{"id":55949,"date":"2018-06-11T11:27:35","date_gmt":"2018-06-11T11:27:35","guid":{"rendered":"https:\/\/blog.salesflare.com\/?p=55949"},"modified":"2024-06-12T11:06:16","modified_gmt":"2024-06-12T09:06:16","slug":"sales-automation-101-highlights-from-our-talk-with-andrei-zinkevich-1f8249e443e2","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/es\/automatizacion-de-ventas-101-puntos-destacados-de-nuestra-charla-con-andrei-zinkevich-1f8249e443e2-2","title":{"rendered":"Automatizaci\u00f3n de ventas 101: Aspectos destacados de nuestra charla con Andrei Zinkevich"},"content":{"rendered":"<article class=\"h-entry\">\n<header><\/header>\n<section class=\"e-content\">\n<section class=\"section section--body section--first\">\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h1 id=\"d454\" class=\"graf graf--h3 graf--leading graf--title\">Automatizaci\u00f3n de ventas 101: Aspectos destacados de nuestra charla con Andrei Zinkevich<\/h1>\n<p id=\"0e41\" class=\"graf graf--p graf-after--h3 translation-block\">Nuestro cofundador Jeroen Corthout se uni\u00f3 recientemente a Andrei Zinkevich, fundador de <a href=\"https:\/\/getleado.com\/\">Getleado<\/a>, en una sesi\u00f3n de Facebook Live para hablar sobre automatizaci\u00f3n de ventas.<\/p>\n<p id=\"a5ce\" class=\"graf graf--p graf-after--p translation-block\">\u00bfPor qu\u00e9 es tan importante la automatizaci\u00f3n de las ventas?<\/p>\n<p id=\"6604\" class=\"graf graf--p graf-after--p translation-block\">Pues bien, seg\u00fan InsideSales.com, casi dos tercios (64,8%) del tiempo de los representantes, por t\u00e9rmino medio, se dedican a actividades que no generan ingresos. Lo que en realidad supone enormes p\u00e9rdidas para las empresas. \ud83d\udcc9<\/p>\n<p id=\"4f17\" class=\"graf graf--p graf-after--p translation-block\">Basta decir que la automatizaci\u00f3n de las ventas es crucial para el \u00e9xito de una empresa.<\/p>\n<p id=\"a605\" class=\"graf graf--p graf-after--p translation-block\">Veamos los puntos m\u00e1s destacados del debate.<\/p>\n<p id=\"3335\" class=\"graf graf--p graf-after--p graf--trailing\"><em class=\"markup--em markup--p-em translation-block\">\u00bfSe perdi\u00f3 el evento en directo? Puede <\/em><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/www.facebook.com\/andzinkevich\/videos\/735344326590031\/\" target=\"_blank\" rel=\"noopener\"><em class=\"markup--em markup--p-em\">vea la repetici\u00f3n aqu\u00ed<\/em><\/a><em class=\"markup--em markup--p-em\">. <\/em>\ud83d\udcf9<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h4 id=\"839e\" class=\"graf graf--h4 graf--leading\">\u00bfQu\u00e9 tareas de venta deben automatizarse y de qu\u00e9 manera?<\/h4>\n<p id=\"23ae\" class=\"graf graf--p graf-after--h4 translation-block\">En pocas palabras: todo lo que no implique sus capacidades humanas \u00fanicas debe automatizarse.<\/p>\n<figure id=\"ed05\" class=\"graf graf--figure graf-after--p\"><\/figure>\n<p class=\"graf graf--p graf-after--figure translation-block\"><img class=\"aligncenter size-full wp-image-58545\" src=\"https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/06\/conductor-1.gif\" alt=\"conductor\" width=\"500\" height=\"311\"><\/p>\n<p class=\"graf graf--p graf-after--figure translation-block\">Hay muchas cosas en las que los robots son mejores que nosotros, como por ejemplo:<\/p>\n<ul class=\"postList\">\n<li id=\"c43d\" class=\"graf graf--li graf-after--p translation-block\">Recopilaci\u00f3n de datos de correo electr\u00f3nico, calendarios, tel\u00e9fono, etc.<\/li>\n<li id=\"d61f\" class=\"graf graf--li graf-after--li translation-block\">Seguimiento de conversaciones completas<\/li>\n<li id=\"78d0\" class=\"graf graf--li graf-after--li translation-block\">Seguimiento de todos los archivos intercambiados<\/li>\n<li id=\"15c0\" class=\"graf graf--li graf-after--li translation-block\">Crear visibilidad entre los compa\u00f1eros de equipo en las conversaciones con los clientes<\/li>\n<li id=\"7238\" class=\"graf graf--li graf-after--li translation-block\">Enriquecer a las personas y las empresas con datos de acceso p\u00fablico<\/li>\n<li id=\"2669\" class=\"graf graf--li graf-after--li translation-block\">Importar firmas de correo electr\u00f3nico<\/li>\n<li id=\"d40e\" class=\"graf graf--li graf-after--li translation-block\">Comprobaci\u00f3n con los clientes que van en silencio<\/li>\n<li id=\"9c39\" class=\"graf graf--li graf-after--li translation-block\">Viendo que a\u00fan no has respondido a un email importante<\/li>\n<li id=\"313d\" class=\"graf graf--li graf-after--li translation-block\">Detectar que un cliente interact\u00faa mucho con usted<\/li>\n<li id=\"566c\" class=\"graf graf--li graf-after--li translation-block\">Desmenuzar los datos<\/li>\n<li id=\"bdcb\" class=\"graf graf--li graf-after--li translation-block\">Mover datos entre aplicaciones<\/li>\n<li id=\"c6a3\" class=\"graf graf--li graf-after--li translation-block\">Y muchas, muchas otras tareas que los vendedores afrontan con regularidad.<\/li>\n<\/ul>\n<p id=\"d61d\" class=\"graf graf--p graf-after--li translation-block\">Todas estas cosas pueden quitar mucho tiempo a los vendedores, y la pregunta es: \"\u00bfpor qu\u00e9?\".<\/p>\n<figure id=\"f5ef\" class=\"graf graf--figure graf-after--p\">\n<div class=\"aspectRatioPlaceholder is-locked\" style=\"max-width: 480px;max-height: 270px\"><\/div>\n<\/figure>\n<p id=\"6b18\" class=\"graf graf--p graf-after--figure translation-block\"><img class=\"size-full wp-image-58341 aligncenter\" src=\"https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/06\/fed-up.gif\" alt=\"fed up\" width=\"480\" height=\"270\"><\/p>\n<p class=\"graf graf--p graf-after--figure translation-block\">No es que estas cosas no tengan que ocurrir. Tambi\u00e9n son importantes, pero por razones distintas.<\/p>\n<p id=\"a4ce\" class=\"graf graf--p graf-after--p translation-block\">Y en algunos casos, las actividades que no generan ingresos pueden generar ingresos indirectamente.<\/p>\n<p id=\"a60d\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Es que no son tareas para las que necesites tus capacidades humanas \u00fanicas. Tu empat\u00eda, creatividad, etc.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h4 id=\"3a3f\" class=\"graf graf--h4 graf--leading\">\u00bfQu\u00e9 tareas no deben automatizarse?<\/h4>\n<p id=\"983a\" class=\"graf graf--p graf-after--h4 translation-block\">Tras explorar las posibilidades de la automatizaci\u00f3n de ventas, surge la pregunta: \u00bfqu\u00e9 <em class=\"markup--em markup--p-em\">no deber\u00eda<\/em> automatizar?<\/p>\n<p id=\"1ad2\" class=\"graf graf--p graf-after--p translation-block\">Una forma de explorar esto es preguntarse: \"\u00bfcu\u00e1l es el conjunto de habilidades \u00fanicas de un vendedor? \u00bfDe un ser humano?\".<\/p>\n<p id=\"ca20\" class=\"graf graf--p graf-after--p translation-block\">Desde luego, no es gestionar datos ni trabajar con ordenadores.<\/p>\n<figure id=\"282f\" class=\"graf graf--figure graf-after--p\">\n<div class=\"aspectRatioPlaceholder is-locked\" style=\"max-width: 450px;max-height: 326px\">\n<p class=\"translation-block\"><img class=\"graf-image\" src=\"https:\/\/cdn-images-1.medium.com\/max\/800\/1*ldMpbRmsxnNG0bfe_s-2dg.gif\"><\/p>\n<\/div>\n<\/figure>\n<p id=\"3d43\" class=\"graf graf--p graf-after--figure translation-block\">Lo que mejor se le da a un ser humano es tratar con otros seres humanos. Comprenderlos. Comunicarse con ellos. Ayudarles.<\/p>\n<p id=\"999d\" class=\"graf graf--p graf-after--p translation-block\">Cuando la automatizaci\u00f3n va demasiado lejos y fracasa, casi siempre es cuando se viola este principio.<\/p>\n<p id=\"1f32\" class=\"graf graf--p graf-after--p translation-block\">Algunos ejemplos modernos<\/p>\n<p id=\"9639\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Chatbots<\/strong>: La tecnolog\u00eda para <a href=\"https:\/\/www.iamdave.ai\/products\/ai-chatbot\/\">chatbots<\/a> y sus futuras aplicaciones y potencial son realmente interesantes, pero el hype que los rodea hace que la gente atribuya a estos chatbots capacidades que a\u00fan no tienen. \ud83d\udcac<\/p>\n<p id=\"a55f\" class=\"graf graf--p graf-after--p translation-block\">Y eso hace que las experiencias se rompan de verdad.<\/p>\n<p id=\"c694\" class=\"graf graf--p graf-after--p translation-block\">Claro, <a href=\"https:\/\/botscrew.com\/blog\/knowledge-base-chatbot\/\">los chatbots pueden sustituir a los formularios sencillos<\/a>, pero a\u00fan no pueden llegar al nivel de la interacci\u00f3n real entre humanos.<\/p>\n<figure id=\"4973\" class=\"graf graf--figure graf-after--p\">\n<div class=\"aspectRatioPlaceholder is-locked\" style=\"max-width: 500px;max-height: 200px\">\n<p class=\"translation-block\"><img class=\"graf-image\" src=\"https:\/\/cdn-images-1.medium.com\/max\/800\/1*yIu0ht77sXyn4Xjm-F8rWw.gif\"><\/p>\n<\/div>\n<\/figure>\n<p id=\"3790\" class=\"graf graf--p graf-after--figure\"><strong class=\"markup--strong markup--p-strong translation-block\">Correos electr\u00f3nicos a gran escala, publicaciones automatizadas en redes sociales, etc: <\/strong>Es mucho menos costoso enviar el mismo mensaje indiferenciado a cientos o miles de personas mediante la automatizaci\u00f3n de programas inform\u00e1ticos, pero si se trata de vender algo, la regla sigue siendo: primero hay que entender y luego ser entendido.<\/p>\n<p id=\"74ba\" class=\"graf graf--p graf-after--p translation-block\">Si todav\u00eda est\u00e1s pensando en difundir algo como un correo electr\u00f3nico u otro tipo de mensaje a un gran grupo de personas a la vez, aseg\u00farate de no ser vendedor. En lugar de eso, s\u00e9 divertido, vulnerable, notable... y causa una buena primera impresi\u00f3n. \ud83d\udc8c<\/p>\n<p id=\"0292\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">CRM totalmente automatizado: <\/strong>Cuando Salesflare comenz\u00f3 su andadura en 2014, descubrimos que algunas empresas intentaban automatizar totalmente los datos de CRM, sin necesidad de que interviniera el usuario. R\u00e1pidamente nos dimos cuenta de que esto no era posible.<\/p>\n<p id=\"f7ee\" class=\"graf graf--p graf-after--p translation-block\">No se puede automatizar todo. Algunas decisiones, como \"\u00bfEs este un cliente? \u00bfExiste una oportunidad de venta? \u00bfDeber\u00eda este contacto estar realmente vinculado a la cuenta?\" es mejor que las tome una persona.<\/p>\n<p id=\"e590\" class=\"graf graf--p graf-after--p translation-block\">A la gente le gusta la automatizaci\u00f3n, pero en cuanto empieza a cometer errores, pierde su valor. \ud83d\udc4e<\/p>\n<p id=\"8ef0\" class=\"graf graf--p graf-after--p translation-block\">La gente no quiere perder ese \u00faltimo nivel de control.<\/p>\n<p id=\"b7a8\" class=\"graf graf--p graf-after--p translation-block\">Por eso el Salesflare funciona con sugerencias en lugares donde la gente a\u00fan quiere control, y totalmente automatizado en otros lugares.<\/p>\n<p id=\"80cf\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">La automatizaci\u00f3n est\u00e1 aqu\u00ed para hacernos la vida m\u00e1s f\u00e1cil. Est\u00e1 aqu\u00ed para automatizar tareas rob\u00f3ticas. Para hacernos m\u00e1s humanos. No est\u00e1 aqu\u00ed para hacer a los humanos totalmente innecesarios, al menos no en un futuro pr\u00f3ximo.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h4 id=\"d41a\" class=\"graf graf--h4 graf--leading\">\u00bfC\u00f3mo automatizar la prospecci\u00f3n y el enriquecimiento?<\/h4>\n<p id=\"1414\" class=\"graf graf--p graf-after--h4 translation-block\">Adem\u00e1s del trabajo administrativo, las dos tareas que m\u00e1s tiempo consumen son la prospecci\u00f3n y el enriquecimiento.<\/p>\n<p id=\"296d\" class=\"graf graf--p graf-after--p translation-block\">\u00bfC\u00f3mo se pueden automatizar estos procesos?<\/p>\n<p id=\"f05a\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Prospecci\u00f3n<\/strong> es una actividad que requiere mucho tiempo, as\u00ed que intente automatizar las tareas que realiza habitualmente.<\/p>\n<p id=\"50e3\" class=\"graf graf--p graf-after--p translation-block\">Las partes de tu trabajo en las que te sientes como un robot, quiz\u00e1s las har\u00eda mejor un robot. \ud83e\udd16<\/p>\n<p id=\"2549\" class=\"graf graf--p graf-after--p translation-block\">Algunos ejemplos:<\/p>\n<p id=\"9e28\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Construir listas<\/strong>Si se encuentra rellenando manualmente una hoja de Excel, probablemente est\u00e9 haciendo algo mal.<\/p>\n<p id=\"d333\" class=\"graf graf--p graf-after--p translation-block\">Hoy en d\u00eda existen muchas formas de crear listas, basadas en todo tipo de par\u00e1metros. Tama\u00f1o de la empresa, geograf\u00eda, se\u00f1ales de crecimiento, tecnolog\u00eda utilizada en su sitio, etc. Eso deber\u00eda hacerse definitivamente con una buena herramienta de software. Por ejemplo, hay un mont\u00f3n de posibilidades para <a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/blog.salesflare.com\/es\/herramientas-de-generacion-de-contactos\/#outbound\" target=\"_blank\" rel=\"noopener\">generaci\u00f3n de leads usando herramientas sobre LinkedIn<\/a>.<\/p>\n<p id=\"5f82\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Tener un primer toque<\/strong>: Esto no quiere decir que debas empezar a enviar correos electr\u00f3nicos indiferenciados al azar. Como ya hemos dicho, esa es la forma equivocada de automatizar.<\/p>\n<p id=\"bb11\" class=\"graf graf--p graf-after--p translation-block\">En su lugar, piense en formas m\u00e1s amistosas de establecer el primer contacto. Intenta conectar con el p\u00fablico.<\/p>\n<figure id=\"2772\" class=\"graf graf--figure graf-after--p\"><\/figure>\n<p class=\"graf graf--p graf-after--figure translation-block\"><img class=\"size-full wp-image-58317 aligncenter\" src=\"https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/06\/how-do-you-do-fellow-kids-3.gif\" alt=\"\u00bfC\u00f3mo est\u00e1n, amigos?\" width=\"500\" height=\"282\"><\/p>\n<p class=\"graf graf--p graf-after--figure translation-block\">Un post en LinkedIn, un art\u00edculo interesante en un blog, una historia divertida... hazlo p\u00fablico. Comprueba si a la gente le gusta. Interact\u00faa con \u00e9l.<\/p>\n<p id=\"7c99\" class=\"graf graf--p graf-after--p translation-block\">Si vas a enviar correos electr\u00f3nicos a la gente, bien, pero aseg\u00farate de que no se parecen a ning\u00fan otro correo que hayan visto en su bandeja de entrada. Y que te propongas iniciar una relaci\u00f3n, no vender algo. \ud83e\udd1d<\/p>\n<p id=\"4fe0\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Creaci\u00f3n de puntos de contacto<\/strong>: Ahora hay muchas formas de mantenerse en contacto antes de que alguien de su audiencia se convierta en un buen cliente potencial.<\/p>\n<p id=\"8f3e\" class=\"graf graf--p graf-after--p translation-block\">Sigue construyendo esa relaci\u00f3n mediante anuncios en Facebook, participaci\u00f3n en redes sociales, en grupos... averigua qu\u00e9 es lo que mejor funciona para tu p\u00fablico y d\u00f3nde quiere participar. Y luego dir\u00edgete all\u00ed. \ud83c\udfc3\u200d<\/p>\n<p id=\"0455\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Enriquecimiento<\/strong> deber\u00eda ser bastante f\u00e1cil de automatizar. Extrae algunos datos de la API de FullContact o de Clearbit. Habla con otras APIs.<\/p>\n<p id=\"e9c2\" class=\"graf graf--p graf-after--p translation-block\">A nivel de CRM, muchos CRM dicen: \"puede integrarse con Clearbit si lo desea\".<\/p>\n<p id=\"1435\" class=\"graf graf--p graf-after--p translation-block\">Vas al sitio de Clearbit, introduces los datos de tu tarjeta de cr\u00e9dito y configuras la integraci\u00f3n. \u00bfPor qu\u00e9 complicarlo tanto? \ud83d\ude45\u200d<\/p>\n<p id=\"2a07\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Lo hemos integrado todo en Salesflare y lo hemos incluido en el plan, porque creemos que es muy b\u00e1sico y que no deber\u00eda perder el tiempo configurando estas cosas usted mismo. Adem\u00e1s, los usuarios se benefician de una integraci\u00f3n m\u00e1s estrecha e inteligente.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h4 id=\"ef17\" class=\"graf graf--h4 graf--leading\">Mejores pr\u00e1cticas de lead scoring<\/h4>\n<p id=\"5c0d\" class=\"graf graf--p graf-after--h4 translation-block\">La puntuaci\u00f3n de clientes potenciales se realiza tradicionalmente en dos direcciones:<\/p>\n<ul class=\"postList\">\n<li id=\"53f5\" class=\"graf graf--li graf-after--p translation-block\">\u00bfQu\u00e9 inter\u00e9s tiene la pista para nosotros?<\/li>\n<li id=\"af7c\" class=\"graf graf--li graf-after--li translation-block\">\u00bfQu\u00e9 inter\u00e9s tiene el plomo en nosotros?<\/li>\n<\/ul>\n<p id=\"cbdb\" class=\"graf graf--p graf-after--li translation-block\">Obviamente, se puede establecer alg\u00fan sistema general que haga alguna puntuaci\u00f3n sobre los niveles de inter\u00e9s en las dos direcciones diferentes:<\/p>\n<ul class=\"postList\">\n<li id=\"b38e\" class=\"graf graf--li graf-after--p\"><strong class=\"markup--strong markup--li-strong translation-block\">\u00bfQu\u00e9 inter\u00e9s tiene la pista para nosotros?<\/strong>: \u00bfCu\u00e1l es el tama\u00f1o de la empresa? \u00bfEstoy hablando con la persona adecuada? \u00bfEst\u00e1n creciendo?<\/li>\n<li id=\"8562\" class=\"graf graf--li graf-after--li\"><strong class=\"markup--strong markup--li-strong translation-block\">\u00bfQu\u00e9 inter\u00e9s tiene el plomo en nosotros?<\/strong>: \u00bfAbren nuestros correos electr\u00f3nicos? \u00bfHacen clic? \u00bfVisitan nuestro sitio web? Esta segunda parte se denomina \"hotness\" en Salesflare, y le avisa incluso de sus clientes potenciales m\u00e1s interesantes.<\/li>\n<\/ul>\n<figure id=\"a672\" class=\"graf graf--figure graf-after--li\">\n<div class=\"aspectRatioPlaceholder is-locked\" style=\"max-width: 500px;max-height: 362px\">\n<p class=\"translation-block\"><img class=\"graf-image\" src=\"https:\/\/cdn-images-1.medium.com\/max\/800\/1*l5k7Uw7ZQaLS0iEC5CIkdQ.gif\"><\/p>\n<\/div>\n<\/figure>\n<p id=\"4fcc\" class=\"graf graf--p graf-after--figure translation-block\">Pero si nos fijamos en lo que realmente convertir\u00e1 un cliente potencial en una venta, en el caso de las empresas de SaaS suele estar a otro nivel. Hay otros par\u00e1metros que pueden predecir mucho mejor si va a ser una venta y si merece la pena dedicarle tu tiempo o no. \u23f3<\/p>\n<p id=\"f17a\" class=\"graf graf--p graf-after--p translation-block\">Esta m\u00e9trica de la estrella polar es tan popular hoy en d\u00eda. Para Slack, se trata de cu\u00e1ntos mensajes se intercambian en un equipo. Para nosotros, en Salesflare, se trata de la cantidad de clientes creados. Su valor predictivo es obviamente mucho mayor que si la gente abre tus correos electr\u00f3nicos. \ud83d\udcec<\/p>\n<p id=\"f58e\" class=\"graf graf--p graf-after--p translation-block\">Eso no significa necesariamente que una m\u00e9trica pueda abarcarlo todo. Pero es bueno pensar en lo que significa captar un cliente potencial lo suficiente como para convertirlo en un acuerdo. Medirlo. Mejorarlo.<\/p>\n<p id=\"7e09\" class=\"graf graf--p graf-after--p translation-block\">En eso consiste el verdadero lead scoring. \ud83d\udc4d<\/p>\n<p id=\"3b55\" class=\"graf graf--p graf-after--p translation-block\">Y, por supuesto, debes sincronizarlo con tu CRM. Filtre sus clientes bas\u00e1ndose en \u00e9l. Centra tus esfuerzos en los clientes potenciales adecuados.<\/p>\n<p id=\"53e5\" class=\"graf graf--p graf-after--p translation-block\">Es una nueva forma de cualificar a los clientes potenciales.<\/p>\n<p id=\"0342\" class=\"graf graf--p graf-after--p translation-block\">No sustituye totalmente a la antigua forma de cualificaci\u00f3n, que consiste en decidir qu\u00e9 clientes potenciales tienen m\u00e1s posibilidades de convertirse en acuerdos, bas\u00e1ndose en la presencia de un presupuesto, si se est\u00e1 hablando con la autoridad adecuada, si tienen necesidades y plazos definidos o no (de lo contrario, <a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/blog.vainu.io\/bant-qualify-sales-prospects\/\" target=\"_blank\" rel=\"noopener\">conocida como la buena y vieja cualificaci\u00f3n BANT<\/a>).<\/p>\n<p id=\"88aa\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Pero <em class=\"markup--em markup--p-em\">es<\/em> una forma m\u00e1s reflexiva de pensar relacionada con su producto o servicio y se centra m\u00e1s a menudo en el \u00e9xito de un cliente que en criterios de venta generalizados.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h4 id=\"bd0c\" class=\"graf graf--h4 graf--leading\">Sus herramientas de automatizaci\u00f3n de ventas<\/h4>\n<p id=\"4554\" class=\"graf graf--p graf-after--h4 translation-block\">Cuando se trata de encontrar las herramientas adecuadas para su empresa, hay un mont\u00f3n de herramientas interesantes por ah\u00ed, pero es m\u00e1s acerca de lo que est\u00e1 tratando de hacer y por qu\u00e9.<\/p>\n<p id=\"d921\" class=\"graf graf--p graf-after--p translation-block\">Es importante no perder de vista el factor humano. Y siempre \"hacer primero las cosas que no escalan\". Ser plenamente humanos primero, y solo despu\u00e9s ceder parte de ese trabajo a los robots.<\/p>\n<figure id=\"4524\" class=\"graf graf--figure graf-after--p\">\n<div class=\"aspectRatioPlaceholder is-locked\" style=\"max-width: 500px;max-height: 267px\">\n<div class=\"aspectRatioPlaceholder-fill\" style=\"padding-bottom: 53.400000000000006%\"><\/div>\n<p class=\"translation-block\"><img class=\"graf-image\" src=\"https:\/\/cdn-images-1.medium.com\/max\/800\/1*DTJK5wKdk-gAzmX3wvh8kg.gif\"><\/p>\n<\/div>\n<\/figure>\n<p id=\"c75f\" class=\"graf graf--p graf-after--figure translation-block\">Si descubre que su p\u00fablico est\u00e1 en Facebook, o en LinkedIn, o que es mejor llegar a ellos por correo electr\u00f3nico, tenemos gu\u00edas para todo ello en el <a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/blog.salesflare.com\/es\/growth-hacking\" target=\"_blank\" rel=\"noopener\">blog de Salesflare<\/a>.<\/p>\n<p id=\"ef07\" class=\"graf graf--p graf-after--p translation-block\">Estas gu\u00edas profundizan en c\u00f3mo puedes aprovechar los datos y las herramientas para conectar con tu audiencia de forma m\u00e1s eficiente y quiz\u00e1 incluso m\u00e1s eficaz. \ud83d\udcaa<\/p>\n<p id=\"5e76\" class=\"graf graf--p graf-after--p translation-block\">Pero primero, hable de verdad con su p\u00fablico. Conecte con ellos. Compr\u00e9ndalos. No te lances a la automatizaci\u00f3n ni a las herramientas. Hazlo todo primero, hasta que te canses.<\/p>\n<p id=\"eca4\" class=\"graf graf--p graf-after--p translation-block\">Entonces puedes pararte a pensar: \"\u00bfy si automatizo esta parte?\". \ud83e\udd14<\/p>\n<p id=\"8203\" class=\"graf graf--p graf-after--p translation-block\">Y sabr\u00e1 exactamente c\u00f3mo hacerlo de forma que no rompa la experiencia humana real.<\/p>\n<p id=\"138d\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">No utilicemos la automatizaci\u00f3n para crear m\u00e1s comunicaci\u00f3n robotizada y acabemos ahog\u00e1ndonos en ella. Trabajemos por un mundo m\u00e1s humano, en el que podamos centrarnos y dedicar m\u00e1s tiempo a nuestra humanidad. \ud83d\udc6b<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"b2cd\" class=\"graf graf--p graf--leading graf--trailing translation-block\">Gracias a Andrei Zinkevich por invitarnos a la sesi\u00f3n de Facebook Live. Fue una hora divertida y llena de grandes debates. \ud83d\ude0e<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body section--last\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"ff89\" class=\"graf graf--p graf--leading\"><em class=\"markup--em markup--p-em translation-block\">Esperamos que te haya gustado este post. Si es as\u00ed, \u00a1dif\u00fandelo!<\/em><\/p>\n<p id=\"9752\" class=\"graf graf--p graf-after--p\"><em class=\"markup--em markup--p-em translation-block\">Para m\u00e1s informaci\u00f3n sobre startups, marketing de crecimiento y ventas:<\/em><\/p>\n<p id=\"90d3\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\"><em class=\"markup--em markup--p-em\">\ud83d\udc49 <\/em><\/strong><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/salesflare.typeform.com\/to\/Pi0dBQ\" target=\"_blank\" rel=\"noopener\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">suscr\u00edbase aqu\u00ed<\/em><\/strong><\/a><\/p>\n<p id=\"43f3\" class=\"graf graf--p graf-after--p graf--trailing\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">\ud83d\udc49 seguir @salesflare en <\/em><\/strong><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/twitter.com\/salesflare\" target=\"_blank\" rel=\"noopener\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">Twitter<\/em><\/strong><\/a><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\"> o <\/em><\/strong><strong class=\"markup--strong markup--p-strong translation-block\"><em class=\"markup--em markup--p-em\"><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/www.facebook.com\/salesflare\/\" target=\"_blank\" rel=\"noopener\">Facebook<\/a><\/em><\/strong><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"<p>Sales Automation 101: Highlights from our talk with Andrei Zinkevich Our co-founder Jeroen Corthout recently joined Andrei Zinkevich, founder of [&hellip;]<\/p>\n","protected":false},"author":10,"featured_media":55951,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[77],"tags":[],"wl_entity_type":[122],"class_list":["post-55949","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-about-sales-automation","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - 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