{"id":61975,"date":"2019-03-29T16:21:17","date_gmt":"2019-03-29T15:21:17","guid":{"rendered":"https:\/\/blog.euncet.com\/?p=61975"},"modified":"2023-10-10T08:51:21","modified_gmt":"2023-10-10T06:51:21","slug":"com-aconseguir-una-estrategia-de-venda-b2b-exitosa","status":"publish","type":"post","link":"https:\/\/www.euncet.com\/blog\/ca\/com-aconseguir-una-estrategia-de-venda-b2b-exitosa\/","title":{"rendered":"Com aconseguir una estrat\u00e8gia de venda B2B exitosa?"},"content":{"rendered":"<p><span data-contrast=\"none\">La venda B2B ha aconseguit que els compradors accedeixin a preus molt m\u00e9s competitius i amb aix\u00f2 millorar substancialment el proc\u00e9s de producci\u00f3. Tanmateix, s&#8217;ha de seguir una estrat\u00e8gia que garanteixi que la venda B2B sigui realment d&#8217;\u00e8xit. Parlarem una mica del com aconseguir aquesta estrat\u00e8gia en aquest article.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_82_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">\u00cdNDEX DE CONTINGUTS<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #222222;color:#222222\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #222222;color:#222222\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.euncet.com\/blog\/ca\/com-aconseguir-una-estrategia-de-venda-b2b-exitosa\/#Coneixement_de_lentorn\" >Coneixement de l&#8217;entorn\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.euncet.com\/blog\/ca\/com-aconseguir-una-estrategia-de-venda-b2b-exitosa\/#Simplificar_els_processos\" >Simplificar els processos\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.euncet.com\/blog\/ca\/com-aconseguir-una-estrategia-de-venda-b2b-exitosa\/#Estrategies_de_Marqueting\" >Estrat\u00e8gies de M\u00e0rqueting\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.euncet.com\/blog\/ca\/com-aconseguir-una-estrategia-de-venda-b2b-exitosa\/#Optimitzar_la_taxa_de_vendes\" >Optimitzar la taxa de vendes\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.euncet.com\/blog\/ca\/com-aconseguir-una-estrategia-de-venda-b2b-exitosa\/#Experiencia_i_formacio\" >Experi\u00e8ncia i formaci\u00f3\u00a0<\/a><\/li><\/ul><\/nav><\/div>\n\n<p><span data-contrast=\"none\">Coneixies el terme B2B? Fa refer\u00e8ncia al model Business to Business (empresa a empresa). El que b\u00e0sicament significa que s\u00f3n empreses que no busquen arribar al consumidor final, sin\u00f3 que es dediquen a vendre serveis o productes per a altres empreses. En usar aquest model, les empreses no arriben a un gran nombre de clients, sin\u00f3 que per contra el nombre de clients \u00e9s redu\u00eft i aquest es troba en sectors molt espec\u00edfics. A causa d&#8217;aix\u00f2, la facturaci\u00f3 mitjana per client \u00e9s molt m\u00e9s gran. Per aquest mateix motiu, cal un major control i un proc\u00e9s de venda una mica m\u00e9s llarg. Com aconseguir una estrat\u00e8gia de venda B2B exitosa? Convertint-te en un <\/span><a href=\"https:\/\/www.euncet.es\/master-direccion-comercial-y-marketing\"><span data-contrast=\"none\">director comercial<\/span><\/a><span data-contrast=\"none\"> capa\u00e7 de controlar els seg\u00fcents punts:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Coneixement_de_lentorn\"><\/span><span class=\"TextRun SCXW242392518 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW242392518 BCX0\" data-ccp-charstyle=\"Strong\">Coneixement de l&#8217;entorn<\/span><\/span><span class=\"EOP SCXW242392518 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:300,&quot;335559739&quot;:0,&quot;335559740&quot;:690}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span data-contrast=\"none\">Anem directe al que busquem. Per tenir una estrat\u00e8gia de venda B2B que tingui \u00e8xit hem de con\u00e8ixer el mercat. Qui s\u00f3n els teus competidors? Quin \u00e9s el teu avantatge competitiu? Qu\u00e8 li ofereixes als clients? En realitat, mai \u00e9s un producte o servei, el que \u00e9s una soluci\u00f3 a una necessitat. Llavors, Coneixes b\u00e9 el benefici del teu producte per al teu client?<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">El coneixement de l&#8217;entorn ha de ser tant intern com extern. Tenir clar que benefici atorguem i quin \u00e9s el nostre avantatge competitiu, ens ajudar\u00e0 molt per arribar als nostres clients objectius.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Tot aquest coneixement ha d&#8217;agafar unes dades. Informaci\u00f3 que ha de ser analitzada amb detall per poder establir les bases dels nostres objectius. Qui s\u00f3n els nostres clients? Quant venem? Quina \u00e9s la for\u00e7a de venda dels nostres productes?<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Has de poder contestar a totes aquestes preguntes i analitzar amb profunditat les dades que obtinguis d&#8217;aquestes mateixes preguntes. Nom\u00e9s coneixent-nos molt b\u00e9, coneixent el mercat i coneixent els nostres clients podrem ser capa\u00e7os de plantejar-nos objectius SMART. Objectius per als quals el nostre equip de vendes treballar\u00e0 per tal d&#8217;assolir all\u00f2 que l&#8217;empresa s&#8217;ha proposat.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Simplificar_els_processos\"><\/span><span class=\"TextRun SCXW40053865 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW40053865 BCX0\" data-ccp-charstyle=\"Strong\">Simplificar els processos<\/span><\/span><span class=\"EOP SCXW40053865 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span data-contrast=\"none\">Un dels grans assoliments del B2B, \u00e9s la simplificaci\u00f3 dels processos. Els clients han aconseguit optimitzar els recursos, reduir despeses i en general optimitzar els processos. Doncs b\u00e9, en aquest m\u00f3n l&#8217;\u00fanic constant \u00e9s el canvi. Tot est\u00e0 canviant i evolucionant cont\u00ednuament. Per la qual cosa les empreses busquen cada vegada fer m\u00e9s coses, m\u00e9s r\u00e0pid i amb menys recursos. \u00c9s la nostra feina, plantejar dins de la nostra estrat\u00e8gia de venda B2B, fer m\u00e9s f\u00e0cils les coses per als nostres clients. Simplificar els processos de compra per a ells significa major efic\u00e0cia i efici\u00e8ncia en la seva experi\u00e8ncia.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">El que significa m\u00e9s guanys per als teus clients. Aquests guanys s\u00f3n directament proporcionals a les vendes de la nostra empresa. Per la qual cosa fer les coses m\u00e9s senzilles, ens beneficia a tots.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Estrategies_de_Marqueting\"><\/span><span class=\"TextRun SCXW60721951 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW60721951 BCX0\" data-ccp-charstyle=\"Strong\">Estrat\u00e8gies de M\u00e0rqueting<\/span><\/span><span class=\"EOP SCXW60721951 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:300,&quot;335559739&quot;:0,&quot;335559740&quot;:690}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span data-contrast=\"none\">El nostre departament comercial i de vendes ha d&#8217;estar en comunicaci\u00f3 constant amb el departament de m\u00e0rqueting. La nostra estrat\u00e8gia de vendes ha d&#8217;estar molt lligada a l&#8217;estrat\u00e8gia de m\u00e0rqueting. El que diem ha de ser igual al que fem. Aix\u00f2 permetr\u00e0 m\u00e9s confian\u00e7a dels teus clients, a m\u00e9s d&#8217;una experi\u00e8ncia que genera seguretat.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Per aquest motiu si volem tenir una estrat\u00e8gia de venda B2B exitosa, clarament hem de tenir una estrat\u00e8gia de m\u00e0rqueting d&#8217;\u00e8xit. Qu\u00e8 hem de tenir en compte? La pres\u00e8ncia online \u00e9s molt important. Molts dels grans negocis es fan avui a trav\u00e9s de les xarxes. Has de saber com reben els teus clients la informaci\u00f3 que dones. Per tant, en les nostres estrat\u00e8gies hem d&#8217;incloure quadres de control. Tot ha de ser mesurable. Hem de tenir les dades per poder actuar. Con\u00e8ixer la satisfacci\u00f3 dels nostres clients, tenir taxes de conversi\u00f3 i retenci\u00f3 altes. Tot aix\u00f2 ha de quedar plasmat en el pla de m\u00e0rqueting de la nostra empresa. I per suposat, la comunicaci\u00f3 bidireccional entre ambd\u00f3s departaments \u00e9s indispensable.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Optimitzar_la_taxa_de_vendes\"><\/span><span class=\"TextRun SCXW208168853 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW208168853 BCX0\" data-ccp-charstyle=\"Strong\">Optimitzar la taxa de vendes<\/span><\/span><span class=\"EOP SCXW208168853 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:300,&quot;335559739&quot;:0,&quot;335559740&quot;:690}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span class=\"TextRun SCXW116048656 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW116048656 BCX0\" data-ccp-parastyle=\"Normal (Web)\">Dins de l&#8217;estrat\u00e8gia de vendes s&#8217;han de tenir en compte accions que maximitzin la nostra taxa de vendes. Moltes d&#8217;aquestes accions han de buscar incrementar la confian\u00e7a i seguretat del nostre client. Algunes d&#8217;elles serien: informaci\u00f3 real, ver\u00eddica i detallada dels nostres productes o serveis, preus baixos i transpar\u00e8ncia en els mateixos, entre d&#8217;altres.<\/span><\/span><span class=\"EOP SCXW116048656 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Experiencia_i_formacio\"><\/span><span class=\"TextRun SCXW3891406 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW3891406 BCX0\" data-ccp-charstyle=\"Strong\">Experi\u00e8ncia i formaci\u00f3<\/span><\/span><span class=\"EOP SCXW3891406 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:300,&quot;335559739&quot;:0,&quot;335559740&quot;:690}\">\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span class=\"TextRun SCXW199684903 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW199684903 BCX0\" data-ccp-parastyle=\"Normal (Web)\">Dos dels factors m\u00e9s importants sempre seran l&#8217;experi\u00e8ncia i la formaci\u00f3 obtinguda al llarg de la nostra vida professional. La capacitaci\u00f3 nostra i de tot el personal de l&#8217;empresa \u00e9s garantia d&#8217;\u00e8xit.<\/span><\/span><span class=\"EOP SCXW199684903 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:360,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/www.euncet.com\/ca\/executive-education\/postgrau-direccio-comercial-vendes\/\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter wp-image-60115 size-full\" src=\"https:\/\/blog.euncet.com\/wp-content\/uploads\/2023\/05\/2.-PDCV-H-3.png\" alt=\"\" width=\"757\" height=\"267\" srcset=\"https:\/\/www.euncet.com\/blog\/wp-content\/uploads\/2023\/05\/2.-PDCV-H-3.png 757w, https:\/\/www.euncet.com\/blog\/wp-content\/uploads\/2023\/05\/2.-PDCV-H-3-300x106.png 300w, https:\/\/www.euncet.com\/blog\/wp-content\/uploads\/2023\/05\/2.-PDCV-H-3-80x28.png 80w\" sizes=\"(max-width: 757px) 100vw, 757px\" \/><\/a><\/p>\n<p><span class=\"TextRun SCXW42370519 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW42370519 BCX0\" data-ccp-parastyle=\"Normal (Web)\">Per a tot aix\u00f2, a <\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW42370519 BCX0\" data-ccp-parastyle=\"Normal (Web)\">l\u2019<\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW42370519 BCX0\" data-ccp-parastyle=\"Normal (Web)\">Euncet<\/span><span class=\"NormalTextRun SCXW42370519 BCX0\" data-ccp-parastyle=\"Normal (Web)\"> comptem amb el<\/span> <\/span><a class=\"Hyperlink SCXW42370519 BCX0\" href=\"https:\/\/www.euncet.com\/ca\/executive-education\/postgrau-direccio-comercial-vendes\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span class=\"TextRun Underlined SCXW42370519 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW42370519 BCX0\" data-ccp-charstyle=\"Hyperlink\">postgrau en Direcci\u00f3 Comercial i Vendes<\/span><span class=\"NormalTextRun SCXW42370519 BCX0\" data-ccp-charstyle=\"Hyperlink\">,<\/span><\/span><\/a><span class=\"TextRun SCXW42370519 BCX0\" lang=\"CA-ES\" xml:lang=\"CA-ES\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW42370519 BCX0\" data-ccp-parastyle=\"Normal (Web)\"> que t&#8217;ajudar\u00e0 a convertir-te en tot un professional a nivell de direcci\u00f3 comercial. No t&#8217;ho penses m\u00e9s!<\/span><\/span><span class=\"EOP SCXW42370519 BCX0\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:338}\">\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>La venda B2B ha aconseguit que els compradors accedeixin a preus molt m\u00e9s competitius i amb aix\u00f2 millorar substancialment el proc\u00e9s de producci\u00f3. Tanmateix, s&#8217;ha de seguir una estrat\u00e8gia que garanteixi que la venda B2B sigui realment d&#8217;\u00e8xit. Parlarem una mica del com aconseguir aquesta estrat\u00e8gia en aquest article.\u00a0 Coneixies el terme B2B? Fa refer\u00e8ncia [&hellip;]<\/p>\n","protected":false},"author":28,"featured_media":38136,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[454],"tags":[485],"class_list":["post-61975","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marqueting-comunicacio-i-vendes","tag-direccion-comercial-y-ventas-ca"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Com aconseguir una estrat\u00e8gia de venda B2B exitosa? | Euncet<\/title>\n<meta name=\"description\" content=\"S&#039;ha de seguir una estrat\u00e8gia que garanteixi que la venda B2B funcioni. 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