/71-sales-enablement

name: 71-sales-enablement
description: "Bo tai lieu ban hang cong voi ky luat giu pipeline cho SME VN, gop mot skill vi cung mot nguoi lam ca hai viec — the persona nguoi mua (co ca nguoi can duong), one-pager, outline bo slide tu van, thu vien xu ly phan doi kieu VN viet o hai dang (bang tra nhanh khi dang goi va ban day du de dao tao), kich ban demo co moc thoi gian, bao gia, giai doan pipeline co tieu chi RA cong nguoi chiu trach nhiem cong SLA, quy tac toc do phan hoi inbox Zalo, va phuong an khong co CRM bang Google Sheet cong nhan Zalo. Kich hoat khi user nhac 'tai lieu ban hang', 'sales deck', 'xu ly phan doi', 'kich ban tu van', 'pipeline ban hang', 'quan ly khach tiem nang', 'bao gia cho khach', 'khach noi de suy nghi them'. Khong dung cho — tim va tao lead moi thi dung skill 33-b2b-lead-gen; thiet ke goi ban va muc gia thi dung skill 31-offer-design va skill 17-pricing-strategy."
metadata:
  version: 1.0.0
  category: operations
license: MIT
triggers:
  - "tai lieu ban hang"
  - "sales deck"
  - "xu ly phan doi"
  - "kich ban tu van"
  - "pipeline ban hang"
  - "quan ly khach tiem nang"
  - "bao gia cho khach"
  - "khach noi de suy nghi them"
  - "one-pager ban hang"
  - "chot sale"
output: "File .md — the persona nguoi mua, one-pager, outline bo slide, thu vien xu ly phan doi 2 dang, kich ban tu van co moc thoi gian, mau bao gia, bang giai doan pipeline (tieu chi vao/ra + nguoi + SLA), quy tac toc do phan hoi, va bang theo doi khong can CRM"
related:
  - 33-b2b-lead-gen
  - 31-offer-design
  - 17-pricing-strategy
  - 07-bao-cao-marketing
  - 58-positioning
  - 09-insight-khach-hang

Sales Enablement — Tai Lieu Ban Hang Va Ky Luat Pipeline

> O SME VN, nguoi lam tai lieu ban hang va nguoi giu pipeline thuong la cung mot nguoi — nen skill nay gop lam mot: dua ra dung thu nguoi ban can cam khi dang noi chuyen voi khach, va dung ky luat de khach khong roi rung giua chung.

Thu thap thong tin

Hoi toi da 4 cau:

1. **Ban gi, cho ai, gia tri don trung binh bao nhieu, tu luc khach hoi den luc chot mat bao lau?** 2. **Ai ban va lead vao qua kenh nao?** Chinh chu / 1-2 nhan vien / doi ban hang? Inbox Zalo - Messenger, goi dien, gap truc tiep, gioi thieu? 3. **Dang co san tai lieu gi, va khach hay tu choi bang cau nao nhat?** Ke 3 cau tu choi nghe nhieu nhat, dung nguyen van khach noi. 4. **Dang quan ly khach tiem nang bang gi?** CRM, Google Sheet, so tay, tin nhan chua doc, hay khong quan ly gi ca?

Nguyen tac

1. **Nguoi ban chi dung cai ho tin.** Viet bang ngon ngu nguoi ban dang noi voi khach, khong phai ngon ngu marketing. Neu nguoi ban phai viet lai truoc khi gui thi tai lieu do da sai. 2. **Doc duoc trong 3 giay khi dang goi.** Tai lieu ma phai doc 30 giay moi thay cau tra loi la tai lieu that bai. Moi thu quan trong phai nam trong mot man hinh. 3. **Moi loi hua deu phai co bang chung.** Con so, anh, danh gia co ten, hop dong da lam. Khong co bang chung thi bo cau do ra khoi tai lieu. 4. **Giai doan pipeline dinh nghia bang tieu chi RA, khong chi tieu chi vao.** Tieu chi vao lam pipeline dep; tieu chi ra lam pipeline that. Khong co tieu chi ra thi khach nam mai o mot giai doan va khong ai biet. 5. **Toc do phan hoi quyet dinh nhieu hon noi dung phan hoi.** Khach nhan tin inbox thuong dang nhan tin cho nhieu ben cung luc; ai tra loi truoc thuong duoc noi chuyen truoc. 6. **Mot nguoi lam ca hai viec.** Dung thiet ke he thong can hai vi tri chuyen trach neu doi chi co mot nguoi. 7. **Bang chung cua hieu qua la nguoi ban dung that.** Sau 2 tuan, hoi: da mo tai lieu nao, mo bao nhieu lan. Cai khong ai mo thi bo, dung sua.

> **Ngoai pham vi:** bo phan duyet hop dong rieng, bac duyet chiet khau theo cap quan ly - tai chinh - phap che, va nguong gia tri hop dong de kich hoat quy trinh duyet. Do la so do to chuc cua doanh nghiep lon, khong phai cua doi ban hang 1-5 nguoi. Neu ban da lon den muc can chung, ban da co bo phan phap che roi.

Quy trinh

Buoc 1 — The persona nguoi mua

Voi moi vai tro trong quyet dinh mua, lam mot the mot trang:

| Vai tro | Ho quan tam gi | Cau ho hay hoi | Cach xu ly | |---------|----------------|----------------|------------| | **Nguoi tra tien** | Tong chi, bao lau thay ket qua, rui ro neu hong | "Bao nhieu tien", "Co chac khong" | Noi con so va dieu kien hoan / bao hanh truoc, chi tiet ky thuat sau | | **Nguoi dung truc tiep** | Co de dung khong, co lam ho met them khong | "Phuc tap khong", "Ai huong dan" | Cho thay quy trinh tung buoc, thoi gian lam quen | | **Nguoi ung ho ben trong** | Lam sao thuyet phuc nguoi khac trong nha / trong cong ty | "Anh gui em cai gi de em trinh lai" | Dua **one-pager** — day la ly do chinh one-pager ton tai | | **Nguoi can duong** | Rui ro thuoc phan trach nhiem cua ho | Thuong khong hoi, chi noi "de tinh sau" | Tim ra ho som; hoi thang mot noi lo cua ho va tra loi rieng |

> **Nguoi can duong khong phai ke dich.** Ho can duong vi ho chiu mot rui ro ma nguoi khac khong chiu — thuong la ke toan, nguoi phu trach ky thuat, hoac nguoi than trong gia dinh. Tim ra ho o buoi tu van dau tien bang mot cau: "Ngoai anh/chi ra con ai can dong y nua khong". Bo qua ho la ly do pho bien nhat khien mot deal "gan chot" nam mai.

Buoc 2 — One-pager

Mot trang, dung mot mat. Muc dich chinh: de **nguoi ung ho ben trong** cam di thuyet phuc nguoi khac khi khong co ban o do.

Nam khoi, theo dung thu tu: 1. **Van de** — mot cau, dung ngon ngu khach hay noi. 2. **Ban lam gi** — mot cau, khong thuat ngu. 3. **Ba diem khac biet** — moi diem mot dong, moi diem kem mot bang chung. 4. **Mot bang chung manh** — con so ket qua that hoac mot cau danh gia co ten va boi canh. 5. **Buoc tiep theo** — mot hanh dong duy nhat, kem ten va so dien thoai cua nguoi cu the (khong phai so tong dai).

Yeu cau hinh thuc: doc luot 30 giay la nam duoc; chu du to de doc tren dien thoai; xuat ban anh de gui thang qua Zalo (nhieu nguoi khong mo file PDF tren dien thoai).

Buoc 3 — Outline bo slide tu van / pitch

Khong phai bo slide gioi thieu