{"id":32552,"date":"2022-06-28T11:54:50","date_gmt":"2022-06-28T09:54:50","guid":{"rendered":"https:\/\/cabreramc.com\/3-pruebas-que-hacer-a-tu-discurso-de-ventas-para-mantenerte-relevante\/"},"modified":"2024-06-28T13:19:51","modified_gmt":"2024-06-28T11:19:51","slug":"3-pruebas-que-hacer-a-tu-discurso-de-ventas-para-mantenerte-relevante","status":"publish","type":"post","link":"https:\/\/cabreramc.com\/en\/3-pruebas-que-hacer-a-tu-discurso-de-ventas-para-mantenerte-relevante\/","title":{"rendered":"3 pruebas que hacer a tu discurso de ventas para mantenerte relevante."},"content":{"rendered":"[vc_row type=”in_container” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” scene_position=”center” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none”][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” tablet_text_alignment=”default” phone_text_alignment=”default” column_border_width=”none” column_border_style=”solid” bg_image_animation=”none”][vc_column_text]Estos d\u00edas me llamaba mucho la atenci\u00f3n que el \u00edndice americano tecnol\u00f3gico recuperara los niveles de diciembre de 2019. Una de las razones es que est\u00e1 repleto de empresas cuyo crecimiento se basa en las tecnolog\u00edas exponenciales<\/strong>: tienen la capacidad de disminuir su coste de producci\u00f3n y mejorar las capacidades t\u00e9cnicas siguiendo una funci\u00f3n exponencial.<\/p>\n

El Covid-19 est\u00e1 accelerando la adopci\u00f3n de estas tecnolog\u00edas<\/strong>. Un ejemplo clar\u00edsimo es el trabajo en remoto que usa el “Cloud Computing” y su modelo de pago por uso: Software as a Service. Mi ejemplo favorito de dispositivo que suma varias tecnolog\u00edas exponenciales, es el dron, como pod\u00e9is ver en la fotograf\u00eda. Hace 10 a\u00f1os un dron costaba cerca de 100.000 euros, eran grand\u00edsimos y con capacidades muy limitadas. Hoy basta con que pongas DJI Mavic 2<\/a> en YouTube para que veas lo que te puedes llevar a casa por 1500 euros.<\/p>\n

La resistencia del Nasdaq es una prueba m\u00e1s de que el futuro es exponencial<\/strong>, de que pensar de manera exponencial es valioso y es una competencia clave en un mundo de cambios acelerados como escrib\u00eda Jos\u00e9 Cabrera en este post<\/a> en 2016.<\/p>\n

Hace unos d\u00edas hablamos de la importancia de la b\u00fasqueda de “Insights” para mantenernos relevantes ante la nueva situaci\u00f3n.<\/strong><\/p>\n

Os comparto el caso de la industria de los Drones. La consultora Drone Industry Insights<\/a> ha publicado hace unos d\u00edas este sint\u00e9tico resumen de las oportunidades reales en Sanidad y Log\u00edstica<\/p>\n

\"No<\/div>\n

\u00bfYa has identificado qu\u00e9 industrias se aceleran y cuales se frenan en tu caso? \u00bfY los casos de uso en la nueva situaci\u00f3n?<\/strong><\/h3>\n

Hay una empresa que me hab\u00eda llamado mucho la atenci\u00f3n hace unos a\u00f1os: Zipline<\/strong>. Se trata de una compa\u00f1\u00eda de entrega con drones, que ha estado revolucionando el sistema de atenci\u00f3n m\u00e9dica en \u00c1frica durante a\u00f1os. Ahora, seg\u00fan FastCompany<\/a> , aprovechando la experiencia acumulada en m\u00e1s de 35.000 misiones comerciales dar\u00e1 el salto a Estados Unidos pr\u00f3ximamente<\/strong>.<\/p>\n

Os animo a ver este v\u00eddeo de TechCrunch<\/a> sobre la compa\u00f1\u00eda, no solo por que ve\u00e1is la tecnolog\u00eda, que est\u00e1 genial, sino tambi\u00e9n para que escuch\u00e9is la sencilla descripci\u00f3n<\/strong> del reto al que se enfrentan, el por qu\u00e9 es importante y c\u00f3mo esta soluci\u00f3n simplifica masivamente la cadena de suministro. Todo en un par de minutos (parte final).<\/p>\n

Dado que todos debemos adaptar nuestras propuestas de valor y potenciarlas con buenos “Insights” \u00bfSer\u00edas capaz de hacer lo mismo con las soluciones de tu empresa?<\/strong><\/p>\n

Comenzando con que debes esforzarte en ser concreto y sint\u00e9tico, estas son 3 reglas para comprobar que tu discurso ser\u00e1 relevante:<\/strong><\/p>\n

    \n
  1. Ofreces una perspectiva diferente<\/strong>, una idea que no es obvia y que enlazada con el reto de tu cliente (necesidades o prioridades en su agenda<\/strong>).<\/li>\n
  2. Retas<\/strong> algunas de las asunciones generales<\/strong> (normalmente conducen a un no se puede) y lo haces aportando hechos (si se puede, especialmente usando tecnolog\u00edas exponenciales<\/strong>).<\/li>\n
  3. Llevas a la acci\u00f3n<\/strong> (es evidente que con lo que explicas podemos hacerlo YA) al tiempo que has sido capaz de diferenciar a tu soluci\u00f3n del resto <\/strong>(tienes la experiencia y recursos), y especialmente del “no hacer nada” <\/strong>(status quo).<\/li>\n<\/ol>\n

    Te animo a probar a hacer este ejercicio con tu equipo, como parte de la importancia de compartir las experiencias entre todos estos d\u00edas, para adaptar nuestras soluciones y comunicarlas de manera que lleguen, y que produzcan resultados!<\/strong>[\/vc_column_text][\/vc_column][\/vc_row]\n","protected":false},"excerpt":{"rendered":"

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