{"id":8385,"date":"2023-11-29T06:48:53","date_gmt":"2023-11-29T06:48:53","guid":{"rendered":"https:\/\/masterskills.org\/blog\/khach-hang-tiem-nang-sales-lead-la-gi-nguon-hinh-thanh-khach-hang-tiem-nang.html"},"modified":"2023-12-21T14:27:28","modified_gmt":"2023-12-21T07:27:28","slug":"khach-hang-tiem-nang-sales-lead-la-gi-nguon-hinh-thanh-khach-hang-tiem-nang","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/khach-hang-tiem-nang-sales-lead-la-gi-nguon-hinh-thanh-khach-hang-tiem-nang.html","title":{"rendered":"Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (Sales Lead) l\u00e0 g\u00ec? Ngu\u1ed3n h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng"},"content":{"rendered":"<div class=\"vnbcbc-body vceditor-content wi-active\" data-role=\"content\">\n<figure class=\"VCSortableInPreviewMode\">\n<div><\/div><figcaption class=\"PhotoCMS_Caption\">\n<p data-placeholder=\"[Nh\u1eadp ch\u00fa th\u00edch \u1ea3nh]\" class=\"\">(H\u00ecnh minh h\u1ecda: Workana)<\/p>\n<\/figcaption><\/figure>\n<h2><font style=\"line-height: 22px;font-size: 22px\" color=\"#3d85c6\">Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/font><\/h2>\n<p><b>Kh\u00e1i ni\u1ec7m<\/b><\/p>\n<p><b>Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/b> trong ti\u1ebfng Anh l\u00e0 <b>sales lead<\/b>.<\/p>\n<p><b>Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/b> l\u00e0 m\u1ed9t m\u1ed1i li\u00ean h\u1ec7 b\u00e1n h\u00e0ng, c\u00e1 nh\u00e2n ho\u1eb7c t\u1ed5 ch\u1ee9c ti\u1ec1m n\u0103ng m\u00e0 c\u00f3 s\u1ef1 quan t\u00e2m \u0111\u1ebfn h\u00e0ng h\u00f3a ho\u1eb7c d\u1ecbch v\u1ee5 c\u1ee7a doanh nghi\u1ec7p.\u00a0<\/p>\n<p>Doanh nghi\u1ec7p th\u01b0\u1eddng c\u00f3 \u0111\u01b0\u1ee3c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng th\u00f4ng qua s\u1ef1 gi\u1edbi thi\u1ec7u c\u1ee7a kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i ho\u1eb7c th\u00f4ng qua k\u1ebft qu\u1ea3 ph\u1ea3n h\u1ed3i tr\u1ef1c ti\u1ebfp t\u1eeb c\u00e1c qu\u1ea3ng c\u00e1o ho\u1eb7c rao b\u00e1n h\u00e0ng h\u00f3a. B\u1ed9 ph\u1eadn marketing c\u1ee7a c\u00f4ng ty th\u01b0\u1eddng c\u00f3 tr\u00e1ch nhi\u1ec7m khai th\u00e1c v\u00e0 h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng.\u00a0<\/p>\n<p>Theo \u0111u\u1ed5i v\u00e0 ch\u1ed1t kh\u00e1ch h\u00e0ng th\u01b0\u1eddng thu\u1ed9c v\u1ec1 tr\u00e1ch nhi\u1ec7m c\u1ee7a b\u1ed9 ph\u1eadn b\u00e1n h\u00e0ng. V\u00ed d\u1ee5, m\u1ed9t nh\u00e0 cung c\u1ea5p qu\u1ea3ng b\u00e1 d\u1ecbch v\u1ee5 c\u1ee7a m\u00ecnh t\u1ea1i m\u1ed9t tri\u1ec3n l\u00e3m th\u01b0\u01a1ng m\u1ea1i ng\u00e0nh, hi v\u1ecdng thu h\u00fat s\u1ef1 ch\u00fa \u00fd c\u1ee7a nh\u1eefng ng\u01b0\u1eddi mua \u0111\u1ee7 \u0111i\u1ec1u ki\u1ec7n tham d\u1ef1 tri\u1ec3n l\u00e3m. M\u1ed7i m\u1ed9t c\u00e2u h\u1ecfi mu\u1ed1n bi\u1ebft th\u00eam th\u00f4ng tin v\u1ec1 nh\u00e0 cung c\u1ea5p th\u00ec \u0111\u01b0\u1ee3c t\u00ednh l\u00e0 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (ngh\u0129a l\u00e0 th\u1ef1c th\u1ec3 n\u00e0y th\u1ec3 hi\u1ec7n s\u1ef1 quan t\u00e2m \u0111\u1ebfn d\u1ecbch v\u1ee5), sau \u0111\u00f3 c\u00f3 th\u1ec3 ph\u00e1t tri\u1ec3n th\u00e0nh m\u1ed9t giao d\u1ecbch mua b\u00e1n.\u00a0<\/p>\n<p>C\u00e1c th\u00f4ng tin n\u1eafm b\u1eaft v\u1ec1 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng l\u00e0 kh\u00e1c nhau. N\u00f3 c\u00f3 th\u1ec3 bao g\u1ed3m t\u00ean v\u00e0 \u0111\u1ecba ch\u1ec9 email c\u1ee7a m\u1ed9t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, ho\u1eb7c n\u00f3 c\u00f3 th\u1ec3 cung c\u1ea5p th\u00f4ng tin s\u00e2u h\u01a1n v\u1ec1 ng\u01b0\u1eddi \u0111\u00f3, bao g\u1ed3m th\u00f4ng tin v\u1ec1 v\u1ecb tr\u00ed c\u1ee7a h\u1ecd trong c\u00f4ng ty v\u00e0 khung th\u1eddi gian mua d\u1ef1 ki\u1ebfn.\u00a0<\/p>\n<p>Nh\u1eefng n\u1ed7 l\u1ef1c t\u1ea1o ra kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng c\u1ee7a c\u00f4ng ty v\u00e0 c\u00e1ch ti\u1ebfp c\u1eadn \u0111\u1ec3 ch\u1ed1t kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng c\u00f3 th\u1ec3 \u1ea3nh h\u01b0\u1edfng \u0111\u00e1ng k\u1ec3 \u0111\u1ebfn th\u00e0nh c\u00f4ng c\u1ee7a c\u00f4ng ty trong th\u1ecb tr\u01b0\u1eddng. \u0110\u1ec3 \u0111\u1ea1t \u0111\u01b0\u1ee3c \u0111i\u1ec1u \u0111\u00f3, h\u1ea7u h\u1ebft c\u00e1c t\u1ed5 ch\u1ee9c c\u1ed1 g\u1eafng thi\u1ebft l\u1eadp c\u00e1c chi\u1ebfn l\u01b0\u1ee3c hi\u1ec7u qu\u1ea3, t\u1eeb qui tr\u00ecnh h\u00ecnh th\u00e0nh, x\u00e1c \u0111\u1ecbnh v\u00e0 ph\u00e2n ph\u1ed1i kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng.\u00a0<\/p>\n<h3><font style=\"line-height: 22px;font-size: 22px\" color=\"#3d85c6\">Ngu\u1ed3n h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/font><\/h3>\n<p>Qu\u00e1 tr\u00ecnh c\u00f3 \u0111\u01b0\u1ee3c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng b\u1eaft \u0111\u1ea7u v\u1edbi vi\u1ec7c h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (leads generation). H\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng bao g\u1ed3m c\u00e1c ho\u1ea1t \u0111\u1ed9ng li\u00ean quan \u0111\u1ebfn marketing, ho\u1eb7c ng\u01b0\u1eddi h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng.\u00a0<\/p>\n<p>\u1ede c\u1ea5p \u0111\u1ed9 c\u01a1 b\u1ea3n, vi\u1ec7c h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng c\u00f3 th\u1ec3 \u0111\u01a1n gi\u1ea3n nh\u01b0 l\u00e0 nh\u1eadn \u0111\u01b0\u1ee3c c\u00e1c l\u1eddi gi\u1edbi thi\u1ec7u t\u1eeb kh\u00e1ch h\u00e0ng hi\u1ec7n t\u1ea1i.\u00a0<\/p>\n<p>Tuy nhi\u00ean, v\u1edbi c\u00e1c c\u00f4ng ty \u0111ang mu\u1ed1n t\u00ecm c\u00e1ch t\u0103ng doanh thu nhanh ch\u00f3ng, h\u1ecd th\u01b0\u1eddng \u00e1p d\u1ee5ng c\u00e1c k\u0129 thu\u1eadt h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng kh\u00e1c.<\/p>\n<p>V\u00ed d\u1ee5: H\u1ecd c\u00f3 th\u1ec3 mua danh s\u00e1ch kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng t\u1eeb m\u1ed9t c\u00f4ng ty duy tr\u00ec c\u01a1 s\u1edf d\u1eef li\u1ec7u v\u1ec1 kh\u00e1ch h\u00e0ng c\u00e1 nh\u00e2n ho\u1eb7c doanh nghi\u1ec7p ti\u1ec1m n\u0103ng. Danh s\u00e1ch n\u00e0y c\u00f3 th\u1ec3 \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng \u0111\u1ec3 ti\u1ebfn h\u00e0nh marketing qua th\u01b0, email ho\u1eb7c chi\u1ebfn d\u1ecbch marketing qua \u0111i\u1ec7n tho\u1ea1i. T\u1ea5t c\u1ea3 c\u00e1c h\u00ecnh th\u1ee9c n\u00e0y \u0111\u1ec1u l\u00e0 marketing tr\u1ef1c ti\u1ebfp.\u00a0<\/p>\n<p>C\u00e1c c\u00f4ng ty c\u0169ng c\u00f3 th\u1ec3 t\u1ed5 ch\u1ee9c ho\u1eb7c tham gia v\u00e0o c\u00e1c s\u1ef1 ki\u1ec7n gi\u1eefa c\u00e1c doanh nghi\u1ec7p B2B \u0111\u1ec3 h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng. V\u00ed d\u1ee5 nh\u01b0 c\u00e1c tri\u1ec3n l\u00e3m th\u01b0\u01a1ng m\u1ea1i, h\u1ed9i th\u1ea3o tr\u00ean web v\u00e0 c\u00e1c\u00a0cu\u1ed9c h\u1ecdp &#8220;lunch and learn&#8221;.\u00a0<\/p>\n<p>Ngo\u00e0i ra, c\u00f2n c\u00f3 c\u00e1c ph\u01b0\u01a1ng ph\u00e1p marketing k\u0129 thu\u1eadt s\u1ed1, nh\u01b0 inbound marketing, t\u1eadp trung v\u00e0o vi\u1ec7c thu h\u00fat c\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng th\u00f4ng qua n\u1ed9i dung tr\u1ef1c tuy\u1ebfn do c\u00f4ng ty t\u1ea1o ra. Nh\u1eefng n\u1ed9i dung n\u00e0y c\u00f3 th\u1ec3 bao g\u1ed3m c\u00e1c b\u00e0i \u0111\u0103ng, video, infographics tr\u00ean blog ho\u1eb7c\u00a0s\u00e1ch tr\u1eafng, c\u00f4ng ty s\u1ebd t\u1ea1o c\u00e1c chi\u1ebfn d\u1ecbch\u00a0content marketing\u00a0tr\u00ean c\u00e1c n\u1ec1n t\u1ea3ng n\u00e0y \u0111\u1ec3 qu\u1ea3ng b\u00e1 th\u01b0\u01a1ng hi\u1ec7u.\u00a0<\/p>\n<h3><font style=\"line-height: 22px;font-size: 22px\" color=\"#3d85c6\">Qui tr\u00ecnh qu\u1ea3n l\u00ed kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng<\/font><\/h3>\n<p>C\u00e1c ho\u1ea1t \u0111\u1ed9ng h\u00ecnh th\u00e0nh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng th\u00e0nh c\u00f4ng s\u1ebd t\u1ea1o ra c\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng c\u00f3 ch\u1ea5t l\u01b0\u1ee3ng v\u00e0 c\u00f3 m\u1ee9c \u0111\u1ed9 quan tr\u1ecdng kh\u00e1c nhau. \u0110\u1ec3 t\u1ed1i \u0111a h\u00f3a ti\u1ec1m n\u0103ng kinh t\u1ebf c\u1ee7a nh\u1eefng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u00f3, m\u1ed9t c\u00f4ng ty c\u00f3 th\u1ec3 ph\u00e1t tri\u1ec3n qui tr\u00ecnh qu\u1ea3n l\u00ed kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng. Ch\u00fang bao g\u1ed3m c\u00e1c ph\u01b0\u01a1ng ph\u00e1p v\u00e0 h\u1ec7 th\u1ed1ng \u0111\u1ec3 n\u1eafm b\u1eaft, theo d\u00f5i v\u00e0 ph\u00e2n ph\u1ed1i kh\u00e1ch h\u00e0ng cho \u0111\u1ea1i di\u1ec7n b\u00e1n h\u00e0ng \u0111\u1ec3 ch\u1ed1t \u0111\u01b0\u1ee3c kh\u00e1ch h\u00e0ng.\u00a0<\/p>\n<p>Qu\u1ea3n l\u00ed kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng t\u1eadp trung v\u00e0o vi\u1ec7c nu\u00f4i d\u01b0\u1ee1ng c\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng c\u00e1 nh\u00e2n, v\u00e0 \u0111\u1ec3 \u0111\u01b0a v\u00e0o\u00a0qui tr\u00ecnh b\u00e1n h\u00e0ng\u00a0(sales pipeline)\u00a0c\u1ee7a c\u00f4ng ty. B\u1ed9 ph\u1eadn marketing th\u01b0\u1eddng c\u00f3 tr\u00e1ch nhi\u1ec7m g\u00e1n gi\u00e1 tr\u1ecb cho m\u1ed7i kh\u00e1ch h\u00e0ng. \u0110\u00e2y l\u00e0 c\u00f4ng vi\u1ec7c \u0111\u00e1nh gi\u00e1 v\u00e0 x\u1ebfp h\u1ea1ng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng theo v\u1ecb tr\u00ed c\u1ee7a m\u1ed9t ng\u01b0\u1eddi mua h\u00e0ng ti\u1ec1m n\u0103ng trong\u00a0ph\u1ec5u b\u00e1n h\u00e0ng\u00a0(sales funnel).\u00a0<\/p>\n<p>(Theo <i>Techtarget<\/i>)<\/p>\n<section class=\"section main-article-chapter\" data-menu-title=\"Sales lead management process\">\n<\/section>\n<section class=\"section main-article-chapter\" data-menu-title=\"Sales funnel metrics\">\n<section class=\"section main-article-chapter\" data-menu-title=\"Sales funnel strategies\">\n<\/section>\n<\/section><\/div>\n","protected":false},"excerpt":{"rendered":"<div class=\"vnbcbc-sapo\" data-role=\"sapo\">\n                            Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (ti\u1ebfng Anh: Sales Lead) l\u00e0 m\u1ed9t m\u1ed1i li\u00ean h\u1ec7 b\u00e1n h\u00e0ng, c\u00e1 nh\u00e2n ho\u1eb7c t\u1ed5 ch\u1ee9c ti\u1ec1m n\u0103ng m\u00e0 c\u00f3 s\u1ef1 quan t\u00e2m \u0111\u1ebfn h\u00e0ng h\u00f3a ho\u1eb7c d\u1ecbch v\u1ee5 c\u1ee7a doanh nghi\u1ec7p.\n                        <\/div>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[418],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/8385"}],"collection":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=8385"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/8385\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=8385"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=8385"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=8385"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}