sales and crm management
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npx skills add https://github.com/shunsukehayashi/miyabi-claude-plugins --skill Sales and CRM Management
Skill 文档
ð° Sales and CRM Management
Version: 2.0.0 Last Updated: 2025-11-22 Priority: âââ (P2 Level – Business) Purpose: ã»ã¼ã«ã¹ãã¡ãã«ãB2Bå¶æ¥ãã¬ã¤ããã¯ãCRMãã«ã¹ã¿ãã¼ãµã¯ã»ã¹
ð æ¦è¦
å®å ¨ãªã»ã¼ã«ã¹ãã¡ãã«è¨è¨ãBANTã«ããB2Bå¶æ¥ãCRMãã¤ãã©ã¤ã³ã ã«ã¹ã¿ãã¼ãã«ã¹ã¹ã³ã¢ãªã³ã°ãæä¾ãã¾ãã
ð¯ P0: å¼ã³åºãããªã¬ã¼
| ããªã¬ã¼ | ä¾ |
|---|---|
| å¶æ¥ããã»ã¹ | “build our sales process” |
| ãã£ã¼ã³åæ¸ | “how to reduce churn?” |
| LTVåä¸ | “increase customer LTV” |
| å¶æ¥æé©å | “optimizing sales operations” |
ð§ P1: ã»ã¼ã«ã¹ãã¡ãã«
ãã¡ãã«ã¹ãã¼ã¸
| Stage | ç®ç | 転æçç®æ¨ | ã¢ã¯ã·ã§ã³ |
|---|---|---|---|
| Awareness | èªç¥ | – | ã³ã³ãã³ããåºå |
| Interest | èå³ | 30% | ãªã¼ãç²å¾ |
| Consideration | æ¤è¨ | 40% | ãã¢ãè³æ |
| Intent | ææ | 50% | ææ¡ãè¦ç© |
| Purchase | è³¼å ¥ | 60% | å¥ç´ |
| Loyalty | ç¶ç¶ | 90% | ãµã¯ã»ã¹ |
ð P2: B2Bå¶æ¥ãã¬ã¤ããã¯
BANTè³æ ¼ç¢ºèª
| è¦ç´ | 質åä¾ | éã¿ |
|---|---|---|
| Budget | äºç®ã¯ç¢ºä¿ããã¦ãã¾ããï¼ | 25% |
| Authority | æçµæ±ºè£è ã¯èª°ã§ããï¼ | 25% |
| Need | 解決ããã課é¡ã¯ï¼ | 30% |
| Timeline | å°å ¥ææã®ç®æ¨ã¯ï¼ | 20% |
ãã¤ãã©ã¤ã³ã¹ãã¼ã¸
| Stage | å®ç¾© | 確度 |
|---|---|---|
| Lead | åãåãã | 10% |
| MQL | ãã¼ã±ãã£ã³ã°èªå® | 20% |
| SQL | å¶æ¥èªå® | 40% |
| Proposal | ææ¡ä¸ | 60% |
| Negotiation | 交æ¸ä¸ | 80% |
| Closed Won | æç´ | 100% |
| Closed Lost | 失注 | 0% |
â¡ P3: ã«ã¹ã¿ãã¼ãµã¯ã»ã¹
ãã«ã¹ã¹ã³ã¢ï¼0-100ï¼
| ææ¨ | éã¿ | è¨ç®æ¹æ³ |
|---|---|---|
| å©ç¨é »åº¦ | 30% | DAU/MAU |
| æ©è½æ´»ç¨ | 25% | 使ç¨æ©è½æ° |
| ãµãã¼ãå±¥æ´ | 20% | ãã±ããå¾å |
| å¥ç´ç¶æ³ | 15% | æ´æ°/æ¡å¼µ |
| NPS | 10% | ã¹ã³ã¢ |
ãªã¹ã¯å¯¾å¿
| ã¹ã³ã¢ | ãªã¹ã¯ | ã¢ã¯ã·ã§ã³ |
|---|---|---|
| 80-100 | ä½ | æ¡å¼µææ¡ |
| 60-79 | ä¸ | ããã¢ã¯ãã£ãé£çµ¡ |
| 40-59 | é« | ç·æ¥ä»å ¥ |
| 0-39 | å±éº | çµå¶ã¨ã¹ã«ã¬ã¼ã·ã§ã³ |
Churn Prevention
ãã£ã¼ã³å
å:
- ãã°ã¤ã³é »åº¦ â50%
- 主è¦æ©è½å©ç¨ â30%
- ãµãã¼ãåãåãã â
- è«æ±å¤±æ
対ç:
1. å³æã¢ã©ã¼ã
2. CSæ
å½å²ãå½ã¦
3. åå ãã¢ãªã³ã°
4. æ¹åææ¡
5. ç¹å¥ãªãã¡ã¼æ¤è¨
ð KPI管ç
å¶æ¥KPI
| ã¡ããªã¯ã¹ | ç®æ¨ | æ¸¬å® |
|---|---|---|
| MQLâSQL転æç | 30% | é±æ¬¡ |
| SQLâæç´ç | 25% | æ次 |
| å¹³ååè«æé | 30æ¥ | æ次 |
| ARPU | Â¥10,000 | æ次 |
CS KPI
| ã¡ããªã¯ã¹ | ç®æ¨ | æ¸¬å® |
|---|---|---|
| Churn Rate | <5% | æ次 |
| NRR | >110% | æ次 |
| NPS | >40 | ååæ |
| CSAT | >4.5/5 | ç¶ç¶ |
â æååºæº
| ææç© | åºæº |
|---|---|
| ãã¡ãã«è¨è¨ | 6ã¹ãã¼ã¸ |
| ãã¬ã¤ãã㯠| BANTå«ã |
| CRMãã¤ãã©ã¤ã³ | 7ã¹ãã¼ã¸ |
| ãã«ã¹ã¹ã³ã¢ | 5ææ¨ |
ð é¢é£Skills
- Growth Analytics: å¶æ¥ãã¼ã¿åæ
- Business Strategy: å ¨ä½æ¦ç¥
- Content Marketing: ãªã¼ãç²å¾