{"id":37189,"date":"2025-03-21T15:49:01","date_gmt":"2025-03-21T15:49:01","guid":{"rendered":"https:\/\/greatdemo.com\/?p=37189"},"modified":"2025-03-21T15:49:01","modified_gmt":"2025-03-21T15:49:01","slug":"cbi-mas-cebi-una-potente-pareja-que-impulsa-las-compras","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/cbi-plus-cebi-a-powerful-pair-driving-purchases\/","title":{"rendered":"CBI m\u00e1s CEBI: un potente par que impulsa las compras"},"content":{"rendered":"

Mucha gente ha comentado que \"la gente compra bas\u00e1ndose en la emoci\u00f3n y justifica con razones l\u00f3gicas\". Sin duda, esto es cierto en algunos casos.<\/p>\n

Pero creo que los principales motores de compra son dos<\/em> componentes principales:<\/p>\n

    \n
  1. Una cuesti\u00f3n empresarial cr\u00edtica (CBI): a empresa<\/em> meta u objetivo que debe alcanzarse<\/li>\n
  2. Un asunto crucial para las empresas emocionales (CEBI): a personal<\/em> meta u objetivo muy deseado<\/li>\n<\/ol>\n

    Por ejemplo, muchos de nuestros clientes de Great Demo! son l\u00edderes de preventa y ventas que:<\/p>\n

      \n
    1. Necesidad de alcanzar sus cifras<\/li>\n<\/ol>\n

      \u00a0 \u00a0 \u00a0 \u00a0 \u00a0y<\/em><\/p>\n

      2. Quieren hacer de sus equipos la mejor versi\u00f3n posible de s\u00ed mismos.<\/p>\n

      Un CEBI no es lo mismo que un objetivo personal, como \"Necesito pasar m\u00e1s tiempo en casa con mi familia\". Un CEBI est\u00e1 alineado con otros empresa <\/em>objetivos o visi\u00f3n (y quiz\u00e1 objetivos o visi\u00f3n culturales de la empresa).<\/p>\n

      Tambi\u00e9n puede ser una fuente de pasi\u00f3n por el propio equipo, los compa\u00f1eros, los productos o los clientes:<\/p>\n

        \n
      • Un jefe de ventas que no s\u00f3lo quiere cumplir o superar la cuota sino que est\u00e1 tambi\u00e9n<\/em> apasionado por ver a todo el equipo de ventas hacer su<\/em> n\u00fameros e ir al Club del Presidente.<\/li>\n
      • Un gestor de \u00e9xito de clientes que desea alcanzar las m\u00e9tricas de renovaci\u00f3n y expansi\u00f3n deseadas y tambi\u00e9n<\/em> tiene una m\u00e9trica privada de ver cero bajas voluntarias.<\/li>\n
      • Una persona de ventas o preventa que necesita hacer sus n\u00fameros y est\u00e1 tambi\u00e9n<\/em> profundamente centrada en permitir a los clientes lograr los resultados y el valor deseados.<\/li>\n
      • Un jefe de producto que se mide por los ingresos del producto y que tambi\u00e9n<\/em> cree de verdad que su producto puede cambiar el mundo a mejor.<\/li>\n<\/ul>\n

        Aunque es probable que un CEBI por s\u00ed solo no sea suficiente para impulsar una compra importante, la combinaci\u00f3n de un CBI y un CEBI se convierte en un conjunto doble de impulsores especialmente potentes.<\/p>\n

        \u00bfQu\u00e9 opinas?<\/p>","protected":false},"excerpt":{"rendered":"

        Mucha gente ha comentado que \"la gente compra bas\u00e1ndose en la emoci\u00f3n y justifica con razones l\u00f3gicas\". Esto es cierto en algunos casos. Pero creo que la compra m\u00e1s fuerte<\/p>","protected":false},"author":2,"featured_media":37190,"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],"tags":[7],"class_list":["post-37189","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/37189","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=37189"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/37189\/revisions"}],"predecessor-version":[{"id":37191,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/37189\/revisions\/37191"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/37190"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=37189"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=37189"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=37189"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}