{"id":32492,"date":"2023-06-29T18:38:32","date_gmt":"2023-06-29T18:38:32","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32492"},"modified":"2023-06-29T18:38:32","modified_gmt":"2023-06-29T18:38:32","slug":"the-sales-hustle-podcast-great-demo-doing-discovery-insights","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-sales-hustle-podcast-great-demo-doing-discovery-insights\/","title":{"rendered":"The Sales Hustle Podcast - \u00a1Gran Demo! y Haciendo Descubrimientos"},"content":{"rendered":"<p>\"Ventas, preventas y las herramientas que nos llevan hasta all\u00ed...\" Me un\u00ed a Miles Martin en esta charla de 40 minutos <a href=\"https:\/\/podcasters.spotify.com\/pod\/show\/miles-martin8\/episodes\/Great-Demos-with-Peter-Cohan--The-Sales-Hustle-Episode-3-e26b2rp\" target=\"_blank\" rel=\"noopener\">exploraci\u00f3n<\/a> de:<\/p>\n<ul>\n<li>Intro - \u00a1con marcha atr\u00e1s!<\/li>\n<li>Siendo las experiencias <em>prospecto<\/em> - y una nueva perspectiva de las demostraciones<\/li>\n<li>La necesidad de dar la vuelta a las demostraciones y hacer primero lo \u00faltimo<\/li>\n<li>Descubrimiento: donde empiezan los problemas...<\/li>\n<li>Ser diferente<\/li>\n<li>Grandes lagunas en las demostraciones<\/li>\n<li>Talla \u00fanica <em>no<\/em> \u00a1caben todos!<\/li>\n<li>Las demostraciones deben adaptarse a cada puesto de trabajo<\/li>\n<li>Sistemas CRM como ejemplo<\/li>\n<li>Analizar, a trav\u00e9s de la detecci\u00f3n, lo que cada puesto de trabajo quiere y necesita, y los casos de uso.<\/li>\n<li>13 puestos de trabajo diferentes<\/li>\n<li>Crecimiento del producto y demostraciones<\/li>\n<li>\u00a1Una mini historia de terror!<\/li>\n<li>Estructura de demostraci\u00f3n: hacer la cena como analog\u00eda<\/li>\n<li>La ineficacia de las manifestaciones tradicionales<\/li>\n<li>Reestructure su demo de acuerdo con los intereses - y deseos - de sus clientes potenciales. <em>resultados<\/em><\/li>\n<li>Un comentario sobre la salchicha (como otra analog\u00eda)<\/li>\n<li>Elementos clave del descubrimiento - y perspectiva<\/li>\n<li>Soluciones a la demanda de \"ens\u00e9\u00f1eme su producto\" - Vision Generation<\/li>\n<li>Demostraciones t\u00e9cnicas - realizadas <em>despu\u00e9s de <\/em>descubrimiento<\/li>\n<li>Un ejemplo de m\u00e9dico: \u00a1mala praxis!<\/li>\n<li>5 datos necesarios para cada prospecto Cargo - Un ejemplo con Miles...\n<ul>\n<li>Cuestiones empresariales cr\u00edticas frente a problemas\/razones\/dolores<\/li>\n<li>Capacidades espec\u00edficas - y para muestra est\u00e1 su demo<\/li>\n<li>El valor de hacer el cambio - la brecha<\/li>\n<li>Fechas cr\u00edticas: cu\u00e1ndo y la fuerza motriz<\/li>\n<\/ul>\n<\/li>\n<li>Listo para la demostraci\u00f3n y menor riesgo de \"no hacer nada\", es decir, de no tomar ninguna decisi\u00f3n.<\/li>\n<li>Ninguna decisi\u00f3n consume el 45% de las oportunidades B2B previstas - y c\u00f3mo reducir este n\u00famero<\/li>\n<li>Las 3 razones por las que no se toman decisiones<\/li>\n<li>La falacia de \"Necesitamos esto para ayer...\".<\/li>\n<li>\u00bfQu\u00e9 hace con la informaci\u00f3n que descubre?<\/li>\n<li>Panor\u00e1mica tradicional Demostraciones \"Harbor Tour<\/li>\n<li>Empezar la demostraci\u00f3n con una diapositiva de situaci\u00f3n<\/li>\n<li>Descubrir los resultados deseados<\/li>\n<li>Presentar su demostraci\u00f3n: a partir de lo deseado <em>resultados<\/em><\/li>\n<li>El menor n\u00famero de clics<\/li>\n<li>Pelar las capas - conversacionalmente<\/li>\n<li>Conducir <em>real<\/em> interactividad frente a \"\u00bfAlguna pregunta hasta ahora?\"<\/li>\n<li>Algunos comentarios sobre la automatizaci\u00f3n de las demostraciones: \u00a1grandes oportunidades!<\/li>\n<li>\"Herramientas y ejemplos de \"Elige tu propia aventura<\/li>\n<li>Ventajas tanto para el vendedor <em>y<\/em> la perspectiva<\/li>\n<li>La autocomplacencia te pone en peligro: Nunca dejes de aprender.<\/li>\n<li>Dunning Kruger y el Monte Estupidez - \"No saben lo que no saben...\"<\/li>\n<\/ul>\n<p>Puede encontrar la grabaci\u00f3n <strong><a href=\"https:\/\/podcasters.spotify.com\/pod\/show\/miles-martin8\/episodes\/Great-Demos-with-Peter-Cohan--The-Sales-Hustle-Episode-3-e26b2rp\" target=\"_blank\" rel=\"noopener\">aqu\u00ed<\/a>.<\/strong> \u00a1Que aproveche!<\/p>","protected":false},"excerpt":{"rendered":"<p>\"Ventas, preventas y las herramientas que nos llevan all\u00ed...\" Me un\u00ed a Miles Martin para esta exploraci\u00f3n de 40 minutos de: Intro - \u00a1con marcha atr\u00e1s! Experiencias<\/p>","protected":false},"author":2,"featured_media":32493,"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":[20,8,10],"tags":[7,27],"class_list":["post-32492","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","category-great-demo-blog","category-methodology_basics","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32492","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=32492"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32492\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/32493"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=32492"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=32492"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=32492"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}