{"id":36990,"date":"2025-02-25T17:01:00","date_gmt":"2025-02-25T17:01:00","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36990"},"modified":"2025-02-25T17:01:00","modified_gmt":"2025-02-25T17:01:00","slug":"probablemente-estas-haciendo-mal-el-descubrimiento-y-te-esta-costando-tratos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/youre-probably-doing-discovery-wrong-and-its-costing-you-deals\/","title":{"rendered":"Probablemente est\u00e9 haciendo mal el descubrimiento, \u00a1y le est\u00e1 costando tratos!"},"content":{"rendered":"<p>Me un\u00ed a la buena gente de Austin Lawrence Group para esta conversaci\u00f3n de 34 minutos:<\/p>\n<p>\"La mayor\u00eda de los equipos de ventas piensan que son geniales en el descubrimiento. \u00bfLa realidad? Alrededor de 80% lo hacen mal, y es la principal raz\u00f3n por la que los acuerdos se estancan, se van a la competencia o mueren \"sin decisi\u00f3n\".<\/p>\n<p>Peter Cohan, autor de\u00a0<em>Descubrimiento<\/em>analiza por qu\u00e9 fracasan los m\u00e9todos tradicionales de descubrimiento y qu\u00e9 deben hacer de forma diferente los equipos de ventas de SaaS para descubrir el valor real del cliente, crear casos de negocio convincentes y dejar de perder acuerdos que se pueden ganar.<\/p>\n<p>\u00bfEl mayor error que cometen los vendedores? Apresurarse a realizar la demostraci\u00f3n antes de cuantificar por completo los problemas de la empresa. Si no puede precisar los n\u00fameros que hay detr\u00e1s del problema y el resultado deseado de un comprador, le resultar\u00e1 casi imposible justificar la compra, por no hablar de conseguir el apoyo de su equipo.<\/p>\n<p>Peter comparte estrategias pr\u00e1cticas para dar la vuelta al gui\u00f3n en las llamadas de descubrimiento obsoletas, evitar la trampa del \"interrogatorio\" y utilizar el descubrimiento para impulsar la urgencia, no s\u00f3lo para recopilar puntos de dolor.<\/p>\n<p><strong>Principales conclusiones:<\/strong><\/p>\n<p>\u2705\u00a0<strong>Descubrir la brecha de valor:\u00a0<\/strong>El secreto para evitar la \"no decisi\u00f3n\" no es s\u00f3lo sondear el dolor, sino cuantificar la brecha entre la realidad actual y el estado futuro deseado.<\/p>\n<p>\u2705<strong>\u00a0Reingenier\u00eda de la visi\u00f3n:\u00a0<\/strong>La mayor\u00eda de los compradores no saben lo que no saben. Aprenda a introducir nuevas ideas sin perder el control del trato ni regalar descuentos.<\/p>\n<p><strong>\u2705 Convierta el descubrimiento en una conversaci\u00f3n bidireccional:<\/strong>\u00a0Deje de hacer que los clientes potenciales se sientan como en un juicio: utilice t\u00e9cnicas de quid pro quo para hacer del descubrimiento un proceso de colaboraci\u00f3n.<em>\u00a0<\/em><\/p>\n<p><em>Prep\u00e1rese para replantearse su forma de abordar los descubrimientos o arriesgarse a perder m\u00e1s contratos de los que deber\u00eda.<\/em>\"<\/p>\n<p>Disfrute de este podcast <a href=\"https:\/\/podcast.austinlawrence.com\/youre-probably-doing-discovery-wrong-and-its-costing-you-deals\" target=\"_blank\" rel=\"noopener\">aqu\u00ed<\/a>!<\/p>","protected":false},"excerpt":{"rendered":"<p>Me un\u00ed a la buena gente de Austin Lawrence Group para esta conversaci\u00f3n de 34 minutos: \"La mayor\u00eda de los equipos de ventas creen que son excelentes en el descubrimiento. \u00bfLa realidad? Acerca de<\/p>","protected":false},"author":2,"featured_media":36991,"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-36990","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\/36990","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=36990"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36990\/revisions"}],"predecessor-version":[{"id":36993,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36990\/revisions\/36993"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36991"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36990"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36990"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36990"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}