{"id":32029,"date":"2023-03-13T20:19:46","date_gmt":"2023-03-13T20:19:46","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32029"},"modified":"2023-03-13T20:19:46","modified_gmt":"2023-03-13T20:19:46","slug":"grabacion-descubrimiento-en-el-asiento","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/in-the-hotseat-discovery-recording\/","title":{"rendered":"\"Grabaci\u00f3n de Discovery \"En el asiento caliente"},"content":{"rendered":"<p class=\"p2\">En <a href=\"https:\/\/www.linkedin.com\/video\/event\/urn:li:ugcPost:7039743389445046272\/\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\">grabaci\u00f3n<\/span><\/a> de este intrigante debate de 47 minutos sobre Doing Discovery. Me un\u00ed a los copresentadores\u00a0<a href=\"https:\/\/www.blogger.com\/blog\/post\/edit\/4124858646470226064\/4009893506728556041\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\">Michael Fauscette<\/span><\/a>\u00a0y\u00a0<a href=\"https:\/\/www.blogger.com\/blog\/post\/edit\/4124858646470226064\/4009893506728556041\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\">Pete Smith<\/span><\/a>\u00a0\u00a1ya que me pusieron \"En el asiento caliente\"! Exploramos:<\/p>\n<ul class=\"ul1\">\n<li class=\"li2\">Definici\u00f3n de la productividad de las ventas en la empresa<\/li>\n<li class=\"li2\">Disminuci\u00f3n de la productividad de las ventas<\/li>\n<li class=\"li2\">Proceso de ventas empresarial obsoleto<\/li>\n<li class=\"li2\">S\u00f3lo 13% de los vendedores comprenden las necesidades de sus clientes potenciales<\/li>\n<li class=\"li2\">Descubrimiento y eficacia de las ventas<\/li>\n<li class=\"li2\">Estado actual de las competencias y conocimientos en materia de descubrimiento<\/li>\n<li class=\"li2\">4 de 5 vendedores <i>piense en<\/i> son expertos en hacer descubrimientos, pero en realidad no lo son<\/li>\n<li class=\"li2\">\u00bfPor qu\u00e9 se plantean objeciones?<\/li>\n<li class=\"li2\">\u00bfQu\u00e9 es el descubrimiento? Destinos del viaje de descubrimiento<\/li>\n<li class=\"li2\">Definici\u00f3n de cliente potencial cualificado<\/li>\n<li class=\"li2\">Vision Generation Demos: el arte de lo posible<\/li>\n<li class=\"li2\">Gr\u00e1fico del espacio Discovery<\/li>\n<li class=\"li2\">F\u00e1cil de preguntar, f\u00e1cil de responder<\/li>\n<li class=\"li2\">El cuadrante de alto valor<\/li>\n<li class=\"li2\">Cuestiones culturales<\/li>\n<li class=\"li2\">\"Ejemplo de \"Sobre ti<\/li>\n<li class=\"li2\">Conversaci\u00f3n frente a inquisici\u00f3n<\/li>\n<li class=\"li2\">Capacitaci\u00f3n del comprador: anticiparse a las necesidades<\/li>\n<li class=\"li2\">Compradores con experiencia frente a compradores sin experiencia<\/li>\n<li class=\"li2\">Campeones experimentados frente a inexpertos<\/li>\n<li class=\"li2\">\u00bfEl descubrimiento ralentizar\u00e1 el proceso de venta? (No)<\/li>\n<li class=\"li2\">Descubrimiento frente a cualificaci\u00f3n<\/li>\n<li class=\"li2\">Dos m\u00e9dicos ejemplo - y confianza<\/li>\n<li class=\"li2\">Definici\u00f3n de descubrimiento suficiente<\/li>\n<li class=\"li2\">\u00bfEl descubrimiento ralentizar\u00e1 el proceso de venta? (Reproducido)<\/li>\n<li class=\"li2\">Descubrir y vender valor<\/li>\n<li class=\"li2\">Comprar herramientas frente a soluciones complejas<\/li>\n<li class=\"li2\">PLG: descubrimiento y demostraciones para ciclos de ventas transaccionales<\/li>\n<li class=\"li2\">Lo que los prospectos no saben...<\/li>\n<li class=\"li2\">Las llamadas \"de descubrimiento\" se convierten en negociaciones de descuento<\/li>\n<\/ul>\n<p class=\"p2\">\u00a1Que aproveche!<\/p>","protected":false},"excerpt":{"rendered":"<p>Ya est\u00e1 disponible la grabaci\u00f3n de este interesante debate de 47 minutos sobre Doing Discovery. Me un\u00ed a los copresentadores Michael Fauscette y Pete Smith, que me pusieron \"en el punto de mira\".<\/p>","protected":false},"author":2,"featured_media":32024,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14,20,8],"tags":[7,25],"class_list":["post-32029","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-doing_discovery","category-great-demo-blog","tag-blog","tag-webinars"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32029","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=32029"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32029\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/32024"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=32029"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=32029"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=32029"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}