{"id":36139,"date":"2024-10-21T17:50:05","date_gmt":"2024-10-21T17:50:05","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36139"},"modified":"2024-10-21T17:50:05","modified_gmt":"2024-10-21T17:50:05","slug":"que-es-el-descubrimiento-incremental","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/what-is-incremental-discovery\/","title":{"rendered":"\u00bfQu\u00e9 es el descubrimiento incremental?"},"content":{"rendered":"

Ha pasado un tiempo y se da cuenta de que ha llegado el momento de hablar con un cliente potencial o potencial. Le preguntas: \"\u00bfQu\u00e9 ha cambiado desde la \u00faltima vez que conectamos?\".<\/p>\n

La respuesta a esta sencilla pregunta puede dar lugar a nuevas oportunidades de venta o expansi\u00f3n, o a la necesidad de rescate<\/em> un cliente Dependiendo de la situaci\u00f3n, puede haber siete <\/em>conjuntos de posibilidades:<\/p>\n

Prospecto actual:<\/p>\n

    \n
  1. Dicen: \"\u00a1Las cosas han empeorado...!\". Esta es una oportunidad para explorar y determinar si su prospecto est\u00e1 ahora listo para entrar en un proceso de venta o compra. \u00bfQu\u00e9 ha cambiado y por qu\u00e9? \u00bfEstos cambios afectan a un Cuesti\u00f3n empresarial cr\u00edtica<\/a>? \u00a1Volvamos a visitarlo!<\/li>\n
  2. Responden: \"Las cosas siguen m\u00e1s o menos igual...\". Si bien esto puede sugerir \"statu quo\", tambi\u00e9n debe examinar su progreso hacia su Cuestiones empresariales cr\u00edticas<\/a>, cronometraje<\/a>y ver si su ecuaci\u00f3n de valor<\/a> ha cambiado.<\/li>\n
  3. Responden: \"Las cosas est\u00e1n mejorando...\". Esto indica que se han producido cambios. \u00bfQu\u00e9 ha mejorado y por qu\u00e9? \u00bfEs algo que usted puede ayudar a acelerar?<\/li>\n<\/ol>\n

    Cliente actual:<\/p>\n

      \n
    1. Dicen: \"\u00a1Las cosas han mejorado!\" Esta puede ser una oportunidad para recoger historia de \u00e9xito<\/a> y generar una referencia. Tambi\u00e9n puede abrir la puerta a expansi\u00f3n<\/a>\u00a1tambi\u00e9n!<\/li>\n
    2. Responden: \"Las cosas siguen m\u00e1s o menos igual...\". Esto puede indicar la necesidad de reforzar o reiniciar una aplicaci\u00f3n y revisar los planes y avances hacia la consecuci\u00f3n de los objetivos del cliente. Eventos de realizaci\u00f3n del valor<\/a>.<\/li>\n
    3. Ellos responden: \"Las cosas han empeorado...\" \u00a1Oh, oh! Ser\u00e1 mejor que saltar<\/a> de inmediato, ya que este cliente corre el riesgo de cambiar o convertirse en un negativo<\/em> \u00a1referencia!<\/li>\n<\/ol>\n

      Cliente potencial o cliente:<\/p>\n

        \n
      1. Responden: \"Tenemos una nueva iniciativa...\". Est\u00e1 claro que es hora de hacer descubrimiento<\/a>!<\/li>\n<\/ol>\n

        \u00bfCon qu\u00e9 frecuencia usted<\/em> \u00bfRevisar a sus clientes actuales o potenciales?<\/p>\n

         <\/p>","protected":false},"excerpt":{"rendered":"

        Ha pasado un tiempo y se da cuenta de que ha llegado el momento de hablar con un cliente potencial o potencial. Le pregunta: \"\u00bfQu\u00e9 ha cambiado desde la \u00faltima vez?<\/p>","protected":false},"author":2,"featured_media":36140,"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":[14,20],"tags":[7],"class_list":["post-36139","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36139","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=36139"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36139\/revisions"}],"predecessor-version":[{"id":36142,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36139\/revisions\/36142"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36140"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36139"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36139"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36139"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}