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[149.72.216.26 listed in sa-accredit.habeas.com] -0.0 SPF_PASS SPF: sender matches SPF record 0.0 HTML_MESSAGE BODY: HTML included in message 0.0 HTML_IMAGE_RATIO_06 BODY: HTML has a low ratio of text to image area 0.5 KAM_REALLYHUGEIMGSRC RAW: Spam with image tags with ridiculously huge http urls -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 0.1 DKIM_SIGNED Message has a DKIM or DK signature, not necessarily valid -0.1 DKIM_VALID Message has at least one valid DKIM or DK signature X-Spam-Flag: NO --b9d60f51f75be2cdbf96cd17b90ad97352a7e5b3c5ce450eaf9a4bc38309 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-2BI8fJopw-2BEY1g3ZPbg= qS3aR0YT7lOprKq3-2F5demE7VoPu-2F0JYsJMXO3ppROzMdItunfGHpZq4xiv2Y-2FlqI24pvM= PHSZ7GDRY9Mhhf8w4Bi6B-2BJydJfLOvyqTamA0MHypMtTZ8mvmq7C-2FMpzrfU4Hf81De3ygx-= 2Ba7svrTvrxiNhzCN031g-3D-3D03If_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmC= YwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba= 2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd= 6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1S= lqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1qw7lpowJrQ1QexPZFYVd= bQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlkLynl2QSJT3y629MTviYb= vxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6nOU00YQ9oewzEp-2BUXh7= HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA-2Fees1BJtUSZ-2FK= AONbb4CTNs7tTwmUZ6VAnwOUsFH7KldYZzrxC8e-2FoW9OcIEr-2FxsfG0LrIPYJCwqPpeTNS96= 9j0H6Qtw2rhdyqTAnYuG0bgCWZUViWy5kzx7hzqHpyO3uSHYY668IiR7B2twxE9slJooJsZ3AyT= E-3D ] =20 Voc=C3=AA est=C3=A1 falando com o certo=E2=80=A6 mas do jeito errado? Apr= enda a adaptar o discurso para cada stakeholder. Decis=C3=A3o em grupo exige estrat=C3=A9gia individual: como mapear e ativa= r os pap=C3=A9is certos na jornada de compra. =20 =E2=80=8A ARTIGO [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHK57-2= BpPMIVqxty3mJpUowAxpDnOGmD43nrtqP4xhISJnUxVuPsSde4N4-2F-2BjcgLLbEGogcnMfEDC= 9WpklITVLZVGLsS595f7y7dtIrcsdZm6mB5u5YEBO3xvuxJWF9R13rEKvQZH4jJ0xjO6BWGvpWm= -2BtCyK4DZuEkvoUye1aXK2h26H0N24kibYrkZe-2BnNhHCvkA0vYvi0UacaGVetKvEtaQYC9Zr= o5BlwU6IkmXf9xsE0KvnJv45LungoYGJgyG8Q-3D-3DBN5L_L0Jpva-2Bv2FVxqtDdHdZrpA7Zs= RLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJ= XU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qXKu-2= BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBBU5HB= yTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1qw7l= powJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlkLynl= 2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6nOU00= YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA-= 2Fees1BJtUSXOYb4a8bV6JpqRMHBZSDLdhQ0hMQkTIMYP-2FMPPjxh64G2ivfxrs5JBL6Gg3Rse= LHU6XAcb-2BKfqkgIIH-2BZM-2BXPxvHyPlvEzcgE3bg3j1zCEfm3B8RSNO7ZTLqsINBKAhPc43= -2Fxdl5D1XnO-2Fa72JfbF0-3D ] Influenciadores e decisores: o que define o sucesso da venda B2B Voc=C3=AA j=C3=A1 se perguntou por que algumas negocia=C3=A7=C3=B5es trava= m, mesmo quando tudo parece certo com o decisor? Arthur Frota [ https://t.r= dsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHDRDrjcxdwVFTk8cXEcXB48ApQ= rfJWEmiUxAk-2BdwX1Tn4UGRphfkrPYKx-2FKPXcDdVs-2Fe2Qk2ryhkdMBXF565PxJSssbwgKU= BpaOSQMmuZzCcqhU6oe2cN4KZmrgHTuq6ePlWUL8GsqPAF4fmi1uAqOk-3D0DOQ_L0Jpva-2Bv2= FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHN= hbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuO= bppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTD= Z2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-= 2FARWEOXt6j1qw7lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVm= dCeAemsFmJlkLynl2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PL= xo1A5Mjlom6nOU00YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCV= cuwzaaCGwWsx3sA-2Fees1BJtUSU-2Bdb65DH8TDT8zd7Ozc-2FryHwucueXfe-2FMq2SjXCy6U= NTC7xLKNPIdJd6tHkrqwjsnUA3H1vnz4lCi3fnmRpwA6to7FPck0jjVKxnC3hL5rK57yLB5YZiS= RdGJJYsMptTi9ZmCcgqpcpkPNw74qQlSQ-3D ], fundador da Tallos, trouxe uma prov= oca=C3=A7=C3=A3o importante na sua aula: vender no B2B =C3=A9 menos sobre c= onvencer um =C3=BAnico tomador de decis=C3=A3o e mais sobre navegar em um e= cossistema de influ=C3=AAncias. Na pr=C3=A1tica, isso significa mapear, entender e se comunicar de forma es= trat=C3=A9gica com todos os stakeholders envolvidos. E aqui entra um dos gr= andes diferenciais dos vendedores consultivos, a habilidade de identificar = pap=C3=A9is, ajustar discursos e criar alian=C3=A7as dentro da conta. N=C3=A3o =C3=A9 s=C3=B3 com o decisor que se fecha neg=C3=B3cio Em vendas complexas, raramente existe um =C3=BAnico ponto de decis=C3=A3o.= Temos, no m=C3=ADnimo, tr=C3=AAs perfis de stakeholders: 1=EF=B8=8F=E2=83=A3 Usu=C3=A1rio final: quem sentir=C3=A1 diretamente o imp= acto da solu=C3=A7=C3=A3o. 2=EF=B8=8F=E2=83=A3 Influenciador: quem molda a percep=C3=A7=C3=A3o do deci= sor e pode acelerar ou travar o processo. 3=EF=B8=8F=E2=83=A3 Decisor: quem tem o poder final de aprovar ou n=C3=A3o= a compra. O erro mais comum =C3=A9 tratar todos do mesmo jeito. O discurso gen=C3=A9r= ico perde for=C3=A7a quando n=C3=A3o considera o contexto, as dores e as mo= tiva=C3=A7=C3=B5es de cada perfil. Adapte sua abordagem conforme o papel de cada um Para o influenciador, o foco est=C3=A1 na vis=C3=A3o de futuro, efici=C3= =AAncia e reputa=C3=A7=C3=A3o interna. J=C3=A1 o decisor quer saber sobre r= isco, ROI e impacto estrat=C3=A9gico. Isso exige uma comunica=C3=A7=C3=A3o = segmentada, emp=C3=A1tica e fundamentada, algo que come=C3=A7a com escuta a= tiva e leitura cuidadosa dos sinais nas reuni=C3=B5es. Na Tallos, Frota estruturou esse mapeamento desde o primeiro toque: dados = no formul=C3=A1rio de entrada, valida=C3=A7=C3=B5es na pr=C3=A9-venda e CRM= preparado para registrar as nuances de cada intera=C3=A7=C3=A3o. Isso perm= itia construir um discurso alinhado com os diferentes perfis ao longo do ci= clo de vendas. Influenciador =C3=A9 ponte, n=C3=A3o obst=C3=A1culo Um bom influenciador pode se tornar seu maior aliado, desde que voc=C3=AA o= trate como parte central da estrat=C3=A9gia. Ganhando sua confian=C3=A7a, = voc=C3=AA acessa o decisor com muito mais respaldo e credibilidade. Mais do que um simples =E2=80=9Cpassador de recados=E2=80=9D, o influencia= dor =C3=A9 o guardi=C3=A3o da ades=C3=A3o interna. Sua seguran=C3=A7a na so= lu=C3=A7=C3=A3o =C3=A9, muitas vezes, o fator decisivo para a aprova=C3=A7= =C3=A3o final. Aplica=C3=A7=C3=A3o pr=C3=A1tica: como come=C3=A7ar agora =E2=80=A2 Em toda reuni=C3=A3o, pergunte-se: com quem estou falando? Qual = papel essa pessoa exerce na jornada de compra? =E2=80=A2 Personalize seu follow-up com base no perfil. Um ROI para o decis= or; um ganho de efici=C3=AAncia para o influenciador. =E2=80=A2 Use o CRM com intelig=C3=AAncia: registre insights sobre cada st= akeholder para adaptar o discurso ao longo da negocia=C3=A7=C3=A3o. =E2=80=A2 Construa credibilidade desde o in=C3=ADcio: mostre que entende o = neg=C3=B3cio e que sua solu=C3=A7=C3=A3o resolve dores reais, de forma dife= rente para cada p=C3=BAblico. No fim das contas... A venda B2B =C3=A9 um jogo coletivo.=20 Mas quem ganha =C3=A9 quem sabe jogar individualmente com cada pe=C3=A7a. = Se voc=C3=AA ainda est=C3=A1 tratando todos os contatos como se fossem deci= sores, pode estar perdendo grandes oportunidades por falta de mapeamento e = estrat=C3=A9gia. Leia mais no blog! [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG= 7rHoak2fHK57-2BpPMIVqxty3mJpUowAxpDnOGmD43nrtqP4xhISJnUxVuPsSde4N4-2F-2Bjcg= LLbEOwWfM7MojHIyQYiMFk9tYM-3DHdGi_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpm= mCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjc= ba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qXKu-2BSdqEpANg7Vkqh= Ld6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ= 1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1qw7lpowJrQ1QexPZFY= VdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlkLynl2QSJT3y629MTvi= YbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6nOU00YQ9oewzEp-2BUX= h7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA-2Fees1BJtUSbUd= xkSXYXxoq16LvPv248xPo0YGFTDVmQcoK4tbRFyxr4fh9Dq-2BhSYj8czKy4Y19JiTA-2B2GXjo= sGiSiP9v8YAxfWB8rBbUHb1HHiqGLcs7Dq0gRlDhjC-2BPJeKcjDVZc0SJ5rdIgebpKitgAqF1o= ztk-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= sOrf9YHRBdJiFNIUD9HUBVvfa0G9CrwlGxGeUGw8dWd6-2BzNjO9mB56pkzcEl6fhGkRSIqebNo= rWf8zAYfHFNJWF56-2BqtrHF2-2BE-2BlfaXgYtKusaJudD-2FH15obtUAqGPVw5yWA6PumT-2F= mL09yAc6fF-2BRyos5qAs-2B9GwH58LrUJrH7hud1-2BKYARh0Gce4-2FKctOhXpR4868WFr-2B= o-2BUSrS5HAVp3CYfVMe5GKMHul393xOHTS1rVPFwquNlh8QAFMMRXtlw5P-2FkoH-2FspzwUro= BhGGxph5NU50JWlVATYs-2Bp4jOKIZRSSjHwA-3D-3Dbbcg_L0Jpva-2Bv2FVxqtDdHdZrpA7Zs= RLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJ= XU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qXKu-2= BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBBU5HB= yTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1qw7l= powJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlkLynl= 2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6nOU00= YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA-= 2Fees1BJtUSXMgTDfu70AqaEeZaQewnjHIuxLZbVP-2B61k8yJLdhNrRNDoQwNloFoMndZBFj7k= oMG0FbZaybx54bTQeIyRJL8EyAI5M5KBv-2FX9KdD9mTu-2Bkl8-2BVY3WwcW3tZ7GPcd6C3fM6= kj7uPxo8QM6s3tsx3-2Bo-3D ] Executivo de Contas Hunter Vaga aberta para Closer - Pleno na Docnix Estamos procurando por um profissional envolvido no processo de estrat=C3= =A9gia, mapeamento, prospec=C3=A7=C3=A3o, qualifica=C3=A7=C3=A3o, negocia= =C3=A7=C3=A3o e fechamento de neg=C3=B3cios em potenciais clientes, contrib= uindo para solucionar dores e necessidades identificadas, atrav=C3=A9s das = solu=C3=A7=C3=B5es ofertadas pelo docnix. QUERO ME CANDITAR! [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG= 7rHoak2fHNA-2FUWAhwFIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01UDE0w3-2FTtzHfoilKn= rcYNUi5yuhQHYB3cjzyMpUWC4uYGlNN-2FpvCMPd6tLV6hpJDaYRl_L0Jpva-2Bv2FVxqtDdHdZ= rpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2Bs= CrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6= qXKu-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ug= BBU5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6= j1qw7lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJ= lkLynl2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom= 6nOU00YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwW= sx3sA-2Fees1BJtUSe-2BYtvPB-2FzXHtS7owov60qcNIh8-2BTgRFZNuz1W-2F1QmdAdbUbaSJ= St0AyeVFEa7b2FEdqfglHz390Oh-2B0OAn9oG57Qet72ZVZpf1PtrsbiKxfk-2F5CZsVjF0UKJo= Tc-2FrZLIzGc1ru-2FeBkes3h-2FPViq37Q-3D ] =E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHNA-2FUWAhw= FIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01RpeWSXvWQUbMHR1-2FqArtV4ZUUt49FBg5Mbpq= 8lISYU1BKj1qV-2BxE7r4rdVfz2NdRv4LPxVsbKq7ovJ-2FOUjkqVIC5yqN2YSPK0pC5mUzw-2F= XCBRZCWem-2FyD6jp2Hy64pnU29A8bo5XR7nlBIZbGO1c7zvXcWl-2FFkalZRjzcPcb8zUbY9Us= LM7v9KC3lABG8Pa-2BMM9nobZyPcJacDxGyhCeQL9kHsfzYjzPagL6rz33IJ8-3DCR-j_L0Jpva= -2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6H= uXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ= -2BuObppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddn= LkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6Tx= vJxa-2FARWEOXt6j1qw7lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXf= zRoVmdCeAemsFmJlkLynl2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCI= pB5PLxo1A5Mjlom6nOU00YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oK= Q2qCVcuwzaaCGwWsx3sA-2Fees1BJtUSftqnfS6jCgFUijgrRrxnSC39hGKYhsSI3H3TeOfyQMD= eCtd22YQqQajXQf5IcMzcH9f3NvHUCU9Wij6mLKliooWHXsYORy-2F6yZxc7J-2BHTU5AcBCl9d= T2As-2BxKs9sqj-2Bbfi-2F5N72AVpslIHqFSMJaPo-3D ] Analista de Efici=C3=AAncia Comercial (Enablement) Vaga aberta para Analista Comercial - Pleno na TotalPass Queremos algu=C3=A9m que tenha paix=C3=A3o por treinamento, capacita=C3=A7= =C3=A3o, onboarding, desenvolvimento t=C3=A9cnico de times comerciais e que= seja movido a desafios, inova=C3=A7=C3=A3o e melhoria cont=C3=ADnua. Somos uma =C3=A1rea estrat=C3=A9gica dentro da opera=C3=A7=C3=A3o B2B da To= talPass, com foco em impulsionar a performance dos times de Pr=C3=A9-vendas= , Vendas, Canais Indiretos, CS e Service.=C2=A0 QUERO ME CANDITAR! [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG= 7rHoak2fHNA-2FUWAhwFIHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01RpeWSXvWQUbMHR1-2Fq= ArtV4ZUUt49FBg5Mbpq8lISYU3Y5FphG9LUXzn5EiP72WBxh1xr_L0Jpva-2Bv2FVxqtDdHdZrp= A7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCr= OYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qX= Ku-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBB= U5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1= qw7lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlk= Lynl2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6n= OU00YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx= 3sA-2Fees1BJtUScxQpcEOvfbQPeZaiwKQaALTFsqenjGsQEdqKL8gvM14GShkmzHAl-2F2pQQK= Mz6Eb9vtVESf1pwgsz-2F7hQFJ3R22RkcVoDNxJsQMmkji4R65QbZz9ylvf-2FCXpWxcMChF6MJ= Kp1M8s-2F8aO6W64PoI3Yuw-3D ] =E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHNA-2FUWAhwF= IHa1EBFDpRkxJ2Swhp-2FHkT0skpWTgeTL01UQV5vwy-2FmScQp6X0HY67PQ-3D-3DolPW_L0Jp= va-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc= 6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTq= fZ-2BuObppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVd= dnLkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6= TxvJxa-2FARWEOXt6j1qw7lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssI= XfzRoVmdCeAemsFmJlkLynl2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONG= CIpB5PLxo1A5Mjlom6nOU00YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1= oKQ2qCVcuwzaaCGwWsx3sA-2Fees1BJtUSUqFDV1HmJtCwsu6Gqr0rBXYp5pzxH0-2BvCz-2BCl= 2cK8pOYNYdp4Ej1SmrX-2FN6WiE5OQEVbeQrcYwlfccUGV-2FLPvYb7-2Bvtpw-2BcSCGJtCqBa= N8evEJHIm2AL1AV6PwTB7Y7w35XyAQSuj56VNvUi-2BgE8DE-3D ] =E2=80=8A =20 =E2=80=8A [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7rHoak2fHNexxOZvy7g= qfjioabfBqDmdLZ-2BpcGHIAE-2BtWqbj8LXhHD7oYYE7WQXlsZoNtC3pTQDaLOFd3JvjYLiY-2= FR-2BHBQ9qPHv98Yzb3-2FbntBCuSXljlU-2BWgJABGMrWJX2amWAeMHDeiW9sce-2FH6j-2BMe= 4C0h1pqFGoNIG8jLbJaSKdUvsLqTNkW_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmC= YwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba= 2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd= 6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1S= lqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1qw7lpowJrQ1QexPZFYVd= bQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlkLynl2QSJT3y629MTviYb= vxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6nOU00YQ9oewzEp-2BUXh7= HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA-2Fees1BJtUSWeqYx= UMqP9pnyd0R7hXrmF-2BoGmrJy6QOmqfRHm1Sy2z6bmnq19CyE43Y9fZjjOcGv0TIEtL3RiqaTq= 9JviMqmOozvd2A6UeVmY3M8V3oego015-2BLoUYZKZWTof1MQ6m7zBk-2FXkDfzY1QdEz4YE8CL= I-3D ] O melhor evento para fechar neg=C3=B3cios em Santa Catarina! Prepare-se!=C2=A0A 12=C2=AA edi=C3=A7=C3=A3o do maior evento para gerar ne= g=C3=B3cios em SC est=C3=A1 chegando! A=C2=A0Expoinova=C3=A7=C3=A3o 2025=C2=A0vai 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 setembro Expocentro Edmundo Doubrawa | Joinville/SC COMPRAR INGRESSO [ https://t.rdsv2.net/ls/click?upn=3Du001.oVA71OOs6lJG7r= Hoak2fHNexxOZvy7gqfjioabfBqDmdLZ-2BpcGHIAE-2BtWqbj8LXhHD7oYYE7WQXlsZoNtC3pT= QDaLOFd3JvjYLiY-2FR-2BHBQ9qPHv98Yzb3-2FbntBCuSXljlU-2BWgJABGMrWJX2amWAeMHDe= iW9sce-2FH6j-2BMe4C0h1pqFGoNIG8jLbJaSKdUvsLqlf1z_L0Jpva-2Bv2FVxqtDdHdZrpA7Z= sRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2FrRxJc6HuXWHNhbL4aK-2BsCrOYM= JXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALysexTqfZ-2BuObppEGA6Zj6qXKu-= 2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL70PHVddnLkPTDZ2XBI1l3ugBBU5H= ByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YSIrvu6TxvJxa-2FARWEOXt6j1qw7= lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG6FX2mtssIXfzRoVmdCeAemsFmJlkLyn= l2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6NsSdHxCXONGCIpB5PLxo1A5Mjlom6nOU0= 0YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4kXJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA= -2Fees1BJtUSUafLzB1MDYZ2-2FgGgmKO39guGSGi40cjzL1546n8O5Woxoq6MUW-2FqoeHIVOW= nzeknUxrPHLcJ3YEr8Vfo-2F4T1vyxqgE67KedLULvSmcTgj47VnUKanSWeQ3LP-2BI5STSXII3= iL7e5oxaMLDEga5d2bMU-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= qXZH0X1GJt3QD8KaqRxVM8nxt-2FWReqhT5plQEl31tm4yIGLVCqsiYgGiqT8J21zdTxPiNQ-3D= LIxB_L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjl= V-2FrRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJd= nALysexTqfZ-2BuObppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNol= ChL70PHVddnLkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yost= y8YSIrvu6TxvJxa-2FARWEOXt6j1qw7lpowJrQ1QexPZFYVdbQmIo8ZkE-2FoyQLqjUbdYdFvPG= 6FX2mtssIXfzRoVmdCeAemsFmJlkLynl2QSJT3y629MTviYbvxpDC-2B-2BFAC2kCzQs-2BW6Ns= SdHxCXONGCIpB5PLxo1A5Mjlom6nOU00YQ9oewzEp-2BUXh7HlF7jHLMw78JyEj6yx-2BcJ0V4k= XJusiTAo1oKQ2qCVcuwzaaCGwWsx3sA-2Fees1BJtUSdP4BJTNL88CvuYuo2hrq4osWlf7LNRQn= lYVhZ1HN2VSWk-2BNArxom9yVkoWRydwVblLef85p5LP45t4qDoSGn5Wo-2BRDyxNhVfuJ2dD9Q= DDsDmJsvzTcsEFGhj7OnM3hPFNp23Qo5ycZzPPJ93Rh7HTg-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-2FlyiSxDTe74cNmMmSbiT-2FQtkSbg100KO6rixPsHHRJLn4DZQHXTrPYWmVcpy8T3Xk3= BFAqn1kLgc88LDbZRuG5aA0gLfWyjRfL-2BtRSXFfA6E08RzIZfAZT4aZ3S0Wfy11UajJoFiShG= dHkW9d17YK6Le9KHpnOD2JGmltZ9pDjLu6yNQOrDgugJDeYm29GTaxVJEwak4R6azqqeHHqv6mn= ok5lg8GavEd6VXz68aURT5-2BLJ4uZc04ySipgsbpPAhycmYR00reYBLIdgHpq-2FXRG6CZGKnE= CNj3oQYgLM8tQDC84VvdmPcu6fQtjYkBOO3HQfwzV7-2FK5E0FPiKWUvEJn6WzrRE9g-2FbzQ1m= _L0Jpva-2Bv2FVxqtDdHdZrpA7ZsRLgOdO4i1VrMpmmCYwgLHkITIFEU8xaf6lLlGaasdjlV-2F= rRxJc6HuXWHNhbL4aK-2BsCrOYMJXU4pdn0zEc0Fjcba2-2Bm-2BPSVNK3QdPmxsws2pcJdnALy= sexTqfZ-2BuObppEGA6Zj6qXKu-2BSdqEpANg7VkqhLd6rddX97hIcTvuLojZfEXf1JlNolChL7= 0PHVddnLkPTDZ2XBI1l3ugBBU5HByTiVMXA6tNfcYJ1SlqcsdFLGuMQuCtDYTaLbHl3yosty8YS= 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title

Voc=C3=AA e= st=C3=A1 falando com o certo=E2=80=A6 mas do jeito errado? Aprenda a adapta= r o discurso para cada stakeholder.

Decis=C3=A3o em grupo exige estrat=C3=A9gia individual: como mapear e at= ivar os pap=C3=A9is certos na jornada de compra.
=E2=80=8A

ARTIGO

Influenciadores e decisores: o que = define o sucesso da venda B2B

Voc=C3=AA j=C3=A1 se perguntou por que algumas negocia=C3=A7=C3=B5es travam= , mesmo quando tudo parece certo com o decisor? Arthur Frota, fundador da Tallos, trouxe uma provoca=C3=A7=C3=A3o importante na sua = aula: vender no B2B =C3=A9 menos sobre convencer um =C3=BAnico toma= dor de decis=C3=A3o e mais sobre navegar em um ecossistema de influ=C3=AAnc= ias.

Na pr=C3=A1tica, isso significa mapear, entender e se= comunicar de forma estrat=C3=A9gica com todos os stakeholders envolvidos. = E aqui entra um dos grandes diferenciais dos vendedores consultivos, a habilidade de identificar pap=C3=A9is, ajustar discursos e criar alian= =C3=A7as dentro da conta.

N=C3= =A3o =C3=A9 s=C3=B3 com o decisor que se fecha neg=C3=B3cio

=

Em vendas complexas, raramente existe um =C3=BAnico ponto de decis=C3=A3o. = Temos, no m=C3=ADnimo, tr=C3=AAs perfis de stakeholders:

1=EF=B8= =8F=E2=83=A3 Usu=C3=A1rio final: quem sentir=C3=A1 diretamente o i= mpacto da solu=C3=A7=C3=A3o.

2=EF=B8= =8F=E2=83=A3 Influenciador: quem molda a percep=C3=A7=C3=A3o do de= cisor e pode acelerar ou travar o processo.

3=EF=B8=8F=E2=83=A3 Decisor: quem tem o poder final de apr= ovar ou n=C3=A3o a compra.

O erro mais comum =C3=A9 tratar todos do mesmo jeito.= O discurso gen=C3=A9rico perde for=C3=A7a quando n=C3=A3o considera o cont= exto, as dores e as motiva=C3=A7=C3=B5es de cada perfil.

Adapte sua abordagem conforme o papel de cada um
=

Para o influenciador, o foco est=C3=A1 na vis=C3=A3o de futuro, efici=C3=AA= ncia e reputa=C3=A7=C3=A3o interna. J=C3=A1 o decisor quer saber sobre risc= o, ROI e impacto estrat=C3=A9gico. Isso exige uma comunica=C3=A7=C3=A3o seg= mentada, emp=C3=A1tica e fundamentada, algo que come=C3=A7a com escuta ativ= a e leitura cuidadosa dos sinais nas reuni=C3=B5es.

Na Tallos, Frota estruturou esse mapeamento desde o primeiro toque: dados n= o formul=C3=A1rio de entrada, valida=C3=A7=C3=B5es na pr=C3=A9-venda e CRM = preparado para registrar as nuances de cada intera=C3=A7=C3=A3o. Isso permi= tia construir um discurso alinhado com os diferentes perfis ao longo do cic= lo de vendas.

Influ= enciador =C3=A9 ponte, n=C3=A3o obst=C3=A1culo

Um bom influenciador pode se torna= r seu maior aliado, desde que voc=C3=AA o trate como parte central da estra= t=C3=A9gia. Ganhando sua confian=C3=A7a, voc=C3=AA acessa o decisor com mui= to mais respaldo e credibilidade.

Mais do que um simples =E2=80=9Cpassador de recados=E2=80=9D, o influenciad= or =C3=A9 o guardi=C3=A3o da ades=C3=A3o interna. Sua seguran=C3=A7a na sol= u=C3=A7=C3=A3o =C3=A9, muitas vezes, o fator decisivo para a aprova=C3=A7= =C3=A3o final.

Aplica=C3=A7=C3=A3o pr=C3=A1tica: como come=C3=A7ar = agora

=E2=80=A2 Em toda reuni=C3=A3o, pergunte-se: com quem esto= u falando? Qual papel essa pessoa exerce na jornada de compra?

=E2=80=A2 Personalize seu follow-up com base no perfil. Um ROI para o decis= or; um ganho de efici=C3=AAncia para o influenciador.

=E2=80=A2 Use o CRM com intelig=C3=AAncia: registre insigh= ts sobre cada stakeholder para adaptar o discurso ao longo da negocia=C3=A7= =C3=A3o.

=E2=80=A2 Construa credibili= dade desde o in=C3=ADcio: mostre que entende o neg=C3=B3cio e que = sua solu=C3=A7=C3=A3o resolve dores reais, de forma diferente para cada p= =C3=BAblico.

No fim das contas...

A venda B2B =C3=A9 um jogo = coletivo.

Mas quem ganha =C3=A9 quem sabe jogar individualmente com cada pe=C3=A7a. S= e voc=C3=AA ainda est=C3=A1 tratando todos os contatos como se fossem decis= ores, pode estar perdendo grandes oportunidades por falta de mapeamento e e= strat=C3=A9gia.

=
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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.

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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

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Enviado por www.pipelovers.net
PipeLovers, Rua Florida 1901, S=C3= =A3o Paulo - S=C3=A3o Paulo, 4565001, Brasil

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