{"id":37221,"date":"2025-03-26T15:57:06","date_gmt":"2025-03-26T15:57:06","guid":{"rendered":"https:\/\/greatdemo.com\/?p=37221"},"modified":"2025-03-26T15:59:02","modified_gmt":"2025-03-26T15:59:02","slug":"en-el-punto-de-mira-podcast-hacer-descubrimiento","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/in-the-spotlight-podcast-doing-discovery\/","title":{"rendered":"Podcast \"En el punto de mira\" - Hacer descubrimientos"},"content":{"rendered":"<p>Me un\u00ed a Roi Carmel, de Spotlight.ai, para este delicioso debate:<\/p>\n<p>\"Acomp\u00e1\u00f1enos en una clase magistral sobre metodolog\u00eda de ventas moderna en este episodio fundamental de nuestra serie \"En el punto de mira\", con Peter Cohan, fundador de The Second Derivative y arquitecto de las pr\u00e1cticas de descubrimiento contempor\u00e1neas. En esta conversaci\u00f3n en profundidad, el creador de la metodolog\u00eda Great Demo! revela enfoques innovadores para la venta de valor y la capacitaci\u00f3n del comprador que est\u00e1n remodelando las ventas empresariales:<\/p>\n<ul>\n<li>La evoluci\u00f3n de la venta de valor desde el desarrollo de casos de negocio hasta las estrategias del ciclo de vida completo de capacitaci\u00f3n del comprador.<\/li>\n<li>Marco para la demostraci\u00f3n de clientes potenciales cualificados con sus seis elementos cr\u00edticos para el dise\u00f1o eficaz de soluciones<\/li>\n<li>Demostraciones de la Generaci\u00f3n Visi\u00f3n: la alternativa de 5 minutos a las penosas presentaciones de la \"visita al puerto\".<\/li>\n<li>T\u00e9cnicas de descubrimiento quid pro quo que transforman los interrogatorios en conversaciones colaborativas<\/li>\n<li>Descubrimientos de futuro mediante procesos asistidos por IA y el papel fundamental de la curiosidad humana<\/li>\n<li>Marco DIKW (Datos-Informaci\u00f3n-Conocimiento-Sabidur\u00eda) para la capacitaci\u00f3n de ventas moderna<\/li>\n<\/ul>\n<p>Entre las \u00e1reas de especial atenci\u00f3n se incluyen:<\/p>\n<ul>\n<li>Validaci\u00f3n mutua de soluciones entre comprador y vendedor<\/li>\n<li>T\u00e9cnicas de evaluaci\u00f3n cultural para entornos de venta complejos<\/li>\n<li>El \"mito del comprador informado\" y las estrategias de reingenier\u00eda de la visi\u00f3n<\/li>\n<li>Ejemplos pr\u00e1cticos de m\u00e1s de 25 a\u00f1os de formaci\u00f3n de equipos de ventas globales\"<\/li>\n<\/ul>\n<p>Puede encontrar este debate aqu\u00ed: <a href=\"https:\/\/www.youtube.com\/watch?v=cH_o8RJ8Lcs\" target=\"_blank\" rel=\"noopener\">https:\/\/www.youtube.com\/watch?v=cH_o8RJ8Lcs<\/a><\/p>\n<p>\u00a1Que aproveche!<\/p>","protected":false},"excerpt":{"rendered":"<p>Me un\u00ed a Roi Carmel de Spotlight.ai para este delicioso debate: \"Acomp\u00e1\u00f1enos en una clase magistral sobre metodolog\u00eda de ventas moderna en este episodio crucial de<\/p>","protected":false},"author":2,"featured_media":37223,"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 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