April 2024
Intermediate
288 pages
5h 45m
Japanese
Content preview from The Intelligent Sales AIを活用した最速・最良でクリエイティブな営業プロセス
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
135
第3章 知的でスマートな「セールスプロセス」のデザイン
図3-9
旧来型セールスプロセス
▇
つくらなければいけない資料でオーバースペック。過去のノートを
さかのぼりながら思い出して資料作成
▇
すべての企業をカスタムオーダーで作成できず、案件によってはほ
とんど過去の提案の使いまわしで対応
インテリジェントセールスプロセス
1.
録音データの文字起こし×プロンプトで議事録作成。さらにAIに議
事録から企画書の骨子を作らせる
2. 議事録内容と自社商品の提供価値を組み合わせて、提案の訴求ポイ
ントや文言をピックアップさせる
▲
解説
お客様に行動変容を促すためには、お客様に新たな気づきを与え
る。購買検討に入ったお客様は、「営業されたいお客様」に変わる
ため、スピードやリレーションが重要になる。加えて商品の強みや
優位性は顧客の課題と紐づけるのが吉。生成
AIで実現可能。
新規商談を月
20
件担当する営業パーソンの提案書作成プロセス
ケース
旧来型セールスプロセス
▇
提案以降は、基本はボールをお客様に渡し、検討結果を待つ
▇
他の営業担当者と被らない業界や領域のリストアップを行う
インテリジェントセールスプロセス
1.
購買検討のプロセス別に発生する、懸念事項やスタック理由を生成
AIと対策し先手を打つ
2. お客様の稟議書フォーマットをいただき、その項目に合わせた回答
を生成
AIに出させて先方にお渡しする
▲
解説
優秀な営業はお客様に代わって稟議書を書くというが、生成
AIを
使ってそれを実現する。お客様を優秀な社内営業パーソンに変え ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.