SKILL.md
唯讀
名稱
crm-automation
描述
CRM 工作流程自動化，支援 HubSpot、Salesforce、Pipedrive，涵蓋潛在客戶管理、交易追蹤及多 CRM 同步。
版本
1.0.0
CRM 自動化
自動化 HubSpot、Salesforce 和 Pipedrive 的 CRM 工作流程，包括潛在客戶管理、交易追蹤、管道自動化及多 CRM 同步。基於 n8n 工作流程範本。
概述
此技能涵蓋：
- 潛在客戶擷取與資料豐富化自動化
- 交易階段推進工作流程
- 多 CRM 資料同步
- 自動化後續追蹤序列
- 銷售分析與報表
核心工作流程模式
1. 潛在客戶擷取 → 資料豐富化 → 指派
┌─────────────┐ ┌─────────────┐ ┌─────────────┐ ┌─────────────┐
│ 潛在客戶來源 │───▶│ 資料豐富化 │───▶│ 潛在客戶評分 │───▶│ 指派給 │
│ (表單/API) │ │ (Clearbit) │ │ (AI/規則) │ │ 業務人員 │
└─────────────┘ └─────────────┘ └─────────────┘ └─────────────┘
│
┌─────────────┐ ┌─────────────┐ │
│ 啟動 │◀───│ 在 CRM 中 │◀───┘
│ 序列 │ │ 建立 │
└─────────────┘ └─────────────┘
n8n 設定:
workflow: "潛在客戶擷取至 CRM"
trigger:
- type: webhook
event: form_submission
source: [website, landing_page, calendly]
steps:
1. capture_lead:
fields: [email, name, company, phone, source]
2. enrich_data:
provider: clearbit
lookup_by: email
append: [company_size, industry, title, linkedin]
3. score_lead:
model: ai_scoring # 或 rule-based
factors:
- company_size: {1-50: 10, 51-200: 20, 201+: 30}
- industry_fit: {high: 30, medium: 20, low: 10}
- title_seniority: {c-level: 30, director: 20, manager: 10}
threshold: 50 # MQL 門檻
4. route_lead:
rules:
- if: score >= 80 AND industry == "tech"
assign_to: "Enterprise Team"
- if: score >= 50
assign_to: "SMB Team"
- else:
assign_to: "Marketing Nurture"
5. create_in_crm:
platform: hubspot
object: contact
properties:
email: "{email}"
firstname: "{first_name}"
company: "{company}"
lead_score: "{score}"
lead_source: "{source}"
6. start_sequence:
if: score >= 50
sequence: "新潛在客戶歡迎"
delay: 1_hour
2. 交易階段自動化
workflow: "交易階段推進"
trigger:
- type: hubspot_deal_updated
property: dealstage
stages:
appointment_scheduled:
actions:
- create_task: "準備會議"
due: 1_day_before_meeting
- notify_slack: "#sales-pipeline"
- update_property: last_activity_date
qualified_to_buy:
actions:
- create_task: "發送提案"
due: 3_days
- notify_manager: true
- add_to_forecast: true
presentation_scheduled:
actions:
- create_task: "準備示範環境"
- send_reminder: 1_hour_before
- log_activity: "簡報已排程"
contract_sent:
actions:
- set_close_date: 14_days_from_now
- create_task: "跟進合約"
due: 7_days
- notify_legal: if amount > 50000
closed_won:
actions:
- notify_slack: "#wins"
- trigger_onboarding: true
- update_forecast: remove
- celebrate: confetti # Slack 慶祝
closed_lost:
actions:
- log_loss_reason: required
- add_to_nurture: true
- schedule_reengagement: 90_days
3. 多 CRM 同步
workflow: "HubSpot + Salesforce + Pipedrive 同步"
sync_rules:
contacts:
master: hubspot
sync_to: [salesforce, pipedrive]
frequency: real_time
fields:
- email (unique_key)
- name
- company
- phone
- owner
conflict_resolution: most_recent_wins
deduplication:
provider: openai
similarity_threshold: 0.85
deals:
master: salesforce
sync_to: [hubspot, pipedrive]
frequency: every_15_minutes
field_mapping:
salesforce.Opportunity.Amount → hubspot.deal.amount
salesforce.Opportunity.CloseDate → hubspot.deal.closedate
salesforce.Opportunity.StageName → hubspot.deal.dealstage
activities:
aggregate_to: google_sheets
types: [calls, emails, meetings, notes]
columns: [date, contact, type, summary, outcome]
n8n 實作:
// 多 CRM 同步節點
{
"nodes": [
{
"name": "取得 HubSpot 聯絡人",
"type": "n8n-nodes-base.hubspot",
"parameters": {
"operation": "getAll",
"limit": 100,
"additionalFields": {
"propertiesToInclude": ["email", "firstname", "lastname", "company"]
}
}
},
{
"name": "取得 Salesforce 聯絡人",
"type": "n8n-nodes-base.salesforce",
"parameters": {
"operation": "getAll",
"sobject": "Contact"
}
},
{
"name": "使用 OpenAI 去重",
"type": "n8n-nodes-base.openAi",
"parameters": {
"operation": "message",
"model": "gpt-4",
"prompt": "比較這些聯絡人並找出重複項：{{$json}}"
}
},
{
"name": "同步至主試算表",
"type": "n8n-nodes-base.googleSheets",
"parameters": {
"operation": "append",
"sheetId": "your-sheet-id"
}
}
]
}
潛在客戶評分模型
規則式評分
lead_score_rules:
demographic:
job_title:
- C-Level|VP|Director: +30
- Manager|Head: +20
- Individual Contributor: +10
company_size:
- 1-50: +10
- 51-200: +20
- 201-1000: +25
- 1000+: +30
industry:
- Technology|SaaS: +30
- Finance|Healthcare: +25
- Manufacturing|Retail: +15
behavioral:
website_visits:
- 1-2: +5
- 3-5: +10
- 6+: +20
content_downloads:
- Whitepaper: +15
- Case Study: +20
- Pricing Page: +25
email_engagement:
- Opened: +5
- Clicked: +10
- Replied: +20
thresholds:
- MQL: 50
- SQL: 75
- Hot Lead: 90
AI 評分
ai_scoring_model:
provider: openai
prompt: |
根據以下條件為此潛在客戶評分 0-100：
- 與 ICP（理想客戶檔案）的契合度
- 購買意圖訊號
- 預算權限
- 時間緊迫性
潛在客戶資料：{lead_data}
ICP：B2B SaaS 公司，50-500 名員工，A 輪以上
回傳 JSON：{"score": X, "reasoning": "...", "next_action": "..."}
自動化序列
序列 1：新潛在客戶歡迎
sequence: "新潛在客戶歡迎"
trigger: lead_created AND score >= 50
steps:
- day_0:
type: email
template: "welcome_intro"
subject: "歡迎來到 {Company} - 接下來會發生什麼"
- day_2:
type: email
template: "value_prop"
subject: "{Similar_Company} 如何達成 {Result}"
condition: not_replied
- day_4:
type: task
action: "LinkedIn 連線請求"
assign_to: owner
- day_7:
type: email
template: "case_study"
subject: "{Lead_Company} 的快速案例研究"
condition: not_replied
- day_10:
type: email
template: "meeting_request"
subject: "15 分鐘討論 {Pain_Point}？"
include: calendly_link
- day_14:
type: task
action: "電話聯繫"
assign_to: owner
condition: not_responded
序列 2：交易跟進
sequence: "提案跟進"
trigger: deal_stage == "contract_sent"
steps:
- day_3:
type: email
template: "contract_check_in"
subject: "對提案有任何疑問嗎？"
- day_7:
type: task
action: "電話 - 合約跟進"
- day_10:
type: email
template: "deadline_reminder"
subject: "報價有效期至 {deadline}"
condition: not_responded
- day_14:
type: alert
notify: sales_manager
message: "交易卡在合約階段"
整合食譜
食譜 1：Calendly → HubSpot
trigger: calendly.booking_created
actions:
1. search_contact:
hubspot.search: email == calendly.invitee_email
2. create_or_update:
if: contact_exists
hubspot.update_contact:
last_meeting_booked: calendly.start_time
else:
hubspot.create_contact:
email: calendly.invitee_email
firstname: calendly.invitee_name
lifecycle_stage: "salesqualifiedlead"
3. create_meeting:
hubspot.create_engagement:
type: MEETING
scheduled_time: calendly.start_time
title: calendly.event_name
4. notify:
slack.send:
channel: "#sales"
message: "會議已預約：{name} 於 {time}"
食譜 2：LinkedIn → HubSpot
trigger: linkedin.connection_accepted
actions:
1. enrich:
linkedin.get_profile: connection_id
2. create_contact:
hubspot.create:
email: linkedin.email
firstname: linkedin.first_name
lastname: linkedin.last_name
jobtitle: linkedin.title
company: linkedin.company
linkedin_url: linkedin.profile_url
lead_source: "LinkedIn"
3. add_to_sequence:
if: title contains ["CEO", "CTO", "VP"]
sequence: "LinkedIn C-Level 外展"
報表範本
每週銷售報表
# 銷售管道報表 - 第 {week_number} 週
## 管道摘要
| 階段 | 交易數 | 金額 | 變動 |
|-------|-------|-------|--------|
| 新進 | 15 | $150K | +5 |
| 已合格 | 8 | $120K | +2 |
| 提案中 | 5 | $85K | -1 |
| 協商中 | 3 | $45K | +1 |
| **總管道** | **31** | **$400K** | **+7** |
## 本週活動
- 新潛在客戶：45
- 已舉行會議：12
- 已發送提案：4
- 已成交交易：2 ($35K)
## 團隊績效
| 業務人員 | 會議數 | 提案數 | 成交數 |
|-----|----------|-----------|--------|
| Alice | 5 | 2 | 1 |
| Bob | 4 | 1 | 1 |
| Carol | 3 | 1 | 0 |
## 預測
- 確定：$45K (3 筆交易)
- 最佳情況：$85K (5 筆交易)
- 管道：$400K (31 筆交易)
## 待辦事項
- [ ] 跟進 3 筆停滯交易（超過 14 天無活動）
- [ ] 為企業級潛在客戶 X 安排示範
- [ ] 向 Y 公司發送修訂後的提案
最佳實務
資料衛生
data_hygiene_rules:
- deduplicate: weekly
method: email_match + company_fuzzy_match
- validate_emails: on_create
action: remove_invalid
- enrich_missing: daily
fields: [company, title, linkedin]
- archive_stale: monthly
criteria: no_activity > 180_days
action: move_to_archive
安全性
security_practices:
- api_keys: rotate_quarterly
- access_control: role_based
- audit_log: all_changes
- pii_handling: encrypt_at_rest
- gdpr_compliance: consent_tracking
CRM 自動化技能 - Claude Office Skills 的一部分
