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biri satın alma için hazır olmuyor, satın alma ortalaması dokuz ayı buluyor.","Lead besleme yaparak satın alma döngüsünü üç aya kadar düşürebilirsiniz."]},"beginTime":746,"endTime":787,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=746&ask_summarization=1"},{"index":9,"title":"Lead Besleme Yöntemleri","list":{"type":"unordered","items":["Kişiselleştirilmiş mailler ve aramalar ile ledleri beslemek gerekir.","Email marketing, led besleme için en iyi yöntemlerden biridir.","Satın almaların yaklaşık yüzde yetmiş'i insanlar bir problemi çözmek için yapılıyor."]},"beginTime":787,"endTime":952,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=787&ask_summarization=1"},{"index":10,"title":"Satış Döngülerini Azaltma","list":{"type":"unordered","items":["Satış döngülerini azaltmanın üç önemli kısmı vardır: lead yaratma sistemi, ledleri takip etme ve besleme sistemi.","Bu üç sistemi uyguladığınızda satış döngülerini dokuz aydan üç aya kadar indirmiş olursunuz.","Eğitim, B2B pazarlamada son birkaç yılda en önemli aktivitelerden biri haline gelmiştir."]},"beginTime":952,"endTime":996,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=952&ask_summarization=1"},{"index":11,"title":"Eğitimin Önemi","list":{"type":"unordered","items":["Pazarlamanın dört P'sinden biri olan promotion, SAVE kuralındaki P'lerden birine kaymıştır.","İnsanlara eğitim vermek, onların bilgi ve tecrübelerini arttırabilmek çok daha değerli bir firma kılıyor.","B2B satın alma işlemlerinde karşı taraf öncelikle güvenmek istiyor, bu güveni kazanmak için eğitim vermek önemlidir."]},"beginTime":996,"endTime":1088,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=996&ask_summarization=1"},{"index":12,"title":"Eğitim Stratejileri","list":{"type":"unordered","items":["Otel seminerleri, online eğitimler veya kendi ofisinizde düzenli eğitimler vermek piyasada bilinmenizi sağlar.","Eğitim vermek, karşı tarafı satın almaya sokmak için en kolay yollarından biridir.","Eğitim alan kişi kendini size borçlu hisseder ve bu durumda satın almayı sizden yapmaya daha meyilli olur."]},"beginTime":1088,"endTime":1194,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1088&ask_summarization=1"},{"index":13,"title":"Sonuç","list":{"type":"unordered","items":["İlk üç madde led yaratmak, takip etmek ve beslemek üzerine kuruludur.","Dördüncü madde ise B2B pazarlamada olmazsa olmaz bir eğitim sistemi oluşturmak ve eğitim departmanı yaratmaktır.","Eğitim departmanı ve kalifiye personel, satış döngülerinizi azaltmanıza yardımcı olur."]},"beginTime":1194,"endTime":1226,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1194&ask_summarization=1"},{"index":14,"title":"Dijital İtibarın Önemi","list":{"type":"unordered","items":["Dijital itibar, özellikle 2000 doğumlu gençlerin beş yıl sonra satın alma yapacağı için çok önemlidir.","İnternet içinde doğan bu gençler teknolojik bir satın alma uzmanı olacak ve ilk baktıkları yerlerden biri muhtemelen YouTube hesabı ve web sitesidir.","Her dört B2B satın alma uzantısının üçü, satın alma kararlarına web sitelerinin satış uzmanlarından daha etkili olduğunu söylüyor."]},"beginTime":1228,"endTime":1333,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1228&ask_summarization=1"},{"index":15,"title":"Sosyal Medya ve Web Sitesi Güncelliği","list":{"type":"unordered","items":["E-mail bülten tasarımları, sosyal medya paylaşımları ve sosyal medya kullanımı dijital itibarın önemli unsurlarıdır.","Yurt dışına satış yapacak firmalar için sosyal medya kullanımı olmazsa olmazdır çünkü yurtdışı satın alma da güvenilirlik üzerine kuruludur.","Web siteleri ve sosyal medya hesaplarının güncelliğine dikkat edilmeli, özellikle fiyat listelerinin güncel olması önemlidir."]},"beginTime":1333,"endTime":1447,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1333&ask_summarization=1"},{"index":16,"title":"Satış Hunisi ve Segmentasyon","list":{"type":"unordered","items":["Satış hunisi oluşturmak ve segmentasyon yapmak, B2B pazarlamada en önemli eksikliklerden biridir.","Segmentasyon satışın ilk aşamasıdır ve her segmente farklı bir şekilde yaklaşılması, farklı satış ve fiyat politikaları belirlenmesi gerekir.","İnsanların %70'i satın almayı bir problemi çözmek için, %30'u ise bir şeyler kazanmak için yapar."]},"beginTime":1447,"endTime":1546,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1447&ask_summarization=1"},{"index":17,"title":"Fabrika Segmentasyonu","list":{"type":"unordered","items":["Fabrikalarda bile farklı segmentler vardır: üretim departmanı, üretim müdürlüğü, elektrik bakımı, mekanik bakım ve IoT ile birlikte IT departmanı.","Endüstri 4.0 ve IoT süreçleri ile birlikte üretim maliyetlerini optimize etme ve toplam ekipman etkinliğini artırmak için üretim ve IT departmanları daha önemli hale gelmiştir.","Fabrikalarda bile farklı segmentlere farklı pazarlama stratejileri uygulanmalıdır."]},"beginTime":1546,"endTime":1755,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1546&ask_summarization=1"},{"index":18,"title":"Duygusal Analiz (Shit Analizi)","list":{"type":"unordered","items":["B2B satın alma sürecinde duygusal analiz (shit analizi) önemlidir, çünkü insanlar mantıklarıyla değil duygusal olarak karar verirler.","İnsanların beyninde ilkel beyin, sürüngen beyin ve maymun beyin olmak üzere üç farklı beyin vardır ve satın alma kararları genellikle ilkel beyin tarafından verilir.","Anket sonuçlarıyla seçim sonuçları farklı çıkabilir çünkü anketlerde insanlar mantığıyla hareket ederken, oy verirken duygusal olarak davranabilirler."]},"beginTime":1755,"endTime":1914,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1755&ask_summarization=1"},{"index":19,"title":"Satın Alma Sürecinde Etkileşim","list":{"type":"unordered","items":["Satın alma sürecinde üretim müdürü, bakım müdürü ve satın alma müdürü arasında önemli bir etkileşim vardır.","Her departmanın bakış açısı ve psikolojisi farklıdır, bu nedenle karşı tarafın duygusal analizini yapmak önemlidir.","Satın alma sürecinde duygusal faktörler, fiyat ve termin gibi mantıksal faktörlerden daha etkili olabilir."]},"beginTime":1923,"endTime":2045,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=1923&ask_summarization=1"},{"index":20,"title":"Alt Kategori Oluşturma","list":{"type":"unordered","items":["Pazarı değiştirmek için en önemli yöntemlerden biri alt kategori oluşturmaktır.","Pazar ve ürün iki şekilde değişir: inovasyonla veya alt kategori oluşturarak.","Dow gibi firmalar, \"nemlendirici sabun\" gibi alt kategoriler oluşturarak kendi kategorilerini oluşturmuş ve lider olmuşlardır."]},"beginTime":2045,"endTime":2266,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=2045&ask_summarization=1"},{"index":21,"title":"Fil ve Fil Bakıcısı Metforu","list":{"type":"unordered","items":["Satın alma sürecinde \"fil bakıcısı\" mantıksal ve işlevsel kararları, \"fil\" ise duygusal kararları temsil eder.","İnsanlar genellikle rasyonel ve işlevsel mesajlara rağmen, duygusal ve içgüdüsel karar verirler.","Satın alma uzmanı kendini ikna edemiyorsa, muhtemelen rakip firmaya gidecektir."]},"beginTime":2266,"endTime":2444,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=2266&ask_summarization=1"},{"index":22,"title":"B2B Pazarlamada Önemli Noktalar","list":{"type":"unordered","items":["B2B pazarlamada ölçümlemek çok önemlidir, ölçümlemediğiniz sürece işlerinizi geliştiremeyeceksiniz.","Y kuşağına dikkat edin, onların satın alma parametreleri ve duyguları bizden farklıdır.","Mavi okyanus teorisi uygulayarak kanlı pazarlardan çıkıp mavi okyanuslar yaratmaya çalışın."]},"beginTime":2444,"endTime":2593,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=2444&ask_summarization=1"},{"index":23,"title":"B2B Pazarlama Stratejisi","list":{"type":"unordered","items":["Satış ve pazarlama desteği almak için B2B ajansına gitmek gerekiyor.","Konuşmacı kendi alt kategorisini belirleyerek elektrik makine sektöründe pazarın lideri olduğunu ifade ediyor.","Kendi mavi okyanusunu yaratarak satış döngülerini ve ödeme vadelerini azaltmayı başarmış."]},"beginTime":2606,"endTime":2694,"href":"/video/preview/9027536705328118626?parent-reqid=1771613120542886-12339725007170604800-balancer-l7leveler-kubr-yp-sas-160-BAL&text=B2B+Document+Clearing&t=2606&ask_summarization=1"},{"index":24,"title":"Pazarlama İstatistikleri","list":{"type":"unordered","items":["Beslenen liglerin %47'si çok daha hızlı satışa dönüyor.","Kişiselleştirilmiş emaillerin açılma oranı %14 daha fazla, dönüşüm oranı ise %10 daha fazla.","Coca-Cola'nın \"Ahmet, Mehmet, Serdar, Emre\" yazarak kişiselleştirilmiş reklamları satışları 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