{"id":32054,"date":"2023-03-24T18:16:21","date_gmt":"2023-03-24T18:16:21","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32054"},"modified":"2023-03-24T18:16:21","modified_gmt":"2023-03-24T18:16:21","slug":"preventa-ventas-descubrimiento-asociacion-pragmatica","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/presales-sales-discovery-partnering-pragmatics\/","title":{"rendered":"Presales \/ Sales Discovery Partnering Pragmatics"},"content":{"rendered":"<p>Muchos equipos de ventas y preventa luchan por determinar qui\u00e9n debe hacer qu\u00e9 descubrimiento con sus clientes potenciales. He aqu\u00ed una estrategia sencilla: Utilice las diapositivas de situaci\u00f3n de \u00a1Gran Demo! como objetivo para el descubrimiento (y un \"cliente potencial cualificado para la demostraci\u00f3n\") y divida la responsabilidad en funci\u00f3n de sus puntos fuertes.<\/p>\n<p>\u00a1Hay 6 elementos para una Gran Demo! Situation Slide, que pueden dividirse de la siguiente manera:<\/p>\n<ul>\n<li>Puesto de trabajo \/ Sector: Las ventas deben identificar a la persona o personas objetivo.<\/li>\n<li>Cuesti\u00f3n comercial cr\u00edtica: El departamento de ventas debe determinar cu\u00e1l es el problema empresarial cr\u00edtico para la persona o personas a las que se dirige.<\/li>\n<li>Problema \/ Razones: Aqu\u00ed es donde normalmente deber\u00eda comenzar la colaboraci\u00f3n de descubrimiento entre ventas y preventa: El departamento de ventas deber\u00eda ser capaz de determinar <em>algunos<\/em> de los puntos de dolor, generalmente m\u00e1s <em>empresa<\/em> orientada; la preventa tambi\u00e9n puede aportar puntos de dolor, generalmente m\u00e1s <em>t\u00e9cnicamente<\/em><\/li>\n<li>Capacidades espec\u00edficas: Las preventas deben rellenar esta secci\u00f3n, que <em>tambi\u00e9n<\/em> proporciona a los profesionales de preventa la informaci\u00f3n que necesitan para preparar una demostraci\u00f3n centrada (\u00a1una gran demostraci\u00f3n!).<\/li>\n<li>Delta (el valor): De nuevo, las ventas deben descubrir <em>empresa<\/em> elementos de valor relacionados y las preventas pueden contribuir <em>t\u00e9cnicamente <\/em>componentes de valor relacionados.<\/li>\n<li>Fecha cr\u00edtica: Por \u00faltimo, descubrir una Fecha Cr\u00edtica debe ser responsabilidad de ventas (pero preventa puede ser capaz de ayudar).<\/li>\n<\/ul>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\">Descubrimiento<\/a> \u00a1es un deporte de equipo!<\/p>\n<p>Bonificaci\u00f3n Completar estos 6 elementos de la Diapositiva de Situaci\u00f3n le ayudar\u00e1 a evitar tambi\u00e9n los temidos resultados de No Decisi\u00f3n.<\/p>","protected":false},"excerpt":{"rendered":"<p>Muchos equipos de ventas y preventa luchan por determinar qui\u00e9n debe hacer qu\u00e9 descubrimiento con sus clientes potenciales. He aqu\u00ed una estrategia sencilla: Utilizar una gran demostraci\u00f3n Situaci\u00f3n<\/p>","protected":false},"author":2,"featured_media":28815,"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":[14,11,20,8,10],"tags":[7],"class_list":["post-32054","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-beyond_demos","category-doing_discovery","category-great-demo-blog","category-methodology_basics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32054","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=32054"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32054\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/28815"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=32054"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=32054"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=32054"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}