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The original message has been attached to this so you can view it or label similar future email. If you have any questions, see root\@localhost for details. Content preview: Visualizar este e-mail como página web [ https://t.rdsv2.net/ls/click?upn=u001.oVA71OOs6lJG7rHoak2fHH9TKIWN0X3uzpMij-2BI8fJozCFvfu4StGND-2FmiVkJVY1Jlc9OepcYh1X-2Frc99uJx4jxXKrhbtsETa8VU46Y82cnFdzfdy [...] Content analysis details: (1.1 points, 5.0 required) pts rule name description ---- ---------------------- -------------------------------------------------- 0.0 URIBL_BLOCKED ADMINISTRATOR NOTICE: The query to URIBL was blocked. See http://wiki.apache.org/spamassassin/DnsBlocklists#dnsbl-block for more information. [URIs: rdsv2.net] 0.8 BAYES_50 BODY: Bayes spam probability is 40 to 60% [score: 0.4893] 0.0 RCVD_IN_VALIDITY_CERTIFIED_BLOCKED RBL: ADMINISTRATOR NOTICE: The query to Validity was blocked. See https://knowledge.validity.com/hc/en-us/articles/20961730681243 for more information. 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[168.245.118.200 listed in bl.score.senderscore.com] -0.0 SPF_PASS SPF: sender matches SPF record 0.0 HTML_IMAGE_RATIO_06 BODY: HTML has a low ratio of text to image area 0.0 HTML_MESSAGE BODY: HTML included in message 0.5 KAM_REALLYHUGEIMGSRC RAW: Spam with image tags with ridiculously huge http urls -0.1 DKIM_VALID Message has at least one valid DKIM or DK signature 0.1 DKIM_SIGNED Message has a DKIM or DK signature, not necessarily valid -0.1 DKIM_VALID_AU Message has a valid DKIM or DK signature from author's domain -0.1 DKIM_VALID_EF Message has a valid DKIM or DK signature from envelope-from domain X-Spam-Flag: NO --30a1ca1557f5b6f982a32bdfbb543ef02a87297d3e871dc8d7cff1eeda17 Content-Transfer-Encoding: quoted-printable Content-Type: text/plain; charset=utf-8 Mime-Version: 1.0 Visualizar este e-mail como=C2=A0p=C3=A1gina web [ https://t.rdsv2.net/ls/c= lick?upn=3Du001.oVA71OOs6lJG7rHoak2fHH9TKIWN0X3uzpMij-2BI8fJozCFvfu4StGND-2= FmiVkJVY1Jlc9OepcYh1X-2Frc99uJx4jxXKrhbtsETa8VU46Y82cnFdzfdy646i-2BtU3wL-2B= 6wOSAjGr-2BoZQ9XU6mp8lz9cK8K60EoXzVv6lrb-2FpVfd7db6VdRrWJ077caBhG0tjCJdd-2F= 3FtjRd1k9rhnUpHd5B0XQ-3D-3DbDWV_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmC= YwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba= 2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXcrO= HQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg= 8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF0MX= dy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD986D= Ewkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1-2B= gO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1ZJC= VUohONUfHDjgKEIWD1hy-2FwPbavVQOrDeu-2Bh158wmnFRwtFIDd-2FoDSXmDNrcXCODxBxUbi= QQrIM3iToukIP6qll0dsOTTFVy6fTveRMbW1m0RjDGzMxSI1O1IhA2onnNa-2BDShyainAQLshE= tb9LY-3D ] =20 S=C3=B3 1 em cada 10 vendedores faz discovery do jeito certo Antes de pensar na solu=C3=A7=C3=A3o, descubra se voc=C3=AA est=C3=A1 resol= vendo o problema certo. =E2=80=8A ARTIGO [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHK57-= 2BpPMIVqxty3mJpUowAyM-2Ft0O7ER3QcwuPLVgna0npGJVvbulAXXiEdlt9tYBSlgqXDI-2FP2= s8oudsjzhQBLMrW2v-2FS52exqeQTsMO54v5kE5fJlMDqy6mXhjNBe8kMTGOJcdiwA-2BC7rKw1= aCR9KPwu-2BDnvQ1f4rX89G4O-2FKFRjPMrZL5nFZMVdBtdqwGQQ6pAHHX5-2BoQX9Z0B7zXTez= U7VJcLJ6YlTGB4FhhBrnfxBmSZALCu47qkIG69DrenSIl49ZAzFlldgD4TitNeXlWABZkJbvKow= g8qOhg65uxPcEni_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf= 6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3Qd= Pmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOd= cDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3= w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42= jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepas= ipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59Ilcd= THf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1cZRCrGUqwPiZDqLmZFi= qrL180yCaq1ZkUwwVS1wvQIIQeQN68msgnqOC9JuTiPy7608hn2Dk0-2FMOwNyS5H-2Fwk1Kly3= AVbsyHQySIofF-2BJ3wcyojX0VPEKcUyUR0BnWZtvHPEDYkx6De31WBNSvBEmQ-3D ] Discovery e causa raiz: como investigar o problema certo antes de vender Em vendas consultivas, n=C3=A3o =C3=A9 a funcionalidade da sua solu=C3=A7= =C3=A3o que define o sucesso. =C3=89 o problema que voc=C3=AA resolve. Foi = exatamente isso que Daniel Forin [ https://t.rdsv2.net/ls/click?upn=3Du001.= oVA71OOs6lJG7rHoak2fHDRDrjcxdwVFTk8cXEcXB4-2FsE0xDR44fKKCIR3eYqYaT1AhmeNnxw= aRZUre0sFWvl5osvrj8ga4xqx7vIBbaTR1CT3QGb8oTbpLEcwPmlmlgQ-2BMT-2F7xcIC9ujNS3= NlFlBZQOQKvPewOryDEOHpBFRP6iE7iuLTYzMCoZixDMIC2SpPi3_L0Jpva-2Bv2FVxqtDdHdZr= pA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsC= rOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu= 20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2= pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIq= FmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2B= Ct7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yp= s9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqe= vflZmBMA6VPhrpbth1U4YjsLvK84bWqG8V-2BTMH4l2ThfzjPFQn0IqhijhXuGVC09poS1vDkgk= 6ja6BmLuI-2BnHoo-2Fb60S-2FuXli-2FRDGn5KviGNjlfrH6g5Y98Grqw5Q9TXGnEaV7z2a5Y7= MgRD-2BHRjqL-2BVCGlqPM5bUatK5yUQ-3D ], Channel Account Executive na Exact S= ales, destacou em sua aula para executivos na PipeLovers. Forin apresentou um framework pr=C3=A1tico e robusto para transformar o di= scovery em uma ferramenta estrat=C3=A9gica. N=C3=A3o apenas para entender o= cliente, mas para alinhar a jornada, diagnosticar causas profundas e posic= ionar sua solu=C3=A7=C3=A3o como ponte entre o problema atual e o futuro de= sejado. A venda come=C3=A7a antes da dor, come=C3=A7a com a investiga=C3=A7=C3=A3o O erro mais comum em vendas B2B =C3=A9 come=C3=A7ar a conversa j=C3=A1 tent= ando vender. Em vez disso, o discovery precisa ser tratado como uma investi= ga=C3=A7=C3=A3o s=C3=A9ria. Isso envolve tr=C3=AAs etapas iniciais: 1=EF=B8=8F=E2=83=A3 Alinhamento de controle=20 Quem guia a conversa =C3=A9 voc=C3=AA, mas quem precisa se sentir no contro= le =C3=A9 o cliente. 2=EF=B8=8F=E2=83=A3 Entendimento da jornada Compreender se o lead =C3=A9 inbound ou outbound muda completamente o tom e= o ritmo da conversa. 3=EF=B8=8F=E2=83=A3 In=C3=ADcio do diagn=C3=B3stico Aqui come=C3=A7a o trabalho de entender o que est=C3=A1 por tr=C3=A1s da d= emanda e se ela =C3=A9, de fato, priorit=C3=A1ria. O cora=C3=A7=C3=A3o do processo: os 6 passos do discovery eficaz O m=C3=A9todo apresentado segue uma sequ=C3=AAncia l=C3=B3gica e poderosa.= Cada etapa ajuda o vendedor a sair da superf=C3=ADcie e alcan=C3=A7ar o ve= rdadeiro ponto de alavancagem da venda: 1=EF=B8=8F=E2=83=A3 Identifica=C3=A7=C3=A3o do problema priorit=C3=A1rio Qual dor =C3=A9 mais urgente e estrat=C3=A9gica? 2=EF=B8=8F=E2=83=A3 Diagn=C3=B3stico do status quo Como o cliente lida com isso hoje? 3=EF=B8=8F=E2=83=A3 Investiga=C3=A7=C3=A3o da causa raiz Por que esse problema existe de verdade? 4=EF=B8=8F=E2=83=A3 Avalia=C3=A7=C3=A3o dos impactos negativos Quanto isso custa (em dinheiro, tempo, reputa=C3=A7=C3=A3o)? 5=EF=B8=8F=E2=83=A3 Defini=C3=A7=C3=A3o do futuro desejado O que muda se resolvermos esse problema? 6=EF=B8=8F=E2=83=A3 Posicionamento da solu=C3=A7=C3=A3o como ponte Como sua solu=C3=A7=C3=A3o leva do ponto A ao ponto B? Essa abordagem exige escuta ativa, preparo e m=C3=A9todo. Mas =C3=A9 ela qu= e separa uma venda mediana de uma negocia=C3=A7=C3=A3o estrat=C3=A9gica. T=C3=A9cnicas que destravam a conversa e a venda Para leads outbound, Forin recomenda usar o Discovery Prompter, um roteiro= para ajudar o prospect a verbalizar suas dores sem press=C3=A3o. Para merg= ulhos mais profundos, entra em cena o cl=C3=A1ssico dos =E2=80=9C5 porqu=C3= =AAs=E2=80=9D, uma t=C3=A9cnica simples e poderosa para chegar =C3=A0 causa= raiz de qualquer problema. Essas ferramentas ajudam a sair do raso e entrar no campo da verdade. Onde= est=C3=A3o os reais entraves do neg=C3=B3cio. Onde a venda deixa de ser um= pitch e vira solu=C3=A7=C3=A3o. No fim das contas... Vender =C3=A9 resolver problema. Mas voc=C3=AA s=C3=B3 resolve bem quando e= ntende o que realmente est=C3=A1 por tr=C3=A1s da dor do cliente. Um bom discovery n=C3=A3o apenas diferencia voc=C3=AA da concorr=C3=AAncia= . Ele d=C3=A1 sustenta=C3=A7=C3=A3o para justificar valor, pre=C3=A7o e urg= =C3=AAncia. =F0=9F=93=8C Est=C3=A1 com dificuldade em avan=C3=A7ar negocia=C3=A7=C3=B5e= s ou justificar seu ticket? Talvez o problema n=C3=A3o esteja no fechamento= , e sim no come=C3=A7o da conversa. Leia mais no blog! [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG= 7rHoak2fHK57-2BpPMIVqxty3mJpUowAyM-2Ft0O7ER3QcwuPLVgna0npGJVvbulAXXiEdlt9tY= BSlgqXDI-2FP2s8oudsjzhQBLN1riwRmSRxzpZhSDccKQEKaifI_L0Jpva-2Bv2FVxqtDdHdZrp= A7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCr= OYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu2= 0cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2p= qxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqF= mLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BC= t7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps= 9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqev= flZmBMA6VPhrpbth1czwIm-2FK9eAa1IdM8abYT1W79m-2BLuUrCVUs0UEAtzvc965QLWeR129p= Y5K1O5B73J1DsbOopLedRfPtswCL4BDcTSuSFXfKHE0HO98XRcfU9ea-2Bgit2lHYAc98Z2Pr8T= WRhIj4ho536DT3TbT9ojHjE-3D ] =E2=80=8A VAGAS EM VENDAS=C2=A0=C2=A0=E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHNA-2FUWAh= wFIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01KloLcKWnmSeWeb-2BVZdX10decgobAuJUFZOS= sOrf9YHRBdJiFNIUD9HUBVvfa0G9CYGkCNAZntaB5M1cBFgd-2Fu7wmHg2mpXjTwCS4zUSZ-2BE= tNWqnssonnu2QB1nEvvJBahK4MtVGL7ujyaGxUOJiDI6-2FG-2BmLt2GxW6hYuMnMsfg2XhY-2F= XYGRSf6U21GI8Utb53mxakYKCGoyiMhZ6oxm15oUR-2FGbBouNjkxWfBnRr4Uiw8i9qynnVJ31W= D6NUGB2dXLVD80hqKQBiMaW7DkaFuxtxhyirQiY8ojEhlMFuTwq6GgEEfMSJBSeRu0IUzowz7C-= 2BCLVhglAEukBftJUei-2FA-3D-3DBwa5_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpm= mCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjc= ba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXc= rOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJ= kg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF0= MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD98= 6DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1-= 2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1V= 7edvNIvkZo8JYNpFa87jzygboe8V1PhUdEvIyXcXJFqCb-2BZftIhEwYKdd-2FcKOuyS5y2jtdN= nPxBWYtQPV6TNycJhEDVOW14VVy82PmMTgUXO-2Bg8itORRCEAFzGeSek4nUJisTQos5xG4g6bO= fY-2FoU-3D ] Desenvolvedor(a) Fullstack Pleno Vaga aberta para Full Stack - Pleno na twygo Procuramos uma pessoa para nos ajudar a desenvolver novas features e tornar= nossa solu=C3=A7=C3=A3o ainda mais atrativa para nossos clientes. Venha fazer parte do nosso time de tecnologia e contribuir para o desenvolv= imento de produtos que fazem a diferen=C3=A7a na vida das pessoas. QUERO ME CANDITAR! [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG= 7rHoak2fHNA-2FUWAhwFIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL011lGXArNgH9dBSiAofsP= iFlkKU44-2Fw252IXNFIAwGpHPwhtMIlKZg672nzxXOlzHjY4VH_L0Jpva-2Bv2FVxqtDdHdZrp= A7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCr= OYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu2= 0cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2p= qxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqF= mLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BC= t7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps= 9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqev= flZmBMA6VPhrpbth1eczcfvmWI-2FHtio5VIY7k1dnsi1On9yoHmyeu-2Bdosh38j8IhsKfXH4P= OYurmIG60PaSvI5g5AlPHmtm1IeDcl3LbKGEAUwexTwvKg-2F0yg8PMRbrCvbY8ChMfKMouUJAv= EXAGK-2Fc-2Bz3OgFINmi1yWLzA-3D ] =E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHNA-2FUWAhw= FIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01MRD5jCOpDLn9E9WRxnkgBEujub5dKKqgqwlP9D= -2FCRkwynEEHKu0GJ2wY5uCXGDG1IRD-2BAUXdX3p9A77c4WAM3dukzdeL9PtQ-2BRHZoshqpWH= ehkZsrSqx3SoMRbhrZnJEza3REwboZVorJeek3eRtwcWh5XsvWZGWuW326FScnai8eKyMggbTYL= J9Z-2B8WrqX9Hr6kpOWZTnXVS3zSS75QeOAnwoFxy8qd6CraAUEUNyw-3DQVx9_L0Jpva-2Bv2F= VxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNh= bL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOU= zCDikJzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSf= DgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6H= cn9AuszYIqFmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5= hbEbZzn-2BCt7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR= 5edm1Vn0Yps9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FO= zustEIAMqevflZmBMA6VPhrpbth1eId3PourSE8JRIbWQMptrts6aZLB0-2F4PP7rY4NCNIGw0F= Z2ZRJVrMw7WHJSwnEOwW7Oo0Irf-2FFjr0sU5cBVbZwFE9Dkoffr3gidx1mUfU95-2BwDHg1Ghc= zFFnpEVTIJ6ydJO1NsQiyPHrdnTe4bIAuw-3D ] Consultor T=C3=A9cnico - DesenvolvedorVaga aberta para Desenvolvedor J=C3= =BAnior - J=C3=BAnior na Neomind=C2=A0 Estamos buscando um(a) Consultor(a) T=C3=A9cnico(a) J=C3=BAnior que resida= atualmente em Joinville/SC, apaixonado(a) por desenvolvimento, que goste d= e desafios t=C3=A9cnicos e tenha um forte desejo de aprender e crescer. Se voc=C3=AA =C3=A9 proativo(a), possui boa capacidade anal=C3=ADtica e bus= ca atuar em projetos diversos e inovadores, essa oportunidade =C3=A9 para v= oc=C3=AA! QUERO ME CANDITAR! [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG= 7rHoak2fHNA-2FUWAhwFIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01MRD5jCOpDLn9E9WRxnk= gBEujub5dKKqgqwlP9D-2FCRkzElQvoM2-2BKy9VE8va-2FMX2-2B__ti_L0Jpva-2Bv2FVxqtD= dHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK= -2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDik= JzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBF= xsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9Au= szYIqFmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZ= zn-2BCt7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1= Vn0Yps9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustE= IAMqevflZmBMA6VPhrpbth1Tm2e8lZRWJtKOT-2Bjlr5ppYMvZzHTqpITcygCteyiWr7bW10c6o= cucOQMp6-2BdYQulCmsL3eaSX26V15H5ojzsU0o1B1ZdXhLLZiWKE78V-2BX4994xZqAXm8IukD= DzUebGqyeTTiGswvGN-2Bka7NO5eOlY-3D ] =E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHNA-2FUWAhwF= IHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01UQV5vwy-2FmScQp6X0HY67PQ-3D-3DN0gd_L0Jp= va-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc= 6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTq= fZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuq= iemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nk= w2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQL= guHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-= 2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY= 5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1apz4BFBnpgappQ0ddeNI-2Bnf7dkncbj-2B7-2B= 6GyjProg0Asfl3yZ7LwZjb94ZB3O-2FB6Zy2ZYcJkt57qBDeToWK8h6RsfaA8cEID2hFO-2BGws= zJ-2FgA-2BYeO4-2B1FeibRV7ZxLtFdp5SLn4ySkgeIqj2kgdi6A-3D ] =E2=80=8A =20 =E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHGTu2j6vP3-= 2F9RJj6fwQEOwitrUoMaqji9PPTyQDYVuxJOWV8soNyk6KE7jgxN83QL4hew863SqEbJdZI4cdw= yPmrcu3RSKDAkAX5CzDGwVmxSx7XlY47e4lAVnVYuCUiuqhvIO3CZHkbcfMs9kkNel9vuQU2AHf= 68Z34yHLOBkOH7yOC_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8x= af6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3= QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuE= OdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvM= C3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk= 42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD986DEwkg1dSze9LVep= asipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59Il= cdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1XxbIGWBuIXWjd-2Fg= orJqUTyYKb-2BUQXkPP7BFY5WWCME5-2F-2F1VHf4MdEryzdCaoav4mUdhW0Z7Q7EXD8ErHa74C= TmF9jeuD5rJ0RRa-2Ft0RubNri133JK8QgNk8K39elnlCPWWWUoQV64NPK66TqLJHr2s-3D ] O melhor evento para fechar neg=C3=B3cios em Santa Catarina! Prepare-se! A 12=C2=AA edi=C3=A7=C3=A3o do maior evento para gerar neg=C3= =B3cios em SC est=C3=A1 chegando! A Expoinova=C3=A7=C3=A3o 2025 vai reunir os nomes mais relevantes do mercad= o, networking de alto n=C3=ADvel e oportunidades que n=C3=A3o se repetem. =F0=9F=93=85 17 e 18 de setembro Expocentro Edmundo Doubrawa | Joinville/SC COMPRAR INGRESSO [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7r= Hoak2fHGTu2j6vP3-2F9RJj6fwQEOwitrUoMaqji9PPTyQDYVuxJOWV8soNyk6KE7jgxN83QL4h= ew863SqEbJdZI4cdwyPmrcu3RSKDAkAX5CzDGwVmxSx7XlY47e4lAVnVYuCUiuqhvIO3CZHkbcf= Ms9kkNel9vuQU2AHf68Z34yHLOBkOHHS-R_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMp= mmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fj= cba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnX= crOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5u= Jkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dYodlD7nkw2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF= 0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2Bif4CQLguHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD9= 86DEwkg1dSze9LVepasipT2UhraHnB6icJ-2Ft-2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1= -2BgO4BNN-2Bt59IlcdTHf5ggdksIa40GOkxjMY5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1= bkSOlRy-2FuzsgCVG6aX8M-2BKCQdmQ-2FejJ0u2ymF61HnrJPlNOs37OMmw6wFUm1Jku-2FBbJ= 9-2Bb5FrwhNHCCKuzMVvLb9T1rjjrZMGordS3cO5kkpGo-2FrBtqxur3uHfICQnv4R9DH3yvWN-= 2F1yMJdscVCf-2BE-3D ] =E2=80=8A PATROCINADORES Por tr=C3=A1s de times de alta performance, est=C3=A3o as me= lhores ferramentas. [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHK57-2BpPMIV= qxty3mJpUowAzS647RKzz7d39gfCYzLFI6x-2FeAB67V0YER36Bi4-2FnarLFTa1f3VB5Ds2jDi= qXZH0XO70AoeFjZRWLkHbpZ0wpQXFPuzNkLje3SnVEDMBNs8T97pLYXjQzPe9ov8BwUf4Y-3D61= kV_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-= 2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnA= LysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdcDVUCvoPpALnY= iWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w-2FgMfqiv4dY= odlD7nkw2KIMb6Hcn9AuszYIqFmLuiHxDJRA4SInVzF0MXdy5QxaxKnIPdMk42jRR7KDDP-2F-2= Bif4CQLguHP5vp5hbEbZzn-2BCt7xi-2Bpk5i9SxkD986DEwkg1dSze9LVepasipT2UhraHnB6i= cJ-2Ft-2For3USR5edm1Vn0Yps9BfXcFQamtMCZ86F1-2BgO4BNN-2Bt59IlcdTHf5ggdksIa40= GOkxjMY5djC-2FOzustEIAMqevflZmBMA6VPhrpbth1Yv27R5tVekPUp4-2ByyrsQLncJ0YEUmk= 844VNwTcNU-2F-2B9mcMwNnx4jCThNEGmc-2B7Z4v99ewN-2BREFSLKeaQAqlYuuxcV59sG-2FG= qCFjQlyuhoSuAeSc9rupK8orV-2BGWZIu-2BZudrle4Z9lLKgJ7CBsENtcw-3D ] Elevator Pitch =C3=A9 a newsletter di=C3=A1ria da PipeLovers para profiss= ionais de vendas B2B, focada no aprimoramento de habilidades comerciais. Inspirada no conceito de "discurso de elevador", ajudamos voc=C3=AA a melh= orar seu pitch e transformar abordagens rapidamente. Com dicas e insights p= r=C3=A1ticos em cada edi=C3=A7=C3=A3o, nosso conte=C3=BAdo impulsiona seu d= esempenho comercial. At=C3=A9 amanh=C3=A3! =F0=9F=91=8B O que voc=C3=AA achou da edi=C3=A7=C3=A3o de hoje?Voc=C3=AA pode explicar o= porqu=C3=AA depois de votar Muito Boa [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHD= Jy2SBCOH3Vy-2FUWtznUuL9o66BopPQsWR-2BSYvHTefKBMklOZJ-2FD6AmQfW54pwBgZiksSRn= q96lH-2FlyiSxDTe77ca7IaIDaVu5F9YPUvpfwjck4trzaB0xZjWb82iCrUCrjOK37YdTNh9j-2= FY2QE0lcqAodxwMMpw-2FAy51I6ujjOy6chRDMpyPGcQ74eOcR0sKfFg2HdyDb6kCVT4FyzNik3= F0-2BZkFqlrSTLXsYiLDhkwCrcL-2B2EvwGNhHZrbCUOdV5YVGUcPzVlEEBNLzANrzNgyvb-2BB= f4ib2IkW1AMbml4xTANiNdhYDkWISXRUGeKv6vwe2-2B-2FrPD8IaG-2FWQAlfTQaQzoMw0Zux-= 2BVZVuTCOuNcs5g7uc-2FS4tkNUWNN5dNm1OpUap7K3YI4rcJvgPjn-2B1w2WcxL-2FtQs55Ovw= XgL1BVc-2B2Rrw_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6= lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdP= mxsws2pcJdnALysexTqfZ-2BuOUzCDikJzuMu20cMAx1ArgdazTsfnXcrOHQ5Jlvq8nMrSuEOdc= DVUCvoPpALnYiWCbRuqiemtqaSfDgpBFxsrr2pqxFJIKA9LH2lXsH5uJkg8XrIr4hdX6LsvMC3w= 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Visualizar este e-mail como=C2=A0p=C3=A1gina web

<= /td>
=
title

S=C3=B3 1 e= m cada 10 vendedores faz discovery do jeito certo

Antes de = pensar na solu=C3=A7=C3=A3o, descubra se voc=C3=AA est=C3=A1 resolvendo o p= roblema certo.
=E2=80=8A

ARTIGO

title

Disco= very e causa raiz: como investigar o problema certo antes de vender

Em vendas consultivas, n=C3=A3o =C3=A9 a funcionalidade da sua solu=C3=A7= =C3=A3o que define o sucesso. =C3=89 o problema que voc=C3=AA resol= ve. Foi exatamente isso que D= aniel Forin, Channel Account Executive na Exact Sales, destaco= u em sua aula para executivos na PipeLovers.

Forin apresentou um framework pr=C3=A1tico e robusto para transform= ar o discovery em uma ferramenta estrat=C3=A9gica. N=C3=A3o apenas= para entender o cliente, mas para alinhar a jornada, diagnosticar causas p= rofundas e posicionar sua solu=C3=A7=C3=A3o como ponte entre o problema atu= al e o futuro desejado.

A ven= da come=C3=A7a antes da dor, come=C3=A7a com a investiga=C3=A7=C3=A3o

O erro mais comum em vendas B2B = =C3=A9 come=C3=A7ar a conversa j=C3=A1 tentando vender. Em vez disso, o dis= covery precisa ser tratado como uma investiga=C3=A7=C3=A3o s=C3=A9ria. Isso= envolve tr=C3=AAs etapas iniciais:

1=EF=B8=8F=E2=83=A3 Alinha= mento de controle

Quem guia a conversa =C3=A9 voc=C3= =AA, mas quem precisa se sentir no controle =C3=A9 o cliente.

2=EF=B8=8F=E2=83=A3 Entend= imento da jornada

Compreender se o lead =C3=A9 inbou= nd ou outbound muda completamente o tom e o ritmo da conversa.

3=EF=B8=8F=E2=83=A3 In=C3= =ADcio do diagn=C3=B3stico

Aqui come=C3=A7a o trabalho de entender o que est=C3=A1 por tr=C3=A1s da de= manda e se ela =C3=A9, de fato, priorit=C3=A1ria.

O cora=C3=A7=C3=A3o do processo: os 6 passos do disc= overy eficaz

O m=C3=A9todo apresentado segue uma sequ=C3=AAncia l=C3=B3gica e poderosa. = Cada etapa ajuda o vendedor a sair da superf=C3=ADcie e alcan=C3=A7ar o ver= dadeiro ponto de alavancagem da venda:

1=EF=B8=8F=E2=83=A3 Identi= fica=C3=A7=C3=A3o do problema priorit=C3=A1rio
Qual dor =C3=A9 mais urgente e estrat=C3=A9gica?

2=EF=B8=8F=E2=83=A3 Diagn= =C3=B3stico do status quo
Como o cliente lida = com isso hoje?

3=EF=B8=8F=E2=83=A3 Invest= iga=C3=A7=C3=A3o da causa raiz
Por que esse pr= oblema existe de verdade?

4=EF=B8=8F=E2=83=A3 Avalia= =C3=A7=C3=A3o dos impactos negativos
Quanto is= so custa (em dinheiro, tempo, reputa=C3=A7=C3=A3o)?

5=EF=B8=8F=E2=83=A3 Defini= =C3=A7=C3=A3o do futuro desejado
O que muda se= resolvermos esse problema?

6=EF=B8=8F=E2=83=A3 Posici= onamento da solu=C3=A7=C3=A3o como ponte
Como = sua solu=C3=A7=C3=A3o leva do ponto A ao ponto B?

Essa abordagem exige escuta ativa, preparo e m=C3=A9t= odo. Mas =C3=A9 ela que separa uma venda mediana de uma negocia=C3=A7=C3=A3= o estrat=C3=A9gica.

T=C3=A9cnicas que destravam a conversa e a venda
=

Para leads outbound, Forin recomenda usar o Discovery Prompter<= /em>, um roteiro para ajudar o prospect a verbalizar suas dores se= m press=C3=A3o. Para mergulhos mais profundos, entra em cena o cl=C3=A1ssic= o dos =E2=80=9C5 porqu=C3=AAs=E2=80=9D, uma t=C3=A9cnica s= imples e poderosa para chegar =C3=A0 causa raiz de qualquer problema.

Essas ferramentas ajudam a sair do raso e entrar no campo da verdade. Onde = est=C3=A3o os reais entraves do neg=C3=B3cio. Onde a venda deixa de ser um = pitch e vira solu=C3=A7=C3=A3o.

No fim das contas...

Vender =C3=A9 resolver prob= lema. Mas voc=C3=AA s=C3=B3 resolve bem quando entende o que realmente est= =C3=A1 por tr=C3=A1s da dor do cliente.

Um bom discovery n=C3=A3o apenas diferencia voc=C3=AA da concorr=C3=AAncia.= Ele d=C3=A1 sustenta=C3=A7=C3=A3o para justificar valor, pre=C3=A7o e urg= =C3=AAncia.

=F0=9F=93=8C Est=C3=A1 com dificuldade em avan=C3=A7a= r negocia=C3=A7=C3=B5es ou justificar seu ticket? Talvez o problema n=C3=A3= o esteja no fechamento, e sim no come=C3=A7o da conversa.

=
<= strong>Leia mais no blog!
=E2=80=8A
=E2=80=8A

VAGAS EM VENDAS=C2=A0=C2=A0

Desenvolvedor(a) Fullstack Pleno

Vaga aberta para Full Stack - Pleno na twygo<= /span>

Procuramos uma pessoa para nos aju= dar a desenvolver novas features e tornar nossa solu=C3=A7=C3=A3o ainda mai= s atrativa para nossos clientes.

Venha fazer parte do nosso time de tecnologia e contr= ibuir para o desenvolvimento de produtos que fazem a diferen=C3=A7a na vida= das pessoas.

=
<= strong>QUERO ME CANDITAR!
=E2=80=8A
<= /td>
title

Consultor T=C3=A9cnico - Desenvolvedor

Vaga aberta para Desenvolvedor J=C3=BAnior - = J=C3=BAnior na Neomind=C2=A0

Estamos buscando um(a) Consultor(a) T=C3=A9cnico(a) J=C3=BAnior que resida = atualmente em Joinville/SC, apaixonado(a) por desenvolvimento, que goste de= desafios t=C3=A9cnicos e tenha um forte desejo de aprender e crescer.

Se voc=C3=AA =C3=A9 proativo(a), possui boa capacidad= e anal=C3=ADtica e busca atuar em projetos diversos e inovadores, essa opor= tunidade =C3=A9 para voc=C3=AA!

=
<= strong>QUERO ME CANDITAR!
=E2=80=8A
<= /td>
=E2=80=8A
<= /td>
=E2=80=8A

O melhor evento para fechar neg=C3=B3cios em = Santa Catarina!

Prepare-se! A 12=C2=AA edi=C3=A7=C3=A3o do maior evento para gerar = neg=C3=B3cios em SC est=C3=A1 chegando!

A Expoinova=C3=A7=C3=A3o 2= 025 vai reunir os nomes mais relevantes do mercado, networking de = alto n=C3=ADvel e oportunidades que n=C3=A3o se repetem.

=F0=9F=93=85 17 e 18 de se= tembro

Expocentro Edmundo Doubrawa | Joinville/SC

=
<= strong>COMPRAR INGRESSO
=E2=80=8A

PATROCINADORES

Por tr=C3=A1s de times de alta performance, est=C3=A3o as melhores = ferramentas.

=

Elevator Pi= tch =C3=A9 a newsletter di=C3=A1ria da PipeLovers para profissionais de ven= das B2B, focada no aprimoramento de habilidades comerciais.=

Inspirada no conceito de "discurso de elevador", ajudamos voc=C3=AA a melhorar seu pitch e transformar abordagens ra= pidamente. Com dicas e insights pr=C3=A1ticos em cada edi= =C3=A7=C3=A3o, nosso conte=C3=BAdo impulsiona seu desempenho comercial.

At=C3=A9 amanh=C3=A3! =F0=9F=91=8B

O que voc=C3=AA achou da edi=C3=A7=C3=A3o de hoje?

Voc=C3=AA pode explicar o porqu=C3=AA depois de votar

=
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Muito Boa =C2=A0|=C2=A0 Boa =C2=A0|=C2=A0 Mediana = =C2=A0|=C2=A0 Ruim =C2=A0|= =C2=A0 Muito ruim

3D"Instagram" 3D"LinkedIn" 3D"YouTube"
title
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Enviado por www.pipelovers.net
PipeLovers, Rua Florida 1901, S=C3= =A3o Paulo - S=C3=A3o Paulo, 4565001, Brasil

Caso n=C3=A3o queira mais receber estes e-mails,=C2=A0 cancele sua inscri=C3=A7=C3=A3o<= /a>.

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