{"id":458,"date":"2017-01-31T00:00:00","date_gmt":"2017-01-31T00:00:00","guid":{"rendered":"http:\/\/doctuug235.235.axc.nl\/blog\/sales-automation-the-future-of-crm-software-7e9abd83d8a\/"},"modified":"2025-02-13T18:07:04","modified_gmt":"2025-02-13T17:07:04","slug":"sales-automation-the-future-of-crm-software-7e9abd83d8a","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/pl\/automatyzacja-sprzedazy-przyszloscia-oprogramowania-crm-7e9abd83d8a","title":{"rendered":"Automatyzacja sprzeda\u017cy: przysz\u0142o\u015b\u0107 oprogramowania CRM"},"content":{"rendered":"
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Automatyzacja sprzeda\u017cy: przysz\u0142o\u015b\u0107 oprogramowania CRM<\/h1>\n

Eksperci patrz\u0105 w przysz\u0142o\u015b\u0107: Joel Capperella<\/h2>\n<\/header>\n
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Joel \"Cap\" Capperella jest przedsi\u0119biorc\u0105 dzia\u0142aj\u0105cym w pojedynk\u0119, kt\u00f3ry pomaga ma\u0142ym firmom podnie\u015b\u0107 poziom marketingu i sprzeda\u017cy. Ma ponad 20-letnie do\u015bwiadczenie w marketingu oprogramowania i SaaS, pracuj\u0105c zar\u00f3wno z du\u017cymi rybami, takimi jak Oracle, jak i z mniejszymi startupami. Jest aktywnym wsp\u00f3\u0142pracownikiem niekt\u00f3rych z najbardziej wp\u0142ywowych publikacji biznesowych, takich jak The Huffington Post, Entrepreneur.com i FastCompany. Spotkali\u015bmy si\u0119 z Joelem, aby pozna\u0107 jego przemy\u015blenia na temat przysz\u0142o\u015bci automatyzacji sprzeda\u017cy.<\/em><\/p>\n<\/div>\n

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\"Automatyzacja<\/div>\n<\/figure>\n<\/div>\n
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Co oznacza dla Ciebie automatyzacja sprzeda\u017cy?<\/strong><\/h3>\n

To ca\u0142kiem dobre pytanie. Dla mnie chodzi g\u0142\u00f3wnie o to, aby zarz\u0105dzanie sprzeda\u017c\u0105 by\u0142o mniej uci\u0105\u017cliwe pod wzgl\u0119dem czasu i energii. Automatyzacja sprzeda\u017cy to wszystko, co u\u0142atwia sprzedawcy nawi\u0105zywanie kontaktu z potencjalnymi klientami, wprowadzanie ich do pipeline'u, a nast\u0119pnie przyspieszanie podr\u00f3\u017cy przez ca\u0142y pipeline. Wszystko sprowadza si\u0119 do usuwania barier w \u0142\u0105czeniu si\u0119, anga\u017cowaniu, s\u0142uchaniu i budowaniu relacji.<\/p>\n

Jaka jest Twoja wizja automatyzacji sprzeda\u017cy?<\/strong><\/h3>\n

Powinno to pasowa\u0107 do szerszej idei, zgodnie z kt\u00f3r\u0105 dane s\u0142u\u017c\u0105 ludziom w organizacji, a nie odwrotnie.<\/p>\n

Pocz\u0105tkowo CRM koncentrowa\u0142 si\u0119 g\u0142\u00f3wnie na zarz\u0105dzaniu sprzeda\u017c\u0105, a wiele czasu i zasob\u00f3w inwestowano w dane, a nie w ludzi. Logika ta ulega odwr\u00f3ceniu, poniewa\u017c dane i algorytmy coraz cz\u0119\u015bciej pracuj\u0105 dla ludzi, a nie odwrotnie.<\/p>\n

Jest to kierunek, w kt\u00f3rym powinna pod\u0105\u017ca\u0107 automatyzacja sprzeda\u017cy: oprogramowanie powinno nie tylko umo\u017cliwia\u0107 szybkie i dobrze ukierunkowane zarz\u0105dzanie sprzeda\u017c\u0105, ale co wa\u017cniejsze, CRM powinien r\u00f3wnie\u017c zmieni\u0107 si\u0119 tak, aby by\u0142 bardziej skoncentrowany na ludzkim elemencie sprzeda\u017cy. Nowy CRM ma sprzedawa\u0107 tak, jakby liczyli si\u0119 ludzie.<\/p>\n

Te same tendencje obserwujemy w HR. Narz\u0119dzia do zarz\u0105dzania zasobami ludzkimi<\/a> kiedy\u015b koncentrowa\u0142y si\u0119 na zadaniach administracyjnych wymaganych do zarz\u0105dzania si\u0142\u0105 robocz\u0105<\/a>. Jednak obecnie oprogramowanie HR<\/a> staje si\u0119 coraz bardziej skoncentrowane na ludziach. Dzi\u0119ki niemu pracownicy s\u0105 zaanga\u017cowani, po\u0142\u0105czeni i produktywni. Pomaga im skuteczniej wykonywa\u0107 swoj\u0105 prac\u0119 i bardziej osobi\u015bcie zarz\u0105dza\u0107 rozwojem kariery.<\/p>\n

Dla mnie sprzeda\u017c i ludzie (HR) s\u0105 po\u0142\u0105czone jak dwie strony ko\u0142a. Wydaj\u0105 si\u0119 przeciwstawne, ale s\u0105 ze sob\u0105 bardzo powi\u0105zane. Nie mo\u017cna prowadzi\u0107 sprzeda\u017cy bez pracownik\u00f3w i nie mo\u017cna zatrudnia\u0107 ludzi bez sprzeda\u017cy. Oprogramowanie, kt\u00f3re pomaga obu stronom, umieszczaj\u0105c ludzi w centrum, a dane w ich s\u0142u\u017cbie, sprawi, \u017ce relacja mi\u0119dzy lud\u017ami a sprzeda\u017c\u0105 w organizacjach b\u0119dzie jeszcze bardziej okr\u0105g\u0142a, tak jak powinna.<\/p>\n

Jakie s\u0105 Twoje najlepsze wskaz\u00f3wki dotycz\u0105ce automatyzacji sprzeda\u017cy?<\/strong><\/h3>\n

Jest tak wiele informacji. Z dnia na dzie\u0144 jest ich coraz wi\u0119cej. Gdzie\u015b w tym stosie danych znajduje si\u0119 dok\u0142adna informacja, cz\u0119sto kombinacja bit\u00f3w danych, kt\u00f3rych potrzebujesz.<\/p>\n

Korzystaj z oprogramowania, kt\u00f3re u\u0142atwia dotarcie do tej jednej informacji za ka\u017cdym razem. Prawdziw\u0105 magi\u0105 jest posiadanie wielu narz\u0119dzi w jednym miejscu, dzi\u0119ki czemu mo\u017cna natychmiast wykorzysta\u0107 informacje do uzyskania wynik\u00f3w.<\/p>\n

Z jakich narz\u0119dzi do automatyzacji sprzeda\u017cy korzystasz?<\/strong><\/h3>\n

Obecnie u\u017cywam HubSpot CRM, a nie Salesflare, g\u0142\u00f3wnie dlatego, \u017ce dosta\u0142em na niego bardzo dobr\u0105 ofert\u0119. Mam go zintegrowanego z ActiveCampaign, moj\u0105 platform\u0105 automatyzacji marketingu<\/a>. U\u017cywam Zapier do automatyzacji zada\u0144 mi\u0119dzy Evernote, Arkuszami Google i moim CRM. Aby uzyska\u0107 dodatkowe r\u0119ce do pomocy przy projektowaniu, znajdowaniu adres\u00f3w e-mail lub czym\u015b podobnym, zwracam si\u0119 do Upwork.<\/p>\n

Jakie\u015b taktyki, kt\u00f3rymi chcia\u0142by\u015b si\u0119 podzieli\u0107?<\/strong><\/h3>\n

Jestem wielkim zwolennikiem tre\u015bci. Tre\u015bci to ogromny spos\u00f3b na nawi\u0105zanie kontaktu i zaanga\u017cowanie, a ponadto mo\u017cna ich u\u017cywa\u0107 na r\u00f3\u017cnych etapach procesu sprzeda\u017cy. Kluczem jest dok\u0142adne zmierzenie, jaki rodzaj tre\u015bci dzia\u0142a najlepiej na r\u00f3\u017cnych etapach.<\/p>\n

Na przyk\u0142ad ustawiam automatyczn\u0105 seri\u0119 e-maili po konkretnej ofercie. Dla ka\u017cdego z nich \u015bledz\u0119 reakcj\u0119 odbiorcy; ile czasu zajmuje mu reakcja, jak cz\u0119sto otwiera\u0142 e-mail, czy odwiedza moj\u0105 stron\u0119 internetow\u0105 i jak d\u0142ugo itp.<\/p>\n

Te wska\u017aniki zaanga\u017cowania okre\u015blaj\u0105, ile czasu b\u0119d\u0119 musia\u0142 po\u015bwi\u0119ci\u0107 danej osobie na konwersj\u0119.<\/p>\n<\/div>\n<\/div>\n<\/section>\n

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Co oznacza dla Ciebie automatyzacja sprzeda\u017cy? <\/em>Tweetuj do nas na (@salesflare), z #salesautomation!<\/em><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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