<\/figure><\/div>\n\n\n\nDigital Marketing \uff08\u6570\u5b57\u6295\u653e\uff09<\/p>\n\n\n\n
\u5e02\u573a\u5bf9\u6570\u5b57\u5a92\u4ecb\u77e9\u9635\u7684\u63a2\u7d22\u4e5f\u662f\u57fa\u4e8e\u4f01\u4e1a\u7684\u83b7\u5ba2\u6210\u4ea4\u6a21\u5f0f\uff0cB2B\u4f01\u4e1a\u8981\u4e0d\u8981\u642d\u5efa\u6570\u5b57\u4ed8\u8d39\u5a92\u4ecb\u77e9\u9635\uff0c\u8fd9\u4e2a\u95ee\u9898\u5176\u5b9e\u6ca1\u6709\u6807\u51c6\u7b54\u6848\uff0c\u56e0\u4e3a\u6bcf\u4e2a\u4f01\u4e1a\u7684\u4e1a\u52a1\u548c\u5546\u4e1a\u6a21\u5f0f\u4e0d\u540c\u3002\u5f88\u591aTo B\u4f01\u4e1a\u7684\u5927\u5ba2\u6237\u8d21\u732e80%-90%\u7684\u5229\u6da6\uff0c\u5c5e\u4e8e\u5f3aSales Driven\uff08\u9500\u552e\u9a71\u52a8\uff09\uff0c\u800c\u6709\u4e9b\u4f01\u4e1a\u7684\u5927\u5ba2\u6237\u8d21\u732e\u7387\u8f83\u4f4e\uff0c\u8fd9\u65f6\u5019\u8170\u90e8\u5ba2\u6237\u7684\u4ef7\u503c\u5c31\u66f4\u4e3a\u7a81\u51fa\uff0c\u6570\u5b57\u5a92\u4ecb\u62c9\u65b0\u5c31\u5360\u636e\u4e86\u66f4\u52a0\u91cd\u8981\u7684\u5730\u4f4d\uff0c\u4f5c\u4e3a\u91cd\u8981\u7684\u83b7\u5ba2\u624b\u6bb5\u3002<\/p>\n\n\n\n
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Content Marketing \uff08\u5185\u5bb9\u8425\u9500\uff09<\/p>\n\n\n\n
B2B\u4f01\u4e1a\u83b7\u53d6\u5ba2\u6237\u6ce8\u610f\u7684\u5173\u952e\uff0c\u5728\u4e8e\u4e0e\u5ba2\u6237\u5efa\u7acb\u771f\u6b63\u4e14\u957f\u4e45\u7684\u4fe1\u4efb\uff0c\u800c\u5185\u5bb9\u548c\u54c1\u724c\u4f20\u9012\u51fa\u7684\u4ef7\u503c\u662f\u83b7\u53d6\u4fe1\u4efb\u7684\u57fa\u7840\uff0c\u4f01\u4e1a\u5ba2\u6237\u4e0d\u597d\u5ffd\u60a0\uff0c\u662f\u4e00\u4e2a\u8001\u751f\u5e38\u8c08\u7684\u95ee\u9898\u3002\u5ba2\u6237\u4f1a\u5728\u8d2d\u4e70\u4e4b\u524d\u81ea\u5df1\u6536\u96c6\u4fe1\u606f\u3001\u4f53\u9a8c\u4ea7\u54c1\uff0c\u66f4\u5168\u9762\u4e5f\u66f4\u7406\u6027\uff0c\u4f46\u5374\u7ed9\u4e86\u5185\u5bb9\u8425\u9500\u7684\u673a\u4f1a\u3002<\/p>\n\n\n\n
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Event Marketing\uff08\u4f1a\u8bae\u8425\u9500\uff09<\/p>\n\n\n\n
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ABM\uff08\u76ee\u6807\u5ba2\u6237\u8425\u9500\uff09<\/p>\n\n\n\n
ABM\uff08Account Based Marketing\uff0c\u9488\u5bf9\u76ee\u6807\u5ba2\u6237\u7684\u8425\u9500\uff09\u4e0e\u4f20\u7edf\u7684\u6f0f\u6597\u8425\u9500\u4e0d\u540c\uff0c\u4f1a\u63d0\u524d\u5212\u5b9a\u5ba2\u6237\u7fa4\uff0c\u660e\u786e\u77e5\u9053\u5ba2\u6237\u7684\u516c\u53f8\u3001\u751a\u81f3\u8d1f\u8d23\u4eba\u7684\u59d3\u540d\u53ca\u8054\u7cfb\u65b9\u5f0f\uff0c\u5b9a\u5411\u9488\u5bf9\u8fd9\u4e9b\u5ba2\u6237\u8fdb\u884c\u8425\u9500\u3002ABM\u8fd9\u79cd\u65b9\u6cd5\u9002\u7528\u4e8e\u5355\u4f53\u9879\u76ee\u5355\u4ef7\u6bd4\u8f83\u9ad8\u3001\u76ee\u6807\u5ba2\u6237\u4f53\u91cf\u6bd4\u8f83\u5927\u3001\u6574\u4e2a\u9879\u76ee\u7684\u8bc4\u6807\u548c\u9500\u552e\u7684\u6d41\u7a0b\u6bd4\u8f83\u957f\u3001\u6bd4\u8f83\u590d\u6742\u7684\u516c\u53f8\uff0c\u5426\u5219\u6295\u5165\u4ea7\u51fa\u6bd4\u5f88\u4f4e\u3002\u8fd9\u4e2a\u65f6\u5019\u901a\u8fc7ABM\u53ef\u4ee5\u5e2e\u52a9\u9500\u552e\u63d0\u9ad8\u6548\u7387\u3001\u964d\u4f4e\u96be\u5ea6\u3002\u6240\u4ee5\uff0c\u5728\u76ee\u6807\u7684\u9009\u53d6\u4e0a\uff0cABM\u7684\u8bc4\u9009\u6807\u51c6\u4e3a\u5927\u5ba2\u6237\u3001\u80fd\u591f\u83b7\u5229\u3001\u5df2\u6709\u6210\u529f\u6848\u4f8b\u3002<\/p>\n\n\n\n
ABM\u672c\u8eab\u662f\u4e00\u4e2a\u597d\u65b9\u6cd5\uff0c\u4f46\u5373\u4f7f\u662fB2B\u4f01\u4e1a\u6570\u636e\uff0c\u73b0\u5728\u4e5f\u6ca1\u6709\u89e3\u51b3\u6570\u636e\u5408\u89c4\u5e94\u7528\u95ee\u9898\uff0c\u4f46\u662f\u6211\u4eec\u770b\u5230\u4e86\u653f\u5e9c\u673a\u6784\u6b63\u5728\u63a8\u8fdb\u6570\u636e\u5f00\u653e\u5171\u4eab\uff0c\u63d0\u5347\u793e\u4f1a\u6570\u636e\u8d44\u6e90\u4ef7\u503c\uff0c\u201c\u6570\u636e\u201d\u7b2c\u4e00\u6b21\u88ab\u4e0a\u5347\u5230\u751f\u4ea7\u8981\u7d20\u7684\u6218\u7565\u5730\u4f4d\uff0c\u672a\u6765\u5728\u4fdd\u8bc1\u5bf9\u6570\u636e\u7684\u5145\u5206\u8bbf\u95ee\u63a7\u5236\u548c\u5bf9\u6570\u636e\u6709\u6548\u4f7f\u7528\u7684\u60c5\u51b5\u4e0b\uff0c\u4e5f\u8bb8\u4f1a\u6709\u66f4\u591a\u7684ABM\u6570\u636e\u8425\u9500\u4ea7\u54c1\u3002<\/p>\n\n\n\n
\u4f18\u5316\u6c9f\u901a\u5de5\u5177\uff0c\u8d4b\u80fd\u9500\u552e\u62d3\u65b0<\/p>\n\n\n\n
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<\/figure><\/div>\n\n\n\n\u201c\u5de5\u6b32\u5584\u5176\u4e8b\u5fc5\u5148\u5229\u5176\u5668\u201d\uff0c\u5982\u679c\u5e02\u573a\u80fd\u591f\u4e3a\u5730\u9762\u51b2\u950b\u90e8\u961f\u63d0\u4f9b\u8db3\u591f\u4e13\u4e1a\u7684\u9500\u552e\u5de5\u5177\uff0c\u534f\u52a9\u9500\u552e\u5feb\u901f\u83b7\u53d6\u76ee\u6807\u5ba2\u6237\u4fe1\u606f\uff0c\u90a3\u4e48\u9500\u552e\u81ea\u62d3\u7684\u6548\u7387\u4e5f\u5c06\u5927\u5927\u63d0\u5347\u3002\u793e\u4ea4\u5a92\u4f53\u5df2\u7ecf\u6539\u53d8\u4e86\u4eba\u4eec\u8fde\u63a5\u548c\u6c9f\u901a\u7684\u65b9\u5f0f\uff0c\u5982\u4eca\u6211\u4eec\u8981\u627e\u5230\u4e00\u4e2aKP\uff08Key Person\uff0c\u5173\u952e\u51b3\u7b56\u4eba\uff09\u7684\u96be\u5ea6\u4ece\u67d0\u79cd\u610f\u4e49\u4e0a\u5927\u5927\u964d\u4f4e\uff0c\u4f46\u9500\u552e\u7684\u89e6\u89c9\u8981\u8db3\u591f\u7075\u654f\uff0c\u624d\u80fd\u66f4\u597d\u5730\u628a\u63e1\u4f4f\u8fd9\u4e9b\u673a\u4f1a\u3002\u53c2\u52a0\u884c\u4e1a\u6d3b\u52a8\u3001\u52a0\u5165\u5927\u5496\u793e\u7fa4\u3001\u5584\u7528\u804c\u4e1a\u793e\u4ea4\u5e73\u53f0\u4ee5\u53ca\u7d27\u76ef\u7ade\u4e89\u5bf9\u624b\u7684\u5ba2\u6237\u6c60\u2026\u2026\u6bcb\u9700\u591a\u8bf4\uff0c\u8fd9\u4e9b\u5e38\u89c4\u7684\u9500\u552e\u62d3\u65b0\u624b\u6bb5\uff0c\u76f8\u4fe1\u8eab\u7ecf\u767e\u6218\u7684Top Sales\u57fa\u672c\u4e0a\u80fd\u7528\u7684\u624b\u6bb5\u90fd\u5df2\u7ecf\u5728\u7528\u4e86\u3002<\/p>\n\n\n\n
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02 \u57f9\u80b2\u7bc7<\/h3>\n\n\n\n
B2B\u8425\u9500\u4e0d\u540c\u4e8eB2C\uff0c\u83b7\u5ba2\u6210\u672c\u9ad8\uff0c\u8f6c\u5316\u5468\u671f\u957f\uff0cForrester\u62a5\u544a\u663e\u793a90%\u9500\u552e\u7ebf\u7d22\u6700\u7ec8\u90fd\u53ef\u80fd\u6d41\u5931\u4e86\uff0c\u5176\u4e2d\u4e00\u4e2a\u4e3b\u8981\u539f\u56e0\u5c31\u662f\u7f3a\u4e4f\u6f5c\u5728\u5ba2\u6237\u7684\u57f9\u80b2\u8fc7\u7a0b\uff0c\u9500\u552e\u9700\u8981\u82b1\u8d39\u5927\u91cf\u65f6\u95f4\u3001\u4eba\u529b\u53bb\u7504\u522b\u7ebf\u7d22\u8d28\u91cf\uff0c\u518d\u52a0\u4e0a\u5927\u90e8\u5206\u9500\u552e\u7f3a\u4e4f\u7ebf\u7d22\u8d28\u91cf\u7b5b\u9009\u7684\u7ecf\u9a8c\uff0c\u53c8\u6269\u5927\u4e86\u65e0\u6cd5\u53ca\u65f6\u8ddf\u8fdb\u4f18\u8d28\u7ebf\u7d22\u7684\u673a\u4f1a\u6210\u672c\u3002<\/p>\n\n\n\n
\u5927\u90e8\u5206\u9500\u552e\u5728\u6536\u5230\u5e02\u573a\u63d0\u4f9b\u7684\u540d\u5355\u540e\uff0c\u4e0d\u7d27\u4e0d\u6162\u5730\u8054\u7cfb\u6f5c\u5ba2\uff0c\u5148\u7b80\u5355\u804a\u51e0\u53e5\uff0c\u5982\u679c\u8fd0\u6c14\u597d\uff0c\u6216\u8bb8\u8fd8\u6253\u4e86\u4e00\u901a15\u5206\u949f\u7684\u7535\u8bdd\uff0c\u4ecb\u7ecd\u4ea7\u54c1\u548c\u62a5\u4ef7\uff0c\u6700\u540e\u5bf9\u65b9\u6254\u4e0b\u4e86\u4e00\u53e5\u201c\u6211\u8003\u8651\u4e0b\uff0c\u6709\u9700\u8981\u548c\u4f60\u8054\u7cfb\u3002\u201d\u90a3\u4e48\u8fd9\u4e2a\u65f6\u5019\u5e94\u8be5\u600e\u4e48\u529e\uff1f<\/p>\n\n\n\n
\u4e00\u90e8\u5206\u6709\u610f\u8bc6\u7684\u9500\u552e\u53ef\u80fd\u4f9d\u7136\u4f1a\u5728\u672a\u6765\u7684\u67d0\u4e2a\u8282\u70b9\u548c\u5bf9\u65b9\u518d\u6b21\u8054\u7cfb\uff0c\u80fd\u8f6c\u5316\u5c31\u8f6c\u5316\uff0c\u4e0d\u80fd\u8f6c\u5316\u5c31\u62c9\u5012\uff0c\u63a5\u7740\u53bb\u4f18\u5148\u8ddf\u8fdb\u90a3\u4e9b\u610f\u5411\u66f4\u5f3a\u7684\u7ebf\u7d22\u3002\u4e45\u800c\u4e45\u4e4b\uff0c\u9500\u552e\u4eec\u90fd\u88ab\u201c\u60ef\u574f\u201d\u4e86\uff0c\u5bf9\u4e8e\u610f\u5411\u7a0b\u5ea6\u4e0d\u90a3\u4e48\u5f3a\u70c8\u7684\u7ebf\u7d22\uff0c\u5c31\u663e\u5f97\u975e\u5e38\u88ab\u52a8\u548c\u6d88\u6781\u3002Middle of Funnel\uff08\u9500\u552e\u6f0f\u6597\u4e2d\u90e8\uff09\u6162\u6162\u5f62\u6210\u4e00\u4e2a\u5de8\u5927\u7684\u6f0f\u6d1e\uff0c\u5e02\u573a & \u9500\u552e\u90e8\u95e8\u90fd\u8ba4\u4e3a\u5bf9\u65b9\u8981\u8d1f\u8d23\uff0c\u800c\u7ed3\u679c\u53d8\u6210\u6ca1\u4eba\u8d1f\u8d23\u3002<\/p>\n\n\n\n
\u6211\u4eec\u7684\u5efa\u8bae\u662f\uff0c\u8fd9\u90e8\u5206\u5e94\u8be5\u7531\u5e02\u573a\u8d1f\u8d23\uff0c\u6216\u8005\u5fc5\u987b\u7528 #MLG\u5e02\u573a\u601d\u7ef4\u53bb\u89e3\u51b3\u3002\u7ebf\u7d22\u57f9\u80b2\uff0c\u5c31\u662f\u8981\u548c\u6ca1\u6709\u8d2d\u4e70\u4ea7\u54c1\u7684\u6f5c\u5ba2\u6784\u5efa\u826f\u597d\u7684\u5173\u7cfb\uff0c\u5e76\u5728\u672a\u6765\u5c06\u5176\u53d1\u5c55\u4e3a\u7406\u60f3\u5ba2\u6237\u7684\u8fc7\u7a0b\uff0c\u9700\u8981\u5efa\u7acb\u957f\u671f\u3001\u6709\u610f\u4e49\u4e14\u5145\u6ee1\u4fe1\u4efb\u7684\u5173\u7cfb\u3002<\/p>\n\n\n\n
\u73b0\u5728\u6211\u4eec\u6765\u8c08\u8c08\u5230\u5e95\u5982\u4f55\u8fdb\u884c\u6709\u6548\u7684 \u65b0\u7ebf\u7d22\u57f9\u80b2 & \u6c89\u9ed8\u7ebf\u7d22\u6fc0\u6d3b\u3002<\/p>\n\n\n\n
\u6574\u7406\u5ba2\u6237\u65c5\u7a0b\u5730\u56fe<\/p>\n\n\n\n
\u521d\u6b21\u63a5\u89e6\u7684\u6f5c\u5728\u5ba2\u6237\u4e2d\uff0c\u53ea\u67095%-20%\u505a\u597d\u4e86\u91c7\u8d2d\u51c6\u5907\uff0c\u5927\u90e8\u5206\u5904\u4e8e\u4fe1\u606f\u6536\u96c6\u9636\u6bb5\uff0c\u5e76\u4e14\u5ba2\u6237\u7684\u8ba4\u77e5\u65c5\u7a0b\u662f\u968f\u610f\u4e14\u6e10\u8fdb\u7684\uff0c\u4f46\u65e0\u8bba\u5982\u4f55\u590d\u6742\u53d8\u5316\uff0c\u5ba2\u6237\u8ba4\u77e5\u65c5\u7a0b\u603b\u5f52\u79bb\u4e0d\u5f00\u5982\u4e0b3\u4e2a\u6838\u5fc3\u8981\u70b9\uff1a<\/p>\n\n\n\n
Problem Aware\uff1a\u75db\u70b9\u8ba4\u77e5\uff0c\u5ba2\u6237\u7684\u75db\u70b9\u660e\u663e\uff0c\u4f46\u4e0d\u77e5\u9053\u6709\u89e3\u51b3\u65b9\u6848<\/p>\n\n\n\n