SKILL.md
只读
名称
crm-automation
描述
HubSpot、Salesforce、Pipedrive的CRM工作流自动化——线索管理、交易跟踪和多CRM同步
版本
1.0.0
CRM自动化
自动化HubSpot、Salesforce和Pipedrive的CRM工作流，包括线索管理、交易跟踪、管道自动化和多CRM同步。基于n8n工作流模板。
概述
本技能涵盖：
- 线索捕获与丰富自动化
- 交易阶段推进工作流
- 多CRM数据同步
- 自动跟进序列
- 销售分析与报告
核心工作流模式
1. 线索捕获 → 丰富 → 分配
┌─────────────┐ ┌─────────────┐ ┌─────────────┐ ┌─────────────┐
│ 线索来源 │───▶│ 丰富数据 │───▶│ 评分线索 │───▶│ 路由至 │
│ (表单/API) │ │ (Clearbit) │ │ (AI/规则) │ │ 销售代表 │
└─────────────┘ └─────────────┘ └─────────────┘ └─────────────┘
│
┌─────────────┐ ┌─────────────┐ │
│ 启动序列 │◀───│ 创建至CRM │◀───┘
└─────────────┘ └─────────────┘
n8n配置：
workflow: "线索捕获至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 # 或基于规则
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阈值
4. route_lead:
rules:
- if: score >= 80 AND industry == "tech"
assign_to: "企业团队"
- if: score >= 50
assign_to: "中小企业团队"
- else:
assign_to: "营销培育"
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: "新线索欢迎"
delay: 1_hour
2. 交易阶段自动化
workflow: "交易阶段推进"
trigger:
- type: hubspot_deal_updated
property: dealstage
stages:
appointment_scheduled:
actions:
- create_task: "准备会议"
due: 1_day_before_meeting
- notify_slack: "#sales-pipeline"
- update_property: last_activity_date
qualified_to_buy:
actions:
- create_task: "发送方案"
due: 3_days
- notify_manager: true
- add_to_forecast: true
presentation_scheduled:
actions:
- create_task: "准备演示环境"
- send_reminder: 1_hour_before
- log_activity: "演示已安排"
contract_sent:
actions:
- set_close_date: 14_days_from_now
- create_task: "跟进合同"
due: 7_days
- notify_legal: if amount > 50000
closed_won:
actions:
- notify_slack: "#wins"
- trigger_onboarding: true
- update_forecast: remove
- celebrate: confetti # Slack庆祝
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实现：
// 多CRM同步节点
{
"nodes": [
{
"name": "获取HubSpot联系人",
"type": "n8n-nodes-base.hubspot",
"parameters": {
"operation": "getAll",
"limit": 100,
"additionalFields": {
"propertiesToInclude": ["email", "firstname", "lastname", "company"]
}
}
},
{
"name": "获取Salesforce联系人",
"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": "比较这些联系人并识别重复项：{{$json}}"
}
},
{
"name": "同步至主表格",
"type": "n8n-nodes-base.googleSheets",
"parameters": {
"operation": "append",
"sheetId": "your-sheet-id"
}
}
]
}
线索评分模型
基于规则的评分
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
基于AI的评分
ai_scoring_model:
provider: openai
prompt: |
根据以下因素对线索进行0-100评分：
- 与ICP（理想客户画像）的匹配度
- 购买意向信号
- 预算权限
- 时间紧迫性
线索数据：{lead_data}
ICP：B2B SaaS公司，50-500员工，A轮以上
返回JSON：{"score": X, "reasoning": "...", "next_action": "..."}
自动化序列
序列1：新线索欢迎
sequence: "新线索欢迎"
trigger: lead_created AND score >= 50
steps:
- day_0:
type: email
template: "welcome_intro"
subject: "欢迎来到{Company} - 接下来是"
- day_2:
type: email
template: "value_prop"
subject: "{Similar_Company}如何实现{Result}"
condition: not_replied
- day_4:
type: task
action: "LinkedIn连接请求"
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分钟讨论{Pain_Point}？"
include: calendly_link
- day_14:
type: task
action: "电话尝试"
assign_to: owner
condition: not_responded
序列2：交易跟进
sequence: "方案跟进"
trigger: deal_stage == "contract_sent"
steps:
- day_3:
type: email
template: "contract_check_in"
subject: "对方案有任何疑问吗？"
- day_7:
type: task
action: "电话 - 合同跟进"
- day_10:
type: email
template: "deadline_reminder"
subject: "定价有效期至{deadline}"
condition: not_responded
- day_14:
type: alert
notify: sales_manager
message: "交易卡在合同阶段"
集成方案
方案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: "会议已预订：{name} 于 {time}"
方案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高管外联"
报告模板
每周销售报告
# 销售管道报告 - 第{week_number}周
## 管道摘要
| 阶段 | 交易数 | 金额 | 变化 |
|-------|-------|-------|--------|
| 新建 | 15 | $150K | +5 |
| 已合格 | 8 | $120K | +2 |
| 方案 | 5 | $85K | -1 |
| 谈判 | 3 | $45K | +1 |
| **管道总计** | **31** | **$400K** | **+7** |
## 本周活动
- 新线索：45
- 已举行会议：12
- 已发送方案：4
- 已成交交易：2 ($35K)
## 团队表现
| 代表 | 会议 | 方案 | 成交 |
|-----|----------|-----------|--------|
| Alice | 5 | 2 | 1 |
| Bob | 4 | 1 | 1 |
| Carol | 3 | 1 | 0 |
## 预测
- 承诺：$45K (3笔交易)
- 最佳情况：$85K (5笔交易)
- 管道：$400K (31笔交易)
## 需要采取的行动
- [ ] 跟进3笔停滞交易（超过14天无活动）
- [ ] 为企业线索X安排演示
- [ ] 向Y公司发送修订方案
最佳实践
数据卫生
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
security_practices:
- api_keys: rotate_quarterly
- access_control: role_based
- audit_log: all_changes
- pii_handling: encrypt_at_rest
- gdpr_compliance: consent_tracking
CRM自动化技能 - Claude Office技能系列的一部分
