{"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\/pt\/automacao-de-vendas-o-futuro-do-software-de-crm-7e9abd83d8a","title":{"rendered":"Automa\u00e7\u00e3o de vendas: o futuro do software de CRM"},"content":{"rendered":"
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Automa\u00e7\u00e3o de vendas: o futuro do software de CRM<\/h1>\n

Especialistas olhando para o futuro: Joel Capperella<\/h2>\n<\/header>\n
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Joel 'Cap' Capperella \u00e9 um empreendedor individual que ajuda pequenas empresas a melhorar seu marketing e suas vendas. Ele tem mais de 20 anos de experi\u00eancia em marketing de software e SaaS, trabalhando tanto com grandes empresas, como a Oracle, quanto com startups menores. Ele \u00e9 um colaborador ativo de algumas das publica\u00e7\u00f5es de neg\u00f3cios mais influentes, como The Huffington Post, Entrepreneur.com e FastCompany. Conversamos com Joel para saber o que ele pensa sobre o futuro da automa\u00e7\u00e3o de vendas.<\/em><\/p>\n<\/div>\n

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O que significa automa\u00e7\u00e3o de vendas para voc\u00ea?<\/strong><\/h3>\n

Essa \u00e9 uma pergunta muito boa. Para mim, trata-se principalmente de tornar o gerenciamento de vendas menos oneroso, em termos de tempo e energia. A automa\u00e7\u00e3o de vendas \u00e9 tudo o que torna mais f\u00e1cil para o vendedor se conectar com clientes em potencial, coloc\u00e1-los no pipeline e, posteriormente, acelerar a jornada ao longo do pipeline. Tudo se resume \u00e0 remo\u00e7\u00e3o de barreiras para conectar, envolver, ouvir e construir relacionamentos.<\/p>\n

Qual \u00e9 a sua vis\u00e3o da automa\u00e7\u00e3o de vendas?<\/strong><\/h3>\n

Ele deve se encaixar na ideia mais ampla de que os dados servem \u00e0s pessoas em uma organiza\u00e7\u00e3o e n\u00e3o o contr\u00e1rio.<\/p>\n

O CRM come\u00e7ou a se concentrar principalmente no gerenciamento de vendas, com muito tempo e recursos sendo investidos em dados em vez de pessoas. Essa l\u00f3gica est\u00e1 sendo invertida, pois os dados e os algoritmos est\u00e3o cada vez mais trabalhando para as pessoas, e n\u00e3o o contr\u00e1rio.<\/p>\n

Essa \u00e9 a dire\u00e7\u00e3o que a automa\u00e7\u00e3o de vendas deve tomar: o software n\u00e3o deve apenas permitir um gerenciamento de vendas r\u00e1pido e bem focado, mas, o que \u00e9 mais importante, o CRM tamb\u00e9m deve mudar para se concentrar mais no elemento humano da venda. O novo CRM trata de vender como se as pessoas fossem importantes.<\/p>\n

Estamos vendo as mesmas tend\u00eancias no RH. As ferramentas de gerenciamento de RH<\/a> costumavam girar em torno de tarefas administrativas necess\u00e1rias para gerenciar uma for\u00e7a de trabalho<\/a>. No entanto, atualmente, o software de RH<\/a> est\u00e1 se tornando cada vez mais centrado nas pessoas. Ele est\u00e1 mantendo os funcion\u00e1rios envolvidos<\/a>, conectados e produtivos. Ele os ajuda a realizar seus trabalhos com mais efici\u00eancia e a gerenciar o desenvolvimento de suas carreiras de forma mais pessoal.<\/p>\n

Para mim, vendas e pessoas (RH) est\u00e3o conectadas como dois lados de um c\u00edrculo. Eles parecem opostos, mas est\u00e3o muito relacionados. N\u00e3o \u00e9 poss\u00edvel fazer vendas sem funcion\u00e1rios e n\u00e3o \u00e9 poss\u00edvel contratar pessoas sem vendas. Um software que ajude os dois lados, colocando as pessoas no centro e os dados a seu servi\u00e7o, tornar\u00e1 a rela\u00e7\u00e3o entre pessoas e vendas nas organiza\u00e7\u00f5es ainda mais circular, como deveria ser.<\/p>\n

Quais s\u00e3o suas melhores dicas\/orienta\u00e7\u00f5es sobre automa\u00e7\u00e3o de vendas?<\/strong><\/h3>\n

H\u00e1 muitas informa\u00e7\u00f5es por a\u00ed. E elas aumentam cada vez mais a cada dia. Em algum lugar dessa pilha de dados est\u00e1 a informa\u00e7\u00e3o exata, geralmente uma combina\u00e7\u00e3o de bits de dados, de que voc\u00ea precisa.<\/p>\n

Use um software que facilite muito o acesso a essa \u00fanica informa\u00e7\u00e3o, sempre. A verdadeira m\u00e1gica \u00e9 ter v\u00e1rias ferramentas reunidas em um s\u00f3 lugar, para que voc\u00ea possa usar imediatamente as informa\u00e7\u00f5es para obter resultados.<\/p>\n

Quais ferramentas de automa\u00e7\u00e3o de vendas voc\u00ea est\u00e1 usando?<\/strong><\/h3>\n

No momento, estou usando o HubSpot CRM, n\u00e3o o Salesflare, principalmente porque consegui um bom neg\u00f3cio com ele. Eu o integrei ao ActiveCampaign, minha plataforma de automa\u00e7\u00e3o de marketing<\/a>. Uso o Zapier para automatizar tarefas entre o Evernote, o Google Sheets e meu CRM. Para obter ajuda extra com algum trabalho de design, encontrar endere\u00e7os de e-mail ou algo do g\u00eanero, recorro ao Upwork.<\/p>\n

Tem alguma t\u00e1tica que gostaria de compartilhar?<\/strong><\/h3>\n

Acredito muito em conte\u00fado. O conte\u00fado \u00e9 uma excelente maneira de se conectar e envolver, al\u00e9m de poder ser usado em todos os diferentes est\u00e1gios do processo de vendas. O segredo \u00e9 medir cuidadosamente que tipo de conte\u00fado est\u00e1 funcionando melhor em diferentes est\u00e1gios.<\/p>\n

Por exemplo, eu defino uma s\u00e9rie autom\u00e1tica de e-mails ap\u00f3s uma oferta espec\u00edfica. Para cada um deles, rastreio a rea\u00e7\u00e3o do destinat\u00e1rio; quanto tempo ele leva para reagir, com que frequ\u00eancia ele abriu o e-mail, se visitou meu site e por quanto tempo etc.<\/p>\n

Essas m\u00e9tricas de engajamento definem quanto tempo terei de gastar com uma pessoa at\u00e9 a convers\u00e3o.<\/p>\n<\/div>\n<\/div>\n<\/section>\n

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O que significa automa\u00e7\u00e3o de vendas para voc\u00ea? <\/em>Envie um tweet para n\u00f3s em (@salesflare), com #salesautomation!<\/em><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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