理论×实践 · 进阶方法THEORY × PRACTICE · ADVANCED METHODS

让销售方法，
进入每一次客户开发。Sales methods,
applied to everyday work.

经典销售框架与 AI 时代的新实践，围绕客户判断、价值表达、开发信和持续跟进展开。每个方法都对应一个业务问题和可检查的产物。Established sales frameworks and AI-era practices for customer judgment, value, email and follow-up. Each method connects a business question to an output you can review.

先完成免费部署Start with free setup

方法的起点：博、纳、图、是Our foundation: explore, integrate, define and verify

以下销售与营销框架，是围绕核心方法的专业展开，帮助我们分析问题、组织行动，并回到实际反馈。These sales and marketing frameworks extend our core method, helping us analyze situations, organize actions and learn from real feedback.

先了解核心方法Explore the core method

01 · 成熟框架Established framework

销售漏斗与阶段推进Sales funnel & stage progression

这个客户现在在哪一步，凭什么进入下一步？Where is the customer now, and what supports the next step?

按客户行为与证据识别阶段，记录推进条件和阻塞点，随新信息调整。Use customer behavior and evidence to identify stages, blockers and progress criteria. Revise the assessment when new information arrives.

工作台中的应用思路Application in the workbench

客户询问规格时，先整理技术问题和待核参数；在需求及条件确认后再讨论报价与推进。A specification request leads to technical questions and missing parameters. Confirm needs and conditions before discussing a quote.

↳ 阶段判断、待核信息与下一步条件A stage assessment, unknowns and progress criteria

对应的 Skill 设计Skill design: 客户阶段判断 SkillCustomer stage assessment Skill
固化成什么规则Rules to encode: 读取客户行为与已有证据，区分已确认事实、阶段假设和缺失条件；没有证据就保留待确认。Read customer behavior and evidence. Separate confirmed facts, stage hypotheses and missing conditions; leave unsupported claims unconfirmed.
放在哪个流程节点Workflow step: 建档后、每次推进前After archiving, before advancing

框架参考Framework reference · Salesforce ↗

02 · 战略视角Strategy perspective

品类创新与定位Category design & positioning

在客户认知里，我们解决哪一类值得重视的问题？Which meaningful problem should customers associate with us?

从客户问题出发，组织品类认知、差异化价值和可信证据，形成清楚的业务表达。Start with a customer problem, then develop a category perspective, differentiated value and credible evidence.

工作台中的应用思路Application in the workbench

从客户场景和使用约束组织价值主张，再用已核准的产品事实支撑表达，留下需验证的定位假设。Frame value around the customer’s situation and constraints. Support it with approved facts and mark positioning assumptions for validation.

↳ 问题定义、定位假设与价值主张A problem definition, positioning hypothesis and value proposition

对应的 Skill 设计Skill design: 价值定位与表达 SkillValue positioning & messaging Skill
固化成什么规则Rules to encode: 围绕客户问题、替代选择与产品事实整理价值主张；差异化表述需要事实支撑。Frame value around the customer problem, alternatives and product facts. Support differentiation with evidence.
放在哪个流程节点Workflow step: 联系策划与邮件评审Contact planning and email review

框架参考Framework reference · Play Bigger ↗

03 · 需求洞察Customer insight

客户任务 · JTBDJobs to Be Done · JTBD

客户在什么情境下，想完成什么进展？What progress is the customer seeking in this situation?

结合使用情境、目标和顾虑理解购买动机，把需求转成能够确认的问题。Explore the situation, desired progress and concerns behind a purchase. Turn the findings into questions that can be confirmed.

工作台中的应用思路Application in the workbench

在户外摄像机项目中，先问供电方式、连接数量与环境约束，让对方能够回答当前最关键的问题。For the camera project, clarify power supply, connection count and environmental constraints. Ask the questions the customer can answer now.

↳ 任务描述、需求假设与澄清问题A job statement, needs hypotheses and clarification questions

对应的 Skill 设计Skill design: 需求澄清 SkillNeeds clarification Skill
固化成什么规则Rules to encode: 提取使用情境、期望进展与顾虑，把需求假设转成当前可回答的澄清问题。Identify the situation, desired progress and concerns. Turn hypotheses into questions the customer can answer now.
放在哪个流程节点Workflow step: 客户研究与来信分析Customer research and reply analysis

框架参考Framework reference · Christensen Institute ↗

04 · AI 时代的新实践An AI-era framework

Loop Marketing · 持续迭代Loop Marketing · continuous learning

怎样让每次沟通的反馈，进入下一轮表达与行动？How can feedback from each interaction inform the next?

参考 HubSpot 的循环框架，将品牌表达、情境适配、渠道传播与反馈迭代连起来。HubSpot’s framework connects brand expression, contextual messaging, distribution and learning from feedback.

工作台中的应用思路Application in the workbench

保留公司事实和表达原则，结合客户来信调整邮件；用真实回复与业务结果复盘下一轮联系。Keep company facts and messaging principles, adapt the email to the reply, and review actual responses and business outcomes.

↳ 表达原则、情境化邮件与复盘记录Messaging principles, contextual email and review notes

对应的 Skill 设计Skill design: 沟通复盘与迭代 SkillCommunication review & iteration Skill
固化成什么规则Rules to encode: 保留表达原则，依据真实回复和人的判断修订下一轮联系；未回复不等于已感兴趣。Keep messaging principles and revise the next contact using actual replies and human judgment. Silence is not evidence of interest.
放在哪个流程节点Workflow step: 来信处理与下一轮策划Reply handling and the next contact plan

框架参考Framework reference · HubSpot ↗

以上是 Broadlatus 对公开方法的选取与应用设计。Skill 规则、流程节点与产物由本站整理，不代表实现了框架的全部内容。具体开放范围以进阶模块说明为准，框架来源不代表产品背书。Broadlatus selects and adapts these public frameworks. Skill rules, workflow steps and outputs are our designs, not implementations of every part of a framework. Module guides define available scope; references do not imply endorsement.

方法 → SKILLS → 工作流METHODS → SKILLS → WORKFLOW

把理解，变成可执行的步骤。Turn understanding into steps you can use.

客户判断与策略 Skills 整理依据和推进条件；email-group 把开发信策划、撰写、评审与多轮跟进连起来；开发自动化负责衔接来信、待办、本人晨报和人的结论。Strategy Skills organize evidence and progress criteria. The email-group connects planning, writing, review and follow-up. Automation links incoming mail, pending work, owner briefings and human decisions.

注册，与我们一起持续精进。Register and keep improving with us.

从免费部署开始，记录自己的使用经验，通过产品支持交流问题，再按各模块说明参与进阶实践。注册免费；具体模块的内容、工具条件与费用在参与前说明。Start with free setup, keep your practice notes, discuss issues through product support and explore advanced modules through their guides. Registration is free. Module scope, requirements and any fees are explained before participation.

返回工作台进阶实践Back to advanced workbench practice

让销售方法，
进入每一次客户开发。Sales methods,
applied to everyday work.

销售漏斗与阶段推进Sales funnel & stage progression

这个客户现在在哪一步，凭什么进入下一步？Where is the customer now, and what supports the next step?

品类创新与定位Category design & positioning

在客户认知里，我们解决哪一类值得重视的问题？Which meaningful problem should customers associate with us?

客户任务 · JTBDJobs to Be Done · JTBD

客户在什么情境下，想完成什么进展？What progress is the customer seeking in this situation?

Loop Marketing · 持续迭代Loop Marketing · continuous learning

怎样让每次沟通的反馈，进入下一轮表达与行动？How can feedback from each interaction inform the next?

把理解，变成可执行的步骤。Turn understanding into steps you can use.

注册，与我们一起持续精进。Register and keep improving with us.

使用许可与下载须知Licence Terms & Download Notice

用邮箱，开始。Start with your email.

像发消息一样，告诉我们。Send us a message.

整理一份咨询说明Prepare an inquiry

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让销售方法，进入每一次客户开发。Sales methods,applied to everyday work.

销售漏斗与阶段推进Sales funnel & stage progression

这个客户现在在哪一步，凭什么进入下一步？Where is the customer now, and what supports the next step?

品类创新与定位Category design & positioning

在客户认知里，我们解决哪一类值得重视的问题？Which meaningful problem should customers associate with us?

客户任务 · JTBDJobs to Be Done · JTBD

客户在什么情境下，想完成什么进展？What progress is the customer seeking in this situation?

Loop Marketing · 持续迭代Loop Marketing · continuous learning

怎样让每次沟通的反馈，进入下一轮表达与行动？How can feedback from each interaction inform the next?

把理解，变成可执行的步骤。Turn understanding into steps you can use.

注册，与我们一起持续精进。Register and keep improving with us.

让销售方法，
进入每一次客户开发。Sales methods,
applied to everyday work.