{"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\/pt\/automacao-de-vendas-101-destaques-de-nossa-conversa-com-andrei-zinkevich-1f8249e443e2-2","title":{"rendered":"Automa\u00e7\u00e3o de vendas 101: Destaques de nossa conversa com 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\">Automa\u00e7\u00e3o de vendas 101: Destaques de nossa conversa com Andrei Zinkevich<\/h1>\n<p id=\"0e41\" class=\"graf graf--p graf-after--h3 translation-block\">Nosso cofundador, Jeroen Corthout, juntou-se recentemente a Andrei Zinkevich, fundador da <a href=\"https:\/\/getleado.com\/\">Getleado<\/a>, em uma sess\u00e3o do Facebook Live para falar sobre automa\u00e7\u00e3o de vendas.<\/p>\n<p id=\"a5ce\" class=\"graf graf--p graf-after--p translation-block\">Ent\u00e3o, por que a automa\u00e7\u00e3o de vendas \u00e9 um t\u00f3pico t\u00e3o importante?<\/p>\n<p id=\"6604\" class=\"graf graf--p graf-after--p translation-block\">Bem, de acordo com o InsideSales.com, quase dois ter\u00e7os (64,8%) do tempo dos representantes, em m\u00e9dia, s\u00e3o gastos em atividades que n\u00e3o geram receita. O que, na verdade, significa grandes perdas para as empresas. \ud83d\udcc9<\/p>\n<p id=\"4f17\" class=\"graf graf--p graf-after--p translation-block\">Basta dizer que a automa\u00e7\u00e3o de vendas \u00e9 fundamental para o sucesso de uma empresa.<\/p>\n<p id=\"a605\" class=\"graf graf--p graf-after--p translation-block\">Vamos nos aprofundar nos principais destaques da discuss\u00e3o!<\/p>\n<p id=\"3335\" class=\"graf graf--p graf-after--p graf--trailing\"><em class=\"markup--em markup--p-em translation-block\">Voc\u00ea perdeu o evento ao vivo? Voc\u00ea pode <\/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\">confira o replay aqui<\/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\">Quais tarefas de vendas devem ser automatizadas e de que forma?<\/h4>\n<p id=\"23ae\" class=\"graf graf--p graf-after--h4 translation-block\">Para simplificar: tudo o que n\u00e3o envolve suas capacidades humanas exclusivas deve ser automatizado.<\/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\">H\u00e1 muitas coisas em que os rob\u00f4s s\u00e3o melhores do que n\u00f3s, por exemplo:<\/p>\n<ul class=\"postList\">\n<li id=\"c43d\" class=\"graf graf--li graf-after--p translation-block\">Reunir dados de e-mail, calend\u00e1rios, telefone, etc.<\/li>\n<li id=\"d61f\" class=\"graf graf--li graf-after--li translation-block\">Manter o controle de conversas completas<\/li>\n<li id=\"78d0\" class=\"graf graf--li graf-after--li translation-block\">Manter o controle de todos os arquivos que voc\u00ea trocou<\/li>\n<li id=\"15c0\" class=\"graf graf--li graf-after--li translation-block\">Criar visibilidade entre os colegas de equipe nas conversas com os clientes<\/li>\n<li id=\"7238\" class=\"graf graf--li graf-after--li translation-block\">Enriquecimento de pessoas e empresas com dados dispon\u00edveis publicamente<\/li>\n<li id=\"2669\" class=\"graf graf--li graf-after--li translation-block\">Importa\u00e7\u00e3o de assinaturas de e-mail<\/li>\n<li id=\"d40e\" class=\"graf graf--li graf-after--li translation-block\">Verificar com os clientes que est\u00e3o ficando quietos<\/li>\n<li id=\"9c39\" class=\"graf graf--li graf-after--li translation-block\">Ver que voc\u00ea ainda n\u00e3o respondeu a um e-mail importante<\/li>\n<li id=\"313d\" class=\"graf graf--li graf-after--li translation-block\">Detectar que um cliente est\u00e1 interagindo muito com voc\u00ea<\/li>\n<li id=\"566c\" class=\"graf graf--li graf-after--li translation-block\">Corte de dados<\/li>\n<li id=\"bdcb\" class=\"graf graf--li graf-after--li translation-block\">Mover dados entre aplicativos<\/li>\n<li id=\"c6a3\" class=\"graf graf--li graf-after--li translation-block\">E muitas, muitas outras tarefas que os vendedores realizam regularmente!<\/li>\n<\/ul>\n<p id=\"d61d\" class=\"graf graf--p graf-after--li translation-block\">Todas essas coisas podem tomar muito tempo dos vendedores, e a pergunta \u00e9: \"por qu\u00ea?\"<\/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=\"farto\" width=\"480\" height=\"270\"><\/p>\n<p class=\"graf graf--p graf-after--figure translation-block\">N\u00e3o \u00e9 que essas coisas n\u00e3o precisem acontecer. Elas tamb\u00e9m s\u00e3o importantes, mas por motivos diferentes.<\/p>\n<p id=\"a4ce\" class=\"graf graf--p graf-after--p translation-block\">E, em alguns casos, as atividades que n\u00e3o geram receita podem, na verdade, gerar receita indiretamente.<\/p>\n<p id=\"a60d\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">S\u00f3 que essas n\u00e3o s\u00e3o tarefas para as quais voc\u00ea precisa de suas capacidades humanas exclusivas. Sua empatia, criatividade, 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\">Quais tarefas n\u00e3o devem ser automatizadas?<\/h4>\n<p id=\"983a\" class=\"graf graf--p graf-after--h4 translation-block\">Depois de explorar as possibilidades da automa\u00e7\u00e3o de vendas, surge a pergunta: o que voc\u00ea n\u00e3o deve automatizar?<\/p>\n<p id=\"1ad2\" class=\"graf graf--p graf-after--p translation-block\">Uma maneira de explorar isso \u00e9 perguntar: \"qual \u00e9 o conjunto de habilidades exclusivas de um vendedor? De um ser humano?\"<\/p>\n<p id=\"ca20\" class=\"graf graf--p graf-after--p translation-block\">Certamente n\u00e3o se trata de gerenciar dados ou trabalhar com computadores.<\/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\">A \u00fanica coisa em que os seres humanos s\u00e3o excepcionalmente bons \u00e9 em lidar com outros seres humanos. Entend\u00ea-los. Comunicar-se com eles. Ajud\u00e1-los.<\/p>\n<p id=\"999d\" class=\"graf graf--p graf-after--p translation-block\">Quando a automa\u00e7\u00e3o vai longe demais e falha, \u00e9 quase sempre quando esse princ\u00edpio \u00e9 violado.<\/p>\n<p id=\"1f32\" class=\"graf graf--p graf-after--p translation-block\">Alguns exemplos modernos<\/p>\n<p id=\"9639\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Chatbots<\/strong>: A tecnologia para <a href=\"https:\/\/www.iamdave.ai\/products\/ai-chatbot\/\">chatbots<\/a> e suas futuras aplica\u00e7\u00f5es e potencial s\u00e3o realmente interessantes, mas o hype em torno deles faz com que as pessoas atribuam a esses chatbots capacidades que eles ainda n\u00e3o t\u00eam. \ud83d\udcac<\/p>\n<p id=\"a55f\" class=\"graf graf--p graf-after--p translation-block\">E isso gera experi\u00eancias realmente ruins.<\/p>\n<p id=\"c694\" class=\"graf graf--p graf-after--p translation-block\">\u00c9 claro que os <a href=\"https:\/\/botscrew.com\/blog\/knowledge-base-chatbot\/\">chatbots podem substituir formul\u00e1rios simples<\/a>, mas eles ainda n\u00e3o conseguem atingir o n\u00edvel de uma verdadeira intera\u00e7\u00e3o 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\">E-mails em grande escala, publica\u00e7\u00f5es automatizadas em m\u00eddias sociais, etc: <\/strong>\u00c9 muito menos trabalhoso enviar a mesma mensagem indiferenciada para centenas ou milhares de pessoas usando automa\u00e7\u00e3o de software, mas se estiver tentando vender algo, a regra ainda \u00e9: procure primeiro entender e depois ser entendido.<\/p>\n<p id=\"74ba\" class=\"graf graf--p graf-after--p translation-block\">Se voc\u00ea ainda estiver pensando em divulgar algo como um e-mail ou outro tipo de mensagem para um grande grupo de pessoas de uma s\u00f3 vez, certifique-se de n\u00e3o ser vendedor. Em vez disso, seja engra\u00e7ado, vulner\u00e1vel, not\u00e1vel - e cause uma boa primeira impress\u00e3o. \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>Quando a Salesflare come\u00e7ou em 2014, descobrimos algumas empresas tentando automatizar totalmente os dados de CRM, sem precisar de nenhuma interven\u00e7\u00e3o do usu\u00e1rio. Logo percebemos que isso n\u00e3o era poss\u00edvel.<\/p>\n<p id=\"f7ee\" class=\"graf graf--p graf-after--p translation-block\">N\u00e3o \u00e9 poss\u00edvel automatizar tudo. Algumas decis\u00f5es, como: \"Este \u00e9 um cliente? H\u00e1 uma oportunidade de vendas aqui? Esse contato deve realmente ser vinculado \u00e0 conta?\" s\u00e3o mais bem tomadas por um ser humano.<\/p>\n<p id=\"e590\" class=\"graf graf--p graf-after--p translation-block\">As pessoas gostam da automa\u00e7\u00e3o, mas assim que ela come\u00e7a a cometer erros, perde seu valor. \ud83d\udc4e<\/p>\n<p id=\"8ef0\" class=\"graf graf--p graf-after--p translation-block\">As pessoas n\u00e3o querem perder esse \u00faltimo n\u00edvel de controle.<\/p>\n<p id=\"b7a8\" class=\"graf graf--p graf-after--p translation-block\">\u00c9 por isso que o Salesflare trabalha com sugest\u00f5es em locais onde as pessoas ainda querem ter controle e automatiza totalmente em outros locais.<\/p>\n<p id=\"80cf\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">A automa\u00e7\u00e3o veio para facilitar nossa vida. Ela veio para automatizar tarefas rob\u00f3ticas. Para nos tornar mais humanos. Ela n\u00e3o est\u00e1 aqui para tornar os seres humanos totalmente desnecess\u00e1rios - pelo menos, n\u00e3o em um 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\">Como voc\u00ea pode automatizar a prospec\u00e7\u00e3o e o enriquecimento?<\/h4>\n<p id=\"1414\" class=\"graf graf--p graf-after--h4 translation-block\">Al\u00e9m do trabalho administrativo, as duas tarefas que mais consomem tempo s\u00e3o a prospec\u00e7\u00e3o e o enriquecimento.<\/p>\n<p id=\"296d\" class=\"graf graf--p graf-after--p translation-block\">Como voc\u00ea pode automatizar esses processos?<\/p>\n<p id=\"f05a\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Prospec\u00e7\u00e3o<\/strong> \u00e9, de fato, um neg\u00f3cio que consome muito tempo, portanto, tente automatizar as tarefas que voc\u00ea faz rotineiramente.<\/p>\n<p id=\"50e3\" class=\"graf graf--p graf-after--p translation-block\">As partes do seu trabalho em que voc\u00ea se sente como um rob\u00f4, talvez seja melhor que sejam feitas por um rob\u00f4. \ud83e\udd16<\/p>\n<p id=\"2549\" class=\"graf graf--p graf-after--p translation-block\">Alguns exemplos:<\/p>\n<p id=\"9e28\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Cria\u00e7\u00e3o de listas<\/strong>Se voc\u00ea estiver preenchendo manualmente uma planilha do Excel, provavelmente est\u00e1 fazendo algo errado.<\/p>\n<p id=\"d333\" class=\"graf graf--p graf-after--p translation-block\">Atualmente, h\u00e1 muitas maneiras de criar listas, com base em todos os tipos de par\u00e2metros. Tamanho da empresa, localiza\u00e7\u00e3o geogr\u00e1fica, sinais de crescimento, tecnologia usada em seu site etc. Isso definitivamente deve ser feito com uma boa ferramenta de software. Por exemplo, h\u00e1 in\u00fameras possibilidades de <a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/blog.salesflare.com\/pt\/ferramentas-de-geracao-de-leads\/#outbound\" target=\"_blank\" rel=\"noopener\">gera\u00e7\u00e3o de leads usando ferramentas no LinkedIn<\/a>.<\/p>\n<p id=\"5f82\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Ter um primeiro toque<\/strong>: Isso n\u00e3o quer dizer que voc\u00ea deva come\u00e7ar a enviar spam aleatoriamente \u00e0s pessoas com e-mails indiferenciados. Conforme mencionado anteriormente, essa \u00e9 a maneira errada de fazer automa\u00e7\u00e3o.<\/p>\n<p id=\"bb11\" class=\"graf graf--p graf-after--p translation-block\">Em vez disso, pense em maneiras mais amig\u00e1veis de fazer o primeiro contato. Tente se conectar com o 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=\"como est\u00e3o, crian\u00e7as?\" width=\"500\" height=\"282\"><\/p>\n<p class=\"graf graf--p graf-after--figure translation-block\">Uma postagem no LinkedIn, um artigo legal no blog, uma hist\u00f3ria engra\u00e7ada... divulgue. Veja se as pessoas gostam. Interaja com elas.<\/p>\n<p id=\"7c99\" class=\"graf graf--p graf-after--p translation-block\">Se voc\u00ea for enviar um e-mail para as pessoas, tudo bem, mas certifique-se de que ele n\u00e3o seja como qualquer outro e-mail que voc\u00ea j\u00e1 viu em sua caixa de entrada. E que voc\u00ea esteja disposto a iniciar um relacionamento, n\u00e3o a 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\">Cria\u00e7\u00e3o de pontos de contato<\/strong>: H\u00e1 muitas maneiras de manter contato agora, antes que algu\u00e9m do seu p\u00fablico se transforme em um bom lead.<\/p>\n<p id=\"8f3e\" class=\"graf graf--p graf-after--p translation-block\">Continue construindo esse relacionamento por meio de an\u00fancios no Facebook, engajamento em redes sociais, em grupos - descubra o que funciona melhor para o seu p\u00fablico e onde ele deseja se engajar. Em seguida, v\u00e1 at\u00e9 l\u00e1. \ud83c\udfc3\u200d<\/p>\n<p id=\"0455\" class=\"graf graf--p graf-after--p\"><strong class=\"markup--strong markup--p-strong translation-block\">Enriquecimento<\/strong> deve ser bastante f\u00e1cil de automatizar. Extraia alguns dados da API da FullContact ou da Clearbit. Converse com outras APIs.<\/p>\n<p id=\"e9c2\" class=\"graf graf--p graf-after--p translation-block\">No n\u00edvel de CRM, muitos CRMs dizem: \"voc\u00ea pode se integrar \u00e0 Clearbit se quiser\".<\/p>\n<p id=\"1435\" class=\"graf graf--p graf-after--p translation-block\">Voc\u00ea vai ao site da Clearbit, insere os detalhes do seu cart\u00e3o de cr\u00e9dito e configura a integra\u00e7\u00e3o. Por que tornar isso t\u00e3o complicado? \ud83d\ude45\u200d<\/p>\n<p id=\"2a07\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Criamos tudo isso no Salesflare e o inclu\u00edmos no plano, pois acreditamos que ele \u00e9 muito b\u00e1sico e que voc\u00ea n\u00e3o deve perder tempo configurando essas coisas por conta pr\u00f3pria. Assim, os usu\u00e1rios tamb\u00e9m se beneficiam de uma integra\u00e7\u00e3o mais estreita 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\">Pr\u00e1ticas recomendadas de pontua\u00e7\u00e3o de leads<\/h4>\n<p id=\"5c0d\" class=\"graf graf--p graf-after--h4 translation-block\">A pontua\u00e7\u00e3o de leads \u00e9 tradicionalmente feita em duas dire\u00e7\u00f5es:<\/p>\n<ul class=\"postList\">\n<li id=\"53f5\" class=\"graf graf--li graf-after--p translation-block\">Qu\u00e3o interessante \u00e9 a pista para n\u00f3s?<\/li>\n<li id=\"af7c\" class=\"graf graf--li graf-after--li translation-block\">Qual \u00e9 o interesse do l\u00edder em n\u00f3s?<\/li>\n<\/ul>\n<p id=\"cbdb\" class=\"graf graf--p graf-after--li translation-block\">Obviamente, voc\u00ea pode configurar algum sistema geral que fa\u00e7a alguma pontua\u00e7\u00e3o nos n\u00edveis de interesse nas duas dire\u00e7\u00f5es 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\">Qu\u00e3o interessante \u00e9 a pista para n\u00f3s?<\/strong>: Qual \u00e9 o tamanho da empresa? Estou falando com a pessoa que ocupa a fun\u00e7\u00e3o certa? A empresa est\u00e1 crescendo?<\/li>\n<li id=\"8562\" class=\"graf graf--li graf-after--li\"><strong class=\"markup--strong markup--li-strong translation-block\">Qual \u00e9 o interesse do l\u00edder em n\u00f3s?<\/strong>: Eles est\u00e3o abrindo nossos e-mails? Est\u00e3o clicando em coisas? Est\u00e3o visitando nosso site? Essa segunda parte \u00e9 chamada de \"hotness\" no Salesflare, e at\u00e9 mesmo alerta voc\u00ea sobre seus leads mais quentes.<\/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\">Mas se voc\u00ea estiver analisando o que realmente transformar\u00e1 seu lead em um neg\u00f3cio, no caso das empresas de SaaS, isso geralmente est\u00e1 em um n\u00edvel totalmente diferente. H\u00e1 outros par\u00e2metros que podem prever muito melhor se o lead se transformar\u00e1 em uma venda e se vale a pena gastar seu tempo com ele ou n\u00e3o. \u23f3<\/p>\n<p id=\"f17a\" class=\"graf graf--p graf-after--p translation-block\">\u00c9 essa m\u00e9trica North Star que \u00e9 t\u00e3o popular hoje em dia. Para o Slack, \u00e9 o n\u00famero de mensagens trocadas em uma equipe. Para n\u00f3s, da Salesflare, \u00e9 a quantidade de clientes criados. Seu valor preditivo \u00e9 obviamente muito maior do que o fato de as pessoas abrirem seus e-mails. \ud83d\udcec<\/p>\n<p id=\"f58e\" class=\"graf graf--p graf-after--p translation-block\">Isso n\u00e3o significa necessariamente que uma m\u00e9trica possa capturar tudo. Mas \u00e9 bom pensar no que significa envolver um lead o suficiente para transform\u00e1-lo em um neg\u00f3cio. Medir isso. Melhorar isso.<\/p>\n<p id=\"7e09\" class=\"graf graf--p graf-after--p translation-block\">\u00c9 disso que se trata a verdadeira pontua\u00e7\u00e3o de leads. \ud83d\udc4d<\/p>\n<p id=\"3b55\" class=\"graf graf--p graf-after--p translation-block\">E, \u00e9 claro, voc\u00ea deve sincroniz\u00e1-lo com seu CRM. Filtre seus clientes com base nisso. Concentre seus esfor\u00e7os nos leads certos.<\/p>\n<p id=\"53e5\" class=\"graf graf--p graf-after--p translation-block\">\u00c9 uma nova maneira de qualificar leads.<\/p>\n<p id=\"0342\" class=\"graf graf--p graf-after--p translation-block\">Ela n\u00e3o substitui totalmente a maneira antiga de qualifica\u00e7\u00e3o, de decidir quais leads t\u00eam uma boa chance de se transformar em neg\u00f3cios, com base na presen\u00e7a de um or\u00e7amento, se voc\u00ea est\u00e1 falando com a autoridade certa, se eles est\u00e3o precisando de ajuda e se t\u00eam prazos definidos ou n\u00e3o (caso contr\u00e1rio, <a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/blog.vainu.io\/bant-qualify-sales-prospects\/\" target=\"_blank\" rel=\"noopener\">conhecida como a boa e velha qualifica\u00e7\u00e3o BANT<\/a>).<\/p>\n<p id=\"88aa\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Mas \u00e9 uma maneira mais ponderada de pensar sobre isso em rela\u00e7\u00e3o ao seu produto ou servi\u00e7o e, com mais frequ\u00eancia, concentra-se no sucesso do cliente do que em crit\u00e9rios de vendas 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\">Seu kit de ferramentas de automa\u00e7\u00e3o de vendas<\/h4>\n<p id=\"4554\" class=\"graf graf--p graf-after--h4 translation-block\">Quando se trata de encontrar as ferramentas certas para a sua empresa, h\u00e1 muitas ferramentas legais por a\u00ed, mas o que importa \u00e9 o que voc\u00ea est\u00e1 tentando fazer e por qu\u00ea.<\/p>\n<p id=\"d921\" class=\"graf graf--p graf-after--p translation-block\">\u00c9 importante n\u00e3o perder o controle do fator humano. E sempre \"fazer primeiro as coisas que n\u00e3o s\u00e3o escalon\u00e1veis\". Seja totalmente humano primeiro e s\u00f3 depois entregue parte desse trabalho aos rob\u00f4s.<\/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\">Se voc\u00ea descobrir que seu p\u00fablico-alvo est\u00e1 no Facebook ou no LinkedIn, ou que \u00e9 melhor contat\u00e1-lo por e-mail, temos manuais para tudo isso no blog <a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/blog.salesflare.com\/pt\/growth-hacking\" target=\"_blank\" rel=\"noopener\">Salesflare<\/a>.<\/p>\n<p id=\"ef07\" class=\"graf graf--p graf-after--p translation-block\">Esses guias explicam como voc\u00ea pode aproveitar os dados e as ferramentas para se conectar com seu p\u00fablico de forma mais eficiente e talvez at\u00e9 mais eficaz. \ud83d\udcaa<\/p>\n<p id=\"5e76\" class=\"graf graf--p graf-after--p translation-block\">Mas, primeiro, converse realmente com seu p\u00fablico. Conecte-se com ele. Entenda-os. N\u00e3o pule para a automa\u00e7\u00e3o ou para as ferramentas. Fa\u00e7a tudo isso primeiro, at\u00e9 que voc\u00ea se canse.<\/p>\n<p id=\"eca4\" class=\"graf graf--p graf-after--p translation-block\">Ent\u00e3o, voc\u00ea pode parar e pensar: \"E se eu automatizar essa parte?\" \ud83e\udd14<\/p>\n<p id=\"8203\" class=\"graf graf--p graf-after--p translation-block\">E voc\u00ea saber\u00e1 exatamente como fazer isso de uma forma que n\u00e3o prejudique a experi\u00eancia humana real.<\/p>\n<p id=\"138d\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">N\u00e3o vamos usar a automa\u00e7\u00e3o para criar mais comunica\u00e7\u00e3o rob\u00f3tica e acabar nos afogando nela. Vamos trabalhar em prol de um mundo mais humano, no qual possamos nos concentrar e dedicar mais tempo \u00e0 nossa humanidade. \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\">Agradecemos a Andrei Zinkevich por nos receber para a sess\u00e3o do Facebook Live! Foi uma hora perspicaz e divertida, repleta de \u00f3timas discuss\u00f5es. \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 voc\u00ea tenha gostado desta postagem. Se gostou, espalhe a not\u00edcia!<\/em><\/p>\n<p id=\"9752\" class=\"graf graf--p graf-after--p\"><em class=\"markup--em markup--p-em translation-block\">Para obter mais informa\u00e7\u00f5es importantes sobre startups, marketing de crescimento e vendas:<\/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\">assine aqui<\/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 siga @salesflare em <\/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\"> ou <\/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 v27.4 - 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