{"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\/it\/automazione-delle-vendite-il-futuro-del-software-crm-7e9abd83d8a","title":{"rendered":"Automazione delle vendite: il futuro del software CRM"},"content":{"rendered":"<article class=\"h-entry\">\n<header>\n<h1 id=\"1440\" class=\"graf graf--h3 graf--leading graf--title\">Automazione delle vendite: il futuro del software CRM<\/h1>\n<h2 class=\"h2-subheader\">Gli esperti guardano al futuro: Joel Capperella<\/h2>\n<\/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<p id=\"5098\" class=\"graf graf--p graf-after--h4\"><em class=\"markup--em markup--p-em translation-block\">Joel 'Cap' Capperella \u00e8 un imprenditore solitario che si occupa di aiutare le piccole imprese a migliorare il proprio marketing e le vendite. Vanta oltre 20 anni di esperienza nel marketing di software e SaaS, lavorando sia con grandi aziende come Oracle sia con piccole startup. Collabora attivamente con alcune delle pi\u00f9 influenti pubblicazioni economiche, come l'Huffington Post, Entrepreneur.com e FastCompany. Abbiamo incontrato Joel per conoscere le sue idee sul futuro dell'automazione delle vendite.<\/em><\/p>\n<\/div>\n<div class=\"section-inner sectionLayout--fullWidth\">\n<figure id=\"887e\" class=\"graf graf--figure graf--layoutFillWidth graf-after--p\">\n<div class=\"aspectRatioPlaceholder is-locked\"><img decoding=\"async\" class=\"graf-image alignnone\" src=\"\/wp-content\/uploads\/2017\/01\/1sEhaFLm4X_vl6wLbIZzHrA-2.jpeg\" alt=\"L&#039;automazione delle vendite consiste nel far s\u00ec che il software si occupi della gestione delle vendite in modo che i venditori possano concentrarsi sul contatto umano, di Joel Capperella\" width=\"1750\" height=\"684\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"section-inner sectionLayout--insetColumn\">\n<h3 id=\"9212\" class=\"graf graf--h3 graf-after--figure\"><strong class=\"markup--strong markup--h3-strong\">Cosa significa per voi automazione delle vendite?<\/strong><\/h3>\n<p id=\"7f32\" class=\"graf graf--p graf-after--h3 translation-block\">\u00c8 un'ottima domanda. Per me, si tratta principalmente di rendere la gestione delle vendite meno onerosa, in termini di tempo ed energia. L'automazione delle vendite \u00e8 tutto ci\u00f2 che rende pi\u00f9 facile per il venditore entrare in contatto con i potenziali clienti, farli entrare nella pipeline e successivamente accelerare il percorso lungo la pipeline. Tutto si riduce all'eliminazione delle barriere che ostacolano la connessione, il coinvolgimento, l'ascolto e la costruzione di relazioni.<\/p>\n<h3 id=\"7c42\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Qual \u00e8 la sua visione dell'automazione delle vendite?<\/strong><\/h3>\n<p id=\"2514\" class=\"graf graf--p graf-after--h3 translation-block\">Dovrebbe rientrare nell'idea pi\u00f9 ampia che i dati siano al servizio delle persone in un'organizzazione e non viceversa.<\/p>\n<p id=\"8535\" class=\"graf graf--p graf-after--p translation-block\">Il CRM ha iniziato ad essere focalizzato principalmente sulla gestione delle vendite, investendo molto tempo e risorse nei dati piuttosto che nelle persone. Questa logica si sta invertendo: i dati e gli algoritmi lavorano sempre pi\u00f9 per le persone, anzich\u00e9 il contrario.<\/p>\n<p id=\"e9c0\" class=\"graf graf--p graf-after--p translation-block\">Questa \u00e8 la direzione che dovrebbe prendere l'automazione delle vendite: il software non solo dovrebbe consentire una gestione delle vendite rapida e mirata, ma soprattutto il CRM dovrebbe cambiare in modo da concentrarsi maggiormente sull'elemento umano della vendita. Il nuovo CRM consiste nel vendere come se le persone fossero importanti.<\/p>\n<p id=\"8b4e\" class=\"graf graf--p graf-after--p translation-block\">Stiamo assistendo alle stesse tendenze nel settore delle risorse umane. &lt;Gli strumenti di gestione delle risorse umane<\/a> un tempo ruotavano attorno alle attivit\u00e0 amministrative necessarie per <a href=\"https:\/\/www.spikenow.com\/blog\/productivity\/workforce-analytics\/\">gestire la forza lavoro<\/a>. Oggi, invece, il <a href=\"https:\/\/www.tankhwapatra.com\/hr-management\/\">software HR<\/a> sta diventando sempre pi\u00f9 incentrato sulle persone. Si tratta di <a href=\"https:\/\/www.goco.io\/blog\/what-is-quiet-quitting-keep-top-talent-engaged\/\">mantenere i dipendenti impegnati<\/a>, connessi e produttivi. Li aiuta a svolgere il proprio lavoro in modo pi\u00f9 efficace e a gestire lo sviluppo della propria carriera in modo pi\u00f9 personale.<\/p>\n<p id=\"3820\" class=\"graf graf--p graf-after--p translation-block\">Per me, le vendite e le persone (HR) sono collegate come due lati di un cerchio. Sembrano opposti, eppure sono molto legati. Non si possono fare vendite senza dipendenti e non si possono assumere persone senza vendite. Un software che aiuti entrambe le parti, mettendo le persone al centro e i dati al loro servizio, render\u00e0 il rapporto tra persone e vendite nelle organizzazioni ancora pi\u00f9 circolare, come dovrebbe essere.<\/p>\n<h3 id=\"0946\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Quali sono i vostri migliori consigli\/linee guida per l'automazione delle vendite?<\/strong><\/h3>\n<p id=\"6982\" class=\"graf graf--p graf-after--h3 translation-block\">Ci sono cos\u00ec tante informazioni in giro. E sono sempre di pi\u00f9 ogni giorno. Da qualche parte in quel mucchio di dati c'\u00e8 l'informazione esatta, spesso una combinazione di dati, di cui avete bisogno.<\/p>\n<p id=\"bbce\" class=\"graf graf--p graf-after--p translation-block\">Utilizzate un software che vi consenta di raggiungere con estrema facilit\u00e0 quell'unica informazione, sempre e comunque. La vera magia consiste nel riunire pi\u00f9 strumenti in un unico luogo, in modo da poter utilizzare immediatamente le informazioni per ottenere risultati.<\/p>\n<h3 id=\"ddf0\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Quali strumenti di automazione delle vendite state utilizzando?<\/strong><\/h3>\n<p id=\"cdcc\" class=\"graf graf--p graf-after--h3 translation-block\">Attualmente utilizzo HubSpot CRM, non Salesflare, soprattutto perch\u00e9 ho fatto un ottimo affare. L'ho integrato con ActiveCampaign, la mia piattaforma di <a href=\"https:\/\/shanebarker.com\/blog\/b2b-marketing-tools\/\">marketing automation<\/a>. Utilizzo Zapier per automatizzare le attivit\u00e0 tra Evernote, Google Sheets e il mio CRM. Per avere una mano in pi\u00f9 ad aiutarmi con il design, a trovare indirizzi e-mail o cose del genere, mi rivolgo a Upwork.<\/p>\n<h3 id=\"d5ca\" class=\"graf graf--h3 graf-after--p\"><strong class=\"markup--strong markup--h3-strong\">Ci sono tattiche che vorreste condividere?<\/strong><\/h3>\n<p id=\"c2ec\" class=\"graf graf--p graf-after--h3 translation-block\">Sono un grande sostenitore dei contenuti. I contenuti sono un modo enorme per entrare in contatto con i clienti e coinvolgerli, inoltre possono essere utilizzati in tutte le diverse fasi del processo di vendita. Il segreto \u00e8 misurare attentamente il tipo di contenuto che funziona meglio nelle diverse fasi.<\/p>\n<p id=\"e55e\" class=\"graf graf--p graf-after--p translation-block\">Ad esempio, imposto una serie automatica di e-mail dopo un'offerta specifica. Per ognuna di esse traccer\u00f2 la reazione del destinatario: quanto tempo impiega a reagire, quanto spesso ha aperto l'e-mail, se visita il mio sito web e per quanto tempo, ecc.<\/p>\n<p id=\"c8cb\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Queste metriche di coinvolgimento definiscono quanto tempo dovr\u00f2 dedicare a una persona per ottenere una conversione.<\/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=\"460e\" class=\"graf graf--p graf--leading graf--trailing\"><em class=\"markup--em markup--p-em translation-block\">Cosa significa per voi automazione delle vendite? <\/em><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/ctt.ec\/0UIue\" target=\"_blank\" rel=\"noopener noreferrer\"><em class=\"markup--em markup--p-em\">Twitta a (@salesflare), con #salesautomation!<\/em><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"<p>Gli esperti guardano al futuro: Joel Capperella<\/p>","protected":false},"author":1,"featured_media":54660,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[73],"tags":[],"wl_entity_type":[122],"class_list":["post-458","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-thought-leaders","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales automation: the future of CRM software | Salesflare Blog<\/title>\n<meta name=\"description\" content=\"Find out about the future of CRM software from leading expert Joel Capperella who 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