{"id":458,"date":"2017-01-31T00:00:00","date_gmt":"2017-01-31T00:00:00","guid":{"rendered":"http:\/\/doctuug235.235.axc.nl\/blog\/sales-automation-the-future-of-crm-software-7e9abd83d8a\/"},"modified":"2025-02-13T18:07:04","modified_gmt":"2025-02-13T17:07:04","slug":"sales-automation-the-future-of-crm-software-7e9abd83d8a","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/es\/automatizacion-de-ventas-el-futuro-del-software-crm-7e9abd83d8a","title":{"rendered":"Automatizaci\u00f3n de ventas: el futuro del software CRM"},"content":{"rendered":"
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Automatizaci\u00f3n de ventas: el futuro del software CRM<\/h1>\n

Los expertos miran al futuro: Joel Capperella<\/h2>\n<\/header>\n
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Joel 'Cap' Capperella es un emprendedor en solitario que ayuda a las peque\u00f1as empresas a mejorar su marketing y sus ventas. Aporta m\u00e1s de 20 a\u00f1os de experiencia en marketing de software y SaaS, trabajando tanto con peces gordos como Oracle como con startups m\u00e1s peque\u00f1as. Colabora activamente con algunas de las publicaciones empresariales m\u00e1s influyentes, como The Huffington Post, Entrepreneur.com y FastCompany. Nos sentamos con Joel para escuchar sus opiniones sobre el futuro de la automatizaci\u00f3n de ventas.<\/em><\/p>\n<\/div>\n

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\"La<\/div>\n<\/figure>\n<\/div>\n
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\u00bfQu\u00e9 significa para usted la automatizaci\u00f3n de las ventas?<\/strong><\/h3>\n

Es una buena pregunta. Para m\u00ed, se trata principalmente de hacer que la gesti\u00f3n de ventas sea menos pesada, en t\u00e9rminos de tiempo y energ\u00eda. La automatizaci\u00f3n de las ventas es cualquier cosa que facilite al vendedor la conexi\u00f3n con los clientes potenciales, los introduzca en el proceso y, posteriormente, acelere el recorrido a lo largo del proceso. Todo se reduce a eliminar las barreras para conectar, comprometerse, escuchar y establecer relaciones.<\/p>\n

\u00bfCu\u00e1l es su visi\u00f3n de la automatizaci\u00f3n de las ventas?<\/strong><\/h3>\n

Debe encajar en la idea m\u00e1s amplia de que los datos est\u00e9n al servicio de las personas en una organizaci\u00f3n y no al rev\u00e9s.<\/p>\n

El CRM empez\u00f3 centr\u00e1ndose principalmente en la gesti\u00f3n de ventas, invirtiendo mucho tiempo y recursos en los datos en lugar de en las personas. Esa l\u00f3gica se est\u00e1 invirtiendo, ya que los datos y los algoritmos trabajan cada vez m\u00e1s para las personas, en lugar de al rev\u00e9s.<\/p>\n

Esta es la direcci\u00f3n que deber\u00eda tomar la automatizaci\u00f3n de ventas: el software no s\u00f3lo deber\u00eda permitir una gesti\u00f3n de ventas r\u00e1pida y bien enfocada, sino que, lo que es m\u00e1s importante, el CRM tambi\u00e9n deber\u00eda cambiar para centrarse m\u00e1s en el elemento humano de la venta. El nuevo CRM consiste en vender como si las personas importaran.<\/p>\n

Estamos viendo las mismas tendencias en RRHH. Herramientas de gesti\u00f3n de RRHH<\/a> sol\u00edan girar en torno a las tareas administrativas necesarias para gestionar una plantilla<\/a>. Sin embargo, hoy en d\u00eda, el software de RRHH<\/a> se centra cada vez m\u00e1s en las personas. Se trata de mantener a los empleados comprometidos<\/a>, conectados y productivos. Les ayuda a realizar su trabajo con mayor eficacia y a gestionar su desarrollo profesional de forma m\u00e1s personal.<\/p>\n

Para m\u00ed, las ventas y las personas (RRHH) est\u00e1n conectadas como las dos caras de un c\u00edrculo. Parecen opuestos, pero est\u00e1n muy relacionados. No se pueden hacer ventas sin empleados y no se puede contratar gente sin ventas. Un software que ayude a ambas partes, que ponga a las personas en el centro y los datos a su servicio, har\u00e1 que la relaci\u00f3n entre las personas y las ventas en las organizaciones sea a\u00fan m\u00e1s circular, como debe ser.<\/p>\n

\u00bfCu\u00e1les son sus mejores consejos o pautas para automatizar las ventas?<\/strong><\/h3>\n

Hay tanta informaci\u00f3n ah\u00ed fuera. Y cada d\u00eda es m\u00e1s. En alg\u00fan lugar de ese mont\u00f3n de datos est\u00e1 la informaci\u00f3n exacta, a menudo una combinaci\u00f3n de datos, que necesitas.<\/p>\n

Utiliza programas que te faciliten enormemente el acceso a esa informaci\u00f3n, siempre. Lo realmente m\u00e1gico es disponer de varias herramientas reunidas en un solo lugar, de modo que puedas utilizar inmediatamente la informaci\u00f3n para obtener resultados.<\/p>\n

\u00bfQu\u00e9 herramientas de automatizaci\u00f3n de ventas utiliza?<\/strong><\/h3>\n

Actualmente uso HubSpot CRM, no Salesflare, m\u00e1s que nada porque me sali\u00f3 muy bien de precio. Lo tengo integrado con ActiveCampaign, mi plataforma de automatizaci\u00f3n de marketing<\/a>. Uso Zapier para automatizar tareas entre Evernote, Google Sheets y mi CRM. Para manos extra que me ayuden con alg\u00fan trabajo de dise\u00f1o, b\u00fasqueda de direcciones de email o algo as\u00ed, recurro a Upwork.<\/p>\n

\u00bfAlguna t\u00e1ctica que quiera compartir?<\/strong><\/h3>\n

Creo firmemente en los contenidos. El contenido es una forma enorme de conectar y atraer, y adem\u00e1s se puede utilizar en todas las fases del proceso de venta. La clave es medir cuidadosamente qu\u00e9 tipo de contenido funciona mejor en las diferentes etapas.<\/p>\n

Por ejemplo, establezco series autom\u00e1ticas de correos electr\u00f3nicos tras una oferta concreta. Para cada uno de ellos hago un seguimiento de la reacci\u00f3n del destinatario; cu\u00e1nto tarda en reaccionar, cu\u00e1ntas veces ha abierto el correo, si visita mi sitio web y durante cu\u00e1nto tiempo, etc.<\/p>\n

Estas m\u00e9tricas de compromiso definen cu\u00e1nto tiempo tendr\u00e9 que dedicar a una persona para conseguir la conversi\u00f3n.<\/p>\n<\/div>\n<\/div>\n<\/section>\n

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\u00bfQu\u00e9 significa para usted la automatizaci\u00f3n de las ventas? <\/em>\u00a1Tweeteanos a (@salesflare), con #salesautomation!<\/em><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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