{"id":27381,"date":"2026-05-28T16:14:39","date_gmt":"2026-05-28T09:14:39","guid":{"rendered":"https:\/\/base.vn\/blog\/?p=27381"},"modified":"2026-05-28T16:35:41","modified_gmt":"2026-05-28T09:35:41","slug":"b2b-crm","status":"publish","type":"post","link":"https:\/\/base.vn\/blog\/b2b-crm\/","title":{"rendered":"CRM B2B l\u00e0 g\u00ec? Gi\u1ea3i ph\u00e1p qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng cho doanh nghi\u1ec7p B2B"},"content":{"rendered":"\n<p>Trong m\u00f4 h\u00ecnh kinh doanh B2B, quy tr\u00ecnh b\u00e1n h\u00e0ng th\u01b0\u1eddng k\u00e9o d\u00e0i, \u0111i qua nhi\u1ec1u \u0111i\u1ec3m ch\u1ea1m v\u00e0 li\u00ean quan \u0111\u1ebfn nhi\u1ec1u b\u1ed9 ph\u1eadn kh\u00e1c nhau. V\u00ec v\u1eady, doanh nghi\u1ec7p kh\u00f4ng ch\u1ec9 c\u1ea7n l\u01b0u tr\u1eef th\u00f4ng tin kh\u00e1ch h\u00e0ng t\u1eadp trung, m\u00e0 c\u00f2n c\u1ea7n m\u1ed9t h\u1ec7 th\u1ed1ng gi\u00fap qu\u1ea3n l\u00fd xuy\u00ean su\u1ed1t to\u00e0n b\u1ed9 chu k\u1ef3 b\u00e1n h\u00e0ng.<\/p>\n\n\n\n<p>\u0110\u00e2y c\u0169ng l\u00e0 l\u00fd do CRM B2B tr\u1edf th\u00e0nh c\u00f4ng c\u1ee5 quan tr\u1ecdng trong chi\u1ebfn l\u01b0\u1ee3c t\u0103ng tr\u01b0\u1edfng c\u1ee7a nhi\u1ec1u doanh nghi\u1ec7p B2B hi\u1ec7n nay. V\u1eady c\u1ee5 th\u1ec3 h\u01a1n th\u00ec <strong>CRM B2B l\u00e0 g\u00ec<\/strong>, c\u00f3 nh\u1eefng ch\u1ee9c n\u0103ng c\u1ed1t l\u00f5i n\u00e0o v\u00e0 mang l\u1ea1i l\u1ee3i \u00edch g\u00ec cho doanh nghi\u1ec7p? H\u00e3y c\u00f9ng <a href=\"https:\/\/base.vn\/?utm_source=blog&amp;utm_content=crm-b2b\" target=\"_blank\" rel=\"noreferrer noopener\">Base.vn<\/a> t\u00ecm hi\u1ec3u th\u00f4ng tin chi ti\u1ebft trong n\u1ed9i dung sau.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-1-crm-b2b-la-gi-d\u1ecbnh-nghia-gi\u1ea3i-thich-thu\u1eadt-ng\u1eef-amp-vi-d\u1ee5-d\u01a1n-gi\u1ea3n\">1. CRM B2B l\u00e0 g\u00ec? \u0110\u1ecbnh ngh\u0129a, gi\u1ea3i th\u00edch thu\u1eadt ng\u1eef &amp; v\u00ed d\u1ee5 \u0111\u01a1n gi\u1ea3n<\/h2>\n\n\n\n<p><strong>CRM B2B (h\u1ec7 th\u1ed1ng qu\u1ea3n tr\u1ecb quan h\u1ec7 kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p)<\/strong> l\u00e0 gi\u1ea3i ph\u00e1p \u0111\u01b0\u1ee3c thi\u1ebft k\u1ebf d\u00e0nh ri\u00eang cho c\u00e1c doanh nghi\u1ec7p kinh doanh theo m\u00f4 h\u00ecnh doanh nghi\u1ec7p v\u1edbi doanh nghi\u1ec7p. Kh\u00e1c v\u1edbi <a href=\"https:\/\/base.vn\/blog\/crm-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">CRM<\/a> th\u00f4ng th\u01b0\u1eddng ph\u1ee5c v\u1ee5 nhi\u1ec1u nh\u00f3m kh\u00e1ch h\u00e0ng kh\u00e1c nhau, CRM B2B t\u1eadp trung v\u00e0o vi\u1ec7c qu\u1ea3n l\u00fd c\u00e1c t\u00e0i kho\u1ea3n doanh nghi\u1ec7p (account) thay v\u00ec kh\u00e1ch h\u00e0ng c\u00e1 nh\u00e2n.<\/p>\n\n\n\n<p>\u0110i\u1ec3m \u0111\u1eb7c tr\u01b0ng c\u1ee7a CRM B2B n\u1eb1m \u1edf kh\u1ea3 n\u0103ng theo d\u00f5i to\u00e0n b\u1ed9 qu\u00e1 tr\u00ecnh t\u01b0\u01a1ng t\u00e1c v\u1edbi m\u1ed9t t\u1ed5 ch\u1ee9c kh\u00e1ch h\u00e0ng. H\u1ec7 th\u1ed1ng kh\u00f4ng ch\u1ec9 l\u01b0u th\u00f4ng tin c\u1ee7a m\u1ed9t ng\u01b0\u1eddi li\u00ean h\u1ec7, m\u00e0 c\u00f2n qu\u1ea3n l\u00fd th\u00f4ng tin c\u1ee7a nhi\u1ec1u vai tr\u00f2 kh\u00e1c nhau trong c\u00f9ng doanh nghi\u1ec7p nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ng\u01b0\u1eddi ra quy\u1ebft \u0111\u1ecbnh<\/li>\n\n\n\n<li>Ng\u01b0\u1eddi \u1ea3nh h\u01b0\u1edfng<\/li>\n\n\n\n<li>Ng\u01b0\u1eddi tr\u1ef1c ti\u1ebfp s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m\/d\u1ecbch v\u1ee5.<\/li>\n<\/ul>\n\n\n\n<p>\u0110\u00e2y l\u00e0 kh\u00e1c bi\u1ec7t l\u1edbn so v\u1edbi m\u00f4i tr\u01b0\u1eddng b\u00e1n l\u1ebb ho\u1eb7c <a href=\"https:\/\/base.vn\/blog\/b2c-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00f4 h\u00ecnh B2C<\/a> (Business-to-Consumer \u2013 doanh nghi\u1ec7p t\u1edbi ng\u01b0\u1eddi ti\u00eau d\u00f9ng), n\u01a1i giao d\u1ecbch th\u01b0\u1eddng di\u1ec5n ra nhanh v\u00e0 xoay quanh c\u00e1 nh\u00e2n.<\/p>\n\n\n\n<p>Trong th\u1ef1c t\u1ebf, giao d\u1ecbch B2B th\u01b0\u1eddng c\u00f3 gi\u00e1 tr\u1ecb l\u1edbn v\u00e0 chu k\u1ef3 b\u00e1n h\u00e0ng k\u00e9o d\u00e0i. M\u1ed9t h\u1ee3p \u0111\u1ed3ng ph\u1ea7n m\u1ec1m, d\u1ecbch v\u1ee5 t\u01b0 v\u1ea5n ho\u1eb7c cung \u1ee9ng nguy\u00ean v\u1eadt li\u1ec7u c\u00f3 th\u1ec3 k\u00e9o d\u00e0i nhi\u1ec1u th\u00e1ng tr\u01b0\u1edbc khi \u0111\u01b0\u1ee3c ch\u1ed1t th\u00e0nh c\u00f4ng, v\u1edbi gi\u00e1 tr\u1ecb t\u1eeb h\u00e0ng ch\u1ee5c tri\u1ec7u \u0111\u1ebfn h\u00e0ng t\u1ef7 \u0111\u1ed3ng. Ch\u00ednh v\u00ec v\u1eady, doanh nghi\u1ec7p c\u1ea7n m\u1ed9t h\u1ec7 th\u1ed1ng qu\u1ea3n l\u00fd b\u00e0i b\u1ea3n h\u01a1n thay v\u00ec ph\u1ee5 thu\u1ed9c v\u00e0o file Excel ho\u1eb7c ghi ch\u00fa th\u1ee7 c\u00f4ng.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"587\" src=\"https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/CRM-B2B-la-gi-28526-1024x587.webp\" alt=\"CRM B2B l\u00e0 g\u00ec?\" class=\"wp-image-27409\" srcset=\"https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/CRM-B2B-la-gi-28526-1024x587.webp 1024w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/CRM-B2B-la-gi-28526-300x172.webp 300w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/CRM-B2B-la-gi-28526-768x440.webp 768w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/CRM-B2B-la-gi-28526-1536x880.webp 1536w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/CRM-B2B-la-gi-28526.webp 1920w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\"><em>CRM B2B l\u00e0 g\u00ec?<\/em><\/figcaption><\/figure><\/div>\n\n\n<h2 class=\"wp-block-heading\" id=\"h-2-so-sanh-crm-b2b-crm-b2c-va-crm-thong-th\u01b0\u1eddng-nbsp\">2. So s\u00e1nh CRM B2B, CRM B2C v\u00e0 CRM th\u00f4ng th\u01b0\u1eddng&nbsp;<\/h2>\n\n\n\n<p>\u0110\u1ec3 l\u1ef1a ch\u1ecdn \u0111\u00fang gi\u1ea3i ph\u00e1p CRM, doanh nghi\u1ec7p c\u1ea7n hi\u1ec3u r\u00f5 s\u1ef1 kh\u00e1c nhau gi\u1eefa CRM B2B, CRM B2C v\u00e0 c\u00e1c h\u1ec7 th\u1ed1ng CRM th\u00f4ng th\u01b0\u1eddng. S\u1ef1 kh\u00e1c bi\u1ec7t kh\u00f4ng ch\u1ec9 n\u1eb1m \u1edf \u0111\u1ed1i t\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u00e0 c\u00f2n \u1edf quy tr\u00ecnh v\u1eadn h\u00e0nh, c\u1ea5u tr\u00fac d\u1eef li\u1ec7u v\u00e0 c\u00e1ch qu\u1ea3n l\u00fd b\u00e1n h\u00e0ng.<\/p>\n\n\n\n<p>Sau \u0111\u00e2y l\u00e0 b\u1ea3ng so s\u00e1nh CRM B2B, CRM B2C v\u00e0 CRM th\u00f4ng th\u01b0\u1eddng:<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td><strong>Ti\u00eau ch\u00ed<\/strong><\/td><td><strong>CRM B2B<\/strong><\/td><td><strong>CRM B2C<\/strong><\/td><td><strong>CRM th\u00f4ng th\u01b0\u1eddng<\/strong><\/td><\/tr><tr><td>\u0110\u1ed1i t\u01b0\u1ee3ng qu\u1ea3n l\u00fd<\/td><td>T\u00e0i kho\u1ea3n doanh nghi\u1ec7p (Account) v\u1edbi nhi\u1ec1u li\u00ean h\u1ec7<\/td><td>Kh\u00e1ch h\u00e0ng c\u00e1 nh\u00e2n&nbsp;<\/td><td>Linh ho\u1ea1t cho c\u1ea3 hai<\/td><\/tr><tr><td>Chu k\u1ef3 b\u00e1n h\u00e0ng<\/td><td>D\u00e0i (t\u1eeb v\u00e0i tu\u1ea7n \u0111\u1ebfn v\u00e0i th\u00e1ng)<\/td><td>Ng\u1eafn (t\u1eeb ph\u00fat \u0111\u1ebfn v\u00e0i ng\u00e0y)<\/td><td>T\u00f9y theo ng\u00e0nh<\/td><\/tr><tr><td>Gi\u00e1 tr\u1ecb giao d\u1ecbch<\/td><td>Cao (h\u00e0ng ch\u1ee5c tri\u1ec7u \u0111\u1ebfn h\u00e0ng t\u1ef7 \u0111\u1ed3ng)<\/td><td>Th\u1ea5p \u0111\u1ebfn trung b\u00ecnh<\/td><td>\u0110a d\u1ea1ng<\/td><\/tr><tr><td>S\u1ed1 l\u01b0\u1ee3ng giao d\u1ecbch&nbsp;<\/td><td>\u00cdt nh\u01b0ng gi\u00e1 tr\u1ecb cao<\/td><td>Nhi\u1ec1u nh\u01b0ng gi\u00e1 tr\u1ecb nh\u1ecf<\/td><td>T\u00f9y m\u00f4 h\u00ecnh<\/td><\/tr><tr><td>Ng\u01b0\u1eddi ra quy\u1ebft \u0111\u1ecbnh mua<\/td><td>Nhi\u1ec1u b\u00ean li\u00ean quan<\/td><td>C\u00e1 nh\u00e2n ho\u1eb7c gia \u0111\u00ecnh<\/td><td>T\u00f9y ng\u00e0nh h\u00e0ng<\/td><\/tr><tr><td>Quy tr\u00ecnh b\u00e1n h\u00e0ng<\/td><td>Ph\u1ee9c t\u1ea1p, nhi\u1ec1u giai \u0111o\u1ea1n<\/td><td>\u0110\u01a1n gi\u1ea3n, tr\u1ef1c ti\u1ebfp&nbsp;<\/td><td>Trung b\u00ecnh&nbsp;<\/td><\/tr><tr><td>M\u1ed1i quan h\u1ec7 kh\u00e1ch h\u00e0ng<\/td><td>D\u00e0i h\u1ea1n, chi\u1ebfn l\u01b0\u1ee3c<\/td><td>Ng\u1eafn h\u1ea1n, giao d\u1ecbch<\/td><td>\u0110a d\u1ea1ng<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p>CRM B2B ho\u1ea1t \u0111\u1ed9ng theo m\u00f4 h\u00ecnh qu\u1ea3n l\u00fd t\u00e0i kho\u1ea3n doanh nghi\u1ec7p (account-based). M\u1ed7i kh\u00e1ch h\u00e0ng l\u00e0 m\u1ed9t t\u1ed5 ch\u1ee9c v\u1edbi nhi\u1ec1u ph\u00f2ng ban, nhi\u1ec1u ng\u01b0\u1eddi tham gia v\u00e0o qu\u00e1 tr\u00ecnh mua h\u00e0ng v\u00e0 nhi\u1ec1u c\u1ea5p ph\u00ea duy\u1ec7t kh\u00e1c nhau. Trong khi \u0111\u00f3, CRM B2C (Business-to-Consumer \u2013 doanh nghi\u1ec7p t\u1edbi ng\u01b0\u1eddi ti\u00eau d\u00f9ng) t\u1eadp trung v\u00e0o t\u1eebng c\u00e1 nh\u00e2n ri\u00eang l\u1ebb, n\u01a1i h\u00e0nh vi mua h\u00e0ng th\u01b0\u1eddng \u0111\u01a1n gi\u1ea3n v\u00e0 di\u1ec5n ra nhanh h\u01a1n.<\/p>\n\n\n\n<p>Chu k\u1ef3 b\u00e1n h\u00e0ng c\u0169ng l\u00e0 \u0111i\u1ec3m kh\u00e1c bi\u1ec7t r\u00f5 r\u1ec7t. V\u1edbi B2B, qu\u00e1 tr\u00ecnh b\u00e1n h\u00e0ng c\u00f3 th\u1ec3 k\u00e9o d\u00e0i t\u1eeb v\u00e0i th\u00e1ng \u0111\u1ebfn c\u1ea3 n\u0103m, \u0111i qua nhi\u1ec1u b\u01b0\u1edbc nh\u01b0 t\u00ecm hi\u1ec3u nhu c\u1ea7u, t\u01b0 v\u1ea5n gi\u1ea3i ph\u00e1p, demo s\u1ea3n ph\u1ea9m, b\u00e1o gi\u00e1 v\u00e0 th\u01b0\u01a1ng th\u1ea3o h\u1ee3p \u0111\u1ed3ng. Ng\u01b0\u1ee3c l\u1ea1i, \u1edf m\u00f4 h\u00ecnh B2C, kh\u00e1ch h\u00e0ng c\u00f3 th\u1ec3 \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh ch\u1ec9 trong v\u00e0i ph\u00fat ho\u1eb7c v\u00e0i ng\u00e0y.<\/p>\n\n\n\n<p>Ngo\u00e0i ra, m\u00f4 h\u00ecnh B2B th\u01b0\u1eddng c\u00f3:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng l\u1edbn<\/li>\n\n\n\n<li>S\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng \u00edt h\u01a1n<\/li>\n\n\n\n<li>Quan h\u1ec7 h\u1ee3p t\u00e1c d\u00e0i h\u1ea1n<\/li>\n\n\n\n<li>Quy tr\u00ecnh ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng chuy\u00ean s\u00e2u h\u01a1n<\/li>\n<\/ul>\n\n\n\n<p>Trong khi \u0111\u00f3, B2C th\u01b0\u1eddng c\u00f3 s\u1ed1 l\u01b0\u1ee3ng giao d\u1ecbch l\u1edbn nh\u01b0ng gi\u00e1 tr\u1ecb m\u1ed7i \u0111\u01a1n h\u00e0ng th\u1ea5p h\u01a1n.<\/p>\n\n\n\n<p>V\u00ec v\u1eady, n\u1ebfu doanh nghi\u1ec7p \u0111ang cung c\u1ea5p s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 cho c\u00e1c c\u00f4ng ty kh\u00e1c, c\u00f3 quy tr\u00ecnh b\u00e1n h\u00e0ng ph\u1ee9c t\u1ea1p v\u00e0 nhi\u1ec1u ng\u01b0\u1eddi tham gia ra quy\u1ebft \u0111\u1ecbnh, vi\u1ec7c s\u1eed d\u1ee5ng CRM B2B chuy\u00ean bi\u1ec7t s\u1ebd ph\u00f9 h\u1ee3p v\u00e0 hi\u1ec7u qu\u1ea3 h\u01a1n nhi\u1ec1u so v\u1edbi c\u00e1c h\u1ec7 th\u1ed1ng CRM ph\u1ed5 th\u00f4ng.<\/p>\n\n\n\n<p class=\"has-background\" style=\"background-color:#ebf6fd\"><strong>\u0110\u1ecdc th\u00eam:<\/strong> <a href=\"https:\/\/base.vn\/blog\/b2b-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">B2B l\u00e0 g\u00ec? Gi\u1ea3i m\u00e3 m\u00f4 h\u00ecnh \u201cDoanh nghi\u1ec7p v\u1edbi Doanh nghi\u1ec7p\u201d<\/a><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-3-nh\u1eefng-lo\u1ea1i-hinh-doanh-nghi\u1ec7p-nen-dung-crm-b2b\">3. Nh\u1eefng lo\u1ea1i h\u00ecnh doanh nghi\u1ec7p n\u00ean d\u00f9ng CRM B2B<\/h2>\n\n\n\n<p>CRM B2B kh\u00f4ng ph\u1ea3i l\u00e0 gi\u1ea3i ph\u00e1p ph\u00f9 h\u1ee3p v\u1edbi m\u1ecdi doanh nghi\u1ec7p. Tuy nhi\u00ean, v\u1edbi nh\u1eefng m\u00f4 h\u00ecnh kinh doanh c\u00f3 chu k\u1ef3 b\u00e1n h\u00e0ng k\u00e9o d\u00e0i, gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng l\u1edbn v\u00e0 nhi\u1ec1u b\u00ean tham gia v\u00e0o qu\u00e1 tr\u00ecnh ra quy\u1ebft \u0111\u1ecbnh, vi\u1ec7c tri\u1ec3n khai CRM B2B g\u1ea7n nh\u01b0 tr\u1edf th\u00e0nh y\u1ebfu t\u1ed1 b\u1eaft bu\u1ed9c \u0111\u1ec3 qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng hi\u1ec7u qu\u1ea3.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Doanh nghi\u1ec7p c\u00f4ng ngh\u1ec7 v\u00e0 SaaS:<\/strong> C\u00e1c c\u00f4ng ty c\u00f4ng ngh\u1ec7, \u0111\u1eb7c bi\u1ec7t l\u00e0 doanh nghi\u1ec7p cung c\u1ea5p <a href=\"https:\/\/base.vn\/blog\/saas-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">ph\u1ea7n m\u1ec1m d\u1ea1ng d\u1ecbch v\u1ee5 (SaaS)<\/a> nh\u01b0 Base.vn, th\u01b0\u1eddng c\u00f3 quy tr\u00ecnh b\u00e1n h\u00e0ng k\u00e9o d\u00e0i qua nhi\u1ec1u giai \u0111o\u1ea1n: d\u00f9ng th\u1eed, t\u01b0 v\u1ea5n, chuy\u1ec3n \u0111\u1ed5i v\u00e0 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng. CRM B2B gi\u00fap doanh nghi\u1ec7p theo d\u00f5i to\u00e0n b\u1ed9 h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng, qu\u1ea3n l\u00fd h\u1ee3p \u0111\u1ed3ng thu\u00ea bao \u0111\u1ecbnh k\u1ef3 v\u00e0 ph\u00e1t hi\u1ec7n c\u01a1 h\u1ed9i b\u00e1n th\u00eam s\u1ea3n ph\u1ea9m. Ngo\u00e0i ra, h\u1ec7 th\u1ed1ng c\u00f2n h\u1ed7 tr\u1ee3 \u0111o l\u01b0\u1eddng \u201c\u0111i\u1ec3m s\u1ee9c kh\u1ecfe kh\u00e1ch h\u00e0ng\u201d, d\u1ef1 \u0111o\u00e1n nguy c\u01a1 r\u1eddi b\u1ecf v\u00e0 t\u1ed1i \u01b0u gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng.<\/li>\n\n\n\n<li><strong>Doanh nghi\u1ec7p s\u1ea3n xu\u1ea5t v\u00e0 ph\u00e2n ph\u1ed1i: <\/strong>C\u00e1c nh\u00e0 m\u00e1y, x\u00ed nghi\u1ec7p s\u1ea3n xu\u1ea5t b\u00e1n h\u00e0ng cho \u0111\u1ea1i l\u00fd, nh\u00e0 ph\u00e2n ph\u1ed1i c\u1ea7n qu\u1ea3n l\u00fd danh m\u1ee5c s\u1ea3n ph\u1ea9m ph\u1ee9c t\u1ea1p, theo d\u00f5i \u0111\u01a1n h\u00e0ng \u0111\u1ecbnh k\u1ef3, c\u00f4ng n\u1ee3 v\u00e0 \u0111i\u1ec1u ki\u1ec7n thanh to\u00e1n ri\u00eang cho t\u1eebng kh\u00e1ch h\u00e0ng. CRM B2B h\u1ed7 tr\u1ee3 qu\u1ea3n l\u00fd b\u00e1o gi\u00e1 theo s\u1ea3n l\u01b0\u1ee3ng, theo d\u00f5i l\u1ecbch s\u1eed mua h\u00e0ng, qu\u1ea3n l\u00fd c\u00f4ng n\u1ee3 v\u00e0 \u0111i\u1ec1u kho\u1ea3n thanh to\u00e1n, d\u1ef1 b\u00e1o nhu c\u1ea7u nh\u1eadp h\u00e0ng c\u1ee7a \u0111\u1ed1i t\u00e1c.<\/li>\n\n\n\n<li><strong>C\u00f4ng ty d\u1ecbch v\u1ee5 B2B chuy\u00ean nghi\u1ec7p: <\/strong>C\u00e1c agency marketing, c\u00f4ng ty t\u01b0 v\u1ea5n ho\u1eb7c doanh nghi\u1ec7p d\u1ecbch v\u1ee5 c\u00f4ng ngh\u1ec7 th\u00f4ng tin th\u01b0\u1eddng tri\u1ec3n khai d\u1ef1 \u00e1n cho nhi\u1ec1u ph\u00f2ng ban trong c\u00f9ng m\u1ed9t kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p. CRM B2B gi\u00fap qu\u1ea3n l\u00fd nhi\u1ec1u \u0111\u1ea7u m\u1ed1i li\u00ean h\u1ec7 trong c\u00f9ng m\u1ed9t t\u1ed5 ch\u1ee9c, theo d\u00f5i ti\u1ebfn \u0111\u1ed9 t\u1eebng d\u1ef1 \u00e1n v\u00e0 t\u1ef1 \u0111\u1ed9ng h\u00f3a b\u00e1o c\u00e1o cho kh\u00e1ch h\u00e0ng.\u00a0<\/li>\n\n\n\n<li><strong>Doanh nghi\u1ec7p x\u00e2y d\u1ef1ng v\u00e0 thi c\u00f4ng:<\/strong> Ng\u00e0nh x\u00e2y d\u1ef1ng c\u00f3 chu k\u1ef3 b\u00e1n h\u00e0ng d\u00e0i, gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng l\u1edbn v\u00e0 li\u00ean quan \u0111\u1ebfn nhi\u1ec1u b\u00ean nh\u01b0 ch\u1ee7 \u0111\u1ea7u t\u01b0, ki\u1ebfn tr\u00fac s\u01b0, nh\u00e0 th\u1ea7u ph\u1ee5 v\u00e0 \u0111\u01a1n v\u1ecb gi\u00e1m s\u00e1t. CRM B2B gi\u00fap doanh nghi\u1ec7p qu\u1ea3n l\u00fd to\u00e0n b\u1ed9 pipeline d\u1ef1 \u00e1n, theo d\u00f5i ti\u1ebfn \u0111\u1ed9 thanh to\u00e1n v\u00e0 duy tr\u00ec quan h\u1ec7 kh\u00e1ch h\u00e0ng ngay c\u1ea3 sau khi b\u00e0n giao c\u00f4ng tr\u00ecnh. \u0110\u00e2y l\u00e0 y\u1ebfu t\u1ed1 quan tr\u1ecdng gi\u00fap doanh nghi\u1ec7p gia t\u0103ng c\u01a1 h\u1ed9i t\u00e1i k\u00fd h\u1ee3p \u0111\u1ed3ng ho\u1eb7c nh\u1eadn th\u00eam d\u1ef1 \u00e1n m\u1edbi t\u1eeb m\u1ea1ng l\u01b0\u1edbi \u0111\u1ed1i t\u00e1c hi\u1ec7n t\u1ea1i.<\/li>\n\n\n\n<li><strong>Ng\u00e0nh logistics v\u00e0 v\u1eadn t\u1ea3i:<\/strong> C\u00e1c doanh nghi\u1ec7p logistics th\u01b0\u1eddng k\u00fd h\u1ee3p \u0111\u1ed3ng d\u00e0i h\u1ea1n v\u1edbi kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p v\u00e0 ph\u1ea3i x\u1eed l\u00fd nhi\u1ec1u lo\u1ea1i b\u00e1o gi\u00e1 theo tuy\u1ebfn \u0111\u01b0\u1eddng, kh\u1ed1i l\u01b0\u1ee3ng ho\u1eb7c th\u1eddi gian v\u1eadn chuy\u1ec3n. CRM B2B h\u1ed7 tr\u1ee3 chu\u1ea9n h\u00f3a quy tr\u00ecnh b\u00e1o gi\u00e1, qu\u1ea3n l\u00fd t\u00e0i kho\u1ea3n chi\u1ebfn l\u01b0\u1ee3c v\u00e0 theo d\u00f5i s\u1ea3n l\u01b0\u1ee3ng giao d\u1ecbch theo t\u1eebng kh\u00e1ch h\u00e0ng. Nh\u1edd \u0111\u00f3, doanh nghi\u1ec7p c\u00f3 th\u1ec3 t\u1ed1i \u01b0u v\u1eadn h\u00e0nh v\u00e0 n\u00e2ng cao ch\u1ea5t l\u01b0\u1ee3ng <a href=\"https:\/\/base.vn\/blog\/cham-soc-khach-hang\/\" target=\"_blank\" rel=\"noreferrer noopener\">ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng<\/a> doanh nghi\u1ec7p.<\/li>\n\n\n\n<li><strong>Doanh nghi\u1ec7p thi\u1ebft b\u1ecb y t\u1ebf v\u00e0 d\u01b0\u1ee3c ph\u1ea9m B2B:<\/strong>\u00a0Khi cung c\u1ea5p s\u1ea3n ph\u1ea9m cho b\u1ec7nh vi\u1ec7n, ph\u00f2ng kh\u00e1m, chu\u1ed7i nh\u00e0 thu\u1ed1c, doanh nghi\u1ec7p ph\u1ea3i l\u00e0m vi\u1ec7c v\u1edbi nhi\u1ec1u ng\u01b0\u1eddi ra quy\u1ebft \u0111\u1ecbnh kh\u00e1c nhau nh\u01b0 b\u00e1c s\u0129, ph\u00f2ng mua s\u1eafm, ban gi\u00e1m \u0111\u1ed1c ho\u1eb7c b\u1ed9 ph\u1eadn chuy\u00ean m\u00f4n. CRM B2B gi\u00fap theo d\u00f5i quy tr\u00ecnh ph\u00ea duy\u1ec7t ph\u1ee9c t\u1ea1p, qu\u1ea3n l\u00fd l\u1ecbch s\u1eed l\u00e0m vi\u1ec7c v\u1edbi t\u1eebng b\u00ean li\u00ean quan v\u00e0 x\u00e2y d\u1ef1ng m\u1ed1i quan h\u1ec7 d\u00e0i h\u1ea1n v\u1edbi \u0111\u1ed9i ng\u0169 y t\u1ebf.\u00a0<\/li>\n<\/ul>\n\n\n\n<p>\u0110i\u1ec3m chung c\u1ee7a c\u00e1c doanh nghi\u1ec7p tr\u00ean l\u00e0 \u0111\u1ec1u c\u00f3 quy tr\u00ecnh b\u00e1n h\u00e0ng d\u00e0i, gi\u00e1 tr\u1ecb giao d\u1ecbch l\u1edbn v\u00e0 quan h\u1ec7 kh\u00e1ch h\u00e0ng mang t\u00ednh chi\u1ebfn l\u01b0\u1ee3c. Trong b\u1ed1i c\u1ea3nh \u0111\u00f3, CRM B2B kh\u00f4ng ch\u1ec9 l\u00e0 c\u00f4ng c\u1ee5 qu\u1ea3n l\u00fd d\u1eef li\u1ec7u m\u00e0 c\u00f2n l\u00e0 n\u1ec1n t\u1ea3ng gi\u00fap doanh nghi\u1ec7p t\u0103ng tr\u01b0\u1edfng v\u00e0 n\u00e2ng cao n\u0103ng l\u1ef1c c\u1ea1nh tranh theo th\u1eddi gian.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img decoding=\"async\" width=\"1024\" height=\"587\" src=\"https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/loai-hinh-doanh-nghiep-nen-dung-crm-b2b-28526-1024x587.webp\" alt=\"Nh\u1eefng lo\u1ea1i h\u00ecnh doanh nghi\u1ec7p n\u00ean d\u00f9ng CRM B2B\" class=\"wp-image-27411\" srcset=\"https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/loai-hinh-doanh-nghiep-nen-dung-crm-b2b-28526-1024x587.webp 1024w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/loai-hinh-doanh-nghiep-nen-dung-crm-b2b-28526-300x172.webp 300w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/loai-hinh-doanh-nghiep-nen-dung-crm-b2b-28526-768x440.webp 768w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/loai-hinh-doanh-nghiep-nen-dung-crm-b2b-28526-1536x880.webp 1536w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/loai-hinh-doanh-nghiep-nen-dung-crm-b2b-28526.webp 1920w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\"><em>Nh\u1eefng lo\u1ea1i h\u00ecnh doanh nghi\u1ec7p n\u00ean d\u00f9ng CRM B2B<\/em><\/figcaption><\/figure><\/div>\n\n\n<h2 class=\"wp-block-heading\" id=\"h-4-vi-sao-doanh-nghi\u1ec7p-b2b-c\u1ea7n-crm-chuyen-bi\u1ec7t\">4. V\u00ec sao doanh nghi\u1ec7p B2B c\u1ea7n CRM chuy\u00ean bi\u1ec7t?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-1-d\u1eb7c-thu-chu-k\u1ef3-ban-hang-b2b\">4.1 \u0110\u1eb7c th\u00f9 chu k\u1ef3 b\u00e1n h\u00e0ng B2B<\/h3>\n\n\n\n<p>Kh\u00e1c v\u1edbi m\u00f4 h\u00ecnh B2C, n\u01a1i kh\u00e1ch h\u00e0ng c\u00f3 th\u1ec3 \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh mua h\u00e0ng g\u1ea7n nh\u01b0 ngay l\u1eadp t\u1ee9c, b\u00e1n h\u00e0ng B2B th\u01b0\u1eddng c\u00f3 chu k\u1ef3 k\u00e9o d\u00e0i t\u1eeb 3-6 th\u00e1ng, th\u1eadm ch\u00ed l\u00ean \u0111\u1ebfn 12-18 th\u00e1ng \u0111\u1ed1i v\u1edbi c\u00e1c h\u1ee3p \u0111\u1ed3ng l\u1edbn. Qu\u00e1 tr\u00ecnh n\u00e0y kh\u00f4ng ch\u1ec9 g\u1ed3m nhi\u1ec1u b\u01b0\u1edbc m\u00e0 c\u00f2n c\u00f3 s\u1ef1 tham gia c\u1ee7a nhi\u1ec1u ph\u00f2ng ban v\u00e0 nhi\u1ec1u c\u1ea5p ra quy\u1ebft \u0111\u1ecbnh trong doanh nghi\u1ec7p kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n<p>Trong m\u00f4i tr\u01b0\u1eddng B2B, quy\u1ebft \u0111\u1ecbnh mua h\u00e0ng th\u01b0\u1eddng \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n b\u1edfi m\u1ed9t nh\u00f3m g\u1ecdi l\u00e0 Decision Making Unit (DMU) \u2013 \u0111\u01a1n v\u1ecb ra quy\u1ebft \u0111\u1ecbnh. Nh\u00f3m n\u00e0y c\u00f3 th\u1ec3 bao g\u1ed3m:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ng\u01b0\u1eddi kh\u1edfi x\u01b0\u1edbng nhu c\u1ea7u<\/li>\n\n\n\n<li>Ng\u01b0\u1eddi \u0111\u00e1nh gi\u00e1 chuy\u00ean m\u00f4n ho\u1eb7c k\u1ef9 thu\u1eadt<\/li>\n\n\n\n<li>Ng\u01b0\u1eddi ph\u00ea duy\u1ec7t ng\u00e2n s\u00e1ch<\/li>\n\n\n\n<li>B\u1ed9 ph\u1eadn thu mua<\/li>\n\n\n\n<li>Ng\u01b0\u1eddi tr\u1ef1c ti\u1ebfp s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5<\/li>\n<\/ul>\n\n\n\n<p>\u0110i\u1ec1u n\u00e0y khi\u1ebfn quy tr\u00ecnh b\u00e1n h\u00e0ng tr\u1edf n\u00ean ph\u1ee9c t\u1ea1p h\u01a1n r\u1ea5t nhi\u1ec1u so v\u1edbi giao d\u1ecbch th\u00f4ng th\u01b0\u1eddng.<\/p>\n\n\n\n<p>CRM B2B \u0111\u01b0\u1ee3c thi\u1ebft k\u1ebf \u0111\u1ec3 gi\u1ea3i quy\u1ebft ch\u00ednh b\u00e0i to\u00e1n \u0111\u00f3. H\u1ec7 th\u1ed1ng gi\u00fap doanh nghi\u1ec7p theo d\u00f5i to\u00e0n b\u1ed9 qu\u00e1 tr\u00ecnh t\u01b0\u01a1ng t\u00e1c v\u1edbi t\u1eebng th\u00e0nh vi\u00ean trong DMU, l\u01b0u tr\u1eef l\u1ecbch s\u1eed l\u00e0m vi\u1ec7c, t\u1ef1 \u0111\u1ed9ng nh\u1eafc l\u1ecbch ch\u0103m s\u00f3c v\u00e0 c\u1eadp nh\u1eadt ti\u1ebfn \u0111\u1ed9 giao d\u1ecbch theo th\u1eddi gian th\u1ef1c.<\/p>\n\n\n\n<p>Nh\u1edd \u0111\u00f3, \u0111\u1ed9i ng\u0169 kinh doanh c\u00f3 th\u1ec3 hi\u1ec3u r\u00f5 b\u1ed1i c\u1ea3nh tr\u01b0\u1edbc m\u1ed7i cu\u1ed9c g\u1eb7p, ph\u1ed1i h\u1ee3p hi\u1ec7u qu\u1ea3 h\u01a1n v\u00e0 h\u1ea1n ch\u1ebf t\u1ed1i \u0111a vi\u1ec7c b\u1ecf s\u00f3t c\u01a1 h\u1ed9i. V\u1edbi c\u00e1c doanh nghi\u1ec7p \u0111ang qu\u1ea3n l\u00fd h\u00e0ng ch\u1ee5c ho\u1eb7c h\u00e0ng tr\u0103m giao d\u1ecbch c\u00f9ng l\u00fac, CRM B2B g\u1ea7n nh\u01b0 l\u00e0 c\u00f4ng c\u1ee5 b\u1eaft bu\u1ed9c \u0111\u1ec3 duy tr\u00ec hi\u1ec7u su\u1ea5t b\u00e1n h\u00e0ng \u1ed5n \u0111\u1ecbnh.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-2-nh\u1eefng-kho-khan-ph\u1ed5-bi\u1ebfn-khi-qu\u1ea3n-ly-khach-hang-b2b-n\u1ebfu-khong-co-crm\">4.2 Nh\u1eefng kh\u00f3 kh\u0103n ph\u1ed5 bi\u1ebfn khi qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng B2B n\u1ebfu kh\u00f4ng c\u00f3 CRM<\/h3>\n\n\n\n<p>Nhi\u1ec1u <a href=\"https:\/\/base.vn\/blog\/b2b-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">doanh nghi\u1ec7p B2B<\/a> hi\u1ec7n nay v\u1eabn qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng b\u1eb1ng email, b\u1ea3ng t\u00ednh Excel ho\u1eb7c ghi ch\u00fa c\u00e1 nh\u00e2n c\u1ee7a t\u1eebng nh\u00e2n vi\u00ean kinh doanh. C\u00e1ch l\u00e0m n\u00e0y c\u00f3 th\u1ec3 ph\u00f9 h\u1ee3p \u1edf giai \u0111o\u1ea1n \u0111\u1ea7u, nh\u01b0ng khi quy m\u00f4 m\u1edf r\u1ed9ng, n\u00f3 nhanh ch\u00f3ng b\u1ed9c l\u1ed9 nhi\u1ec1u h\u1ea1n ch\u1ebf \u1ea3nh h\u01b0\u1edfng tr\u1ef1c ti\u1ebfp \u0111\u1ebfn doanh thu v\u00e0 tr\u1ea3i nghi\u1ec7m kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Th\u1ea5t tho\u00e1t d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng:<\/strong> Th\u00f4ng tin n\u1eb1m r\u1ea3i r\u00e1c tr\u00ean nhi\u1ec1u n\u1ec1n t\u1ea3ng kh\u00e1c nhau nh\u01b0 email c\u00e1 nh\u00e2n, file Excel ho\u1eb7c \u0111i\u1ec7n tho\u1ea1i c\u1ee7a t\u1eebng nh\u00e2n vi\u00ean Sales. Khi nh\u00e2n s\u1ef1 ngh\u1ec9 vi\u1ec7c ho\u1eb7c b\u00e0n giao kh\u00f4ng \u0111\u1ea7y \u0111\u1ee7, doanh nghi\u1ec7p g\u1ea7n nh\u01b0 m\u1ea5t to\u00e0n b\u1ed9 l\u1ecbch s\u1eed quan h\u1ec7 v\u1edbi kh\u00e1ch h\u00e0ng.<\/li>\n\n\n\n<li><strong>Ph\u1ee5 thu\u1ed9c qu\u00e1 nhi\u1ec1u v\u00e0o c\u00e1 nh\u00e2n sales: <\/strong>Ch\u1ec9 ng\u01b0\u1eddi ph\u1ee5 tr\u00e1ch m\u1edbi n\u1eafm \u0111\u01b0\u1ee3c t\u00ecnh tr\u1ea1ng th\u1ef1c t\u1ebf c\u1ee7a t\u1eebng c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng. Khi h\u1ecd v\u1eafng m\u1eb7t, \u0111\u1ed9i ng\u0169 g\u1ea7n nh\u01b0 kh\u00f4ng th\u1ec3 ti\u1ebfp t\u1ee5c x\u1eed l\u00fd c\u00f4ng vi\u1ec7c m\u1ed9t c\u00e1ch li\u1ec1n m\u1ea1ch.<\/li>\n\n\n\n<li><strong>Theo d\u00f5i pipeline b\u00e1n h\u00e0ng thi\u1ebfu ch\u00ednh x\u00e1c:<\/strong> Doanh nghi\u1ec7p kh\u00f3 bi\u1ebft c\u00f3 bao nhi\u00eau c\u01a1 h\u1ed9i \u0111ang tri\u1ec3n khai, x\u00e1c su\u1ea5t ch\u1ed1t \u0111\u01a1n ra sao hay doanh thu d\u1ef1 ki\u1ebfn trong t\u1eebng giai \u0111o\u1ea1n. \u0110i\u1ec1u n\u00e0y khi\u1ebfn ho\u1ea1t \u0111\u1ed9ng d\u1ef1 b\u00e1o doanh thu v\u00e0 ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c mang t\u00ednh c\u1ea3m t\u00ednh nhi\u1ec1u h\u01a1n d\u1eef li\u1ec7u th\u1ef1c t\u1ebf.<\/li>\n\n\n\n<li><strong>L\u1ecbch s\u1eed t\u01b0\u01a1ng t\u00e1c v\u1edbi kh\u00e1ch h\u00e0ng kh\u00f4ng \u0111\u01b0\u1ee3c l\u01b0u tr\u1eef t\u1eadp trung:<\/strong> Nh\u00e2n vi\u00ean Sales d\u1ec5 qu\u00ean n\u1ed9i dung trao \u0111\u1ed5i tr\u01b0\u1edbc \u0111\u00f3, d\u1eabn \u0111\u1ebfn tr\u1ea3i nghi\u1ec7m thi\u1ebfu chuy\u00ean nghi\u1ec7p v\u00e0 thi\u1ebfu t\u00ednh li\u00ean t\u1ee5c trong giao ti\u1ebfp.<\/li>\n\n\n\n<li><strong>S\u1ef1 thi\u1ebfu k\u1ebft n\u1ed1i gi\u1eefa Sales, Marketing v\u00e0 Ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng:<\/strong> C\u00e1c b\u1ed9 ph\u1eadn ho\u1ea1t \u0111\u1ed9ng t\u00e1ch r\u1eddi khi\u1ebfn d\u1eef li\u1ec7u kh\u00f4ng \u0111\u1ed3ng b\u1ed9, tr\u1ea3i nghi\u1ec7m kh\u00e1ch h\u00e0ng b\u1ecb r\u1eddi r\u1ea1c v\u00e0 doanh nghi\u1ec7p b\u1ecf l\u1ee1 nhi\u1ec1u c\u01a1 h\u1ed9i b\u00e1n ch\u00e9o ho\u1eb7c b\u00e1n th\u00eam s\u1ea3n ph\u1ea9m.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-3-crm-b2b-gi\u1ea3i-quy\u1ebft-cac-di\u1ec3m-dau-nao-cho-doanh-nghi\u1ec7p\">4.3 CRM B2B gi\u1ea3i quy\u1ebft c\u00e1c &#8220;\u0111i\u1ec3m \u0111au&#8221; n\u00e0o cho doanh nghi\u1ec7p?<\/h3>\n\n\n\n<p>CRM B2B \u0111\u01b0\u1ee3c ph\u00e1t tri\u1ec3n \u0111\u1ec3 gi\u1ea3i quy\u1ebft nh\u1eefng kh\u00f3 kh\u0103n ph\u1ed5 bi\u1ebfn trong qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p, \u0111\u1ed3ng th\u1eddi t\u1ea1o ra m\u1ed9t n\u1ec1n t\u1ea3ng t\u1eadp trung gi\u00fap doanh nghi\u1ec7p ki\u1ec3m so\u00e1t to\u00e0n b\u1ed9 h\u00e0nh tr\u00ecnh b\u00e1n h\u00e0ng v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng hi\u1ec7u qu\u1ea3 h\u01a1n.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>L\u01b0u tr\u1eef t\u1eadp trung v\u00e0 qu\u1ea3n l\u00fd d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng: <\/strong>CRM B2B gi\u00fap t\u1eadp trung to\u00e0n b\u1ed9 d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng v\u00e0o m\u1ed9t h\u1ec7 th\u1ed1ng duy nh\u1ea5t. Th\u00f4ng tin doanh nghi\u1ec7p, ng\u01b0\u1eddi li\u00ean h\u1ec7, l\u1ecbch s\u1eed l\u00e0m vi\u1ec7c, email, cu\u1ed9c g\u1ecdi hay t\u00e0i li\u1ec7u li\u00ean quan \u0111\u1ec1u \u0111\u01b0\u1ee3c l\u01b0u tr\u1eef \u0111\u1ed3ng b\u1ed9 v\u00e0 d\u1ec5 d\u00e0ng tra c\u1ee9u. \u0110i\u1ec1u n\u00e0y gi\u00fap doanh nghi\u1ec7p: kh\u00f4ng ph\u1ee5 thu\u1ed9c v\u00e0o d\u1eef li\u1ec7u c\u00e1 nh\u00e2n, d\u1ec5 d\u00e0ng b\u00e0n giao khi thay \u0111\u1ed5i nh\u00e2n s\u1ef1, \u0111\u1ea3m b\u1ea3o l\u1ecbch s\u1eed kh\u00e1ch h\u00e0ng kh\u00f4ng b\u1ecb th\u1ea5t tho\u00e1t.<\/li>\n\n\n\n<li><strong>T\u1ef1 \u0111\u1ed9ng h\u00f3a c\u00e1c t\u00e1c v\u1ee5 l\u1eb7p l\u1ea1i:<\/strong> CRM B2B gi\u00fap gi\u1ea3m \u0111\u00e1ng k\u1ec3 kh\u1ed1i l\u01b0\u1ee3ng c\u00f4ng vi\u1ec7c th\u1ee7 c\u00f4ng th\u00f4ng qua t\u1ef1 \u0111\u1ed9ng h\u00f3a quy tr\u00ecnh. H\u1ec7 th\u1ed1ng c\u00f3 th\u1ec3: t\u1ef1 \u0111\u1ed9ng nh\u1eafc l\u1ecbch ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, g\u1eedi email nu\u00f4i d\u01b0\u1ee1ng kh\u00e1ch h\u00e0ng theo k\u1ecbch b\u1ea3n, ph\u00e2n chia lead cho nh\u00e2n vi\u00ean ph\u00f9 h\u1ee3p, t\u1ea1o nhi\u1ec7m v\u1ee5 khi c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng chuy\u1ec3n giai \u0111o\u1ea1n. Khi kh\u00f4ng c\u00f2n m\u1ea5t nhi\u1ec1u th\u1eddi gian cho c\u00f4ng vi\u1ec7c h\u00e0nh ch\u00ednh, \u0111\u1ed9i ng\u0169 sales c\u00f3 th\u1ec3 t\u1eadp trung nhi\u1ec1u h\u01a1n v\u00e0o t\u01b0 v\u1ea5n, x\u00e2y d\u1ef1ng quan h\u1ec7 v\u00e0 ch\u1ed1t h\u1ee3p \u0111\u1ed3ng.<\/li>\n\n\n\n<li><strong>Theo d\u00f5i pipeline v\u00e0 d\u1ef1 b\u00e1o doanh thu ch\u00ednh x\u00e1c: <\/strong>CRM B2B cung c\u1ea5p c\u00e1i nh\u00ecn tr\u1ef1c quan v\u1ec1 to\u00e0n b\u1ed9 pipeline b\u00e1n h\u00e0ng theo th\u1eddi gian th\u1ef1c. Nh\u00e0 qu\u1ea3n l\u00fd c\u00f3 th\u1ec3 nhanh ch\u00f3ng n\u1eafm \u0111\u01b0\u1ee3c: c\u00f3 bao nhi\u00eau c\u01a1 h\u1ed9i \u0111ang tri\u1ec3n khai, deal \u0111ang \u1edf giai \u0111o\u1ea1n n\u00e0o, x\u00e1c su\u1ea5t ch\u1ed1t \u0111\u01a1n ra sao, doanh thu d\u1ef1 ki\u1ebfn trong t\u1eebng k\u1ef3. D\u1ef1a tr\u00ean d\u1eef li\u1ec7u chuy\u1ec3n \u0111\u1ed5i th\u1ef1c t\u1ebf, h\u1ec7 th\u1ed1ng c\u00f2n h\u1ed7 tr\u1ee3 d\u1ef1 b\u00e1o doanh thu \u0111\u00e1ng tin c\u1eady h\u01a1n, gi\u00fap doanh nghi\u1ec7p ch\u1ee7 \u0111\u1ed9ng trong k\u1ebf ho\u1ea1ch kinh doanh v\u00e0 ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c.<\/li>\n\n\n\n<li><strong>L\u01b0u tr\u1eef \u0111\u1ea7y \u0111\u1ee7 l\u1ecbch s\u1eed t\u01b0\u01a1ng t\u00e1c:<\/strong> Tr\u01b0\u1edbc m\u1ed7i cu\u1ed9c g\u1eb7p, nh\u00e2n vi\u00ean Sales c\u00f3 th\u1ec3 truy c\u1eadp to\u00e0n b\u1ed9 l\u1ecbch s\u1eed l\u00e0m vi\u1ec7c v\u1edbi kh\u00e1ch h\u00e0ng: \u0111\u00e3 trao \u0111\u1ed5i n\u1ed9i dung g\u00ec, kh\u00e1ch h\u00e0ng quan t\u00e2m v\u1ea5n \u0111\u1ec1 n\u00e0o hay c\u00f2n t\u1ed3n \u0111\u1ecdng \u0111i\u1ec1u g\u00ec ch\u01b0a x\u1eed l\u00fd. Th\u00f4ng tin \u0111\u1ea7y \u0111\u1ee7 gi\u00fap cu\u1ed9c tr\u00f2 chuy\u1ec7n tr\u1edf n\u00ean li\u1ec1n m\u1ea1ch, chuy\u00ean nghi\u1ec7p v\u00e0 mang t\u00ednh c\u00e1 nh\u00e2n h\u00f3a cao h\u01a1n, thay v\u00ec trao \u0111\u1ed5i r\u1eddi r\u1ea1c ho\u1eb7c l\u1eb7p l\u1ea1i nh\u1eefng n\u1ed9i dung c\u0169.<\/li>\n\n\n\n<li><strong>Chu\u1ea9n h\u00f3a quy tr\u00ecnh ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng:<\/strong> CRM cho ph\u00e9p doanh nghi\u1ec7p thi\u1ebft l\u1eadp quy tr\u00ecnh ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng th\u1ed1ng nh\u1ea5t cho t\u1eebng giai \u0111o\u1ea1n b\u00e1n h\u00e0ng. V\u00ed d\u1ee5, khi m\u1ed9t deal chuy\u1ec3n sang b\u01b0\u1edbc demo s\u1ea3n ph\u1ea9m, h\u1ec7 th\u1ed1ng c\u00f3 th\u1ec3 t\u1ef1 \u0111\u1ed9ng: T\u1ea1o checklist chu\u1ea9n b\u1ecb, g\u1eedi email x\u00e1c nh\u1eadn l\u1ecbch h\u1eb9n, nh\u1eafc follow-up sau cu\u1ed9c h\u1ecdp. Quy tr\u00ecnh chu\u1ea9n h\u00f3a gi\u00fap \u0111\u1ea3m b\u1ea3o m\u1ecdi kh\u00e1ch h\u00e0ng \u0111\u1ec1u nh\u1eadn \u0111\u01b0\u1ee3c tr\u1ea3i nghi\u1ec7m \u0111\u1ed3ng nh\u1ea5t v\u00e0 h\u1ea1n ch\u1ebf t\u00ecnh tr\u1ea1ng b\u1ecf s\u00f3t c\u01a1 h\u1ed9i.<\/li>\n\n\n\n<li><strong>T\u0103ng c\u01b0\u1eddng ph\u1ed1i h\u1ee3p \u0111a ph\u00f2ng ban:<\/strong> CRM B2B \u0111\u00f3ng vai tr\u00f2 nh\u01b0 m\u1ed9t \u201cngu\u1ed3n d\u1eef li\u1ec7u trung t\u00e2m\u201d cho to\u00e0n doanh nghi\u1ec7p. Marketing, Sales v\u00e0 CSKH c\u00f3 th\u1ec3 c\u00f9ng l\u00e0m vi\u1ec7c tr\u00ean m\u1ed9t h\u1ec7 th\u1ed1ng th\u1ed1ng nh\u1ea5t thay v\u00ec d\u1eef li\u1ec7u r\u1eddi r\u1ea1c. Nh\u1edd \u0111\u00f3: Marketing \u0111o l\u01b0\u1eddng \u0111\u01b0\u1ee3c ch\u1ea5t l\u01b0\u1ee3ng lead v\u00e0 hi\u1ec7u qu\u1ea3 chi\u1ebfn d\u1ecbch; Sales n\u1eafm \u0111\u01b0\u1ee3c c\u00e1c v\u1ea5n \u0111\u1ec1 Customer Service \u0111ang x\u1eed l\u00fd; B\u1ed9 ph\u1eadn CSKH c\u00f3 th\u00eam d\u1eef li\u1ec7u \u0111\u1ec3 \u0111\u1ec1 xu\u1ea5t b\u00e1n th\u00eam ph\u00f9 h\u1ee3p. Nh\u1edd \u0111\u00f3, t\u1ea1o tr\u1ea3i nghi\u1ec7m m\u01b0\u1ee3t m\u00e0 h\u01a1n, t\u1eadn d\u1ee5ng t\u1ed1i \u0111a c\u00e1c c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-4-d\u1ea5u-hi\u1ec7u-nh\u1eadn-bi\u1ebft-th\u1eddi-di\u1ec3m-doanh-nghi\u1ec7p-b2b-c\u1ea7n-tri\u1ec3n-khai-crm-chuyen-bi\u1ec7t\">4.4 D\u1ea5u hi\u1ec7u nh\u1eadn bi\u1ebft th\u1eddi \u0111i\u1ec3m doanh nghi\u1ec7p B2B c\u1ea7n tri\u1ec3n khai CRM chuy\u00ean bi\u1ec7t<\/h3>\n\n\n\n<p>Kh\u00f4ng ph\u1ea3i doanh nghi\u1ec7p B2B n\u00e0o c\u0169ng c\u1ea7n tri\u1ec3n khai CRM ngay t\u1eeb \u0111\u1ea7u. Tuy nhi\u00ean, khi quy m\u00f4 kh\u00e1ch h\u00e0ng, \u0111\u1ed9i ng\u0169 sales v\u00e0 s\u1ed1 l\u01b0\u1ee3ng c\u01a1 h\u1ed9i kinh doanh t\u0103ng l\u00ean, vi\u1ec7c qu\u1ea3n l\u00fd b\u1eb1ng Excel, email ho\u1eb7c ghi ch\u00fa th\u1ee7 c\u00f4ng s\u1ebd d\u1ea7n tr\u1edf n\u00ean thi\u1ebfu hi\u1ec7u qu\u1ea3. \u0110\u00e2y c\u0169ng l\u00e0 th\u1eddi \u0111i\u1ec3m doanh nghi\u1ec7p c\u1ea7n c\u00e2n nh\u1eafc nghi\u00eam t\u00fac vi\u1ec7c tri\u1ec3n khai CRM B2B \u0111\u1ec3 chu\u1ea9n h\u00f3a quy tr\u00ecnh v\u00e0 t\u0103ng kh\u1ea3 n\u0103ng t\u0103ng tr\u01b0\u1edfng. Sau \u0111\u00e3 l\u00e0 nh\u1eefng d\u1ea5u hi\u1ec7u c\u1ee5 th\u1ec3:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Doanh nghi\u1ec7p b\u1eaft \u0111\u1ea7u m\u1ea5t ki\u1ec3m so\u00e1t d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng:<\/strong> N\u1ebfu \u0111\u1ed9i ng\u0169 kh\u00f4ng th\u1ec3 nhanh ch\u00f3ng tr\u1ea3 l\u1eddi nh\u1eefng c\u00e2u h\u1ecfi nh\u01b0: hi\u1ec7n c\u00f3 bao nhi\u00eau kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng, h\u1ecd \u0111ang \u1edf giai \u0111o\u1ea1n n\u00e0o trong pipeline hay l\u1ea7n cu\u1ed1i li\u00ean h\u1ec7 l\u00e0 khi n\u00e0o, th\u00ec d\u1eef li\u1ec7u \u0111\u00e3 tr\u1edf n\u00ean ph\u00e2n t\u00e1n v\u00e0 kh\u00f3 qu\u1ea3n l\u00fd. CRM B2B gi\u00fap t\u1eadp trung to\u00e0n b\u1ed9 th\u00f4ng tin v\u1ec1 m\u1ed9t h\u1ec7 th\u1ed1ng th\u1ed1ng nh\u1ea5t, d\u1ec5 theo d\u00f5i v\u00e0 c\u1eadp nh\u1eadt theo th\u1eddi gian th\u1ef1c.<\/li>\n\n\n\n<li><strong>D\u1ef1 b\u00e1o doanh thu thi\u1ebfu ch\u00ednh x\u00e1c:<\/strong> Khi kho\u1ea3ng c\u00e1ch gi\u1eefa k\u1ebf ho\u1ea1ch v\u00e0 k\u1ebft qu\u1ea3 th\u1ef1c t\u1ebf ng\u00e0y c\u00e0ng l\u1edbn, doanh nghi\u1ec7p s\u1ebd g\u1eb7p kh\u00f3 kh\u0103n trong vi\u1ec7c l\u1eadp ng\u00e2n s\u00e1ch, ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c ho\u1eb7c x\u00e2y d\u1ef1ng chi\u1ebfn l\u01b0\u1ee3c t\u0103ng tr\u01b0\u1edfng. CRM h\u1ed7 tr\u1ee3 theo d\u00f5i pipeline b\u00e1n h\u00e0ng tr\u1ef1c quan v\u00e0 d\u1ef1 b\u00e1o doanh thu d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1ef1c t\u1ebf thay v\u00ec c\u1ea3m t\u00ednh.<\/li>\n\n\n\n<li><strong>\u0110ang ph\u1ee5 thu\u1ed9c qu\u00e1 nhi\u1ec1u v\u00e0o c\u00e1c c\u00e1 nh\u00e2n sales ch\u1ee7 ch\u1ed1t:<\/strong> Khi to\u00e0n b\u1ed9 m\u1ed1i quan h\u1ec7 kh\u00e1ch h\u00e0ng n\u1eb1m trong tr\u00ed nh\u1edb ho\u1eb7c email c\u00e1 nh\u00e2n c\u1ee7a t\u1eebng nh\u00e2n vi\u00ean, doanh nghi\u1ec7p s\u1ebd \u0111\u1ed1i m\u1eb7t v\u1edbi r\u1ee7i ro l\u1edbn n\u1ebfu nh\u00e2n s\u1ef1 ngh\u1ec9 vi\u1ec7c ho\u1eb7c chuy\u1ec3n v\u1ecb tr\u00ed. CRM gi\u00fap bi\u1ebfn d\u1eef li\u1ec7u v\u00e0 kinh nghi\u1ec7m b\u00e1n h\u00e0ng th\u00e0nh t\u00e0i s\u1ea3n chung c\u1ee7a t\u1ed5 ch\u1ee9c.<\/li>\n\n\n\n<li><strong>B\u1eaft \u0111\u1ea7u m\u1edf r\u1ed9ng \u0111\u1ed9i ng\u0169 kinh doanh: <\/strong>Vi\u1ec7c \u0111\u00e0o t\u1ea1o nh\u00e2n vi\u00ean m\u1edbi s\u1ebd tr\u1edf n\u00ean d\u1ec5 d\u00e0ng h\u01a1n khi c\u00f3 quy tr\u00ecnh, d\u1eef li\u1ec7u v\u00e0 workflow chu\u1ea9n h\u00f3a tr\u00ean c\u00f9ng m\u1ed9t h\u1ec7 th\u1ed1ng.<\/li>\n\n\n\n<li><strong>Nh\u1eadn ph\u1ea3n h\u1ed3i ti\u00eau c\u1ef1c t\u1eeb kh\u00e1ch h\u00e0ng:<\/strong> N\u1ebfu kh\u00e1ch h\u00e0ng th\u01b0\u1eddng xuy\u00ean ph\u1ea3i l\u1eb7p l\u1ea1i th\u00f4ng tin, ch\u1edd ph\u1ea3n h\u1ed3i qu\u00e1 l\u00e2u ho\u1eb7c c\u1ea3m th\u1ea5y b\u1ecb b\u1ecf qu\u00ean sau b\u00e1n h\u00e0ng, \u0111\u00f3 l\u00e0 d\u1ea5u hi\u1ec7u quy tr\u00ecnh ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng \u0111ang thi\u1ebfu t\u00ednh h\u1ec7 th\u1ed1ng.<\/li>\n<\/ul>\n\n\n\n<p>N\u1ebfu doanh nghi\u1ec7p \u0111ang g\u1eb7p \u00edt nh\u1ea5t 3 trong 6 v\u1ea5n \u0111\u1ec1 tr\u00ean, \u0111\u00e2y c\u00f3 th\u1ec3 l\u00e0 th\u1eddi \u0111i\u1ec3m ph\u00f9 h\u1ee3p \u0111\u1ec3 tri\u1ec3n khai CRM B2B.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img decoding=\"async\" width=\"1024\" height=\"587\" src=\"https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/vi-sao-doanh-nghiep-b2b-crm-chuyen-biet-28526-1024x587.webp\" alt=\"V\u00ec sao doanh nghi\u1ec7p B2B c\u1ea7n CRM chuy\u00ean bi\u1ec7t?\" class=\"wp-image-27414\" srcset=\"https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/vi-sao-doanh-nghiep-b2b-crm-chuyen-biet-28526-1024x587.webp 1024w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/vi-sao-doanh-nghiep-b2b-crm-chuyen-biet-28526-300x172.webp 300w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/vi-sao-doanh-nghiep-b2b-crm-chuyen-biet-28526-768x440.webp 768w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/vi-sao-doanh-nghiep-b2b-crm-chuyen-biet-28526-1536x880.webp 1536w, https:\/\/base.vn\/wp-content\/uploads\/2026\/05\/vi-sao-doanh-nghiep-b2b-crm-chuyen-biet-28526.webp 1920w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\"><em>V\u00ec sao doanh nghi\u1ec7p B2B c\u1ea7n CRM chuy\u00ean bi\u1ec7t?<\/em><\/figcaption><\/figure><\/div>\n\n\n<h2 class=\"wp-block-heading\" id=\"h-5-ch\u1ee9c-nang-c\u1ed1t-loi-c\u1ee7a-crm-b2b-amp-cach-v\u1eadn-hanh-trong-th\u1ef1c-t\u1ebf\">5. Ch\u1ee9c n\u0103ng c\u1ed1t l\u00f5i c\u1ee7a CRM B2B &amp; c\u00e1ch v\u1eadn h\u00e0nh trong th\u1ef1c t\u1ebf<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-1-qu\u1ea3n-ly-tai-kho\u1ea3n-account-va-lien-h\u1ec7-contact-theo-mo-hinh-t\u1ed5-ch\u1ee9c-khach-hang\">5.1 Qu\u1ea3n l\u00fd t\u00e0i kho\u1ea3n (Account) v\u00e0 li\u00ean h\u1ec7 (Contact) theo m\u00f4 h\u00ecnh t\u1ed5 ch\u1ee9c kh\u00e1ch h\u00e0ng<\/h3>\n\n\n\n<p>\u0110i\u1ec3m \u0111\u1eb7c tr\u01b0ng l\u1edbn nh\u1ea5t c\u1ee7a CRM B2B l\u00e0 c\u00e1ch t\u1ed5 ch\u1ee9c d\u1eef li\u1ec7u theo m\u00f4 h\u00ecnh \u201cT\u00e0i kho\u1ea3n \u2013 Li\u00ean h\u1ec7\u201d (Account \u2013 Contact). Trong \u0111\u00f3, Account \u0111\u1ea1i di\u1ec7n cho doanh nghi\u1ec7p kh\u00e1ch h\u00e0ng, c\u00f2n Contact l\u00e0 nh\u1eefng c\u00e1 nh\u00e2n \u0111ang l\u00e0m vi\u1ec7c t\u1ea1i doanh nghi\u1ec7p \u0111\u00f3. \u0110\u00e2y l\u00e0 m\u00f4 h\u00ecnh ph\u1ea3n \u00e1nh \u0111\u00fang b\u1ea3n ch\u1ea5t b\u00e1n h\u00e0ng B2B, khi doanh nghi\u1ec7p kh\u00f4ng l\u00e0m vi\u1ec7c v\u1edbi m\u1ed9t c\u00e1 nh\u00e2n ri\u00eang l\u1ebb m\u00e0 t\u01b0\u01a1ng t\u00e1c v\u1edbi c\u1ea3 m\u1ed9t t\u1ed5 ch\u1ee9c th\u00f4ng qua nhi\u1ec1u v\u1ecb tr\u00ed kh\u00e1c nhau.<\/p>\n\n\n\n<p>Trong h\u1ec7 th\u1ed1ng CRM B2B, m\u1ed7i t\u00e0i kho\u1ea3n doanh nghi\u1ec7p s\u1ebd \u0111\u01b0\u1ee3c l\u01b0u tr\u1eef \u0111\u1ea7y \u0111\u1ee7 th\u00f4ng tin nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>T\u00ean c\u00f4ng ty, ng\u00e0nh ngh\u1ec1, quy m\u00f4<\/li>\n\n\n\n<li>\u0110\u1ecba ch\u1ec9, website, doanh thu \u01b0\u1edbc t\u00ednh<\/li>\n\n\n\n<li>Nhu c\u1ea7u, kh\u00f3 kh\u0103n v\u00e0 ti\u1ec1m n\u0103ng ph\u00e1t tri\u1ec3n<\/li>\n\n\n\n<li>L\u1ecbch s\u1eed giao d\u1ecbch v\u00e0 t\u01b0\u01a1ng t\u00e1c<\/li>\n<\/ul>\n\n\n\n<p>B\u00ean trong m\u1ed7i Account l\u00e0 danh s\u00e1ch Contact g\u1ed3m ng\u01b0\u1eddi ra quy\u1ebft \u0111\u1ecbnh, ng\u01b0\u1eddi \u1ea3nh h\u01b0\u1edfng, ng\u01b0\u1eddi s\u1eed d\u1ee5ng ho\u1eb7c b\u1ed9 ph\u1eadn tri\u1ec3n khai. CRM gi\u00fap \u0111\u1ed9i ng\u0169 sales hi\u1ec3u r\u00f5 vai tr\u00f2 c\u1ee7a t\u1eebng c\u00e1 nh\u00e2n \u0111\u1ec3 c\u00f3 c\u00e1ch ti\u1ebfp c\u1eadn ph\u00f9 h\u1ee3p trong t\u1eebng giai \u0111o\u1ea1n b\u00e1n h\u00e0ng.<\/p>\n\n\n\n<p>V\u00ed d\u1ee5, khi c\u1ea7n trao \u0111\u1ed5i k\u1ef9 thu\u1eadt, Sales c\u00f3 th\u1ec3 l\u00e0m vi\u1ec7c v\u1edbi b\u1ed9 ph\u1eadn chuy\u00ean m\u00f4n; khi \u0111\u00e0m ph\u00e1n h\u1ee3p \u0111\u1ed3ng s\u1ebd t\u1eadp trung v\u00e0o ng\u01b0\u1eddi c\u00f3 quy\u1ec1n ph\u00ea duy\u1ec7t ng\u00e2n s\u00e1ch. To\u00e0n b\u1ed9 l\u1ecbch s\u1eed email, cu\u1ed9c g\u1ecdi, cu\u1ed9c h\u1ecdp hay ghi ch\u00fa l\u00e0m vi\u1ec7c \u0111\u1ec1u \u0111\u01b0\u1ee3c l\u01b0u t\u1eadp trung tr\u00ean c\u00f9ng m\u1ed9t h\u1ec7 th\u1ed1ng.<\/p>\n\n\n\n<p>CRM B2B c\u00f2n h\u1ed7 tr\u1ee3 x\u00e2y d\u1ef1ng \u201cb\u1ea3n \u0111\u1ed3 quan h\u1ec7\u201d (Relationship Map), gi\u00fap doanh nghi\u1ec7p theo d\u00f5i m\u1ed1i li\u00ean k\u1ebft gi\u1eefa c\u00e1c ph\u00f2ng ban, c\u00f4ng ty con v\u00e0 c\u00f4ng ty m\u1eb9 trong c\u00f9ng m\u1ed9t t\u1eadp \u0111o\u00e0n. \u0110i\u1ec1u n\u00e0y \u0111\u1eb7c bi\u1ec7t quan tr\u1ecdng v\u1edbi c\u00e1c doanh nghi\u1ec7p c\u00f3 c\u1ea5u tr\u00fac kh\u00e1ch h\u00e0ng ph\u1ee9c t\u1ea1p ho\u1eb7c nhi\u1ec1u c\u1ea5p qu\u1ea3n l\u00fd.<\/p>\n\n\n\n<p>Ngo\u00e0i ra, h\u1ec7 th\u1ed1ng cho ph\u00e9p ph\u00e2n lo\u1ea1i t\u00e0i kho\u1ea3n theo nhi\u1ec1u ti\u00eau ch\u00ed nh\u01b0 ng\u00e0nh ngh\u1ec1, khu v\u1ef1c, quy m\u00f4 hay gi\u00e1 tr\u1ecb ti\u1ec1m n\u0103ng. Nh\u1edd \u0111\u00f3, doanh nghi\u1ec7p c\u00f3 th\u1ec3 tri\u1ec3n khai chi\u1ebfn l\u01b0\u1ee3c marketing v\u00e0 b\u00e1n h\u00e0ng theo t\u1eebng nh\u00f3m kh\u00e1ch h\u00e0ng tr\u1ecdng \u0111i\u1ec3m, t\u1ed1i \u01b0u ngu\u1ed3n l\u1ef1c v\u00e0 gia t\u0103ng hi\u1ec7u qu\u1ea3 kinh doanh.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-2-qu\u1ea3n-ly-lead-c\u01a1-h\u1ed9i-va-pipeline-ban-hang-nhi\u1ec1u-giai-do\u1ea1n\">5.2 Qu\u1ea3n l\u00fd lead, c\u01a1 h\u1ed9i v\u00e0 pipeline b\u00e1n h\u00e0ng nhi\u1ec1u giai \u0111o\u1ea1n<\/h3>\n\n\n\n<p>CRM B2B gi\u00fap doanh nghi\u1ec7p qu\u1ea3n l\u00fd to\u00e0n b\u1ed9 h\u00e0nh tr\u00ecnh b\u00e1n h\u00e0ng t\u1eeb khi ph\u00e1t sinh kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u1ebfn l\u00fac ch\u1ed1t h\u1ee3p \u0111\u1ed3ng. H\u1ec7 th\u1ed1ng ph\u00e2n chia r\u00f5 c\u00e1c kh\u00e1i ni\u1ec7m nh\u01b0 Lead (kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng), Opportunity (c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng) v\u00e0 <a href=\"https:\/\/base.vn\/blog\/pipeline-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">Pipeline (\u0111\u01b0\u1eddng \u1ed1ng b\u00e1n h\u00e0ng)<\/a>, gi\u00fap \u0111\u1ed9i ng\u0169 Sales theo d\u00f5i ch\u00ednh x\u00e1c t\u00ecnh tr\u1ea1ng t\u1eebng c\u01a1 h\u1ed9i kinh doanh.<\/p>\n\n\n\n<p>Lead th\u01b0\u1eddng \u0111\u1ebfn t\u1eeb nhi\u1ec1u ngu\u1ed3n nh\u01b0 website, landing page, s\u1ef1 ki\u1ec7n, qu\u1ea3ng c\u00e1o ho\u1eb7c gi\u1edbi thi\u1ec7u. Sau qu\u00e1 tr\u00ecnh \u0111\u00e1nh gi\u00e1 v\u00e0 s\u00e0ng l\u1ecdc, c\u00e1c lead \u0111\u1ee7 \u0111i\u1ec1u ki\u1ec7n s\u1ebd \u0111\u01b0\u1ee3c chuy\u1ec3n th\u00e0nh Opportunity \u2014 t\u1ee9c c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng c\u1ee5 th\u1ec3 v\u1edbi gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng v\u00e0 th\u1eddi gian d\u1ef1 ki\u1ebfn r\u00f5 r\u00e0ng.<\/p>\n\n\n\n<p>CRM B2B cho ph\u00e9p doanh nghi\u1ec7p thi\u1ebft k\u1ebf pipeline ph\u00f9 h\u1ee3p v\u1edbi quy tr\u00ecnh b\u00e1n h\u00e0ng ri\u00eang. M\u1ed9t c\u01a1 h\u1ed9i c\u00f3 th\u1ec3 \u0111i qua nhi\u1ec1u giai \u0111o\u1ea1n nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ti\u1ebfp c\u1eadn kh\u00e1ch h\u00e0ng<\/li>\n\n\n\n<li>Kh\u1ea3o s\u00e1t nhu c\u1ea7u<\/li>\n\n\n\n<li>Demo s\u1ea3n ph\u1ea9m<\/li>\n\n\n\n<li>G\u1eedi b\u00e1o gi\u00e1<\/li>\n\n\n\n<li>\u0110\u00e0m ph\u00e1n<\/li>\n\n\n\n<li>Ph\u00ea duy\u1ec7t n\u1ed9i b\u1ed9<\/li>\n\n\n\n<li>K\u00fd h\u1ee3p \u0111\u1ed3ng<\/li>\n<\/ul>\n\n\n\n<p>T\u1ea1i m\u1ed7i giai \u0111o\u1ea1n, h\u1ec7 th\u1ed1ng s\u1ebd ghi nh\u1eadn:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Gi\u00e1 tr\u1ecb deal<\/li>\n\n\n\n<li>X\u00e1c su\u1ea5t ch\u1ed1t<\/li>\n\n\n\n<li>Ng\u01b0\u1eddi ph\u1ee5 tr\u00e1ch<\/li>\n\n\n\n<li>Th\u1eddi gian d\u1ef1 ki\u1ebfn ho\u00e0n th\u00e0nh<\/li>\n\n\n\n<li>C\u00f4ng vi\u1ec7c ti\u1ebfp theo c\u1ea7n th\u1ef1c hi\u1ec7n<\/li>\n<\/ul>\n\n\n\n<p>Nh\u1edd \u0111\u00f3, Sales Manager c\u00f3 th\u1ec3 theo d\u00f5i to\u00e0n b\u1ed9 pipeline theo th\u1eddi gian th\u1ef1c thay v\u00ec ph\u1ee5 thu\u1ed9c v\u00e0o b\u00e1o c\u00e1o th\u1ee7 c\u00f4ng. Dashboard tr\u1ef1c quan gi\u00fap qu\u1ea3n l\u00fd nhanh ch\u00f3ng nh\u1eadn bi\u1ebft deal n\u00e0o \u0111ang \u201c\u0111\u1ee9ng y\u00ean\u201d qu\u00e1 l\u00e2u, c\u01a1 h\u1ed9i n\u00e0o c\u1ea7n h\u1ed7 tr\u1ee3 th\u00eam ho\u1eb7c doanh thu d\u1ef1 ki\u1ebfn trong t\u1eebng th\u00e1ng\/qu\u00fd l\u00e0 bao nhi\u00eau.<\/p>\n\n\n\n<p>M\u1ed9t l\u1ee3i \u00edch quan tr\u1ecdng kh\u00e1c l\u00e0 kh\u1ea3 n\u0103ng d\u1ef1 b\u00e1o doanh thu ch\u00ednh x\u00e1c h\u01a1n. CRM s\u1ebd t\u00ednh to\u00e1n \u201cdoanh thu k\u1ef3 v\u1ecdng\u201d d\u1ef1a tr\u00ean gi\u00e1 tr\u1ecb c\u01a1 h\u1ed9i v\u00e0 t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i \u1edf t\u1eebng giai \u0111o\u1ea1n. \u0110i\u1ec1u n\u00e0y gi\u00fap doanh nghi\u1ec7p ch\u1ee7 \u0111\u1ed9ng h\u01a1n trong vi\u1ec7c l\u1eadp k\u1ebf ho\u1ea1ch t\u00e0i ch\u00ednh, ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c v\u00e0 \u0111\u1eb7t m\u1ee5c ti\u00eau kinh doanh th\u1ef1c t\u1ebf.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-3-qu\u1ea3n-ly-bao-gia-h\u1ee3p-d\u1ed3ng-d\u01a1n-hang-thanh-toan-trong-moi-tr\u01b0\u1eddng-b2b\">5.3 Qu\u1ea3n l\u00fd b\u00e1o gi\u00e1, h\u1ee3p \u0111\u1ed3ng, \u0111\u01a1n h\u00e0ng, thanh to\u00e1n trong m\u00f4i tr\u01b0\u1eddng B2B<\/h3>\n\n\n\n<p>Trong m\u00f4 h\u00ecnh B2B, quy tr\u00ecnh b\u00e1n h\u00e0ng kh\u00f4ng d\u1eebng l\u1ea1i \u1edf vi\u1ec7c ch\u1ed1t c\u01a1 h\u1ed9i kinh doanh m\u00e0 c\u00f2n k\u00e9o d\u00e0i qua nhi\u1ec1u b\u01b0\u1edbc nh\u01b0 b\u00e1o gi\u00e1, k\u00fd h\u1ee3p \u0111\u1ed3ng, x\u1eed l\u00fd \u0111\u01a1n h\u00e0ng v\u00e0 theo d\u00f5i thanh to\u00e1n. \u0110\u00e2y l\u00e0 chu\u1ed7i quy tr\u00ecnh ph\u1ee9c t\u1ea1p v\u1edbi nhi\u1ec1u \u0111i\u1ec1u kho\u1ea3n ri\u00eang bi\u1ec7t, nhi\u1ec1u c\u1ea5p ph\u00ea duy\u1ec7t v\u00e0 th\u1eddi gian x\u1eed l\u00fd d\u00e0i. CRM B2B gi\u00fap doanh nghi\u1ec7p qu\u1ea3n l\u00fd to\u00e0n b\u1ed9 v\u00f2ng \u0111\u1eddi giao d\u1ecbch tr\u00ean c\u00f9ng m\u1ed9t n\u1ec1n t\u1ea3ng th\u1ed1ng nh\u1ea5t.<\/p>\n\n\n\n<p><strong>Qu\u1ea3n l\u00fd b\u00e1o gi\u00e1 (Quote\/Quotation):<\/strong><\/p>\n\n\n\n<p>CRM B2B cho ph\u00e9p \u0111\u1ed9i ng\u0169 Sales t\u1ea1o b\u00e1o gi\u00e1 tr\u1ef1c ti\u1ebfp t\u1eeb c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng (Opportunity) m\u00e0 kh\u00f4ng c\u1ea7n nh\u1eadp li\u1ec7u th\u1ee7 c\u00f4ng nhi\u1ec1u l\u1ea7n. H\u1ec7 th\u1ed1ng t\u1ef1 \u0111\u1ed9ng l\u1ea5y th\u00f4ng tin s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5, b\u1ea3ng gi\u00e1 v\u00e0 ch\u00ednh s\u00e1ch chi\u1ebft kh\u1ea5u \u0111\u1ec3 t\u1ea1o b\u00e1o gi\u00e1 theo m\u1eabu chu\u1ea9n c\u1ee7a doanh nghi\u1ec7p.<\/p>\n\n\n\n<p>Trong qu\u00e1 tr\u00ecnh \u0111\u00e0m ph\u00e1n, kh\u00e1ch h\u00e0ng th\u01b0\u1eddng y\u00eau c\u1ea7u \u0111i\u1ec1u ch\u1ec9nh gi\u00e1 ho\u1eb7c thay \u0111\u1ed5i ph\u1ea1m vi d\u1ecbch v\u1ee5. CRM s\u1ebd l\u01b0u to\u00e0n b\u1ed9 l\u1ecbch s\u1eed phi\u00ean b\u1ea3n b\u00e1o gi\u00e1, gi\u00fap doanh nghi\u1ec7p theo d\u00f5i c\u00e1c thay \u0111\u1ed5i v\u00e0 tr\u00e1nh nh\u1ea7m l\u1eabn gi\u1eefa nhi\u1ec1u l\u1ea7n c\u1eadp nh\u1eadt.<\/p>\n\n\n\n<p>Ngo\u00e0i ra, h\u1ec7 th\u1ed1ng c\u00f2n h\u1ed7 tr\u1ee3 quy tr\u00ecnh ph\u00ea duy\u1ec7t t\u1ef1 \u0111\u1ed9ng. V\u00ed d\u1ee5:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>B\u00e1o gi\u00e1 c\u00f3 m\u1ee9c chi\u1ebft kh\u1ea5u cao c\u1ea7n tr\u01b0\u1edfng ph\u00f2ng ph\u00ea duy\u1ec7t<\/li>\n\n\n\n<li>H\u1ee3p \u0111\u1ed3ng gi\u00e1 tr\u1ecb l\u1edbn c\u1ea7n ban gi\u00e1m \u0111\u1ed1c x\u00e1c nh\u1eadn<\/li>\n\n\n\n<li>C\u00e1c \u0111i\u1ec1u kho\u1ea3n \u0111\u1eb7c bi\u1ec7t c\u1ea7n b\u1ed9 ph\u1eadn ph\u00e1p l\u00fd ki\u1ec3m tra<\/li>\n<\/ul>\n\n\n\n<p>\u0110i\u1ec1u n\u00e0y gi\u00fap doanh nghi\u1ec7p ki\u1ec3m so\u00e1t r\u1ee7i ro v\u00e0 \u0111\u1ea3m b\u1ea3o ch\u00ednh s\u00e1ch b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c \u00e1p d\u1ee5ng nh\u1ea5t qu\u00e1n.<\/p>\n\n\n\n<p><strong>Qu\u1ea3n l\u00fd h\u1ee3p \u0111\u1ed3ng (Contract):<\/strong><\/p>\n\n\n\n<p>Sau khi kh\u00e1ch h\u00e0ng \u0111\u1ed3ng \u00fd b\u00e1o gi\u00e1, CRM s\u1ebd chuy\u1ec3n d\u1eef li\u1ec7u sang h\u1ee3p \u0111\u1ed3ng v\u1edbi \u0111\u1ea7y \u0111\u1ee7 th\u00f4ng tin nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng<\/li>\n\n\n\n<li>Th\u1eddi h\u1ea1n hi\u1ec7u l\u1ef1c<\/li>\n\n\n\n<li>\u0110i\u1ec1u kho\u1ea3n thanh to\u00e1n<\/li>\n\n\n\n<li>Cam k\u1ebft ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5 (SLA)<\/li>\n\n\n\n<li>\u0110i\u1ec1u kho\u1ea3n gia h\u1ea1n ho\u1eb7c ch\u1ea5m d\u1ee9t<\/li>\n<\/ul>\n\n\n\n<p>H\u1ec7 th\u1ed1ng c\u0169ng h\u1ed7 tr\u1ee3 theo d\u00f5i c\u00e1c h\u1ee3p \u0111\u1ed3ng thu\u00ea bao \u0111\u1ecbnh k\u1ef3 (subscription), t\u1ef1 \u0111\u1ed9ng ghi nh\u1eadn doanh thu \u0111\u1ecbnh k\u1ef3 h\u00e0ng th\u00e1ng (MRR \u2013 Monthly Recurring Revenue) v\u00e0 nh\u1eafc nh\u1edf tr\u01b0\u1edbc th\u1eddi \u0111i\u1ec3m gia h\u1ea1n.<\/p>\n\n\n\n<p><strong>Qu\u1ea3n l\u00fd \u0111\u01a1n h\u00e0ng (Order):<\/strong><\/p>\n\n\n\n<p>T\u1eeb h\u1ee3p \u0111\u1ed3ng \u0111\u00e3 k\u00fd, CRM ti\u1ebfp t\u1ee5c t\u1ea1o \u0111\u01a1n h\u00e0ng cho b\u1ed9 ph\u1eadn v\u1eadn h\u00e0nh ho\u1eb7c tri\u1ec3n khai. To\u00e0n b\u1ed9 th\u00f4ng tin \u0111\u01b0\u1ee3c li\u00ean k\u1ebft xuy\u00ean su\u1ed1t t\u1eeb kh\u00e1ch h\u00e0ng, c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng \u0111\u1ebfn tr\u1ea1ng th\u00e1i giao h\u00e0ng. N\u1ebfu doanh nghi\u1ec7p kinh doanh s\u1ea3n ph\u1ea9m v\u1eadt l\u00fd, CRM c\u00f3 th\u1ec3 t\u00edch h\u1ee3p v\u1edbi h\u1ec7 th\u1ed1ng kho \u0111\u1ec3:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Ki\u1ec3m tra t\u1ed3n kho<\/li>\n\n\n\n<li>Gi\u1eef h\u00e0ng theo \u0111\u01a1n<\/li>\n\n\n\n<li>Theo d\u00f5i t\u00ecnh tr\u1ea1ng giao nh\u1eadn<\/li>\n<\/ul>\n\n\n\n<p><strong>Theo d\u00f5i thanh to\u00e1n (Payment):<\/strong><\/p>\n\n\n\n<p>\u1ede giai \u0111o\u1ea1n thanh to\u00e1n, CRM ghi nh\u1eadn l\u1ecbch s\u1eed thanh to\u00e1n theo t\u1eebng \u0111\u1ee3t ho\u1eb7c t\u1eebng m\u1ed1c nghi\u1ec7m thu. B\u1ed9 ph\u1eadn t\u00e0i ch\u00ednh c\u00f3 th\u1ec3 theo d\u00f5i c\u00f4ng n\u1ee3, t\u1ef1 \u0111\u1ed9ng nh\u1eafc thanh to\u00e1n qu\u00e1 h\u1ea1n v\u00e0 \u0111\u00e1nh gi\u00e1 l\u1ecbch s\u1eed thanh to\u00e1n c\u1ee7a kh\u00e1ch h\u00e0ng \u0111\u1ec3 \u0111i\u1ec1u ch\u1ec9nh h\u1ea1n m\u1ee9c t\u00edn d\u1ee5ng cho c\u00e1c giao d\u1ecbch ti\u1ebfp theo.<\/p>\n\n\n\n<p>Nh\u1edd kh\u1ea3 n\u0103ng qu\u1ea3n l\u00fd xuy\u00ean su\u1ed1t t\u1eeb b\u00e1o gi\u00e1 \u0111\u1ebfn thu ti\u1ec1n, CRM B2B gi\u00fap doanh nghi\u1ec7p gi\u1ea3m th\u1ea5t tho\u00e1t d\u1eef li\u1ec7u, t\u0103ng t\u1ed1c x\u1eed l\u00fd giao d\u1ecbch v\u00e0 c\u1ea3i thi\u1ec7n kh\u1ea3 n\u0103ng ki\u1ec3m so\u00e1t doanh thu.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-4-t\u1ef1-d\u1ed9ng-hoa-quy-trinh-ban-hang-amp-marketing\">5.4 T\u1ef1 \u0111\u1ed9ng h\u00f3a quy tr\u00ecnh b\u00e1n h\u00e0ng &amp; marketing<\/h3>\n\n\n\n<p>M\u1ed9t trong nh\u1eefng gi\u00e1 tr\u1ecb l\u1edbn nh\u1ea5t c\u1ee7a CRM B2B l\u00e0 kh\u1ea3 n\u0103ng t\u1ef1 \u0111\u1ed9ng h\u00f3a quy tr\u00ecnh b\u00e1n h\u00e0ng v\u00e0 marketing.<\/p>\n\n\n\n<p><strong>X\u00e2y d\u1ef1ng workflow t\u1ef1 \u0111\u1ed9ng theo quy tr\u00ecnh b\u00e1n h\u00e0ng:<\/strong><\/p>\n\n\n\n<p>CRM cho ph\u00e9p doanh nghi\u1ec7p thi\u1ebft l\u1eadp c\u00e1c quy tr\u00ecnh t\u1ef1 \u0111\u1ed9ng theo nguy\u00ean t\u1eafc: \u201cN\u1ebfu x\u1ea3y ra \u0111i\u1ec1u ki\u1ec7n A th\u00ec th\u1ef1c hi\u1ec7n h\u00e0nh \u0111\u1ed9ng B\u201d.<\/p>\n\n\n\n<p>V\u00ed d\u1ee5:<\/p>\n\n\n\n<p>Khi Opportunity chuy\u1ec3n sang giai \u0111o\u1ea1n Demo:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>T\u1ef1 \u0111\u1ed9ng t\u1ea1o task chu\u1ea9n b\u1ecb t\u00e0i li\u1ec7u<\/li>\n\n\n\n<li>G\u1eedi email x\u00e1c nh\u1eadn l\u1ecbch cho kh\u00e1ch h\u00e0ng<\/li>\n\n\n\n<li>Nh\u1eafc Sales follow-up sau bu\u1ed5i demo<\/li>\n<\/ul>\n\n\n\n<p>Khi lead kh\u00f4ng ph\u1ea3n h\u1ed3i sau nhi\u1ec1u l\u1ea7n li\u00ean h\u1ec7:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>T\u1ef1 \u0111\u1ed9ng chuy\u1ec3n sang nh\u00f3m \u201cnu\u00f4i d\u01b0\u1ee1ng\u201d<\/li>\n\n\n\n<li>K\u00edch ho\u1ea1t chu\u1ed7i email ch\u0103m s\u00f3c \u0111\u1ecbnh k\u1ef3<\/li>\n<\/ul>\n\n\n\n<p>Nh\u1edd \u0111\u00f3, doanh nghi\u1ec7p \u0111\u1ea3m b\u1ea3o m\u1ecdi c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng \u0111\u1ec1u \u0111\u01b0\u1ee3c theo d\u00f5i nh\u1ea5t qu\u00e1n v\u00e0 kh\u00f4ng b\u1ecb b\u1ecf s\u00f3t.<\/p>\n\n\n\n<p><strong>Nh\u1eafc vi\u1ec7c th\u00f4ng minh:<\/strong><\/p>\n\n\n\n<p>CRM B2B gi\u00fap \u0111\u1ed9i sales qu\u1ea3n l\u00fd c\u00f4ng vi\u1ec7c hi\u1ec7u qu\u1ea3 h\u01a1n th\u00f4ng qua h\u1ec7 th\u1ed1ng nh\u1eafc vi\u1ec7c t\u1ef1 \u0111\u1ed9ng. N\u1ebfu m\u1ed9t c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng \u201c\u0111\u1ee9ng y\u00ean\u201d qu\u00e1 l\u00e2u \u1edf m\u1ed9t giai \u0111o\u1ea1n, h\u1ec7 th\u1ed1ng s\u1ebd c\u1ea3nh b\u00e1o nh\u00e2n s\u1ef1 ho\u1eb7c nh\u00e0 qu\u1ea3n l\u00fd \u0111\u1ec3 c\u00f3 h\u01b0\u1edbng x\u1eed l\u00fd k\u1ecbp th\u1eddi.<\/p>\n\n\n\n<p>C\u00e1c task c\u0169ng c\u00f3 th\u1ec3 \u0111\u01b0\u1ee3c t\u1ef1 \u0111\u1ed9ng ph\u00e2n c\u00f4ng d\u1ef1a tr\u00ean:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Khu v\u1ef1c ph\u1ee5 tr\u00e1ch<\/li>\n\n\n\n<li>Ng\u00e0nh ngh\u1ec1 kh\u00e1ch h\u00e0ng<\/li>\n\n\n\n<li>Quy m\u00f4 doanh nghi\u1ec7p<\/li>\n\n\n\n<li>C\u01a1 ch\u1ebf chia lead v\u00f2ng tr\u00f2n (round-robin)<\/li>\n<\/ul>\n\n\n\n<p><strong>Marketing Automation:<\/strong><\/p>\n\n\n\n<p>CRM B2B hi\u1ec7n \u0111\u1ea1i th\u01b0\u1eddng t\u00edch h\u1ee3p t\u00ednh n\u0103ng Marketing Automation (t\u1ef1 \u0111\u1ed9ng h\u00f3a marketing), cho ph\u00e9p doanh nghi\u1ec7p x\u00e2y d\u1ef1ng c\u00e1c chu\u1ed7i ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng d\u00e0i h\u1ea1n.<\/p>\n\n\n\n<p>V\u00ed d\u1ee5, khi kh\u00e1ch h\u00e0ng t\u1ea3i t\u00e0i li\u1ec7u v\u1ec1 \u201cChuy\u1ec3n \u0111\u1ed5i s\u1ed1\u201d, h\u1ec7 th\u1ed1ng c\u00f3 th\u1ec3 t\u1ef1 \u0111\u1ed9ng:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>G\u1eedi case study li\u00ean quan sau 1 ng\u00e0y<\/li>\n\n\n\n<li>G\u1eedi video demo sau 3 ng\u00e0y<\/li>\n\n\n\n<li>M\u1eddi tham gia webinar sau 7 ng\u00e0y<\/li>\n\n\n\n<li>Chuy\u1ec3n lead cho sales g\u1ecdi \u0111i\u1ec7n sau 14 ng\u00e0y<\/li>\n<\/ul>\n\n\n\n<p>To\u00e0n b\u1ed9 quy tr\u00ecnh n\u00e0y v\u1eadn h\u00e0nh t\u1ef1 \u0111\u1ed9ng nh\u01b0ng v\u1eabn \u0111\u1ea3m b\u1ea3o tr\u1ea3i nghi\u1ec7m c\u00e1 nh\u00e2n h\u00f3a. Ngo\u00e0i email, CRM c\u00f2n h\u1ed7 tr\u1ee3 g\u1eedi SMS, th\u00f4ng b\u00e1o \u1ee9ng d\u1ee5ng (app notification) ho\u1eb7c c\u1ea3nh b\u00e1o n\u1ed9i b\u1ed9 \u0111\u1ec3 c\u00e1c b\u1ed9 ph\u1eadn ph\u1ed1i h\u1ee3p nhanh h\u01a1n trong qu\u00e1 tr\u00ecnh ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n<p><strong>Ch\u1ea5m \u0111i\u1ec3m &amp; ph\u00e2n b\u1ed5 lead t\u1ef1 \u0111\u1ed9ng:<\/strong><\/p>\n\n\n\n<p>CRM B2B c\u00f2n h\u1ed7 tr\u1ee3 Lead Scoring (ch\u1ea5m \u0111i\u1ec3m kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng) d\u1ef1a tr\u00ean h\u00e0nh vi v\u00e0 d\u1eef li\u1ec7u th\u1ef1c t\u1ebf nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>M\u1edf email<\/li>\n\n\n\n<li>Truy c\u1eadp website<\/li>\n\n\n\n<li>T\u1ea3i t\u00e0i li\u1ec7u<\/li>\n\n\n\n<li>Ch\u1ee9c danh c\u00f4ng vi\u1ec7c<\/li>\n\n\n\n<li>Quy m\u00f4 c\u00f4ng ty<\/li>\n<\/ul>\n\n\n\n<p>C\u00e1c lead c\u00f3 \u0111i\u1ec3m cao s\u1ebd \u0111\u01b0\u1ee3c \u01b0u ti\u00ean x\u1eed l\u00fd ho\u1eb7c t\u1ef1 \u0111\u1ed9ng chuy\u1ec3n cho nh\u00f3m sales ph\u00f9 h\u1ee3p. V\u00ed d\u1ee5, kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p l\u1edbn s\u1ebd \u0111\u01b0\u1ee3c chuy\u1ec3n cho Senior Sales, trong khi nh\u00f3m SME s\u1ebd \u0111\u01b0\u1ee3c x\u1eed l\u00fd b\u1edfi Inside Sales.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-5-bao-cao-amp-dashboard-cho-c\u1ea5p-qu\u1ea3n-ly\">5.5 B\u00e1o c\u00e1o &amp; dashboard cho c\u1ea5p qu\u1ea3n l\u00fd<\/h3>\n\n\n\n<p>CRM B2B c\u00f3 kh\u1ea3 n\u0103ng cung c\u1ea5p h\u1ec7 th\u1ed1ng b\u00e1o c\u00e1o v\u00e0 <a href=\"https:\/\/base.vn\/blog\/dashboard-la-gi\/\" target=\"_blank\" rel=\"noreferrer noopener\">dashboard tr\u1ef1c quan<\/a> theo th\u1eddi gian th\u1ef1c. Thay v\u00ec ph\u1ee5 thu\u1ed9c v\u00e0o b\u00e1o c\u00e1o th\u1ee7 c\u00f4ng t\u1eeb t\u1eebng nh\u00e2n vi\u00ean sales, ban l\u00e3nh \u0111\u1ea1o c\u00f3 th\u1ec3 theo d\u00f5i to\u00e0n b\u1ed9 ho\u1ea1t \u0111\u1ed9ng kinh doanh tr\u00ean m\u1ed9t n\u1ec1n t\u1ea3ng t\u1eadp trung v\u00e0 \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1ef1c t\u1ebf.<\/p>\n\n\n\n<p>Dashboard qu\u1ea3n l\u00fd pipeline b\u00e1n h\u00e0ng gi\u00fap hi\u1ec3n th\u1ecb t\u1ed5ng quan v\u1ec1 to\u00e0n b\u1ed9 c\u01a1 h\u1ed9i kinh doanh \u0111ang theo d\u00f5i. Qu\u1ea3n l\u00fd c\u00f3 th\u1ec3 nhanh ch\u00f3ng n\u1eafm \u0111\u01b0\u1ee3c:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>T\u1ed5ng gi\u00e1 tr\u1ecb pipeline hi\u1ec7n t\u1ea1i<\/li>\n\n\n\n<li>S\u1ed1 l\u01b0\u1ee3ng c\u01a1 h\u1ed9i \u1edf t\u1eebng giai \u0111o\u1ea1n<\/li>\n\n\n\n<li>T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i gi\u1eefa c\u00e1c b\u01b0\u1edbc<\/li>\n\n\n\n<li>Doanh thu d\u1ef1 ki\u1ebfn theo th\u00e1ng ho\u1eb7c qu\u00fd<\/li>\n\n\n\n<li>Gi\u00e1 tr\u1ecb trung b\u00ecnh m\u1ed7i giao d\u1ecbch<\/li>\n<\/ul>\n\n\n\n<p>Nh\u1edd d\u1eef li\u1ec7u c\u1eadp nh\u1eadt li\u00ean t\u1ee5c, doanh nghi\u1ec7p d\u1ec5 d\u00e0ng ph\u00e1t hi\u1ec7n c\u00e1c \u201c\u0111i\u1ec3m ngh\u1ebdn\u201d trong quy tr\u00ecnh b\u00e1n h\u00e0ng, v\u00ed d\u1ee5 nh\u01b0: s\u1ed1 l\u01b0\u1ee3ng deal b\u1ecb t\u1ed3n \u0111\u1ecdng qu\u00e1 l\u00e2u \u1edf giai \u0111o\u1ea1n b\u00e1o gi\u00e1 ho\u1eb7c t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i gi\u1ea3m b\u1ea5t th\u01b0\u1eddng \u1edf b\u01b0\u1edbc demo s\u1ea3n ph\u1ea9m.<\/p>\n\n\n\n<p>CRM B2B c\u0169ng h\u1ed7 tr\u1ee3 b\u00e1o c\u00e1o hi\u1ec7u su\u1ea5t b\u00e1n h\u00e0ng chi ti\u1ebft cho t\u1eebng c\u00e1 nh\u00e2n v\u00e0 \u0111\u1ed9i nh\u00f3m. C\u00e1c ch\u1ec9 s\u1ed1 KPI (ch\u1ec9 s\u1ed1 \u0111\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t) th\u01b0\u1eddng \u0111\u01b0\u1ee3c theo d\u00f5i g\u1ed3m:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>S\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u00e3 x\u1eed l\u00fd<\/li>\n\n\n\n<li>T\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i t\u1eeb lead sang c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng<\/li>\n\n\n\n<li>T\u1ef7 l\u1ec7 ch\u1ed1t \u0111\u01a1n th\u00e0nh c\u00f4ng<\/li>\n\n\n\n<li>\u0110\u1ed9 d\u00e0i trung b\u00ecnh c\u1ee7a chu k\u1ef3 b\u00e1n h\u00e0ng<\/li>\n\n\n\n<li>Doanh thu \u0111\u1ea1t \u0111\u01b0\u1ee3c so v\u1edbi m\u1ee5c ti\u00eau<\/li>\n<\/ul>\n\n\n\n<p>Nh\u1eefng d\u1eef li\u1ec7u n\u00e0y gi\u00fap nh\u00e0 qu\u1ea3n l\u00fd \u0111\u00e1nh gi\u00e1 hi\u1ec7u qu\u1ea3 l\u00e0m vi\u1ec7c minh b\u1ea1ch h\u01a1n, \u0111\u1ed3ng th\u1eddi nh\u1eadn di\u1ec7n nh\u00e2n s\u1ef1 n\u1ed5i b\u1eadt ho\u1eb7c c\u00e1c tr\u01b0\u1eddng h\u1ee3p c\u1ea7n \u0111\u00e0o t\u1ea1o v\u00e0 h\u1ed7 tr\u1ee3 th\u00eam.<\/p>\n\n\n\n<p>M\u1ed9t t\u00ednh n\u0103ng \u0111\u1eb7c bi\u1ec7t quan tr\u1ecdng l\u00e0 d\u1ef1 b\u00e1o doanh s\u1ed1 (Sales Forecast). CRM s\u1eed d\u1ee5ng d\u1eef li\u1ec7u pipeline hi\u1ec7n t\u1ea1i k\u1ebft h\u1ee3p v\u1edbi l\u1ecbch s\u1eed chuy\u1ec3n \u0111\u1ed5i v\u00e0 t\u00ednh m\u00f9a v\u1ee5 \u0111\u1ec3 \u01b0\u1edbc t\u00ednh doanh thu t\u01b0\u01a1ng lai. M\u1ed7i c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng s\u1ebd \u0111\u01b0\u1ee3c g\u00e1n x\u00e1c su\u1ea5t ch\u1ed1t d\u1ef1a tr\u00ean giai \u0111o\u1ea1n th\u1ef1c t\u1ebf, gi\u00fap doanh nghi\u1ec7p x\u00e2y d\u1ef1ng k\u1ebf ho\u1ea1ch kinh doanh v\u00e0 t\u00e0i ch\u00ednh h\u1ee3p l\u00fd h\u01a1n.<\/p>\n\n\n\n<p>Ngo\u00e0i ra, h\u1ec7 th\u1ed1ng c\u00f2n theo d\u00f5i c\u00e1c ch\u1ec9 s\u1ed1 \u201cs\u1ee9c kh\u1ecfe pipeline\u201d nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>T\u1ef7 l\u1ec7 bao ph\u1ee7 pipeline so v\u1edbi m\u1ee5c ti\u00eau doanh thu<\/li>\n\n\n\n<li>Tu\u1ed5i trung b\u00ecnh c\u1ee7a c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng<\/li>\n\n\n\n<li>T\u1ed1c \u0111\u1ed9 di chuy\u1ec3n qua t\u1eebng giai \u0111o\u1ea1n<\/li>\n<\/ul>\n\n\n\n<p>C\u00e1c ch\u1ec9 s\u1ed1 n\u00e0y gi\u00fap doanh nghi\u1ec7p ph\u00e1t hi\u1ec7n s\u1edbm nguy c\u01a1 thi\u1ebfu h\u1ee5t doanh thu ho\u1eb7c pipeline t\u0103ng tr\u01b0\u1edfng kh\u00f4ng b\u1ec1n v\u1eefng.<\/p>\n\n\n\n<p>\u1ede giai \u0111o\u1ea1n sau b\u00e1n h\u00e0ng, CRM ti\u1ebfp t\u1ee5c cung c\u1ea5p g\u00f3c nh\u00ecn to\u00e0n di\u1ec7n v\u1ec1 kh\u00e1ch h\u00e0ng th\u00f4ng qua c\u00e1c ch\u1ec9 s\u1ed1 nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Gi\u00e1 tr\u1ecb v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng (CLV)<\/li>\n\n\n\n<li>T\u1ef7 l\u1ec7 kh\u00e1ch h\u00e0ng r\u1eddi b\u1ecf<\/li>\n\n\n\n<li>T\u1ef7 l\u1ec7 gia h\u1ea1n h\u1ee3p \u0111\u1ed3ng<\/li>\n\n\n\n<li>Doanh thu gi\u1eef ch\u00e2n r\u00f2ng sau b\u00e1n th\u00eam v\u00e0 m\u1ea5t kh\u00e1ch<\/li>\n\n\n\n<li>\u0110i\u1ec3m s\u1ee9c kh\u1ecfe kh\u00e1ch h\u00e0ng d\u1ef1a tr\u00ean m\u1ee9c \u0111\u1ed9 s\u1eed d\u1ee5ng v\u00e0 t\u01b0\u01a1ng t\u00e1c<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-6-tich-h\u1ee3p-crm-b2b-v\u1edbi-cac-h\u1ec7-th\u1ed1ng-khac\">5.6 T\u00edch h\u1ee3p CRM B2B v\u1edbi c\u00e1c h\u1ec7 th\u1ed1ng kh\u00e1c<\/h3>\n\n\n\n<p>CRM B2B ch\u1ec9 ph\u00e1t huy t\u1ed1i \u0111a gi\u00e1 tr\u1ecb khi \u0111\u01b0\u1ee3c k\u1ebft n\u1ed1i v\u1edbi to\u00e0n b\u1ed9 h\u1ec7 sinh th\u00e1i c\u00f4ng ngh\u1ec7 c\u1ee7a doanh nghi\u1ec7p. Thay v\u00ec ho\u1ea1t \u0111\u1ed9ng \u0111\u1ed9c l\u1eadp nh\u01b0 m\u1ed9t c\u00f4ng c\u1ee5 l\u01b0u tr\u1eef d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng, CRM tr\u1edf th\u00e0nh trung t\u00e2m li\u00ean k\u1ebft gi\u1eefa sales, marketing, k\u1ebf to\u00e1n, v\u1eadn h\u00e0nh v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng. Vi\u1ec7c t\u00edch h\u1ee3p n\u00e0y gi\u00fap d\u1eef li\u1ec7u \u0111\u01b0\u1ee3c \u0111\u1ed3ng b\u1ed9 li\u00ean t\u1ee5c v\u00e0 t\u1ed1i \u01b0u v\u1eadn h\u00e0nh t\u1ed5ng th\u1ec3.<\/p>\n\n\n\n<p><strong>T\u00edch h\u1ee3p v\u1edbi ERP (H\u1ec7 th\u1ed1ng ho\u1ea1ch \u0111\u1ecbnh ngu\u1ed3n l\u1ef1c doanh nghi\u1ec7p):<\/strong><\/p>\n\n\n\n<p>Khi hai h\u1ec7 th\u1ed1ng \u0111\u01b0\u1ee3c \u0111\u1ed3ng b\u1ed9, d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng, \u0111\u01a1n h\u00e0ng, t\u1ed3n kho v\u00e0 t\u00e0i ch\u00ednh s\u1ebd li\u00ean th\u00f4ng v\u1edbi nhau theo th\u1eddi gian th\u1ef1c.<\/p>\n\n\n\n<p>V\u00ed d\u1ee5:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Sales t\u1ea1o b\u00e1o gi\u00e1 trong CRM<\/li>\n\n\n\n<li>H\u1ec7 th\u1ed1ng t\u1ef1 \u0111\u1ed9ng ki\u1ec3m tra t\u1ed3n kho t\u1eeb ERP<\/li>\n\n\n\n<li>Sau khi ch\u1ed1t \u0111\u01a1n, d\u1eef li\u1ec7u chuy\u1ec3n sang ERP \u0111\u1ec3 x\u1eed l\u00fd xu\u1ea5t kho v\u00e0 giao h\u00e0ng<\/li>\n\n\n\n<li>ERP c\u1eadp nh\u1eadt tr\u1ea1ng th\u00e1i thanh to\u00e1n v\u00e0 giao nh\u1eadn ng\u01b0\u1ee3c l\u1ea1i CRM<\/li>\n<\/ul>\n\n\n\n<p>Quy tr\u00ecnh n\u00e0y gi\u00fap h\u1ea1n ch\u1ebf nh\u1eadp li\u1ec7u nhi\u1ec1u l\u1ea7n, gi\u1ea3m sai l\u1ec7ch v\u00e0 t\u0103ng t\u1ed1c \u0111\u1ed9 x\u1eed l\u00fd \u0111\u01a1n h\u00e0ng.<\/p>\n\n\n\n<p><strong>K\u1ebft n\u1ed1i v\u1edbi ph\u1ea7n m\u1ec1m k\u1ebf to\u00e1n:<\/strong><\/p>\n\n\n\n<p>CRM B2B c\u0169ng th\u01b0\u1eddng t\u00edch h\u1ee3p v\u1edbi ph\u1ea7n m\u1ec1m k\u1ebf to\u00e1n \u0111\u1ec3 \u0111\u1ed3ng b\u1ed9 d\u1eef li\u1ec7u h\u00f3a \u0111\u01a1n, thanh to\u00e1n v\u00e0 c\u00f4ng n\u1ee3. Nh\u1edd \u0111\u00f3, \u0111\u1ed9i sales c\u00f3 th\u1ec3 theo d\u00f5i t\u00ecnh tr\u1ea1ng thanh to\u00e1n c\u1ee7a kh\u00e1ch h\u00e0ng ngay tr\u00ean CRM m\u00e0 kh\u00f4ng c\u1ea7n trao \u0111\u1ed5i th\u1ee7 c\u00f4ng v\u1edbi ph\u00f2ng k\u1ebf to\u00e1n.<\/p>\n\n\n\n<p>Ban qu\u1ea3n l\u00fd c\u0169ng d\u1ec5 d\u00e0ng ki\u1ec3m so\u00e1t:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Doanh thu theo kh\u00e1ch h\u00e0ng<\/li>\n\n\n\n<li>T\u00ecnh tr\u1ea1ng c\u00f4ng n\u1ee3<\/li>\n\n\n\n<li>L\u1ecbch s\u1eed thanh to\u00e1n<\/li>\n\n\n\n<li>Hi\u1ec7u qu\u1ea3 kinh doanh theo t\u1eebng account<\/li>\n<\/ul>\n\n\n\n<p><strong>Li\u00ean k\u1ebft v\u1edbi n\u1ec1n t\u1ea3ng marketing automation:<\/strong><\/p>\n\n\n\n<p>CRM B2B hi\u1ec7n \u0111\u1ea1i th\u01b0\u1eddng t\u00edch h\u1ee3p v\u1edbi c\u00e1c c\u00f4ng c\u1ee5 Marketing Automation (t\u1ef1 \u0111\u1ed9ng h\u00f3a marketing) nh\u01b0 email marketing, landing page ho\u1eb7c h\u1ec7 th\u1ed1ng tracking h\u00e0nh vi kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n<p>Lead t\u1eeb chi\u1ebfn d\u1ecbch marketing s\u1ebd t\u1ef1 \u0111\u1ed9ng \u0111\u1ed5 v\u00e0o CRM k\u00e8m theo ngu\u1ed3n d\u1eef li\u1ec7u v\u00e0 l\u1ecbch s\u1eed t\u01b0\u01a1ng t\u00e1c. \u0110\u1ed3ng th\u1eddi, CRM h\u1ed7 tr\u1ee3 ph\u00e2n nh\u00f3m kh\u00e1ch h\u00e0ng \u0111\u1ec3 tri\u1ec3n khai c\u00e1c chi\u1ebfn d\u1ecbch c\u00e1 nh\u00e2n h\u00f3a hi\u1ec7u qu\u1ea3 h\u01a1n. Nh\u1edd \u0111\u00f3, marketing v\u00e0 sales c\u00f3 th\u1ec3 ph\u1ed1i h\u1ee3p ch\u1eb7t ch\u1ebd h\u01a1n trong to\u00e0n b\u1ed9 h\u00e0nh tr\u00ecnh kh\u00e1ch h\u00e0ng.<\/p>\n\n\n\n<p><strong>T\u00edch h\u1ee3p t\u1ed5ng \u0111\u00e0i (Call center):<\/strong><\/p>\n\n\n\n<p>CRM c\u00f3 th\u1ec3 k\u1ebft n\u1ed1i v\u1edbi h\u1ec7 th\u1ed1ng t\u1ed5ng \u0111\u00e0i (Call Center) \u0111\u1ec3:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>G\u1ecdi \u0111i\u1ec7n tr\u1ef1c ti\u1ebfp t\u1eeb CRM<\/li>\n\n\n\n<li>T\u1ef1 \u0111\u1ed9ng l\u01b0u l\u1ecbch s\u1eed cu\u1ed9c g\u1ecdi<\/li>\n\n\n\n<li>Ghi nh\u1eadn th\u1eddi l\u01b0\u1ee3ng v\u00e0 file ghi \u00e2m<\/li>\n<\/ul>\n\n\n\n<p>Khi kh\u00e1ch h\u00e0ng g\u1ecdi \u0111\u1ebfn, h\u1ec7 th\u1ed1ng s\u1ebd hi\u1ec3n th\u1ecb ngay th\u00f4ng tin li\u00ean quan \u0111\u1ec3 sales ho\u1eb7c ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng x\u1eed l\u00fd nhanh h\u01a1n.<\/p>\n\n\n\n<p><strong>K\u1ebft n\u1ed1i v\u1edbi n\u1ec1n t\u1ea3ng nh\u1eafn tin:<\/strong><\/p>\n\n\n\n<p>CRM c\u0169ng c\u00f3 th\u1ec3 t\u00edch h\u1ee3p v\u1edbi c\u00e1c n\u1ec1n t\u1ea3ng nh\u1eafn tin nh\u01b0:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>WhatsApp Business<\/li>\n\n\n\n<li>Zalo OA<\/li>\n\n\n\n<li>Live Chat tr\u00ean website<\/li>\n<\/ul>\n\n\n\n<p>To\u00e0n b\u1ed9 l\u1ecbch s\u1eed trao \u0111\u1ed5i \u0111\u01b0\u1ee3c l\u01b0u t\u1eadp trung tr\u00ean h\u1ed3 s\u01a1 kh\u00e1ch h\u00e0ng, gi\u00fap \u0111\u1ed9i ng\u0169 c\u00f3 \u0111\u1ea7y \u0111\u1ee7 b\u1ed1i c\u1ea3nh d\u00f9 l\u00e0m vi\u1ec7c qua nhi\u1ec1u k\u00eanh kh\u00e1c nhau.<\/p>\n\n\n\n<p><strong>K\u1ebft n\u1ed1i c\u00f4ng c\u1ee5 c\u1ed9ng t\u00e1c n\u1ed9i b\u1ed9:<\/strong><\/p>\n\n\n\n<p>CRM B2B c\u0169ng h\u1ed7 tr\u1ee3 k\u1ebft n\u1ed1i v\u1edbi c\u00e1c n\u1ec1n t\u1ea3ng c\u1ed9ng t\u00e1c nh\u01b0 Slack ho\u1eb7c Microsoft Teams \u0111\u1ec3 g\u1eedi th\u00f4ng b\u00e1o v\u1ec1:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Deal quan tr\u1ecdng<\/li>\n\n\n\n<li>Y\u00eau c\u1ea7u ph\u00ea duy\u1ec7t<\/li>\n\n\n\n<li>C\u1ea3nh b\u00e1o qu\u00e1 h\u1ea1n<\/li>\n\n\n\n<li>C\u1eadp nh\u1eadt tr\u1ea1ng th\u00e1i kh\u00e1ch h\u00e0ng<\/li>\n<\/ul>\n\n\n\n<p class=\"has-background\" style=\"background-color:#ebf6fd\"><strong>\u0110\u1ecdc th\u00eam:<\/strong> <a href=\"https:\/\/base.vn\/blog\/crm-trong-ngan-hang\/\" target=\"_blank\" rel=\"noreferrer noopener\">CRM ng\u00e2n h\u00e0ng: Gi\u1ea3i ph\u00e1p t\u1ed1i \u01b0u ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng ng\u00e0nh t\u00e0i ch\u00ednh<\/a><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-6-l\u1ee3i-ich-doanh-nghi\u1ec7p-co-d\u01b0\u1ee3c-khi-tri\u1ec3n-khai-crm-b2b\">6. L\u1ee3i \u00edch doanh nghi\u1ec7p c\u00f3 \u0111\u01b0\u1ee3c khi tri\u1ec3n khai CRM B2B<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-6-1-l\u1ee3i-ich-d\u1ed1i-v\u1edbi-d\u1ed9i-ngu-ban-hang\">6.1 L\u1ee3i \u00edch \u0111\u1ed1i v\u1edbi \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng<\/h3>\n\n\n\n<p>CRM B2B \u0111em l\u1ea1i nhi\u1ec1u l\u1ee3i \u00edch r\u00f5 r\u1ec7t cho \u0111\u1ed9i ng\u0169 kinh doanh, bao g\u1ed3m:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>T\u0103ng t\u1ef7 l\u1ec7 ch\u1ed1t (win rate): <\/strong>Khi to\u00e0n b\u1ed9 l\u1ecbch s\u1eed t\u01b0\u01a1ng t\u00e1c, nhu c\u1ea7u, \u201c\u0111i\u1ec3m \u0111au\u201d v\u00e0 ti\u00eau ch\u00ed ra quy\u1ebft \u0111\u1ecbnh c\u1ee7a kh\u00e1ch h\u00e0ng \u0111\u01b0\u1ee3c l\u01b0u tr\u1eef t\u1eadp trung, nh\u00e2n vi\u00ean kinh doanh c\u00f3 th\u1ec3 chu\u1ea9n b\u1ecb k\u1ef9 h\u01a1n cho t\u1eebng cu\u1ed9c g\u1eb7p. H\u1ec7 th\u1ed1ng CRM c\u00f2n t\u00edch h\u1ee3p s\u1eb5n quy tr\u00ecnh b\u00e1n h\u00e0ng chu\u1ea9n v\u00e0 h\u01b0\u1edbng d\u1eabn th\u1ef1c h\u00e0nh t\u1ed1t nh\u1ea5t cho t\u1eebng giai \u0111o\u1ea1n, gi\u00fap \u0111\u1ed9i sales ti\u1ebfp c\u1eadn kh\u00e1ch h\u00e0ng b\u00e0i b\u1ea3n h\u01a1n. Nhi\u1ec1u doanh nghi\u1ec7p sau khi tri\u1ec3n khai CRM B2B ghi nh\u1eadn t\u1ef7 l\u1ec7 ch\u1ed1t \u0111\u01a1n t\u0103ng t\u1eeb 15\u201325%.\u00a0<\/li>\n\n\n\n<li><strong>R\u00fat ng\u1eafn chu k\u1ef3 b\u00e1n h\u00e0ng nh\u1edd t\u1ef1 \u0111\u1ed9ng h\u00f3a:<\/strong> Thay v\u00ec m\u1ea5t th\u1eddi gian cho vi\u1ec7c nh\u1eadp li\u1ec7u, g\u1eedi email th\u1ee7 c\u00f4ng hay theo d\u00f5i l\u1ecbch h\u1eb9n b\u1eb1ng b\u1ea3ng t\u00ednh, nh\u00e2n vi\u00ean kinh doanh c\u00f3 th\u1ec3 t\u1eadp trung nhi\u1ec1u h\u01a1n v\u00e0o ho\u1ea1t \u0111\u1ed9ng t\u01b0 v\u1ea5n v\u00e0 x\u00e2y d\u1ef1ng quan h\u1ec7. H\u1ec7 th\u1ed1ng t\u1ef1 \u0111\u1ed9ng nh\u1eafc l\u1ecbch ch\u0103m s\u00f3c, theo d\u00f5i ti\u1ebfn \u0111\u1ed9 giao d\u1ecbch v\u00e0 c\u1ea3nh b\u00e1o khi c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng b\u1ecb \u201c\u0111\u00f3ng b\u0103ng\u201d qu\u00e1 l\u00e2u. Nh\u1edd \u0111\u00f3, nhi\u1ec1u doanh nghi\u1ec7p r\u00fat ng\u1eafn th\u1eddi gian b\u00e1n h\u00e0ng t\u1eeb 20\u201330%.\u00a0<\/li>\n\n\n\n<li><strong>Gi\u1ea3m ph\u1ee5 thu\u1ed9c v\u00e0o c\u00e1 nh\u00e2n Sales:<\/strong> To\u00e0n b\u1ed9 d\u1eef li\u1ec7u kh\u00e1ch h\u00e0ng v\u00e0 ti\u1ebfn tr\u00ecnh giao d\u1ecbch \u0111\u01b0\u1ee3c l\u01b0u tr\u1eef t\u1eadp trung trong h\u1ec7 th\u1ed1ng thay v\u00ec n\u1eb1m r\u1ea3i r\u00e1c trong email hay tr\u00ed nh\u1edb c\u00e1 nh\u00e2n. Khi c\u00f3 thay \u0111\u1ed5i nh\u00e2n s\u1ef1, ng\u01b0\u1eddi ti\u1ebfp qu\u1ea3n v\u1eabn c\u00f3 th\u1ec3 nhanh ch\u00f3ng n\u1eafm b\u1eaft b\u1ed1i c\u1ea3nh v\u00e0 ti\u1ebfp t\u1ee5c ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng m\u00e0 kh\u00f4ng l\u00e0m gi\u00e1n \u0111o\u1ea1n tr\u1ea3i nghi\u1ec7m.\u00a0<\/li>\n\n\n\n<li><strong>T\u0103ng n\u0103ng su\u1ea5t c\u00e1 nh\u00e2n:<\/strong> Nh\u1edd t\u1ef1 \u0111\u1ed9ng h\u00f3a v\u00e0 kh\u1ea3 n\u0103ng truy c\u1eadp tr\u00ean thi\u1ebft b\u1ecb di \u0111\u1ed9ng, m\u1ed7i nh\u00e2n vi\u00ean c\u00f3 th\u1ec3 qu\u1ea3n l\u00fd nhi\u1ec1u t\u00e0i kho\u1ea3n v\u00e0 c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng h\u01a1n trong c\u00f9ng m\u1ed9t kho\u1ea3ng th\u1eddi gian. Th\u1eddi gian d\u00e0nh cho ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng th\u1ef1c t\u1ebf c\u0169ng \u0111\u01b0\u1ee3c c\u1ea3i thi\u1ec7n \u0111\u00e1ng k\u1ec3 thay v\u00ec b\u1ecb ti\u00eau t\u1ed1n cho c\u00f4ng vi\u1ec7c h\u00e0nh ch\u00ednh.\u00a0<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-6-2-l\u1ee3i-ich-d\u1ed1i-v\u1edbi-ban-lanh-d\u1ea1o-amp-qu\u1ea3n-ly\">6.2 L\u1ee3i \u00edch \u0111\u1ed1i v\u1edbi ban l\u00e3nh \u0111\u1ea1o &amp; qu\u1ea3n l\u00fd<\/h3>\n\n\n\n<p>\u0110\u1ed1i v\u1edbi ban l\u00e3nh \u0111\u1ea1o, CRM B2B kh\u00f4ng ch\u1ec9 l\u00e0 c\u00f4ng c\u1ee5 qu\u1ea3n l\u00fd b\u00e1n h\u00e0ng m\u00e0 c\u00f2n l\u00e0 n\u1ec1n t\u1ea3ng h\u1ed7 tr\u1ee3 ra quy\u1ebft \u0111\u1ecbnh chi\u1ebfn l\u01b0\u1ee3c d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1eddi gian th\u1ef1c.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>N\u1eafm b\u1eaft quy tr\u00ecnh b\u00e1n h\u00e0ng v\u00e0 doanh thu d\u1ef1 ki\u1ebfn theo th\u1eddi gian th\u1ef1c: <\/strong>Th\u00f4ng qua b\u1ea3ng \u0111i\u1ec1u khi\u1ec3n tr\u1ef1c quan (dashboard), l\u00e3nh \u0111\u1ea1o c\u00f3 th\u1ec3 theo d\u00f5i to\u00e0n b\u1ed9 t\u00ecnh h\u00ecnh kinh doanh theo th\u1eddi gian th\u1ef1c: t\u1ed5ng gi\u00e1 tr\u1ecb c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng, ti\u1ebfn \u0111\u1ed9 \u0111\u1ea1t m\u1ee5c ti\u00eau doanh thu, t\u1ef7 l\u1ec7 chuy\u1ec3n \u0111\u1ed5i v\u00e0 doanh thu d\u1ef1 ki\u1ebfn theo t\u1eebng th\u00e1ng ho\u1eb7c qu\u00fd. \u0110i\u1ec1u n\u00e0y gi\u00fap doanh nghi\u1ec7p ch\u1ee7 \u0111\u1ed9ng h\u01a1n trong vi\u1ec7c l\u1eadp k\u1ebf ho\u1ea1ch t\u00e0i ch\u00ednh, ph\u00e2n b\u1ed5 ngu\u1ed3n l\u1ef1c v\u00e0 \u0111i\u1ec1u ch\u1ec9nh chi\u1ebfn l\u01b0\u1ee3c kinh doanh m\u00e0 kh\u00f4ng c\u1ea7n ch\u1edd b\u00e1o c\u00e1o cu\u1ed1i k\u1ef3.<\/li>\n\n\n\n<li><strong>Ra quy\u1ebft \u0111\u1ecbnh d\u1ef1a tr\u00ean d\u1eef li\u1ec7u: <\/strong>H\u1ec7 th\u1ed1ng cho ph\u00e9p ph\u00e2n t\u00edch s\u00e2u c\u00e1c ch\u1ec9 s\u1ed1 nh\u01b0: S\u1ea3n ph\u1ea9m ho\u1eb7c d\u1ecbch v\u1ee5 n\u00e0o c\u00f3 t\u1ef7 l\u1ec7 ch\u1ed1t cao nh\u1ea5t; K\u00eanh marketing n\u00e0o t\u1ea1o ra kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng ch\u1ea5t l\u01b0\u1ee3ng; Ph\u00e2n kh\u00fac kh\u00e1ch h\u00e0ng n\u00e0o mang l\u1ea1i doanh thu t\u1ed1t nh\u1ea5t; Giai \u0111o\u1ea1n n\u00e0o trong quy tr\u00ecnh b\u00e1n h\u00e0ng th\u01b0\u1eddng x\u1ea3y ra t\u1eafc ngh\u1ebdn. T\u1eeb c\u00e1c d\u1eef li\u1ec7u n\u00e0y, l\u00e3nh \u0111\u1ea1o c\u00f3 th\u1ec3 t\u1ed1i \u01b0u chi\u1ebfn l\u01b0\u1ee3c ti\u1ebfp c\u1eadn th\u1ecb tr\u01b0\u1eddng v\u00e0 \u0111\u1ea7u t\u01b0 \u0111\u00fang v\u00e0o c\u00e1c ho\u1ea1t \u0111\u1ed9ng mang l\u1ea1i hi\u1ec7u qu\u1ea3 cao.<\/li>\n\n\n\n<li><strong>Chu\u1ea9n h\u00f3a quy tr\u00ecnh b\u00e1n h\u00e0ng, h\u1ed7 tr\u1ee3 m\u1edf r\u1ed9ng \u0111\u1ed9i ng\u0169:<\/strong> CRM \u0111\u00f3ng vai tr\u00f2 nh\u01b0 m\u1ed9t \u201ckhung v\u1eadn h\u00e0nh\u201d th\u1ed1ng nh\u1ea5t cho to\u00e0n b\u1ed9 b\u1ed9 ph\u1eadn kinh doanh. M\u1ecdi nh\u00e2n vi\u00ean c\u00f9ng s\u1eed d\u1ee5ng chung quy tr\u00ecnh, thu\u1eadt ng\u1eef v\u00e0 h\u1ec7 th\u1ed1ng \u0111o l\u01b0\u1eddng hi\u1ec7u su\u1ea5t. Khi doanh nghi\u1ec7p m\u1edf r\u1ed9ng t\u1eeb v\u00e0i nh\u00e2n s\u1ef1 l\u00ean h\u00e0ng ch\u1ee5c nh\u00e2n s\u1ef1 sales, vi\u1ec7c \u0111\u00e0o t\u1ea1o v\u00e0 qu\u1ea3n l\u00fd tr\u1edf n\u00ean d\u1ec5 d\u00e0ng v\u00e0 nh\u1ea5t qu\u00e1n h\u01a1n.\u00a0<\/li>\n\n\n\n<li><strong>N\u00e2ng cao tr\u00e1ch nhi\u1ec7m gi\u1ea3i tr\u00ecnh:<\/strong> M\u1ecdi ho\u1ea1t \u0111\u1ed9ng nh\u01b0 g\u1ecdi \u0111i\u1ec7n, g\u1eedi email, c\u1eadp nh\u1eadt c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng hay ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng \u0111\u1ec1u \u0111\u01b0\u1ee3c ghi nh\u1eadn trong h\u1ec7 th\u1ed1ng. Qu\u1ea3n l\u00fd c\u00f3 th\u1ec3 d\u1ec5 d\u00e0ng theo d\u00f5i ti\u1ebfn \u0111\u1ed9 c\u00f4ng vi\u1ec7c, \u0111\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t d\u1ef1a tr\u00ean d\u1eef li\u1ec7u c\u1ee5 th\u1ec3 v\u00e0 h\u1ed7 tr\u1ee3 \u0111\u1ed9i ng\u0169 k\u1ecbp th\u1eddi khi c\u1ea7n thi\u1ebft. \u0110i\u1ec1u n\u00e0y t\u1ea1o ra m\u00f4i tr\u01b0\u1eddng l\u00e0m vi\u1ec7c minh b\u1ea1ch, chuy\u00ean nghi\u1ec7p v\u00e0 h\u01b0\u1edbng \u0111\u1ebfn hi\u1ec7u qu\u1ea3 l\u00e2u d\u00e0i.\u00a0<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-6-3-l\u1ee3i-ich-d\u1ed1i-v\u1edbi-marketing-amp-cham-soc-khach-hang\">6.3 L\u1ee3i \u00edch \u0111\u1ed1i v\u1edbi marketing &amp; ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng<\/h3>\n\n\n\n<p>M\u1ed9t s\u1ed1 l\u1ee3i \u00edch thi\u1ebft th\u1ef1c m\u00e0 vi\u1ec7c tri\u1ec3n khai&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Nu\u00f4i d\u01b0\u1ee1ng kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng theo h\u00e0nh tr\u00ecnh B2B d\u00e0i h\u1ea1n:<\/strong> Thay v\u00ec ch\u1ec9 t\u1eadp trung v\u00e0o vi\u1ec7c t\u1ea1o kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng m\u1edbi, CRM cho ph\u00e9p marketing tri\u1ec3n khai n\u1ed9i dung ph\u00f9 h\u1ee3p theo t\u1eebng giai \u0111o\u1ea1n. \u1ede giai \u0111o\u1ea1n nh\u1eadn bi\u1ebft, kh\u00e1ch h\u00e0ng c\u00f3 th\u1ec3 nh\u1eadn c\u00e1c n\u1ed9i dung mang t\u00ednh gi\u00e1o d\u1ee5c nh\u01b0 ebook, webinar. Khi b\u01b0\u1edbc sang giai \u0111o\u1ea1n c\u00e2n nh\u1eafc, h\u1ec7 th\u1ed1ng t\u1ef1 \u0111\u1ed9ng g\u1eedi nghi\u00ean c\u1ee9u t\u00ecnh hu\u1ed1ng, t\u00e0i li\u1ec7u so s\u00e1nh ho\u1eb7c video demo. \u0110\u1ebfn giai \u0111o\u1ea1n ra quy\u1ebft \u0111\u1ecbnh, \u0111\u1ed9i ng\u0169 sales v\u00e0 marketing c\u00f3 th\u1ec3 ph\u1ed1i h\u1ee3p g\u1eedi l\u1eddi m\u1eddi tr\u1ea3i nghi\u1ec7m th\u1ef1c t\u1ebf ho\u1eb7c c\u00f4ng c\u1ee5 t\u00ednh to\u00e1n l\u1ee3i t\u1ee9c \u0111\u1ea7u t\u01b0 (ROI).<\/li>\n\n\n\n<li><strong>C\u00e1 nh\u00e2n h\u00f3a th\u00f4ng \u0111i\u1ec7p theo vai tr\u00f2 trong doanh nghi\u1ec7p kh\u00e1ch h\u00e0ng:<\/strong> H\u1ec7 th\u1ed1ng cho ph\u00e9p ph\u00e2n lo\u1ea1i li\u00ean h\u1ec7 theo ch\u1ee9c danh, ph\u00f2ng ban v\u00e0 vai tr\u00f2 trong \u0111\u01a1n v\u1ecb ra quy\u1ebft \u0111\u1ecbnh (Decision Making Unit \u2013 DMU). T\u1eeb \u0111\u00f3, marketing c\u00f3 th\u1ec3 tri\u1ec3n khai c\u00e1c chi\u1ebfn d\u1ecbch ph\u00f9 h\u1ee3p cho t\u1eebng nh\u00f3m \u0111\u1ed1i t\u01b0\u1ee3ng: Ban l\u00e3nh \u0111\u1ea1o nh\u1eadn n\u1ed9i dung v\u1ec1 chi\u1ebfn l\u01b0\u1ee3c v\u00e0 hi\u1ec7u qu\u1ea3 \u0111\u1ea7u t\u01b0; B\u1ed9 ph\u1eadn k\u1ef9 thu\u1eadt nh\u1eadn t\u00e0i li\u1ec7u chuy\u00ean s\u00e2u v\u1ec1 t\u00ednh n\u0103ng v\u00e0 kh\u1ea3 n\u0103ng t\u00edch h\u1ee3p; B\u1ed9 ph\u1eadn mua s\u1eafm nh\u1eadn th\u00f4ng tin v\u1ec1 chi ph\u00ed, \u0111i\u1ec1u kho\u1ea3n v\u00e0 b\u00e1o gi\u00e1.<\/li>\n\n\n\n<li><strong>Ch\u0103m s\u00f3c sau b\u00e1n h\u00e0ng:<\/strong> H\u1ec7 th\u1ed1ng theo d\u00f5i to\u00e0n b\u1ed9 v\u00f2ng \u0111\u1eddi kh\u00e1ch h\u00e0ng, t\u1eeb qu\u00e1 tr\u00ecnh s\u1eed d\u1ee5ng s\u1ea3n ph\u1ea9m \u0111\u1ebfn m\u1ee9c \u0111\u1ed9 t\u01b0\u01a1ng t\u00e1c v\u00e0 ch\u1ec9 s\u1ed1 h\u00e0i l\u00f2ng. Nh\u1edd \u0111\u00f3, doanh nghi\u1ec7p c\u00f3 th\u1ec3 s\u1edbm ph\u00e1t hi\u1ec7n c\u00e1c t\u00e0i kho\u1ea3n c\u00f3 nguy c\u01a1 r\u1eddi b\u1ecf \u0111\u1ec3 ch\u1ee7 \u0111\u1ed9ng ch\u0103m s\u00f3c. \u0110\u1ed3ng th\u1eddi, CRM c\u00f2n g\u1ee3i \u00fd c\u01a1 h\u1ed9i b\u00e1n th\u00eam ho\u1eb7c b\u00e1n ch\u00e9o d\u1ef1a tr\u00ean h\u00e0nh vi s\u1eed d\u1ee5ng th\u1ef1c t\u1ebf, v\u00ed d\u1ee5 kh\u00e1ch h\u00e0ng s\u1eafp \u0111\u1ea1t gi\u1edbi h\u1ea1n g\u00f3i d\u1ecbch v\u1ee5 ho\u1eb7c c\u00f3 nhu c\u1ea7u m\u1edf r\u1ed9ng quy m\u00f4 s\u1eed d\u1ee5ng.<\/li>\n\n\n\n<li><strong>\u0110o l\u01b0\u1eddng hi\u1ec7u qu\u1ea3 marketing ch\u00ednh x\u00e1c:<\/strong> Thay v\u00ec ch\u1ec9 d\u1eebng \u1edf s\u1ed1 l\u01b0\u1ee3ng lead, h\u1ec7 th\u1ed1ng theo d\u00f5i to\u00e0n b\u1ed9 h\u00e0nh tr\u00ecnh t\u1eeb \u0111i\u1ec3m ch\u1ea1m \u0111\u1ea7u ti\u00ean \u0111\u1ebfn khi ph\u00e1t sinh doanh thu. Doanh nghi\u1ec7p c\u00f3 th\u1ec3 bi\u1ebft ch\u00ednh x\u00e1c chi\u1ebfn d\u1ecbch n\u00e0o mang l\u1ea1i giao d\u1ecbch th\u1ef1c t\u1ebf, k\u00eanh n\u00e0o t\u1ea1o ra kh\u00e1ch h\u00e0ng ch\u1ea5t l\u01b0\u1ee3ng v\u00e0 \u0111\u00e2u l\u00e0 ho\u1ea1t \u0111\u1ed9ng c\u1ea7n t\u1ed1i \u01b0u ng\u00e2n s\u00e1ch. \u0110\u00e2y l\u00e0 n\u1ec1n t\u1ea3ng quan tr\u1ecdng \u0111\u1ec3 marketing v\u1eadn h\u00e0nh d\u1ef1a tr\u00ean d\u1eef li\u1ec7u thay v\u00ec c\u1ea3m t\u00ednh.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-7-quy-trinh-tri\u1ec3n-khai-crm-b2b-amp-tieu-chi-ch\u1ecdn-ph\u1ea7n-m\u1ec1m-phu-h\u1ee3p\">7. Quy tr\u00ecnh tri\u1ec3n khai CRM B2B &amp; ti\u00eau ch\u00ed ch\u1ecdn ph\u1ea7n m\u1ec1m ph\u00f9 h\u1ee3p<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-7-1-cac-b\u01b0\u1edbc-tri\u1ec3n-khai-crm-b2b\">7.1 C\u00e1c b\u01b0\u1edbc tri\u1ec3n khai CRM B2B<\/h3>\n\n\n\n<p>Tri\u1ec3n khai CRM B2B kh\u00f4ng \u0111\u01a1n thu\u1ea7n l\u00e0 c\u00e0i \u0111\u1eb7t m\u1ed9t ph\u1ea7n m\u1ec1m m\u1edbi, m\u00e0 l\u00e0 qu\u00e1 tr\u00ecnh t\u00e1i c\u1ea5u tr\u00fac c\u00e1ch doanh nghi\u1ec7p qu\u1ea3n l\u00fd kh\u00e1ch h\u00e0ng v\u00e0 v\u1eadn h\u00e0nh b\u00e1n h\u00e0ng. \u0110\u1ec3 d\u1ef1 \u00e1n \u0111\u1ea1t hi\u1ec7u qu\u1ea3 l\u00e2u d\u00e0i, doanh nghi\u1ec7p c\u1ea7n tri\u1ec3n khai theo l\u1ed9 tr\u00ecnh r\u00f5 r\u00e0ng v\u00e0 c\u00f3 s\u1ef1 ph\u1ed1i h\u1ee3p gi\u1eefa nhi\u1ec1u b\u1ed9 ph\u1eadn.<\/p>\n\n\n\n<p><strong>B\u01b0\u1edbc 1: <\/strong>Kh\u1ea3o s\u00e1t quy tr\u00ecnh hi\u1ec7n t\u1ea1i, x\u00e1c \u0111\u1ecbnh nhu c\u1ea7u v\u00e0 m\u1ee5c ti\u00eau: Doanh nghi\u1ec7p c\u1ea7n \u0111\u00e1nh gi\u00e1 c\u00e1c v\u1ea5n \u0111\u1ec1 \u0111ang t\u1ed3n t\u1ea1i trong ho\u1ea1t \u0111\u1ed9ng b\u00e1n h\u00e0ng, marketing v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng nh\u01b0 th\u1ea5t tho\u00e1t d\u1eef li\u1ec7u, kh\u00f3 theo d\u00f5i c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng hay d\u1ef1 b\u00e1o doanh thu thi\u1ebfu ch\u00ednh x\u00e1c. \u0110\u1ed3ng th\u1eddi, c\u1ea7n \u0111\u1eb7t ra m\u1ee5c ti\u00eau \u0111o l\u01b0\u1eddng r\u00f5 r\u00e0ng cho CRM, ch\u1eb3ng h\u1ea1n t\u0103ng t\u1ef7 l\u1ec7 ch\u1ed1t \u0111\u01a1n, r\u00fat ng\u1eafn chu k\u1ef3 b\u00e1n h\u00e0ng ho\u1eb7c c\u1ea3i thi\u1ec7n kh\u1ea3 n\u0103ng qu\u1ea3n l\u00fd pipeline.\u00a0<\/p>\n\n\n\n<p><strong>B\u01b0\u1edbc 2: <\/strong>Thi\u1ebft k\u1ebf quy tr\u00ecnh b\u00e1n h\u00e0ng B2B tr\u00ean CRM: \u0110\u00e2y l\u00e0 giai \u0111o\u1ea1n chu\u1ea9n h\u00f3a c\u00e1c b\u01b0\u1edbc b\u00e1n h\u00e0ng, x\u00e1c \u0111\u1ecbnh c\u00e1c giai \u0111o\u1ea1n c\u1ee7a c\u01a1 h\u1ed9i kinh doanh, tr\u01b0\u1eddng d\u1eef li\u1ec7u c\u1ea7n thu th\u1eadp v\u00e0 c\u00e1c t\u00e1c v\u1ee5 c\u00f3 th\u1ec3 t\u1ef1 \u0111\u1ed9ng h\u00f3a. M\u1ed9t quy tr\u00ecnh \u0111\u01b0\u1ee3c thi\u1ebft k\u1ebf t\u1ed1t s\u1ebd gi\u00fap \u0111\u1ed9i ng\u0169 sales l\u00e0m vi\u1ec7c nh\u1ea5t qu\u00e1n v\u00e0 d\u1ec5 d\u00e0ng theo d\u00f5i hi\u1ec7u su\u1ea5t.\u00a0<\/p>\n\n\n\n<p><strong>B\u01b0\u1edbc 3: <\/strong>L\u1ef1a ch\u1ecdn ph\u1ea7n m\u1ec1m v\u00e0 \u0111\u1ed1i t\u00e1c tri\u1ec3n khai: Ngo\u00e0i y\u1ebfu t\u1ed1 t\u00ednh n\u0103ng, doanh nghi\u1ec7p n\u00ean \u01b0u ti\u00ean c\u00e1c nh\u00e0 cung c\u1ea5p c\u00f3 kinh nghi\u1ec7m tri\u1ec3n khai CRM cho m\u00f4 h\u00ecnh B2B v\u00e0 hi\u1ec3u \u0111\u1eb7c th\u00f9 ng\u00e0nh ngh\u1ec1. Vi\u1ec7c demo th\u1ef1c t\u1ebf v\u00e0 cho ng\u01b0\u1eddi d\u00f9ng tr\u1ea3i nghi\u1ec7m th\u1eed tr\u01b0\u1edbc khi quy\u1ebft \u0111\u1ecbnh c\u0169ng r\u1ea5t quan tr\u1ecdng \u0111\u1ec3 \u0111\u00e1nh gi\u00e1 m\u1ee9c \u0111\u1ed9 ph\u00f9 h\u1ee3p.\u00a0<\/p>\n\n\n\n<p><strong>B\u01b0\u1edbc 4: <\/strong>\u0110\u00e0o t\u1ea1o \u0111\u1ed9i ng\u0169, chu\u1ea9n h\u00f3a c\u00e1ch s\u1eed d\u1ee5ng: M\u1ed7i nh\u00f3m ng\u01b0\u1eddi d\u00f9ng nh\u01b0 kinh doanh, marketing hay qu\u1ea3n l\u00fd s\u1ebd c\u00f3 nhu c\u1ea7u s\u1eed d\u1ee5ng kh\u00e1c nhau, v\u00ec v\u1eady c\u1ea7n h\u01b0\u1edbng d\u1eabn theo t\u1eebng vai tr\u00f2 c\u1ee5 th\u1ec3. Song song \u0111\u00f3, doanh nghi\u1ec7p n\u00ean x\u00e2y d\u1ef1ng quy \u0111\u1ecbnh nh\u1eadp li\u1ec7u v\u00e0 c\u01a1 ch\u1ebf ki\u1ec3m so\u00e1t ch\u1ea5t l\u01b0\u1ee3ng d\u1eef li\u1ec7u \u0111\u1ec3 \u0111\u1ea3m b\u1ea3o h\u1ec7 th\u1ed1ng v\u1eadn h\u00e0nh nh\u1ea5t qu\u00e1n.<\/p>\n\n\n\n<p><strong>B\u01b0\u1edbc 5: <\/strong>\u0110o l\u01b0\u1eddng v\u00e0 t\u1ed1i \u01b0u sau v\u1eadn h\u00e0nh: C\u00e1c ch\u1ec9 s\u1ed1 nh\u01b0 t\u1ef7 l\u1ec7 s\u1eed d\u1ee5ng h\u1ec7 th\u1ed1ng, ch\u1ea5t l\u01b0\u1ee3ng d\u1eef li\u1ec7u hay hi\u1ec7u qu\u1ea3 b\u00e1n h\u00e0ng c\u1ea7n \u0111\u01b0\u1ee3c theo d\u00f5i \u0111\u1ecbnh k\u1ef3. T\u1eeb ph\u1ea3n h\u1ed3i th\u1ef1c t\u1ebf c\u1ee7a ng\u01b0\u1eddi d\u00f9ng, doanh nghi\u1ec7p c\u00f3 th\u1ec3 \u0111i\u1ec1u ch\u1ec9nh quy tr\u00ecnh, b\u00e1o c\u00e1o ho\u1eb7c t\u1ef1 \u0111\u1ed9ng h\u00f3a \u0111\u1ec3 CRM ng\u00e0y c\u00e0ng ph\u00f9 h\u1ee3p v\u1edbi t\u1ed1c \u0111\u1ed9 ph\u00e1t tri\u1ec3n v\u00e0 chi\u1ebfn l\u01b0\u1ee3c kinh doanh.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-7-2-tieu-chi-ch\u1ecdn-ph\u1ea7n-m\u1ec1m-crm-b2b\">7.2 Ti\u00eau ch\u00ed ch\u1ecdn ph\u1ea7n m\u1ec1m CRM B2B<\/h3>\n\n\n\n<p>Th\u1ecb tr\u01b0\u1eddng CRM hi\u1ec7n c\u00f3 r\u1ea5t nhi\u1ec1u l\u1ef1a ch\u1ecdn, v\u00ec v\u1eady doanh nghi\u1ec7p B2B c\u1ea7n c\u00e2n nh\u1eafc k\u1ef9 tr\u01b0\u1edbc khi tri\u1ec3n khai. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 c\u00e1c ti\u00eau ch\u00ed quan tr\u1ecdng nh\u1ea5t:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Kh\u1ea3 n\u0103ng t\u00f9y bi\u1ebfn quy tr\u00ecnh B2B: <\/strong>M\u1ed7i doanh nghi\u1ec7p c\u00f3 m\u00f4 h\u00ecnh b\u00e1n h\u00e0ng, quy tr\u00ecnh ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng v\u00e0 c\u00e1ch qu\u1ea3n l\u00fd d\u1eef li\u1ec7u ri\u00eang. V\u00ec v\u1eady, CRM c\u1ea7n \u0111\u1ee7 linh ho\u1ea1t \u0111\u1ec3 t\u00f9y ch\u1ec9nh pipeline b\u00e1n h\u00e0ng, b\u1ed5 sung tr\u01b0\u1eddng d\u1eef li\u1ec7u, thi\u1ebft l\u1eadp quy tr\u00ecnh t\u1ef1 \u0111\u1ed9ng h\u00f3a v\u00e0 ph\u00e2n quy\u1ec1n theo vai tr\u00f2. V\u1edbi doanh nghi\u1ec7p c\u00f3 nhi\u1ec1u chi nh\u00e1nh ho\u1eb7c ph\u00f2ng ban, h\u1ec7 th\u1ed1ng c\u0169ng c\u1ea7n h\u1ed7 tr\u1ee3 c\u1ea5u tr\u00fac t\u1ed5 ch\u1ee9c ph\u1ee9c t\u1ea1p v\u00e0 qu\u1ea3n l\u00fd t\u1eadp trung.\u00a0<\/li>\n\n\n\n<li><strong>Qu\u1ea3n l\u00fd t\u00e0i kho\u1ea3n (account) v\u00e0 c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng (opportunity): <\/strong>H\u1ec7 th\u1ed1ng n\u00ean h\u1ed7 tr\u1ee3 qu\u1ea3n l\u00fd c\u00f4ng ty m\u1eb9 \u2013 c\u00f4ng ty con, nhi\u1ec1u li\u00ean h\u1ec7 trong c\u00f9ng m\u1ed9t doanh nghi\u1ec7p v\u00e0 nhi\u1ec1u ng\u01b0\u1eddi tham gia ra quy\u1ebft \u0111\u1ecbnh. Kh\u1ea3 n\u0103ng theo d\u00f5i c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng theo t\u1eebng giai \u0111o\u1ea1n, k\u1ebft h\u1ee3p t\u1ef1 \u0111\u1ed9ng h\u00f3a quy tr\u00ecnh, s\u1ebd gi\u00fap \u0111\u1ed9i ng\u0169 kinh doanh ki\u1ec3m so\u00e1t pipeline hi\u1ec7u qu\u1ea3 h\u01a1n.<\/li>\n\n\n\n<li><strong>D\u1ec5 s\u1eed d\u1ee5ng, h\u1ed7 tr\u1ee3 mobile:<\/strong> M\u1ed9t giao di\u1ec7n tr\u1ef1c quan gi\u00fap nh\u00e2n vi\u00ean sales d\u1ec5 l\u00e0m quen v\u00e0 c\u1eadp nh\u1eadt d\u1eef li\u1ec7u th\u01b0\u1eddng xuy\u00ean h\u01a1n. Ngo\u00e0i ra, \u1ee9ng d\u1ee5ng tr\u00ean thi\u1ebft b\u1ecb di \u0111\u1ed9ng l\u00e0 t\u00ednh n\u0103ng g\u1ea7n nh\u01b0 b\u1eaft bu\u1ed9c, \u0111\u1eb7c bi\u1ec7t v\u1edbi \u0111\u1ed9i ng\u0169 kinh doanh th\u01b0\u1eddng xuy\u00ean g\u1eb7p kh\u00e1ch h\u00e0ng b\u00ean ngo\u00e0i.\u00a0<\/li>\n\n\n\n<li><strong>Kh\u1ea3 n\u0103ng t\u00edch h\u1ee3p: <\/strong>CRM n\u00ean k\u1ebft n\u1ed1i t\u1ed1t v\u1edbi c\u00e1c h\u1ec7 th\u1ed1ng doanh nghi\u1ec7p \u0111ang s\u1eed d\u1ee5ng nh\u01b0 ERP (Ho\u1ea1ch \u0111\u1ecbnh ngu\u1ed3n l\u1ef1c doanh nghi\u1ec7p), ph\u1ea7n m\u1ec1m k\u1ebf to\u00e1n, email marketing ho\u1eb7c t\u1ed5ng \u0111\u00e0i ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng. Doanh nghi\u1ec7p c\u1ea7n ki\u1ec3m tra API, c\u00e1c k\u1ebft n\u1ed1i c\u00f3 s\u1eb5n v\u00e0 chi ph\u00ed t\u00edch h\u1ee3p \u0111\u1ec3 tr\u00e1nh ph\u00e1t sinh l\u1edbn v\u1ec1 sau.\u00a0<\/li>\n\n\n\n<li><strong>H\u1ed7 tr\u1ee3 t\u1ea1i Vi\u1ec7t Nam: <\/strong>Giao di\u1ec7n ti\u1ebfng Vi\u1ec7t v\u00e0 \u0111\u1ed9i ng\u0169 h\u1ed7 tr\u1ee3 trong n\u01b0\u1edbc s\u1ebd gi\u00fap t\u0103ng kh\u1ea3 n\u0103ng s\u1eed d\u1ee5ng hi\u1ec7u qu\u1ea3. \u0110\u1ed1i t\u00e1c tri\u1ec3n khai c\u1ea7n hi\u1ec3u m\u00f4 h\u00ecnh v\u1eadn h\u00e0nh v\u00e0 th\u00f3i quen kinh doanh t\u1ea1i Vi\u1ec7t Nam \u0111\u1ec3 t\u01b0 v\u1ea5n ph\u00f9 h\u1ee3p.<\/li>\n<\/ul>\n\n\n\n<p>Ngo\u00e0i ra, doanh nghi\u1ec7p c\u0169ng n\u00ean c\u00e2n nh\u1eafc th\u00eam v\u1ec1 chi ph\u00ed, kh\u1ea3 n\u0103ng m\u1edf r\u1ed9ng, b\u1ea3o m\u1eadt d\u1eef li\u1ec7u, \u0111\u1ed9 uy t\u00edn c\u1ee7a nh\u00e0 cung c\u1ea5p v\u00e0 t\u1ed1c \u0111\u1ed9 ph\u00e1t tri\u1ec3n t\u00ednh n\u0103ng m\u1edbi trong t\u01b0\u01a1ng lai.<\/p>\n\n\n\n<p class=\"has-background\" style=\"background-color:#ebf6fd\"><strong>\u0110\u1ecdc th\u00eam: <\/strong><a href=\"https:\/\/base.vn\/blog\/phan-mem-crm\/\" target=\"_blank\" rel=\"noreferrer noopener\">Ph\u1ea7n m\u1ec1m CRM l\u00e0 g\u00ec? Top 13 ph\u1ea7n m\u1ec1m CRM t\u1ed1t nh\u1ea5t hi\u1ec7n nay<\/a><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-7-3-m\u1ed9t-s\u1ed1-nhom-gi\u1ea3i-phap-crm-b2b-ph\u1ed5-bi\u1ebfn\">7.3 M\u1ed9t s\u1ed1 nh\u00f3m gi\u1ea3i ph\u00e1p CRM B2B ph\u1ed5 bi\u1ebfn<\/h3>\n\n\n\n<p>Th\u1ecb tr\u01b0\u1eddng CRM B2B hi\u1ec7n nay \u0111\u01b0\u1ee3c chia th\u00e0nh nhi\u1ec1u nh\u00f3m gi\u1ea3i ph\u00e1p kh\u00e1c nhau, ph\u00f9 h\u1ee3p v\u1edbi t\u1eebng quy m\u00f4 doanh nghi\u1ec7p, ng\u00e2n s\u00e1ch v\u00e0 nhu c\u1ea7u v\u1eadn h\u00e0nh.<\/p>\n\n\n\n<p><strong>Nh\u00f3m gi\u1ea3i ph\u00e1p qu\u1ed1c t\u1ebf:<\/strong><\/p>\n\n\n\n<p>C\u00e1c n\u1ec1n t\u1ea3ng CRM qu\u1ed1c t\u1ebf th\u01b0\u1eddng n\u1ed5i b\u1eadt nh\u1edd h\u1ec7 sinh th\u00e1i l\u1edbn, kh\u1ea3 n\u0103ng m\u1edf r\u1ed9ng m\u1ea1nh m\u1ebd v\u00e0 b\u1ed9 t\u00ednh n\u0103ng to\u00e0n di\u1ec7n.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Salesforce l\u00e0 m\u1ed9t trong nh\u1eefng n\u1ec1n t\u1ea3ng CRM h\u00e0ng \u0111\u1ea7u th\u1ebf gi\u1edbi, n\u1ed5i b\u1eadt v\u1edbi kh\u1ea3 n\u0103ng t\u00f9y bi\u1ebfn s\u00e2u v\u00e0 kho \u1ee9ng d\u1ee5ng phong ph\u00fa. Gi\u1ea3i ph\u00e1p n\u00e0y ph\u00f9 h\u1ee3p v\u1edbi doanh nghi\u1ec7p l\u1edbn c\u00f3 ng\u00e2n s\u00e1ch cao v\u00e0 \u0111\u1ed9i ng\u0169 IT m\u1ea1nh.<\/li>\n\n\n\n<li>HubSpot \u0111\u01b0\u1ee3c nhi\u1ec1u doanh nghi\u1ec7p SaaS v\u00e0 agency l\u1ef1a ch\u1ecdn nh\u1edd giao di\u1ec7n th\u00e2n thi\u1ec7n, d\u1ec5 tri\u1ec3n khai v\u00e0 t\u00edch h\u1ee3p t\u1ed1t v\u1edbi h\u1ec7 th\u1ed1ng t\u1ef1 \u0111\u1ed9ng h\u00f3a marketing (marketing automation).<\/li>\n\n\n\n<li>Zoho c\u00f3 l\u1ee3i th\u1ebf v\u1ec1 chi ph\u00ed h\u1ee3p l\u00fd nh\u01b0ng v\u1eabn s\u1edf h\u1eefu b\u1ed9 t\u00ednh n\u0103ng \u0111a d\u1ea1ng, ph\u00f9 h\u1ee3p v\u1edbi doanh nghi\u1ec7p v\u1eeba v\u00e0 nh\u1ecf (SMB) \u0111ang t\u00ecm ki\u1ebfm gi\u1ea3i ph\u00e1p ti\u1ebft ki\u1ec7m ng\u00e2n s\u00e1ch.<\/li>\n\n\n\n<li>Microsoft ph\u00f9 h\u1ee3p v\u1edbi doanh nghi\u1ec7p \u0111ang s\u1eed d\u1ee5ng h\u1ec7 sinh th\u00e1i Microsoft nh\u1edd kh\u1ea3 n\u0103ng k\u1ebft n\u1ed1i ch\u1eb7t ch\u1ebd v\u1edbi Office 365, Azure v\u00e0 c\u00e1c c\u00f4ng c\u1ee5 l\u00e0m vi\u1ec7c n\u1ed9i b\u1ed9.<\/li>\n<\/ul>\n\n\n\n<p>\u01afu \u0111i\u1ec3m l\u1edbn c\u1ee7a nh\u00f3m gi\u1ea3i ph\u00e1p qu\u1ed1c t\u1ebf l\u00e0 \u0111\u00e3 \u0111\u01b0\u1ee3c ki\u1ec3m ch\u1ee9ng tr\u00ean quy m\u00f4 to\u00e0n c\u1ea7u, c\u00f3 c\u1ed9ng \u0111\u1ed3ng ng\u01b0\u1eddi d\u00f9ng l\u1edbn v\u00e0 li\u00ean t\u1ee5c c\u1eadp nh\u1eadt c\u00f4ng ngh\u1ec7 m\u1edbi.<\/p>\n\n\n\n<p>Tuy nhi\u00ean, doanh nghi\u1ec7p c\u0169ng c\u1ea7n c\u00e2n nh\u1eafc m\u1ed9t s\u1ed1 h\u1ea1n ch\u1ebf nh\u01b0 chi ph\u00ed tri\u1ec3n khai cao, th\u1eddi gian tri\u1ec3n khai k\u00e9o d\u00e0i v\u00e0 y\u00eau c\u1ea7u t\u00f9y ch\u1ec9nh kh\u00e1 ph\u1ee9c t\u1ea1p. B\u00ean c\u1ea1nh \u0111\u00f3, nhi\u1ec1u n\u1ec1n t\u1ea3ng \u0111\u01b0\u1ee3c x\u00e2y d\u1ef1ng theo m\u00f4 h\u00ecnh v\u1eadn h\u00e0nh c\u1ee7a doanh nghi\u1ec7p ph\u01b0\u01a1ng T\u00e2y, n\u00ean khi \u00e1p d\u1ee5ng t\u1ea1i Vi\u1ec7t Nam, doanh nghi\u1ec7p th\u01b0\u1eddng ph\u1ea3i \u0111i\u1ec1u ch\u1ec9nh quy tr\u00ecnh n\u1ed9i b\u1ed9 \u0111\u1ec3 ph\u00f9 h\u1ee3p v\u1edbi h\u1ec7 th\u1ed1ng.<\/p>\n\n\n\n<p><strong>Nh\u00f3m gi\u1ea3i ph\u00e1p Vi\u1ec7t Nam:<\/strong><\/p>\n\n\n\n<p>B\u00ean c\u1ea1nh c\u00e1c n\u1ec1n t\u1ea3ng qu\u1ed1c t\u1ebf, nhi\u1ec1u doanh nghi\u1ec7p Vi\u1ec7t Nam \u0111ang \u01b0u ti\u00ean l\u1ef1a ch\u1ecdn c\u00e1c gi\u1ea3i ph\u00e1p B2B CRM n\u1ed9i \u0111\u1ecba nh\u1edd kh\u1ea3 n\u0103ng tri\u1ec3n khai nhanh, chi ph\u00ed h\u1ee3p l\u00fd v\u00e0 ph\u00f9 h\u1ee3p v\u1edbi m\u00f4 h\u00ecnh v\u1eadn h\u00e0nh trong n\u01b0\u1edbc. V\u00e0 Base CRM &#8211; do Base.vn ph\u00e1t tri\u1ec3n &#8211; l\u00e0 m\u1ed9t trong nh\u1eefng gi\u1ea3i ph\u00e1p r\u1ea5t \u0111\u00e1ng c\u00e2n nh\u1eafc.<\/p>\n\n\n\n<p><a href=\"https:\/\/base.vn\/blog\/crm\" target=\"_blank\" rel=\"noreferrer noopener\">Base CRM<\/a> \u0111\u01b0\u1ee3c ph\u00e1t tri\u1ec3n nh\u1eb1m h\u1ed7 tr\u1ee3 doanh nghi\u1ec7p qu\u1ea3n tr\u1ecb kh\u00e1ch h\u00e0ng, s\u1ea3n ph\u1ea9m, marketing v\u00e0 d\u1ecbch v\u1ee5 kh\u00e1ch h\u00e0ng tr\u00ean c\u00f9ng m\u1ed9t h\u1ec7 th\u1ed1ng th\u1ed1ng nh\u1ea5t.\u00a0<\/p>\n\n\n\n<p>Trong m\u00f4i tr\u01b0\u1eddng B2B, Base CRM t\u1eadp trung gi\u1ea3i quy\u1ebft 4 b\u00e0i to\u00e1n c\u1ed1t l\u00f5i:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Qu\u1ea3n l\u00fd quy tr\u00ecnh b\u00e1n h\u00e0ng (Sales Pipeline): <\/strong>H\u1ec7 th\u1ed1ng gi\u00fap doanh nghi\u1ec7p theo d\u00f5i to\u00e0n b\u1ed9 h\u00e0nh tr\u00ecnh mua h\u00e0ng B2B theo t\u1eebng giai \u0111o\u1ea1n nh\u01b0 t\u00ecm ki\u1ebfm kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng (lead), li\u00ean h\u1ec7, \u0111\u00e0m ph\u00e1n, b\u00e1o gi\u00e1, k\u00fd k\u1ebft v\u00e0 ch\u0103m s\u00f3c sau b\u00e1n. Giao di\u1ec7n b\u1ea3ng Kanban tr\u1ef1c quan gi\u00fap \u0111\u1ed9i ng\u0169 kinh doanh d\u1ec5 d\u00e0ng n\u1eafm b\u1eaft tr\u1ea1ng th\u00e1i t\u1eebng c\u01a1 h\u1ed9i b\u00e1n h\u00e0ng theo th\u1eddi gian th\u1ef1c.<\/li>\n\n\n\n<li><strong>Qu\u1ea3n l\u00fd d\u1eef li\u1ec7u t\u1eadp trung (Account &amp; Contact):<\/strong> Base CRM cho ph\u00e9p l\u01b0u tr\u1eef t\u1eadp trung to\u00e0n b\u1ed9 l\u1ecbch s\u1eed giao d\u1ecbch, trao \u0111\u1ed5i v\u00e0 ho\u1ea1t \u0111\u1ed9ng li\u00ean quan \u0111\u1ebfn kh\u00e1ch h\u00e0ng. H\u1ec7 th\u1ed1ng ph\u00e2n t\u00e1ch r\u00f5 gi\u1eefa kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p (Account) v\u00e0 c\u00e1c li\u00ean h\u1ec7 c\u00e1 nh\u00e2n (Contact) tr\u1ef1c thu\u1ed9c t\u1ed5 ch\u1ee9c \u0111\u00f3, ph\u00f9 h\u1ee3p v\u1edbi \u0111\u1eb7c th\u00f9 b\u00e1n h\u00e0ng B2B c\u00f3 nhi\u1ec1u b\u00ean tham gia quy\u1ebft \u0111\u1ecbnh.<\/li>\n\n\n\n<li><strong>T\u1ef1 \u0111\u1ed9ng h\u00f3a &amp; \u0110o l\u01b0\u1eddng (Automation &amp; Analytics):<\/strong> N\u1ec1n t\u1ea3ng h\u1ed7 tr\u1ee3 t\u1ef1 \u0111\u1ed9ng ph\u00e2n chia kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng cho nh\u00e2n vi\u00ean kinh doanh, nh\u1eafc l\u1ecbch h\u1eb9n, theo d\u00f5i c\u00f4ng vi\u1ec7c v\u00e0 t\u1ea1o b\u00e1o c\u00e1o doanh thu theo th\u1eddi gian th\u1ef1c. C\u00e1c ch\u1ec9 s\u1ed1 nh\u01b0 t\u1ef7 l\u1ec7 ch\u1ed1t \u0111\u01a1n th\u00e0nh c\u00f4ng\/th\u1ea5t b\u1ea1i (Win\/Loss) hay hi\u1ec7u su\u1ea5t b\u00e1n h\u00e0ng \u0111\u01b0\u1ee3c c\u1eadp nh\u1eadt li\u00ean t\u1ee5c \u0111\u1ec3 h\u1ed7 tr\u1ee3 qu\u1ea3n l\u00fd ra quy\u1ebft \u0111\u1ecbnh nhanh h\u01a1n.<\/li>\n\n\n\n<li><strong>\u0110\u1ed3ng b\u1ed9 li\u00ean ph\u00f2ng ban:<\/strong> D\u1eef li\u1ec7u \u0111\u01b0\u1ee3c k\u1ebft n\u1ed1i xuy\u00ean su\u1ed1t gi\u1eefa b\u1ed9 ph\u1eadn kinh doanh, marketing v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng, gi\u00fap doanh nghi\u1ec7p x\u00e2y d\u1ef1ng quy tr\u00ecnh v\u1eadn h\u00e0nh li\u1ec1n m\u1ea1ch thay v\u00ec l\u00e0m vi\u1ec7c r\u1eddi r\u1ea1c tr\u00ean nhi\u1ec1u c\u00f4ng c\u1ee5 kh\u00e1c nhau.<\/li>\n<\/ul>\n\n\n\n<p>\u0110i\u1ec3m m\u1ea1nh n\u1ed5i b\u1eadt c\u1ee7a Base CRM n\u1eb1m \u1edf giao di\u1ec7n ho\u00e0n to\u00e0n b\u1eb1ng ti\u1ebfng Vi\u1ec7t, thi\u1ebft k\u1ebf ph\u00f9 h\u1ee3p v\u1edbi th\u00f3i quen s\u1eed d\u1ee5ng c\u1ee7a doanh nghi\u1ec7p Vi\u1ec7t Nam v\u00e0 \u0111\u1ed9i ng\u0169 tri\u1ec3n khai h\u1ed7 tr\u1ee3 tr\u1ef1c ti\u1ebfp. Ngo\u00e0i ra, m\u1ee9c chi ph\u00ed ph\u00f9 h\u1ee3p v\u1edbi doanh nghi\u1ec7p v\u1eeba v\u00e0 nh\u1ecf (SMB) c\u0169ng gi\u00fap Base CRM tr\u1edf th\u00e0nh l\u1ef1a ch\u1ecdn thi\u1ebft th\u1ef1c h\u01a1n so v\u1edbi nhi\u1ec1u n\u1ec1n t\u1ea3ng qu\u1ed1c t\u1ebf.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><a href=\"https:\/\/base.vn\/blog\/crm\" target=\"_blank\" rel=\" noreferrer noopener\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/base.vn\/wp-content\/uploads\/2025\/08\/base-crm-1-1024x576.webp\" alt=\"Base CRM - Gi\u1ea3i ph\u00e1p CRM to\u00e0n di\u1ec7n cho doanh nghi\u1ec7p\" class=\"wp-image-20935\" srcset=\"https:\/\/base.vn\/wp-content\/uploads\/2025\/08\/base-crm-1-1024x576.webp 1024w, https:\/\/base.vn\/wp-content\/uploads\/2025\/08\/base-crm-1-300x169.webp 300w, https:\/\/base.vn\/wp-content\/uploads\/2025\/08\/base-crm-1-768x432.webp 768w, https:\/\/base.vn\/wp-content\/uploads\/2025\/08\/base-crm-1-1536x864.webp 1536w, https:\/\/base.vn\/wp-content\/uploads\/2025\/08\/base-crm-1.webp 1920w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><figcaption class=\"wp-element-caption\"><em><a href=\"https:\/\/base.vn\/blog\/crm\" target=\"_blank\" rel=\"noreferrer noopener\">Base CRM<\/a> &#8211; Gi\u1ea3i ph\u00e1p CRM to\u00e0n di\u1ec7n cho doanh nghi\u1ec7p<\/em><\/figcaption><\/figure><\/div>\n\n\n<p>H\u01a1n 11.000 doanh nghi\u1ec7p Vi\u1ec7t Nam thu\u1ed9c nhi\u1ec1u l\u0129nh v\u1ef1c kh\u00e1c nhau \u0111\u00e3 v\u00e0 \u0111ang l\u1ef1a ch\u1ecdn Base.vn nh\u1eb1m n\u00e2ng cao n\u0103ng l\u1ef1c qu\u1ea3n tr\u1ecb, t\u1ed1i \u01b0u v\u1eadn h\u00e0nh v\u00e0 x\u00e2y d\u1ef1ng n\u1ec1n t\u1ea3ng t\u0103ng tr\u01b0\u1edfng b\u1ec1n v\u1eefng trong d\u00e0i h\u1ea1n.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-8-k\u1ebft-bai\">8. K\u1ebft b\u00e0i<\/h2>\n\n\n\n<p>CRM B2B kh\u00f4ng ph\u1ea3i l\u00e0 m\u1ed9t c\u00f4ng c\u1ee5 c\u00f4ng ngh\u1ec7 \u0111\u01a1n thu\u1ea7n, m\u00e0 l\u00e0 m\u1ed9t gi\u1ea3i ph\u00e1p chi\u1ebfn l\u01b0\u1ee3c gi\u00fap doanh nghi\u1ec7p qu\u1ea3n tr\u1ecb m\u1ed1i quan h\u1ec7 kh\u00e1ch h\u00e0ng doanh nghi\u1ec7p m\u1ed9t c\u00e1ch b\u00e0i b\u1ea3n v\u00e0 chuy\u00ean nghi\u1ec7p h\u01a1n. T\u1eeb vi\u1ec7c t\u1ed5 ch\u1ee9c d\u1eef li\u1ec7u theo m\u00f4 h\u00ecnh account-contact, qu\u1ea3n l\u00fd pipeline \u0111a giai \u0111o\u1ea1n, t\u1ef1 \u0111\u1ed9ng h\u00f3a quy tr\u00ecnh, \u0111\u1ebfn h\u1ed7 tr\u1ee3 ra quy\u1ebft \u0111\u1ecbnh d\u1ef1a tr\u00ean d\u1eef li\u1ec7u th\u1ef1c t\u1ebf, CRM B2B \u0111\u00e1p \u1ee9ng \u0111\u00fang nhu c\u1ea7u \u0111\u1eb7c th\u00f9 c\u1ee7a chu k\u1ef3 b\u00e1n h\u00e0ng B2B ph\u1ee9c t\u1ea1p.<\/p>\n\n\n\n<p>N\u1ebfu doanh nghi\u1ec7p \u0111ang t\u00ecm ki\u1ebfm m\u1ed9t gi\u1ea3i ph\u00e1p B2B CRM c\u00e2n b\u1eb1ng gi\u1eefa t\u00ednh n\u0103ng, gi\u00e1 tr\u1ecb v\u00e0 chi ph\u00ed, th\u00ec Base CRM lu\u00f4n l\u00e0 l\u1ef1a ch\u1ecdn r\u1ea5t \u0111\u00e1ng c\u00e2n nh\u1eafc.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Trong m\u00f4 h\u00ecnh kinh doanh B2B, quy tr\u00ecnh b\u00e1n h\u00e0ng th\u01b0\u1eddng k\u00e9o d\u00e0i, \u0111i qua nhi\u1ec1u \u0111i\u1ec3m ch\u1ea1m v\u00e0 li\u00ean quan \u0111\u1ebfn nhi\u1ec1u b\u1ed9 ph\u1eadn kh\u00e1c nhau. V\u00ec v\u1eady, doanh nghi\u1ec7p kh\u00f4ng ch\u1ec9 c\u1ea7n l\u01b0u tr\u1eef th\u00f4ng tin kh\u00e1ch h\u00e0ng t\u1eadp trung, m\u00e0 c\u00f2n c\u1ea7n m\u1ed9t h\u1ec7 th\u1ed1ng gi\u00fap qu\u1ea3n l\u00fd xuy\u00ean su\u1ed1t to\u00e0n b\u1ed9 [&hellip;]<\/p>\n","protected":false},"author":14,"featured_media":27408,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[14,21],"tags":[],"ppma_author":[61],"class_list":["post-27381","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-chuyen-doi-so","category-kien-thuc-kinh-doanh"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.4 (Yoast SEO v24.4) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>CRM B2B l\u00e0 g\u00ec? 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