{"id":32987,"date":"2023-09-18T14:27:32","date_gmt":"2023-09-18T14:27:32","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32987"},"modified":"2023-09-18T14:27:32","modified_gmt":"2023-09-18T14:27:32","slug":"dos-ventas-en-un-pod-digging-into-discovery","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/two-presales-in-a-pod-digging-into-discovery\/","title":{"rendered":"Dos preventas en una c\u00e1psula - Profundizar en el descubrimiento"},"content":{"rendered":"<p class=\"p1\">\u00bfCu\u00e1ntos descubrimientos son suficientes y si una maqueta es buena o mala? Peter Cohan se une al legendario Adam Freeman en esta exploraci\u00f3n de 38 minutos:<\/p>\n<ul class=\"ul1\">\n<li class=\"li1\">\u00bfC\u00f3mo saber si un descubrimiento es... suficiente?<\/li>\n<li class=\"li1\">Una historia ilustrativa sobre la visita a dos m\u00e9dicos y la respuesta a la pregunta \"\u00bfbasta?<\/li>\n<li class=\"li1\">Diferencias de personalidad y \"suficiente<\/li>\n<li class=\"li1\">Confianza y relaci\u00f3n - y descubrimiento<\/li>\n<li class=\"li1\">Preguntar incluso cuando <i>ya sabe<\/i> las respuestas<\/li>\n<li class=\"li1\">Los clientes potenciales necesitan sentirse \"escuchados\"<\/li>\n<li class=\"li1\">Preguntas de descubrimiento basadas en la cultura<\/li>\n<li class=\"li1\">POC frente a descubrimiento<\/li>\n<li class=\"li1\">Perspectiva de trabajo del vendedor: vendedores, preventa, implementaci\u00f3n y \u00e9xito del cliente<\/li>\n<li class=\"li1\">La maldici\u00f3n del conocimiento revisitada<\/li>\n<li class=\"li1\">Qu\u00e9 hacer si falta algo<\/li>\n<li class=\"li1\">M\u00e1s all\u00e1 de la mera detecci\u00f3n del dolor<\/li>\n<li class=\"li1\">Dolor frente a problemas empresariales cr\u00edticos y evitaci\u00f3n de riesgos<\/li>\n<li class=\"li1\">Generaci\u00f3n de visiones: ganarse el derecho a descubrir<\/li>\n<li class=\"li1\">Perspectivas de \"mera navegaci\u00f3n\" frente a \"proceso de compra activo\" y resultados sin decisi\u00f3n<\/li>\n<li class=\"li1\">Dos grandes preguntas finales<\/li>\n<li class=\"li1\">Compartir la informaci\u00f3n <i>durante<\/i> descubrimiento (\u00a1muy eficaz!)<\/li>\n<li class=\"li1\">Definici\u00f3n de \"Disco Demos\": \u00bfcu\u00e1ndo deben utilizarse?<\/li>\n<li class=\"li1\">El \"lunes por la ma\u00f1ana\" como paradigma de las \"Vision Generation Demos<\/li>\n<li class=\"li1\">La Disco Demo triste realidad<\/li>\n<li class=\"li1\">\u00a1Autopromoci\u00f3n desvergonzada!<\/li>\n<\/ul>\n<p class=\"p1\">Puede encontrar la grabaci\u00f3n <a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/episode-70-peter-cohan-digging-into-discovery\/id1529994269?i=1000626794347\" target=\"_blank\" rel=\"noopener\"><span class=\"s2\">aqu\u00ed<\/span><\/a> en Apple y <a href=\"https:\/\/open.spotify.com\/episode\/0yyU1YVW1qoo0Hi1Sfb8mc\" target=\"_blank\" rel=\"noopener\">aqu\u00ed<\/a> en Spotify. \u00a1Que aproveche!<\/p>","protected":false},"excerpt":{"rendered":"<p>\u00bfCu\u00e1ntos descubrimientos son suficientes y si una maqueta de disco es buena o mala? Peter Cohan y el legendario Adam Freeman<\/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":"","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":"set","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":[11,20,8],"tags":[7,27],"class_list":["post-32987","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-beyond_demos","category-doing_discovery","category-great-demo-blog","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32987","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=32987"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/32987\/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=32987"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=32987"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=32987"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}