Al parecer, \u00a1demasiada gente de ventas y preventa! Muchos jefes de ventas se\u00f1alan que \"no descubrir el valor\" es una de las mayores debilidades de sus equipos de ventas.<\/p>\n
\u00bfPor qu\u00e9 los equipos de ventas no buscan esta informaci\u00f3n? No estoy seguro... Podr\u00eda ser falta de formaci\u00f3n o de pr\u00e1ctica, pero a menudo oigo a los representantes de ventas y a la gente de preventa comentar que \"se sienten inc\u00f3modos haciendo ese tipo de preguntas...\"<\/p>\n
Dado que la \"Insuficiente percepci\u00f3n del valor\" es una de las tres razones t\u00edpicas de los resultados de \"Ninguna decisi\u00f3n\", quiz\u00e1 convenga un cambio.<\/p>\n
Cuando est\u00e9s Haciendo Descubrimiento, acu\u00e9rdate de conseguir el Delta: el espec\u00edfico<\/i> asociado a la realizaci\u00f3n del cambio.<\/p>\n
Dejemos de tener miedo a preguntar a los clientes potenciales sobre elementos de valor espec\u00edficos.<\/p>","protected":false},"excerpt":{"rendered":"
Al parecer, \u00a1demasiados vendedores y preventas! Muchos jefes de ventas comentan que \"no descubrir el valor\" es uno de los problemas de sus equipos de ventas.<\/p>","protected":false},"author":2,"featured_media":33419,"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":[20,8],"tags":[7],"class_list":["post-33418","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","category-great-demo-blog","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/33418","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=33418"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/33418\/revisions"}],"predecessor-version":[{"id":33420,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/33418\/revisions\/33420"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/33419"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=33418"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=33418"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=33418"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}