{"id":14261,"date":"2022-11-02T16:46:00","date_gmt":"2022-11-02T14:46:00","guid":{"rendered":"https:\/\/www.minicrm.ro\/blog\/?p=14261"},"modified":"2022-11-09T17:03:00","modified_gmt":"2022-11-09T15:03:00","slug":"ce-este-un-lead-si-ce-inseamna-procesul-de-calificare-a-acestuia","status":"publish","type":"post","link":"https:\/\/www.minicrm.ro\/blog\/2022\/11-02\/ce-este-un-lead-si-ce-inseamna-procesul-de-calificare-a-acestuia\/","title":{"rendered":"Ce este un lead \u0219i ce \u00eenseamn\u0103 procesul de calificare a acestuia?"},"content":{"rendered":"\n<figure class=\"wp-block-gallery has-nested-images columns-default is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\"><\/figure>\n\n\n\n<p>\u00cen termenii cei mai simpli, un lead este o persoan\u0103 sau o organiza\u021bie care este poten\u021bial interesat\u0103 de produsele sau serviciile pe care tu le ai de oferit. \u00cen domeniul v\u00e2nz\u0103rilor, lead-urile mai sunt numite <em>oportunit\u0103\u021bi<\/em> sau <em>prospec\u021bi<\/em> (o adaptare din <em>engl <\/em>\u201cprospects\u201d, care \u00eenseamn\u0103 de fapt tot \u201coportunit\u0103\u021bi\u201d). O condi\u021bie pentru a putea vorbi despre un lead, este s\u0103 existe date de contact pentru acesta: nume, e-mail, telefon.&nbsp;<\/p>\n\n\n\n<p><strong>\u00cen mod normal, o astfel de persoan\u0103 sau organiza\u021bie devine lead \u00een momentul \u00een care \u00eentreprinde o ac\u021biune \u00een direc\u021bia produsului\/serviciului t\u0103u.<\/strong><\/p>\n\n\n\n<p>Exemple de ac\u021biuni:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>completeaz\u0103 un formular de \u00eenscriere la un eveniment de-al t\u0103u<\/li><li>\u00ee\u0219i las\u0103 datele de contact pentru a primi un ebook de la tine<\/li><li>\u00ee\u0219i face un cont de test pe site-ul t\u0103u<\/li><li>solicit\u0103 o ofert\u0103 de pre\u021b<\/li><\/ul>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Calificarea lead-urilor<\/strong><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"767\" height=\"384\" src=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/lead-uri-care-intra-in-procesul-de-calificare-767x384.png\" alt=\"leaduri care intra in procesul de calificare inainte de vanzare\" class=\"wp-image-14267\" srcset=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/lead-uri-care-intra-in-procesul-de-calificare-767x384.png 767w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/lead-uri-care-intra-in-procesul-de-calificare-300x150.png 300w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/lead-uri-care-intra-in-procesul-de-calificare-768x384.png 768w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/lead-uri-care-intra-in-procesul-de-calificare-1200x600.png 1200w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/lead-uri-care-intra-in-procesul-de-calificare.png 1400w\" sizes=\"auto, (max-width: 767px) 100vw, 767px\" \/><\/figure>\n<\/div>\n\n\n<p>Nu toate lead-urile au aceea\u0219i valoare. \u00cen procesul de calificare, echipa de v\u00e2nz\u0103ri \u00eencearc\u0103 s\u0103 determine aceast\u0103 valoare. Adic\u0103 ce \u0219anse sunt ca acest lead s\u0103 fac\u0103 o achizi\u021bie.&nbsp;<\/p>\n\n\n\n<p>Num\u0103rul \u015fi denumirile etapelor de calificare pot diferi \u00een func\u0163ie de numeroase criterii, \u00eens\u0103 oricare ar fi structura procesului de v\u00e2nzare, ai nevoie de informa\u0163ii despre:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Existen\u0163a nevoii<\/strong> (pot fi nevoile lead-ului satisf\u0103cute de serviciile tale?)<\/li><li><strong>Existen\u0163a bugetului<\/strong> (are lead-ul capacitatea financiar\u0103 de a achizi\u021biona ceea ce oferi?)<\/li><li><strong>Identificarea decidentului<\/strong> (are persoana cu care discu\u021bi putere de decizie pentru achizi\u021bie sau trebuie discutat \u0219i cu altcineva?)<\/li><\/ul>\n\n\n\n<p>Aparent simple, aceste informa\u0163ii sunt greu de gestionat f\u0103r\u0103 un <a href=\"https:\/\/www.minicrm.ro\">sistem CRM<\/a>. Valoarea adus\u0103 de <a href=\"https:\/\/www.minicrm.ro\">MiniCRM<\/a> st\u0103 \u00een colectarea \u015fi procesarea acestor informa\u021bii \u015fi livrarea lor \u00eentr-un mod inteligent c\u0103tre utilizatori. MiniCRM mut\u0103 automat prospec\u0163ii \u00een procesul de v\u00e2nzare, dac\u0103 s-au acumulat condi\u0163iile necesare. V\u00e2nz\u0103torii vor primi doar lead-uri calificate corect \u015fi \u00ee\u015fi vor concentra energia \u015fi vor juca cele mai importante c\u0103r\u0163i \u00een conturile cu cele mai mari \u015fanse de finalizare.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><em><strong>Lead necalificat<\/strong><\/em><\/h3>\n\n\n\n<p>Se \u00eent\u00e2mpl\u0103 deseori ca un lead care a ini\u021biat contactul cu firma ta s\u0103 nu corespund\u0103 criteriilor de calificare. Nou\u0103 ni se \u00eent\u00e2mpl\u0103, chiar dac\u0103 suntem o companie B2B, s\u0103 primim solicit\u0103ri de la persoane fizice. Alte d\u0103\u021bi, lead-urile au de fapt nevoie de altceva dec\u00e2t ce ofer\u0103 compania ta. Sau nu au suficient buget pentru serviciile\/produsele tale.<\/p>\n\n\n\n<p>\u00cen aceste situa\u021bii, <strong>echipa decide c\u0103 lead-ul este necalificat<\/strong> \u0219i acesta nu va merge mai departe \u00een procesul de v\u00e2nzare. El poate totu\u0219i r\u0103m\u00e2ne \u00een baza de date \u00een caz c\u0103 situa\u021bia lui se va schimba \u00een viitor, sau \u00een caz c\u0103 firma ta va dezvolta servicii care s\u0103 i se potriveasc\u0103 sau va avea oferte care s\u0103 corespund\u0103 cu bugetul lui.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><em><strong>Lead calificat<\/strong><\/em><\/h3>\n\n\n\n<p>Lead la care informa\u0163iile captate arat\u0103 nu doar interes fa\u0163\u0103 de produsele sau serviciile tale, ci \u015fi existen\u0163a nevoii, a bugetului necesar \u015fi la care a fost ini\u0163iat\u0103 o discu\u0163ie cu o persoan\u0103 de decizie.&nbsp;<\/p>\n\n\n\n<p>Discu\u0163ia cu decidentul sau informarea acestuia sunt elemente cheie pentru catalogarea ca lead calificat. O convorbire\/\u00eent\u00e2lnire cu asistenta managerului nu \u00eenseamn\u0103 automat calificarea unui lead.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Lead Scoring cu ajutorul CRM AI<\/strong><\/h2>\n\n\n\n<p><strong>Lead scoring? CRM? AI?<\/strong> Ce sunt toate acestea? Sun\u0103 mai complicat dec\u00e2t este de fapt. Toat\u0103 munca de calificare a lead-urilor este mult mai u\u0219oar\u0103 atunci c\u00e2nd folose\u0219ti tehnologia.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><em>Ce este un CRM?<\/em><\/h3>\n\n\n\n<p><a href=\"https:\/\/www.minicrm.ro\/ce-este-un-crm\/\">Un CRM<\/a> este, \u00een primul r\u00e2nd, o baz\u0103 de date bine structurat\u0103, care con\u021bine toate informa\u021biile despre lead-uri \u0219i clien\u021bi. Dar un CRM nu este o list\u0103 pasiv\u0103, ci un sistem care ordoneaz\u0103 toate procesele de lucru cu clien\u021bii \u0219i trimite notific\u0103ri angaja\u021bilor atunci c\u00e2nd au o \u00eent\u00e2lnire sau o sarcin\u0103 legat\u0103 de un lead. <strong>Calificarea lead-urilor este unul dintre procesele care se realizeaz\u0103 folosind \u0219i CRM-ul.<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><em><strong>CRM AI (Artificial Intelligence)<\/strong><\/em><\/h3>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"767\" height=\"384\" src=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/CRM-AI-767x384.png\" alt=\"\" class=\"wp-image-14270\" srcset=\"https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/CRM-AI-767x384.png 767w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/CRM-AI-300x150.png 300w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/CRM-AI-768x384.png 768w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/CRM-AI-1200x600.png 1200w, https:\/\/minicrm-wp-ro.s3.amazonaws.com\/uploads\/2022\/11\/CRM-AI.png 1400w\" sizes=\"auto, (max-width: 767px) 100vw, 767px\" \/><\/figure>\n<\/div>\n\n\n<p>Unele CRM-uri se folosesc \u0219i de AI (<em>Artificial Intelligence<\/em>) pentru a evalua c\u00e2t mai bine lead-urile. Acest lucru \u00eenseamn\u0103 c\u0103, pe baza datelor din sistem, se poate face o predic\u021bie legat de cine are \u0219ansele cele mai mari s\u0103 devin\u0103 client sau, cel pu\u021bin, un lead calificat pentru v\u00e2nzare.<\/p>\n\n\n\n<p><strong>Inteligen\u021ba artificial\u0103 CRM<\/strong> face aceste predic\u021bii pe baza datelor pe care le are \u00een istoricul CRM. Se pot stabili diferite criterii \u00een func\u021bie de care se face predic\u021bia:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>c\u00e2te din firmele cu acela\u0219i obiect de activitate au devenit clien\u021bi \u00een trecut<\/li><li>c\u00e2te din firmele cu nevoi similare cu cea evaluat\u0103 au devenit clien\u021bi<\/li><li>de unde a venit lead-ul? dac\u0103 e dintr-o recomandare a altui client, probabil \u0219ansa de conversie e mai mare dec\u00e2t dac\u0103 a ajuns \u00een sistem pentru c\u0103 a desc\u0103rcat un e-book<\/li><li>alte criterii: vechimea firmei, num\u0103rul de angaja\u021bi, cifra de afaceri etc.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><em>Lead Scoring<\/em><\/h3>\n\n\n\n<p>\u00cen func\u021bie de astfel de criterii, inteligen\u021ba artificial\u0103 poate calcula pe loc probabilitatea de conversie a unui lead, chiar \u00eenainte ca procesul de calificare s\u0103 \u00eenceap\u0103. Se poate acorda o not\u0103 (s\u0103 zicem pe o scal\u0103 de la 1 la 100) \u0219i atunci vorbim despre procesul de <em>lead scoring<\/em>.<\/p>\n\n\n\n<p>Evident, <strong>inteligen\u021ba artificial\u0103 CRM<\/strong> poate avea un rol important \u00een procesul de calificare. Membrii echipei de v\u00e2nz\u0103ri \u0219tiu acum pe care lead-uri s\u0103 se concentreze mai mult \u0219i pe care s\u0103 le pun\u0103 mai jos pe lista de priorit\u0103\u021bi. Asta cu at\u00e2t mai mult c\u00e2t resursele de timp \u015fi oameni sunt de obicei limitate.<\/p>\n\n\n\n<p>Dac\u0103 vrei s\u0103 treci la v\u00e2nz\u0103ri de tip punct ochit punct lovit, este cazul s\u0103 \u00eencepi utilizarea MiniCRM. \u00censcrie-te chiar acum la un demo cu un sistem care te ajut\u0103 s\u0103 califici corect lead-urile.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link has-white-color has-vivid-cyan-blue-background-color has-text-color has-background\" href=\"https:\/\/www.minicrm.ro\/signup\/try\/\">Testeaz\u0103 gratuit&nbsp;<\/a><\/div>\n<\/div>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u00cen termenii cei mai simpli, un lead este o persoan\u0103 sau o organiza\u021bie care este poten\u021bial interesat\u0103 de produsele sau serviciile pe care tu le ai de oferit. \u00cen domeniul v\u00e2nz\u0103rilor, lead-urile mai sunt numite oportunit\u0103\u021bi sau prospec\u021bi (o adaptare din engl \u201cprospects\u201d, care \u00eenseamn\u0103 de fapt tot \u201coportunit\u0103\u021bi\u201d). O condi\u021bie pentru a putea vorbi [&hellip;]<\/p>\n","protected":false},"author":60,"featured_media":14267,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"gallery","meta":{"footnotes":""},"categories":[563,24],"tags":[617,435,629,438,620,623,626,614],"class_list":["post-14261","post","type-post","status-publish","format-gallery","has-post-thumbnail","hentry","category-crm","category-sfaturi-crestere-vanzari-crm","tag-calificare-lead-uri","tag-crm","tag-crm-ai","tag-crm-vanzari","tag-lead-calificat","tag-lead-necalificat","tag-lead-scoring","tag-lead-uri","post_format-post-format-gallery"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Ce este un lead \u0219i ce \u00eenseamn\u0103 procesul de calificare a acestuia?<\/title>\n<meta name=\"description\" content=\"\u00cen termenii cei mai simpli, un lead este o persoan\u0103 sau o organiza\u021bie care 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