Back to Details

b2b-timing-engine

Compare original and translation side by side

🇺🇸

Original

English
🇨🇳

Translation

Chinese

B2B Timing Engine

B2B Timing Engine

Use this skill when the company is known and understood but is not present when buyers become ready. The goal is to engineer repeated visibility across the real target market so buyers remember the company when pain spikes.
当买家了解你的公司，但在他们准备好购买时你却没有触达他们时，使用此技能。目标是在真实目标市场中打造重复的可见性，让买家在痛点爆发时能想起你的公司。

Source Traceability

来源追溯

Primary source: Unf*ck Your Sales by Jakob Greenfeld, especially the "Timing", "Diagnostics", "The Trigger Fallacy", "The Annoyance Fallacy", "The Shiny New Market Fallacy", "The Funnel Fallacy", "The 95-5 Law", and "Engineering Timing" sections.
主要来源：Jakob Greenfeld所著《Unf*ck Your Sales》，尤其是"Timing（时机）"、"Diagnostics（诊断）"、"The Trigger Fallacy（触发谬误）"、"The Annoyance Fallacy（烦扰谬误）"、"The Shiny New Market Fallacy（新市场谬误）"、"The Funnel Fallacy（漏斗谬误）"、"The 95-5 Law（95-5法则）"和"Engineering Timing（时机设计）"章节。

Diagnostic Signals

诊断信号

Timing is likely the constraint when:
  • Buyers know what the company does but engage only sporadically.
  • Outreach is based on replies, opens, or supposed intent triggers instead of a reliable presence cadence.
  • The team worries about annoying the market before the market reliably remembers the company.
  • The team wants to chase a new segment before fully covering the proven one.
  • CRM attribution overstates one touch while ignoring months of buyer memory building.
当下述情况出现时，时机很可能是制约因素：
  • 买家了解公司业务，但仅偶尔互动。
  • 客户开发基于回复、打开率或所谓的意向触发信号，而非可靠的触达节奏。
  • 团队担心在买家还未记住公司前就烦扰到他们。
  • 团队想要在完全覆盖已验证的细分市场前就追逐新细分市场。
  • CRM归因过度强调单次接触，却忽略了数月来建立的买家记忆。

Timing Check

时机检查

Audit the target account list:
  • Has every viable buyer seen or heard from the company in the last 4-6 weeks?
  • Is last touch tracked by buyer or account?
  • Are touches distributed across useful channels?
  • Is the current segment saturated before considering a new market?
If coverage is missing or inconsistent, timing is the likely constraint.
审核目标客户列表：
  • 每一位潜在买家在过去4-6周内是否都看到或收到过公司的触达？
  • 是否按买家或客户追踪最后一次触达？
  • 触达是否分布在有效的渠道中？
  • 在考虑拓展新市场前，当前细分市场是否已饱和？
如果覆盖存在缺失或不一致，时机很可能是制约因素。

Workflow

工作流程

1. Set The Visibility Window

1. 设置可见性窗口

Use a 30-45 day window as the default. Every viable buyer should receive or see at least one relevant touch inside that window.
默认使用30-45天的窗口。每一位潜在买家都应在此窗口内收到或看到至少一次相关触达。

2. Build The Timing Ledger

2. 建立时机台账

Track:
  • Account.
  • Buyer.
  • Last touch date.
  • Channel.
  • Message or asset.
  • Next planned touch.
Track last exposure, not only last reply.
追踪以下内容：
  • 客户账户
  • 买家
  • 最后一次触达日期
  • 渠道
  • 消息或资产
  • 计划的下一次触达
追踪的是最后一次曝光，而非仅最后一次回复。

3. Rotate Touch Types

3. 轮换触达类型

Use a mix of channels that create low-friction familiarity:
  • Short outbound notes.
  • Useful follow-up with proof or perspective.
  • Manual DMs.
  • Calls where appropriate.
  • Retargeting or account-based ads.
  • Founder or company content the buyer is likely to see.
使用多种低摩擦的熟悉渠道组合：
  • 简短的外发笔记
  • 带有证据或观点的实用跟进
  • 手动私信
  • 适当的电话沟通
  • 重定向或基于客户的广告
  • 买家可能会看到的创始人或公司内容

4. Stay With The Proven Market

4. 深耕已验证市场

Do not expand into a new segment because the current one feels boring. Expand only after the current viable market has sustained coverage and a clear reason to believe the constraint is no longer timing.
不要因为当前市场感觉乏味就拓展新细分市场。只有当当前潜在市场持续覆盖，且有明确证据表明制约因素不再是时机时，再进行拓展。

Output Format

输出格式

markdown
undefined
markdown
undefined

B2B Timing Engine

B2B Timing Engine

Market Coverage

Market Coverage

  • Segment:
  • Accounts:
  • Buyers:
  • Current 30-45 day coverage:
  • Segment:
  • Accounts:
  • Buyers:
  • Current 30-45 day coverage:

Timing Ledger Fields

Timing Ledger Fields

FieldDefinition
Account
Buyer
Last touch
Channel
Next touch
FieldDefinition
Account
Buyer
Last touch
Channel
Next touch

Cadence Plan

Cadence Plan

Buyer SegmentTouch TypeFrequencyPurposeOwner
Buyer SegmentTouch TypeFrequencyPurposeOwner

Risks

Risks

  • Intent-signal traps:
  • Over-contact risks:
  • Market expansion risks:
undefined
  • Intent-signal traps:
  • Over-contact risks:
  • Market expansion risks:
undefined

Quality Bar

质量标准

  • Do not build the plan around third-party intent data unless there is strong evidence it predicts buying readiness.
  • Do not treat one ignored email as proof that the market is annoyed.
  • Do not optimize linear funnel attribution for long, nonlinear B2B decisions.
  • Do not expand markets before the proven market has repeated coverage.
  • Make presence systematic, measurable, and boring enough to compound.
  • 除非有强有力的证据表明第三方意向数据能预测购买意愿，否则不要围绕其制定计划。
  • 不要将一封被忽略的邮件视为市场被烦扰的证据。
  • 不要针对漫长且非线性的B2B决策优化线性漏斗归因。
  • 在已验证市场实现重复覆盖前，不要拓展新市场。
  • 让触达系统化、可衡量，且足够稳定以形成复利效应。