540c\u8bc4\u5ba1\uff1a<\/strong>\u00a0\u4e0e\u516c\u53f8\u5185\u90e8\u6cd5\u52a1\u3001\u8d22\u52a1\u3001\u4ea4\u4ed8\u56e2\u961f\u8bc4\u5ba1\u5ba2\u6237\u4fee\u6539\u610f\u89c1\uff0c\u8bc4\u4f30\u98ce\u9669\u3002(Salesforce\u4efb\u52a1\uff1a\u53d1\u8d77\u5185\u90e8\u5408\u540c\u8bc4\u5ba1\uff1b \u4e8b\u4ef6\uff1a\u5185\u90e8\u8bc4\u5ba1\u4f1a\u8bae)<\/li>\n\n\n\n<li><strong>\u8c08\u5224\u6c9f\u901a\uff1a<\/strong>\u00a0\u4e0e\u5ba2\u6237\u91c7\u8d2d\/\u6cd5\u52a1\u5c31\u5173\u952e\u6761\u6b3e\uff08\u4ef7\u683c\u3001\u4ed8\u6b3e\u6761\u4ef6\u3001\u670d\u52a1\u7ea7\u522b\u534f\u8baeSLA\u3001\u6570\u636e\u5b89\u5168\u3001\u8d23\u4efb\u9650\u5236\u3001\u77e5\u8bc6\u4ea7\u6743\u3001\u7ec8\u6b62\u6761\u6b3e\u7b49\uff09\u8fdb\u884c\u534f\u5546\u3002(Salesforce\u4efb\u52a1\uff1a\u4e0e\u5ba2\u6237\u8c08\u5224[\u5177\u4f53\u6761\u6b3e]\uff1b \u4e8b\u4ef6\uff1a\u5408\u540c\u8c08\u5224\u4f1a\u8bae\uff1b \u5728\u673a\u4f1a\u5907\u6ce8\u8be6\u7ec6\u8bb0\u5f55\u8c08\u5224\u8981\u70b9)<\/li>\n\n\n\n<li><strong>\u4fee\u8ba2\u5408\u540c\uff1a<\/strong>\u00a0\u6839\u636e\u8c08\u5224\u7ed3\u679c\u4fee\u8ba2\u5408\u540c\u8349\u6848\u3002(Salesforce\u4efb\u52a1\uff1a\u66f4\u65b0\u5408\u540c\u8349\u6848)<\/li>\n\n\n\n<li><strong>\u7ba1\u7406\u5ba1\u6279\u6d41\u7a0b\uff1a<\/strong>\u00a0\u5728\u516c\u53f8\u5185\u90e8\u8d70\u5b8c\u5fc5\u8981\u7684\u5408\u540c\u5ba1\u6279\u6d41\u7a0b\uff08\u4f7f\u7528Salesforce Approval Processes\uff09\u3002(Salesforce\u52a8\u4f5c\uff1a\u63d0\u4ea4\u5408\u540c\u5ba1\u6279)<\/li>\n\n\n\n<li><strong>\u6700\u7ec8\u7248\u672c\u786e\u8ba4\uff1a<\/strong>\u00a0\u4e0e\u5ba2\u6237\u786e\u8ba4\u6700\u7ec8\u53cc\u65b9\u540c\u610f\u7684\u5408\u540c\u7248\u672c\u3002(Salesforce\u4efb\u52a1\uff1a\u53d1\u9001\u6700\u7ec8\u5408\u540c\uff1b \u4e8b\u4ef6\uff1a\u6700\u7ec8\u5408\u540c\u786e\u8ba4)<\/li>\n\n\n\n<li><strong>\u5b89\u6392\u7b7e\u7f72\uff1a<\/strong>\u00a0\u534f\u8c03\u53cc\u65b9\u7b7e\u7f72\u65b9\u5f0f\u548c\u65f6\u95f4\uff08\u7535\u5b50\u7b7e\u6216\u7269\u7406\u7b7e\uff09\u3002(Salesforce\u4efb\u52a1\uff1a\u5b89\u6392\u5408\u540c\u7b7e\u7f72\uff1b \u4e8b\u4ef6\uff1a\u7b7e\u7ea6\u4eea\u5f0f\uff08\u5982\u9002\u7528\uff09)<\/li>\n\n\n\n<li><strong>\u5904\u7406\u6700\u7ec8\u5f02\u8bae\uff1a<\/strong>\u00a0\u89e3\u51b3\u7b7e\u7f72\u524d\u7684\u6700\u540e\u7591\u8651\u6216\u969c\u788d\u3002(Salesforce\u4efb\u52a1\uff1a\u5904\u7406\u6700\u7ec8\u5f02\u8bae)<\/li>\n\n\n\n<li><strong>\u66f4\u65b0\u6210\u4ea4\u6982\u7387\uff1a<\/strong>\u00a0\u5728\u7b7e\u7f72\u524d\u5c06\u673a\u4f1a\u6982\u7387\u8c03\u6574\u81f3\u6700\u9ad8\uff08\u598295%\uff09\u3002<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>6. \u5173\u95ed<\/strong>\u9636\u6bb5<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u76ee\u6807\uff1a<\/strong>\u00a0\u6b63\u5f0f\u7b7e\u7ea6\uff0c\u5b8c\u6210\u9500\u552e\u6d41\u7a0b\uff0c\u4e3a\u6210\u529f\u4ea4\u4ed8\u548c\u5ba2\u6237\u6210\u529f\u5960\u5b9a\u57fa\u7840\u3002<\/li>\n\n\n\n<li><strong>\u6838\u5fc3\u4efb\u52a1\uff1a<\/strong>\n<ul class=\"wp-block-list\">\n<li><strong>\u786e\u8ba4\u5408\u540c\u7b7e\u7f72\u5b8c\u6210\uff1a<\/strong>\u00a0\u6536\u5230\u53cc\u65b9\u7b7e\u7f72\u5b8c\u6bd5\u7684\u6709\u6548\u5408\u540c\u3002(Salesforce\u4efb\u52a1\uff1a\u786e\u8ba4\u5408\u540c\u7b7e\u7f72\uff1b Salesforce\u52a8\u4f5c\uff1a\u5c06\u673a\u4f1a\u9636\u6bb5\u6807\u8bb0\u4e3a\u201c6-\u5173\u95ed-\u8d62\u5355\u201d\uff0c\u5173\u95ed\u539f\u56e0\u9009\u201c\u8d62\u5355\u201d\uff0c\u586b\u5199\u5b9e\u9645\u5173\u95ed\u65e5\u671f\u3001\u91d1\u989d)<\/li>\n\n\n\n<li><strong>\u5185\u90e8\u5e86\u795d\u4e0e\u901a\u77e5\uff1a<\/strong>\u00a0\u901a\u77e5\u9500\u552e\u56e2\u961f\u3001\u7ba1\u7406\u5c42\u53ca\u76f8\u5173\u652f\u6301\u90e8\u95e8\uff08\u552e\u524d\u3001\u5e02\u573a\uff09\u7b7e\u7ea6\u559c\u8baf\u3002(Salesforce\u53ef\u9009\uff1a\u521b\u5efa\u5e86\u795d\u52a8\u6001\u6216\u66f4\u65b0\u5185\u90e8\u6c9f\u901a)<\/li>\n\n\n\n<li><strong>\u66f4\u65b0\u9500\u552e\u9884\u6d4b\uff1a<\/strong>\u00a0\u786e\u4fdd\u8be5\u8d62\u5355\u91d1\u989d\u51c6\u786e\u53cd\u6620\u5728\u9500\u552e\u9884\u6d4b\u62a5\u544a\u4e2d\u3002<\/li>\n\n\n\n<li><strong>\u5ba2\u6237\u5165\u804c\u4ea4\u63a5\uff1a<\/strong>\u00a0(\u81f3\u5173\u91cd\u8981\uff01)\n<ul class=\"wp-block-list\">\n<li>\u5b89\u6392\u4e0e\u5ba2\u6237\u6210\u529f\/\u5b9e\u65bd\u56e2\u961f\u7684\u6b63\u5f0f\u4ea4\u63a5\u4f1a\u8bae\u3002(Salesforce\u4efb\u52a1\uff1a\u5b89\u6392\u4ea4\u63a5\u4f1a\u8bae\uff1b \u4e8b\u4ef6\uff1a\u5ba2\u6237\u4ea4\u63a5\u4f1a)<\/li>\n\n\n\n<li>\u63d0\u4f9b\u5b8c\u6574\u7684\u9500\u552e\u80cc\u666f\u4fe1\u606f\uff08\u673a\u4f1a\u8bb0\u5f55\u3001\u8054\u7cfb\u4eba\u3001\u6c9f\u901a\u5386\u53f2\u3001\u5173\u952e\u51b3\u7b56\u8005\u5173\u6ce8\u70b9\u3001\u5546\u5b9a\u65b9\u6848\u7ec6\u8282\u3001\u5408\u540c\uff09\u7ed9\u5ba2\u6237\u6210\u529f\u7ecf\u7406\u3002<\/li>\n\n\n\n<li>\u4ecb\u7ecd\u53cc\u65b9\u56e2\u961f\u5173\u952e\u6210\u5458\u3002<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li><strong>\u53d1\u9001\u6b22\u8fce\u4fe1\/\u542f\u52a8\u90ae\u4ef6\uff1a<\/strong>\u00a0\u5411\u5ba2\u6237\u53d1\u9001\u6b63\u5f0f\u6b22\u8fce\u90ae\u4ef6\uff0c\u786e\u8ba4\u9879\u76ee\u542f\u52a8\u6d41\u7a0b\u3002(Salesforce\u4efb\u52a1\uff1a\u53d1\u9001\u6b22\u8fce\u4fe1)<\/li>\n\n\n\n<li><strong>\u5185\u90e8\u5f52\u6863\uff1a<\/strong>\u00a0\u786e\u4fdd\u6240\u6709\u76f8\u5173\u6587\u4ef6\uff08\u6700\u7ec8\u5408\u540c\u3001\u63d0\u6848\u3001\u5173\u952e\u90ae\u4ef6\uff09\u51c6\u786e\u5173\u8054\u5230Salesforce\u673a\u4f1a\u8bb0\u5f55\u3002<\/li>\n\n\n\n<li><strong>\u7ecf\u9a8c\u603b\u7ed3\uff1a<\/strong>\u00a0(\u53ef\u9009\u4f46\u63a8\u8350) \u7b80\u8981\u8bb0\u5f55\u8d62\u5355\u5173\u952e\u56e0\u7d20\u6216\u503c\u5f97\u5b66\u4e60\u7684\u7ecf\u9a8c\u3002(Salesforce\u4efb\u52a1\uff1a\u8d62\u5355\u7ecf\u9a8c\u603b\u7ed3\uff1b \u53ef\u8bb0\u5f55\u5728\u673a\u4f1a\u5907\u6ce8\u6216\u81ea\u5b9a\u4e49\u5b57\u6bb5)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>\u5728Salesforce\u4e2d\u5b9e\u65bd\u7684\u5173\u952e\u70b9\uff1a<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u673a\u4f1a\u9636\u6bb5\u5b57\u6bb5\uff1a<\/strong>\u00a0\u6e05\u6670\u5b9a\u4e49\u6bcf\u4e2a\u9636\u6bb5\uff0c\u5e76\u8bbe\u7f6e\u5fc5\u586b\u5b57\u6bb5\u786e\u4fdd\u5173\u952e\u4fe1\u606f\u5728\u63a8\u8fdb\u524d\u5df2\u5f55\u5165\uff08\u4f8b\u5982\uff0c\u63a8\u8fdb\u5230\u201c\u65b9\u6848\/\u62a5\u4ef7\u201d\u9636\u6bb5\uff0c\u5fc5\u987b\u6709\u201c\u5ba2\u6237\u9700\u6c42\u63cf\u8ff0\u201d\u548c\u201c\u5173\u952e\u51b3\u7b56\u8005\u201d\uff09\u3002<\/li>\n\n\n\n<li><strong>\u4efb\u52a1\u548c\u4e8b\u4ef6\uff1a<\/strong>\u00a0\u4e3a\u6bcf\u4e2a\u9636\u6bb5\u7684\u6838\u5fc3\u4efb\u52a1\u521b\u5efa\u6807\u51c6\u4efb\u52a1\u6a21\u677f\u3002\u5c06\u4f1a\u8bae\u3001\u6f14\u793a\u7b49\u8bb0\u5f55\u4e3a\u4e8b\u4ef6\u3002<\/li>\n\n\n\n<li><strong>\u8054\u7cfb\u4eba\u89d2\u8272\uff1a<\/strong>\u00a0\u5f3a\u5236\u8981\u6c42\u5728\u201c\u8bc6\u522b\u51b3\u7b56\u8005\u201d\u9636\u6bb5\u5173\u8054\u5173\u952e\u8054\u7cfb\u4eba\u5e76\u6307\u5b9a\u89d2\u8272\uff08\u51b3\u7b56\u8005\u3001\u5f71\u54cd\u8005\u3001\u8bc4\u4f30\u8005\u7b49\uff09\u3002<\/li>\n\n\n\n<li><strong>\u5ba1\u6279\u6d41\u7a0b\uff1a<\/strong>\u00a0\u4e3a\u5408\u540c\u5ba1\u6279\u3001\u7279\u6b8a\u6298\u6263\u7b49\u8bbe\u7f6e\u81ea\u52a8\u5316\u5ba1\u6279\u6d41\u7a0b\u3002<\/li>\n\n\n\n<li><strong>\u62a5\u544a\u548c\u4eea\u8868\u677f\uff1a<\/strong>\u00a0\u521b\u5efa\u62a5\u544a\u548c\u4eea\u8868\u677f\u76d1\u63a7\u5404\u9636\u6bb5\u7684\u5546\u673a\u6570\u91cf\u3001\u505c\u7559\u65f6\u95f4\u3001\u8f6c\u5316\u7387\u3001\u9884\u6d4b\u51c6\u786e\u6027\u7b49\u3002<\/li>\n\n\n\n<li><strong>\u6d41\u7a0b\u81ea\u52a8\u5316\u548cFlow\uff1a<\/strong>\u00a0\u4f7f\u7528\u6d41\u7a0b\u751f\u6210\u5668\u6216Flow\u5728\u5546\u673a\u8fdb\u5165\u7279\u5b9a\u9636\u6bb5\u65f6\u81ea\u52a8\u521b\u5efa\u4efb\u52a1\u3001\u53d1\u9001\u901a\u77e5\u3001\u66f4\u65b0\u5b57\u6bb5\u6216\u89e6\u53d1\u5ba1\u6279\u3002<\/li>\n\n\n\n<li><strong>CPQ\u96c6\u6210\uff1a<\/strong>\u00a0\u5982\u679c\u4f7f\u7528Salesforce CPQ\uff0c\u786e\u4fdd\u4e0e\u673a\u4f1a\u9636\u6bb5\u7d27\u5bc6\u96c6\u6210\uff0c\u62a5\u4ef7\u751f\u6210\u548c\u5ba1\u6279\u5728\u5bf9\u5e94\u9636\u6bb5\u987a\u7545\u8fdb\u884c\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>\u91cd\u8981\u63d0\u793a\uff1a<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u7075\u6d3b\u6027\uff1a<\/strong>\u00a0\u8fd9\u4e2a\u6846\u67b6\u662f\u6307\u5bfc\u6027\u7684\uff0c\u9700\u8981\u6839\u636e\u60a8\u7684\u5177\u4f53\u4ea7\u54c1\u3001\u5ba2\u6237\u7fa4\u4f53\uff08SMB vs Enterprise\uff09\u3001\u9500\u552e\u5468\u671f\u957f\u5ea6\u548c\u9500\u552e\u65b9\u6cd5\u8bba\u8fdb\u884c\u8c03\u6574\u3002<\/li>\n\n\n\n<li><strong>\u8d28\u91cf\u91cd\u4e8e\u901f\u5ea6\uff1a<\/strong>\u00a0\u4e0d\u8981\u4e3a\u4e86\u63a8\u8fdb\u800c\u63a8\u8fdb\u3002\u786e\u4fdd\u6bcf\u4e2a\u9636\u6bb5\u7684\u6838\u5fc3\u76ee\u6807\u771f\u6b63\u8fbe\u6210\u540e\u518d\u8fdb\u5165\u4e0b\u4e00\u9636\u6bb5\uff0c\u5426\u5219\u4f1a\u5806\u79ef\u98ce\u9669\u5728\u540e\u671f\u3002<\/li>\n\n\n\n<li><strong>\u6301\u7eed\u66f4\u65b0\uff1a<\/strong>\u00a0Salesforce\u673a\u4f1a\u8bb0\u5f55\u662f\u52a8\u6001\u7684\uff0c\u968f\u7740\u65b0\u4fe1\u606f\u7684\u83b7\u53d6\uff0c\u9700\u8981\u4e0d\u65ad\u66f4\u65b0\u5b57\u6bb5\uff08\u5982\u9884\u7b97\u3001\u65f6\u95f4\u8868\u3001\u51b3\u7b56\u6d41\u7a0b\u3001\u98ce\u9669\u8bc4\u4f30\uff09\u3002<\/li>\n\n\n\n<li><strong>\u57f9\u8bad\u548c\u6267\u884c\uff1a<\/strong>\u00a0\u786e\u4fdd\u9500\u552e\u56e2\u961f\u7406\u89e3\u6bcf\u4e2a\u9636\u6bb5\u7684\u610f\u4e49\u3001\u6838\u5fc3\u4efb\u52a1\u4ee5\u53ca\u5728Salesforce\u4e2d\u5982\u4f55\u64cd\u4f5c\u3002\u5b9a\u671f\u8fdb\u884cPipeline 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class=\"pld-dislike-wrap  pld-common-wrap\">\r\n    <a href=\"javascript:void(0)\" class=\"pld-dislike-trigger pld-like-dislike-trigger  \" title=\"\" data-post-id=\"35332\" data-trigger-type=\"dislike\" data-restriction=\"cookie\" data-already-liked=\"0\">\r\n                        <i class=\"fas fa-thumbs-down\"><\/i>\r\n                <\/a>\r\n    <span class=\"pld-dislike-count-wrap pld-count-wrap\">0<\/span>\r\n<\/div><\/div>","protected":false},"excerpt":{"rendered":"<p>\u57fa\u4e8eSalesforce\u7684CRM\u65b9\u6848\u9500\u552e\u6d41\u7a0b\u7684\u6bcf\u4e2a\u9636\u6bb5\u8bbe\u5b9a\u884c\u52a8\u4efb\u52a1\uff0c\u9700\u8981\u7ed3\u5408\u9500\u552e\u65b9\u6cd5\u8bba\uff08\u5982SPIN\u3001Solut 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