{"id":35844,"date":"2024-08-16T15:08:15","date_gmt":"2024-08-16T15:08:15","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35844"},"modified":"2024-08-16T15:10:06","modified_gmt":"2024-08-16T15:10:06","slug":"discovery-dont-9-ignorar-elementos-clave-para-evitar-resultados-sin-decision-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-9-ignore-key-elements-to-avoid-no-decision-outcomes-2\/","title":{"rendered":"Descubrimiento No #9 ignore elementos clave para evitar resultados sin decisi\u00f3n"},"content":{"rendered":"

Seg\u00fan Gartner (y muchos otros), los resultados sin decisi\u00f3n (tambi\u00e9n conocidos como \"No hacer nada\" o \"Status Quo\") suponen el cuarenta y cinco por ciento de las oportunidades previstas. Para muchos proveedores, la cifra es a\u00fan mayor. La mayor\u00eda de los proveedores afirman que la falta de decisi\u00f3n es su mayor competidor, pero muy pocos buscan activamente soluciones.<\/p>\n

Un descubrimiento eficaz que explore tres elementos clave puede reducir dr\u00e1sticamente estas tasas de No Decisi\u00f3n. Son los siguientes:<\/p>\n

    \n
  1. La falta de un Cuesti\u00f3n empresarial cr\u00edtica<\/a>.<\/li>\n
  2. Percepci\u00f3n insuficiente de valor<\/a> (Delta insuficiente).<\/li>\n
  3. No Fecha cr\u00edtica<\/a>.<\/li>\n<\/ol>\n

    (Puede encontrar art\u00edculos sobre cada uno de ellos aqu\u00ed: https:\/\/greatdemo.com\/learn\/articles\/<\/a>)<\/p>\n

    Analog\u00edas hospitalarias (pacientes):<\/p>\n

      \n
    1. \"Puedo vivir con este dolor... No me gusta, pero no se interpone en lo que tengo que hacer\".<\/li>\n
    2. \"Ese medicamento\/procedimiento es demasiado caro... Vivir\u00e9 con las cosas como est\u00e1n\".<\/li>\n
    3. \"Preferir\u00eda dejar este procedimiento para otro momento... Quiz\u00e1 el a\u00f1o que viene\".<\/li>\n<\/ol>\n

      \u00bfSoluci\u00f3n? Aunque hay muchas otras razones que podr\u00edan dar lugar a un resultado de \"No decisi\u00f3n\", como cambios importantes en la direcci\u00f3n o en la empresa, dificultades econ\u00f3micas, etc., puede evitar invertir en exceso en muchos procesos de venta infructuosos realizando un descubrimiento espec\u00edfico de cada uno de los elementos anteriores.<\/p>\n

      Este es el #9 de la Docena Sucia de No Hacer Descubrimientos - \u00a1puedes encontrar los doce aqu\u00ed! https:\/\/lnkd.in\/evUnp8YV<\/a><\/p>\n

      Encontrar\u00e1 todas las recomendaciones en Descubrimiento<\/em>:<\/p>\n

      https:\/\/lnkd.in\/g28PXx55<\/a><\/p>","protected":false},"excerpt":{"rendered":"

      Seg\u00fan Gartner (y muchos otros), los resultados de \"Sin decisi\u00f3n\" (tambi\u00e9n conocidos como \"No hacer nada\" o \"Status Quo\") suponen el cuarenta y cinco por ciento de las oportunidades previstas. Para<\/p>","protected":false},"author":2,"featured_media":35845,"comment_status":"closed","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],"tags":[7],"class_list":["post-35844","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35844","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=35844"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35844\/revisions"}],"predecessor-version":[{"id":35847,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35844\/revisions\/35847"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35845"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35844"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35844"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35844"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}