{"id":36482,"date":"2024-12-18T17:48:03","date_gmt":"2024-12-18T17:48:03","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36482"},"modified":"2024-12-18T17:48:03","modified_gmt":"2024-12-18T17:48:03","slug":"hace-poco-me-tope-con-una-verdadera-joya","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/recently-i-stumbled-upon-a-true-gem\/","title":{"rendered":"\"Recientemente, tropec\u00e9 con una Gema Verdadera...\""},"content":{"rendered":"<p>\"He le\u00eddo m\u00e1s de 30 libros de ventas y gesti\u00f3n -Gap Selling, Sandler, Challenger, MEDDPICC en <a href=\"https:\/\/www.linkedin.com\/company\/infobip\/\" target=\"_blank\" rel=\"noopener\">Infobip<\/a>-y todas las abreviaturas intermedias.<\/p>\n<p>Pero hace poco me top\u00e9 con una verdadera joya: Doing Discovery de <a href=\"https:\/\/www.linkedin.com\/in\/petercohan\/\" target=\"_blank\" rel=\"noopener\">Peter Cohan<\/a>.<\/p>\n<p>Este libro cambia las reglas del juego para cualquiera que se dedique a las ventas tecnol\u00f3gicas (SaaS). Desglosa los 7 niveles de habilidades de descubrimiento, y aunque nos gustar\u00eda pensar que estamos en el nivel 7, la realidad es que la mayor\u00eda de nosotros estamos en el nivel 3 o 4 (\u00a1en el mejor de los casos!).<\/p>\n<p>\u00bfPor qu\u00e9 destaca este libro? Est\u00e1 repleto de consejos pr\u00e1cticos, preguntas que invitan a la reflexi\u00f3n y recomendaciones pr\u00e1cticas, todo ello adaptado al mundo del SaaS. No es solo un libro; es una hoja de ruta para mejorar las conversaciones y los resultados en ventas.<\/p>\n<p>Si te sobran unos 24 euros, te recomiendo encarecidamente que lo leas. Vale cada c\u00e9ntimo (de euro)\".<\/p>\n<p>- Publicado el 20 de noviembre por Hrvoje Gabelica<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>\"He le\u00eddo m\u00e1s de 30 libros de ventas y gesti\u00f3n -Gap Selling, Sandler, Challenger, MEDDPICC en Infobip- y todas las abreviaturas intermedias. Pero hace poco me top\u00e9 con un<\/p>","protected":false},"author":2,"featured_media":28671,"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-36482","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\/36482","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=36482"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36482\/revisions"}],"predecessor-version":[{"id":36483,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36482\/revisions\/36483"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/28671"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36482"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36482"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36482"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}