{"id":32248,"date":"2023-06-01T17:23:30","date_gmt":"2023-06-01T17:23:30","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32248"},"modified":"2023-06-12T20:27:52","modified_gmt":"2023-06-12T20:27:52","slug":"32248-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/32248-2\/","title":{"rendered":"Two Presales in a Pod - Grabaci\u00f3n de podcast - Champion Enablement"},"content":{"rendered":"<p class=\"p2\">Si se ha quedado con ganas de m\u00e1s grabaciones, aqu\u00ed tiene un magn\u00edfico aperitivo: Episodio 66 - Champion Enablement.<\/p>\n<p class=\"p2\">De las legumbres:<\/p>\n<p class=\"p2\">\"En este episodio Adam Freeman y Don Carmichael dan la bienvenida a un invitado muy especial, Peter Cohan. Hablamos de c\u00f3mo identificar a un Campe\u00f3n dentro de un Comprador, qu\u00e9 podr\u00eda estar motiv\u00e1ndolo y c\u00f3mo su experiencia previa en la compra de Tecnolog\u00eda cambia su enfoque. Examinamos si el trabajo de un ingeniero de ventas o de un consultor preventa consiste en capacitar a un defensor del comprador o si es algo que s\u00f3lo hacen algunos ejecutivos de ventas. Hablamos de c\u00f3mo ha cambiado en los \u00faltimos a\u00f1os la definici\u00f3n de Campe\u00f3n y d\u00f3nde encontrarlos en una organizaci\u00f3n. Centr\u00e1ndonos en el tema de la habilitaci\u00f3n, tambi\u00e9n hablamos de lo que un campe\u00f3n podr\u00eda querer de nosotros, lo que nosotros querr\u00edamos de ellos y hasta qu\u00e9 punto deber\u00edamos anticiparnos a sus necesidades\".<\/p>\n<p class=\"p2\">Aqu\u00ed tiene un desglose m\u00e1s detallado de este podcast de 34 minutos:<\/p>\n<ul class=\"ul1\">\n<li class=\"li2\">Qu\u00e9 <i>es<\/i> \u00bfun campe\u00f3n?<\/li>\n<li class=\"li2\">\u00bfQu\u00e9 otros t\u00e9rminos se utilizan para referirse a los campeones?<\/li>\n<li class=\"li2\">Comprender los puestos de trabajo de los prospectos...<\/li>\n<li class=\"li2\">Tipos de campeones...<\/li>\n<li class=\"li2\">Comprar herramientas sencillas frente a soluciones complejas<\/li>\n<li class=\"li2\">Campeones de nivel inferior<\/li>\n<li class=\"li2\">Cifras y resultados<\/li>\n<li class=\"li2\">Un ejemplo de un tipo de campe\u00f3n<\/li>\n<li class=\"li2\">Otro ejemplo: Los exploradores tecnol\u00f3gicos<\/li>\n<li class=\"li2\">Navegar por los distintos escenarios pol\u00edticos, culturales y empresariales<\/li>\n<li class=\"li2\">\u00bfCultivar campeones es una responsabilidad de preventa o de ventas?<\/li>\n<li class=\"li2\">Ejemplo de un campe\u00f3n que gu\u00eda una demostraci\u00f3n<\/li>\n<li class=\"li2\">\u00bfQui\u00e9n permite a qui\u00e9n?<\/li>\n<li class=\"li2\">\"\u00bfQu\u00e9 puedo hacer para ayudar?\"<\/li>\n<li class=\"li2\">\"\u00bfHa hecho esto antes?\" \"\u00bfComprador primerizo o experimentado?\" \"\u00bfPrimer o experimentado campe\u00f3n?\"<\/li>\n<li class=\"li2\">A\u00fan m\u00e1s tipos de campeones y pilotos - \"Tres campos\"<\/li>\n<li class=\"li2\">Orientaci\u00f3n de un Director Financiero - creaci\u00f3n de argumentos comerciales - y capacitaci\u00f3n de campeones<\/li>\n<li class=\"li2\">An\u00e1lisis de carteras frente a compras puntuales<\/li>\n<li class=\"li2\">FOMU: Miedo a meter la pata<\/li>\n<li class=\"li2\">La villa de Adam en Espa\u00f1a...<\/li>\n<li class=\"li2\">Experiencia del proveedor frente a experiencia del campe\u00f3n: algunos ejemplos de capacitaci\u00f3n proactiva del campe\u00f3n: incorporaci\u00f3n de proveedores, encuestas sobre datos\/privacidad, encuestas sobre seguridad, evaluaciones de impacto medioambiental, diversidad, etc.<\/li>\n<li class=\"li2\">La percepci\u00f3n del cliente lo es todo Deje que su campe\u00f3n dirija la demostraci\u00f3n<\/li>\n<li class=\"li2\">Un juego de palabras terriblemente horrible de Don<\/li>\n<li class=\"li2\">Champion y Buyer Enablement resumidos: Anticiparse y actuar<\/li>\n<li class=\"li2\">Mapa de influencias<\/li>\n<li class=\"li2\">\"\u00a1S\u00e9 un cliente!\" Y \"\u00bfComprar\u00edas lo que vendes?\".<\/li>\n<\/ul>\n<p class=\"p2\">Come algo <a href=\"https:\/\/open.spotify.com\/episode\/1AsGbQ038gjM9JxDXLcuif\" target=\"_blank\" rel=\"noopener\"><span class=\"s2\">aqu\u00ed<\/span><\/a>!<\/p>","protected":false},"excerpt":{"rendered":"<p>Si se ha quedado con ganas de m\u00e1s grabaciones, aqu\u00ed tiene un magn\u00edfico aperitivo: Episodio 66 - Champion Enablement. De las Legumbres: \"Este episodio<\/p>","protected":false},"author":2,"featured_media":28704,"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":[11,14,8,9],"tags":[7,27],"class_list":["post-32248","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-beyond_demos","category-advanced_topics","category-great-demo-blog","category-growth_development","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32248","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=32248"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32248\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/28704"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=32248"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=32248"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=32248"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}