Tiempo de lectura: 3 minutos Las mejores prácticas, ideas, herramientas y tácticas para líderes de empresas de tecnología en crecimiento Contratar personal interno vs agencia de marketing Tengo mucha actividad en Linkedin, y cada semana me escribo y hablo con 10-20 contactos de mi red. Si miro nuestro CRM ya he hablado con decenas de dueños de negocio. Y muchos de ellos se sienten confusos por una simple
La entrada Ventas Digitales | Newsletter #37 se publicó primero en INITIA.
Las mejores prácticas, ideas, herramientas y tácticas para líderes de empresas de tecnología en crecimiento
Contratar personal interno vs agencia de marketing
Tengo mucha actividad en Linkedin, y cada semana me escribo y hablo con 10-20 contactos de mi red.
Si miro nuestro CRM ya he hablado con decenas de dueños de negocio.
Y muchos de ellos se sienten confusos por una simple decisión comercial:
“Debería contratar personal de marketing y ventas interno o trabajar con una agencia de marketing?”
Responsable de desarrollo de negocio
Y es normal.
Da igual si eres un empresario con 50 empleados y un negocio en crecimiento, o un emprendedor con 2 personas lanzando un nuevo producto al mercado.
La pregunta no es fácil de responder.
Trabajar con agencias de marketing tiene sus ventajas.
Y también sus desventajas.
Puedes leer el artículo completo haciendo click aquí >
El consultorio
Pregunta de un cliente sobre captación directa:
Mi respuesta:
Es normal encontrarse dificultades (y perder mucho tiempo persiguiendo) a la hora de concretar reuniones y llamadas con potenciales clientes.
Más habitual si no tienes preparada una secuencia de mensajes establecida y ciertas herramientas que ayudan a los profesionales de ventas (ya sea dueño de negocio, directivos, gerentes o comerciales) a ser más productivos.
En mi respuesta tenemos un ejemplo de respuesta de seguimiento sencilla per eficaz.
Evitamos “dar deberes” a nuestro interlocutor y se lo ponemos fácil dándole dos alternativas y a la vez pidiendo dos alternativas.
Además, nos ahorramos 3 o 4 mensajes para cuadrar agendas.
Cuando tenemos cierto volumen de citas a gestionar es un imprescindible.
Puedes añadir este mensaje “plantilla” en un documento con otros para tenerlo siempre a mano.
¿Buscas mejorar la productividad de los vendedores?
Comparte con tu equipo los mensajes “estándar” y unificar comunicación.
Esto ahorrará horas a toda la fuerza de venta
¿Quieres más ayuda para hacer crecer tu negocio?
Descubre tus oportunidades de crecimiento optimizando tu proceso comercial con el diagnóstico gratis de Ventas con ADN Digital.
Elige el día y hora que mejor te vaya aquí >
Hacemos una llamada para entender mejor tu situación y objetivos y ver cúal es la mejor solución para ti.
¿Los objetivos de la conversación?
Diagnosticar tu situación actual y detectar oportunidades de crecimiento.Ver si encajas con nuestras soluciones (disponibilidad, madurez, producto, entre otros).Recomendarte la estrategia ideal en función de tu negocio, nicho, etapa y algún otro factor.
Foto de la semana
Esto es lo que constate en verano sobre la importancia del equipo y las ventas en mi empresa después de un rescate en la montaña y 5 horas en urgencias.
Yo a las 15:15h esperando en la puerta del Hospital de Blanes a que trajeran a mi pareja después de una breve llamada a las 10 y media de la mañana.
Esta fue la conversación:
Ali: “JuanRa, no te preocupes, me he caído del caballo, tengo la pierna rota, estoy con un ciclista, ya hemos llamado a emergencias”. JR: “Pero estás bien?” Ali: “Si, están los huesos fuera, la pierna colgando y no puedo caminar, pero estoy bien. Tengo poca batería igual se corta” JR: “Dónde estás? Mándame ubicación!!”
Piiii….piiiii….piiii…llamada cortada.
Vuelvo a llamar y nada…
Lo único que yo sabía es que había salido a entrenar con su caballo y estaba en medio de la montaña…
Yo no se si es que mi pareja es Finlandesa y tiene sangre Vikinga, pero el temple con el que me lo contaba lo admiro, yo me hubiera desmayado…
¿Qué tiene que ver todo esto con mi negocio y, que quiero compartir contigo?
Que tuve que salir corriendo de una reunión y cancelar la agenda de todo el día.
Incluidas reuniones con cliente y llamadas comerciales.
He de agradecer a mi equipo que pudiesen atender el negocio sin mi.
Hay dos claves para esto: talento y sistemas.
Tener un equipo de primera, con actitud y formado. Tener sistemas y procesos para prácticamente todo lo que pasa en la empresa.
Uno de los mayores desafíos de hacer crecer una empresa es saber poner a las personas correctas, haciendo las cosas correctas, de la manera correcta.
Cada semana nos reunimos para determinar cómo mejorar nuestros procesos y sistemas, y los de nuestros clientes para vender más y mejor.
Definir las piezas fundamentales y evitar catástrofes cuando una pieza clave (cómo puede ser la del dueño del negocio) no está.
Así que estás palabras son para agradecer a mis compañeros de aventura su esfuerzo y dedicación, aún cuando yo no estoy.
Ese día los clientes recibieron su servicio cómo siempre e incluso se cerro una venta. J
Todo rodaba sin mi.
Gracias Marta, gracias Roger, gracias equipo.
Por cierto, Ali está bien.
Tuvieron que operar de urgencias ya que tenía fractura abierta.
Tibia y peroné rotos.
De 4 a 6 meses de recuperación.
Espero que todos hayamos aprendido algo de esta historia.
PD: Y mis merecidas vacaciones en Málaga tendrán que esperar.
La entrada Ventas Digitales | Newsletter #37 se publicó primero en INITIA.
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