{"id":67618,"date":"2026-06-15T12:50:52","date_gmt":"2026-06-15T10:50:52","guid":{"rendered":"https:\/\/www.euncet.com\/blog\/?p=67618"},"modified":"2026-06-18T13:43:04","modified_gmt":"2026-06-18T11:43:04","slug":"crear-plan-ventas-b2b-guia","status":"publish","type":"post","link":"https:\/\/www.euncet.com\/blog\/ca\/crear-plan-ventas-b2b-guia\/","title":{"rendered":"Com crear un pla de vendes B2B des de zero: guia pr\u00e0ctica per a empreses"},"content":{"rendered":"\n<p>Si treballes en el sector B2B (<em>Business to Business<\/em>), saps perfectament que vendre a altres empreses no t\u00e9 res a veure amb vendre a consumidors finals. Aqu\u00ed no serveixen les compres impulsives ni els descomptes d&#8217;\u00faltima hora. Els cicles de venda s\u00f3n llargs, hi intervenen m\u00faltiples decisors (el que fa servir el producte, el que el paga, el que l&#8217;aprova, el que decideix) i el risc percebut per part del comprador \u00e9s alt\u00edssim.<\/p><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 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\/crear-plan-ventas-b2b-guia\/#Pas_1_Defineix_el_teu_ICP_Ideal_Customer_Profile_amb_precisio_quirurgica\" >Pas 1: Defineix el teu ICP (Ideal Customer Profile) amb precisi\u00f3 quir\u00fargica<\/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\/crear-plan-ventas-b2b-guia\/#Pas_2_Mapeja_el_comite_de_compres\" >Pas 2: Mapeja el comit\u00e8 de compres<\/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\/crear-plan-ventas-b2b-guia\/#Pas_3_Estructura_el_teu_proces_de_vendes_Pipeline\" >Pas 3: Estructura el teu proc\u00e9s de vendes (Pipeline)<\/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\/crear-plan-ventas-b2b-guia\/#Pas_4_Defineix_les_teves_metriques_i_objectius_KPIs\" >Pas 4: Defineix les teves m\u00e8triques i objectius (KPIs)<\/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\/crear-plan-ventas-b2b-guia\/#Pas_5_Alinea_vendes_i_marqueting_Smarketing\" >Pas 5: Alinea vendes i m\u00e0rqueting (Smarketing)<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.euncet.com\/blog\/ca\/crear-plan-ventas-b2b-guia\/#Com_gestionar_les_objeccions_mes_comunes_en_B2B\" >Com gestionar les objeccions m\u00e9s comunes en B2B<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.euncet.com\/blog\/ca\/crear-plan-ventas-b2b-guia\/#El_paper_de_la_tecnologia_CRM_i_automatitzacio\" >El paper de la tecnologia: CRM i automatitzaci\u00f3<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.euncet.com\/blog\/ca\/crear-plan-ventas-b2b-guia\/#Professionalitza_la_teva_estrategia_comercial\" >Professionalitza la teva estrat\u00e8gia comercial<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.euncet.com\/blog\/ca\/crear-plan-ventas-b2b-guia\/#Preguntes_frequents_FAQ\" >Preguntes freq\u00fcents (FAQ)<\/a><\/li><\/ul><\/nav><\/div>\n\n\n\n\n<p>Malgrat aquesta complexitat, moltes empreses continuen operant sense un full de ruta clar, confiant \u00fanicament en el carisma dels seus comercials o en la in\u00e8rcia del mercat. Si vols deixar d&#8217;improvisar i assegurar un creixement predictible, necessites saber com&nbsp;<strong><em>crear un pla de vendes B2B<\/em><\/strong>&nbsp;des de zero. En aquest article et guiar\u00e9 pas a pas perqu\u00e8 construeixis una estrat\u00e8gia s\u00f2lida, mesurable i, sobretot, orientada a resultats reals.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pas_1_Defineix_el_teu_ICP_Ideal_Customer_Profile_amb_precisio_quirurgica\"><\/span>Pas 1: Defineix el teu ICP (<em>Ideal Customer Profile<\/em>) amb precisi\u00f3 quir\u00fargica<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>L&#8217;error m\u00e9s car en vendes B2B \u00e9s intentar vendre a tothom. Si el teu producte \u00abserveix per a qualsevol empresa\u00bb, el teu missatge comercial ser\u00e0 tan gen\u00e8ric que no connectar\u00e0 amb ning\u00fa. Abans d&#8217;agafar el tel\u00e8fon o enviar un correu electr\u00f2nic, has de definir el teu\u00a0<a href=\"https:\/\/www.euncet.com\/blog\/ca\/?p=58633\" target=\"_blank\" rel=\"noreferrer noopener\">Perfil de Client Ideal<\/a>\u00a0(ICP).<\/p>\n\n\n\n<p>No et quedis en dades demogr\u00e0fiques b\u00e0siques com \u00abempreses de m\u00e9s de 50 empleats\u00bb. Aprofundeix en els aspectes seg\u00fcents:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Firmografia:<\/strong>\u00a0Sector, facturaci\u00f3 anual, nombre d&#8217;empleats, ubicaci\u00f3 geogr\u00e0fica.<\/li>\n\n\n\n<li><strong>Tecnografia:<\/strong>\u00a0Quin programari utilitzen actualment? (Ex: si vens un\u00a0<em>plugin<\/em>\u00a0per a Salesforce, el teu ICP ha d&#8217;usar Salesforce).<\/li>\n\n\n\n<li><strong>Esdeveniments desencadenants (<em>Triggers<\/em>):<\/strong>\u00a0Quina situaci\u00f3 fa que necessitin el teu producte ara? (Ex: Acaben de rebre una ronda d&#8217;inversi\u00f3, han contractat un nou director de RRHH, s&#8217;enfronten a un canvi regulatori).<\/li>\n<\/ul>\n\n\n\n<p><strong>Cas pr\u00e0ctic:<\/strong>&nbsp;L&#8217;empresa de programari de recursos humans Factorial no s&#8217;adre\u00e7a a \u00abtotes les pimes\u00bb. El seu ICP inicial eren \u00abempreses de 50 a 200 empleats, en fase de creixement r\u00e0pid, que encara gestionen les vacances del seu equip en fulls de c\u00e0lcul i acaben de contractar el seu primer responsable de RRHH\u00bb. Aquesta especificitat \u00e9s la que permet crear missatges de venda que converteixen.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pas_2_Mapeja_el_comite_de_compres\"><\/span>Pas 2: Mapeja el comit\u00e8 de compres<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>En B2B, rarament convences una sola persona. Per aix\u00f2, el teu pla de vendes ha de contemplar com abordar cadascun d&#8217;ells, a trav\u00e9s d&#8217;un argumentari, perqu\u00e8 les seves motivacions s\u00f3n completament diferents.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Rol en el comit\u00e8<\/th><th>Qu\u00e8 li preocupa?<\/th><th>El teu argument de venda<\/th><\/tr><\/thead><tbody><tr><td><strong>L&#8217;Usuari Final<\/strong><\/td><td>Facilitat d&#8217;\u00fas, estalvi de temps en el seu dia a dia.<\/td><td>\u00abDeixar\u00e0s de fer tasques manuals avorrides\u00bb.<\/td><\/tr><tr><td><strong>El Campi\u00f3 (<em>Champion<\/em>)<\/strong><\/td><td>Quedar b\u00e9 davant els seus caps per haver portat una soluci\u00f3 innovadora.<\/td><td>\u00abAquest projecte t&#8217;ajudar\u00e0 a destacar a l&#8217;empresa\u00bb.<\/td><\/tr><tr><td><strong>El Decisor Econ\u00f2mic (CFO)<\/strong><\/td><td>Retorn de la inversi\u00f3 (ROI), costos ocults, impacte en el pressupost.<\/td><td>\u00abRecuperar\u00e0s la inversi\u00f3 en 6 mesos reduint costos operatius\u00bb.<\/td><\/tr><tr><td><strong>El Bloquejador (IT \/ Legal)<\/strong><\/td><td>Seguretat de les dades, compliment normatiu, integracions.<\/td><td>\u00abComplim la ISO 27001 i ens integrem via API de forma segura\u00bb.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pas_3_Estructura_el_teu_proces_de_vendes_Pipeline\"><\/span>Pas 3: Estructura el teu proc\u00e9s de vendes (<em>Pipeline<\/em>)<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Un pla de vendes sense un proc\u00e9s estandarditzat \u00e9s un caos. Necessites definir les etapes exactes per les quals passa un client des que no et coneix fins que signa el contracte. Aix\u00f2 et permetr\u00e0 mesurar on s&#8217;encallen les vendes i fer previsions (<em>forecasting<\/em>) precises.<\/p>\n\n\n\n<p>Un&nbsp;<em>pipeline<\/em>&nbsp;B2B est\u00e0ndard hauria d&#8217;incloure aquestes fases:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Prospecci\u00f3:<\/strong>\u00a0Identificaci\u00f3 de comptes objectiu i primer contacte (<em>Cold Email<\/em>, LinkedIn, trucades).<\/li>\n\n\n\n<li><strong>Qualificaci\u00f3 (<em>Discovery Call<\/em>):<\/strong>\u00a0Primera reuni\u00f3 de 15-20 minuts per confirmar si tenen el problema que resolus i si tenen pressupost. Si no encaixen, descarta&#8217;ls r\u00e0pid.<\/li>\n\n\n\n<li><strong>Demostraci\u00f3 \/ Proposta de valor:<\/strong>\u00a0Reuni\u00f3 en profunditat on presentes la soluci\u00f3 adaptada als seus punts de dolor espec\u00edfics (res de demos gen\u00e8riques).<\/li>\n\n\n\n<li><strong>Negociaci\u00f3 i revisi\u00f3 t\u00e8cnica:<\/strong>\u00a0Discussi\u00f3 de preus, revisi\u00f3 de contractes per part de Legal i validaci\u00f3 t\u00e8cnica per part d&#8217;IT.<\/li>\n\n\n\n<li><strong>Tancament (<em>Won\/Lost<\/em>):<\/strong>\u00a0Signatura del contracte o p\u00e8rdua de l&#8217;oportunitat (anotant sempre el motiu de la p\u00e8rdua per aprendre).<\/li>\n<\/ol>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pas_4_Defineix_les_teves_metriques_i_objectius_KPIs\"><\/span>Pas 4: Defineix les teves m\u00e8triques i objectius (KPIs)<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Si li dius al teu equip \u00abcal vendre m\u00e9s\u00bb, no els est\u00e0s donant un pla. Has d&#8217;aplicar enginyeria inversa als teus\u00a0<a href=\"https:\/\/www.euncet.com\/blog\/ca\/blog-2\/?p=41612&#038;p=66446\" target=\"_blank\" rel=\"noreferrer noopener\">objectius de facturaci\u00f3<\/a>\u00a0per saber exactament quantes accions di\u00e0ries necessiteu realitzar.<\/p>\n\n\n\n<p><strong>Exemple pr\u00e0ctic d&#8217;enginyeria inversa:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Objectiu de facturaci\u00f3 anual: 500.000 \u20ac<\/li>\n\n\n\n<li>Tiquet mitj\u00e0 per client: 10.000 \u20ac<\/li>\n\n\n\n<li>Clients necessaris: 50<\/li>\n\n\n\n<li>Si la teva taxa de tancament (de proposta a client) \u00e9s del 25%, necessites presentar 200 propostes.<\/li>\n\n\n\n<li>Si de cada 3 reunions de qualificaci\u00f3 n&#8217;ix 1 proposta, necessites 600 reunions.<\/li>\n\n\n\n<li>Si per aconseguir 1 reuni\u00f3 necessites contactar 20 prospectes, el teu equip ha de contactar 12.000 empreses a l&#8217;any (1.000 al mes).<\/li>\n<\/ul>\n\n\n\n<p>Ara ja tens un pla accionable: el teu equip sap que el seu objectiu principal \u00e9s contactar 1.000 empreses qualificades cada mes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pas_5_Alinea_vendes_i_marqueting_Smarketing\"><\/span>Pas 5: Alinea vendes i m\u00e0rqueting (<em>Smarketing<\/em>)<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>En B2B, el departament de vendes no pot treballar a\u00efllat. Si m\u00e0rqueting genera&nbsp;<em>leads<\/em>&nbsp;de baixa qualitat (empreses que no encaixen en l&#8217;ICP), vendes perdr\u00e0 el temps. Si vendes no dona&nbsp;<em>feedback<\/em>&nbsp;sobre les objeccions reals dels clients, m\u00e0rqueting no podr\u00e0 crear contingut \u00fatil.<\/p>\n\n\n\n<p>Per evitar aquesta desconnexi\u00f3, implementa un\u00a0<a href=\"https:\/\/www.euncet.com\/blog\/ca\/blog-2\/?p=41612&#038;p=59214\" target=\"_blank\" rel=\"noreferrer noopener\">SLA<\/a>\u00a0(<em>Service Level Agreement<\/em>) intern. \u00c9s un document on m\u00e0rqueting es compromet a lliurar X\u00a0<em>leads<\/em>\u00a0qualificats al mes, i vendes es compromet a contactar aquests\u00a0<em>leads<\/em>\u00a0en menys de 24 hores. A m\u00e9s, organitza reunions quinzenals conjuntes per revisar la qualitat dels\u00a0<em>leads<\/em>\u00a0i ajustar els missatges.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Com_gestionar_les_objeccions_mes_comunes_en_B2B\"><\/span>Com gestionar les objeccions m\u00e9s comunes en B2B<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Per molt bo que sigui el teu pla de vendes, els teus comercials es trobaran amb objeccions. Una objecci\u00f3 no \u00e9s un \u00abno\u00bb definitiu; \u00e9s una petici\u00f3 de m\u00e9s informaci\u00f3 o una mostra de por al risc. Si el teu equip no est\u00e0 preparat per gestionar-les, perdr\u00e0s vendes en la fase final de l&#8217;embut.<\/p>\n\n\n\n<p>Prepara un \u00abManual de Gesti\u00f3 d&#8217;Objeccions\u00bb (<em>Battlecard<\/em>) amb respostes estandarditzades per a les situacions m\u00e9s comunes:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u00ab\u00c9s molt car\u00bb:<\/strong>\u00a0Mai no responguis baixant el preu immediatament. Respon a\u00efllant l&#8217;objecci\u00f3: \u00ab\u00c9s un problema de pressupost o que no veus clar el retorn de la inversi\u00f3?\u00bb. Si \u00e9s el segon, torna a repassar el cas de negoci (<em>Business Case<\/em>) i l&#8217;estalvi de costos que suposa la teva soluci\u00f3.<\/li>\n\n\n\n<li><strong>\u00abJa treballem amb el vostre competidor X\u00bb:<\/strong>\u00a0No critiquis el competidor. Pregunta: \u00abX \u00e9s una bona eina. Per curiositat, qu\u00e8 \u00e9s el que m\u00e9s us agrada d&#8217;ells i qu\u00e8 trobeu a faltar?\u00bb. Aix\u00f2 et donar\u00e0 la clau per\u00a0<a href=\"https:\/\/www.euncet.com\/blog\/ca\/blog-2\/?p=41612&#038;p=59214\" target=\"_blank\" rel=\"noreferrer noopener\">posicionar el teu avantatge competitiu<\/a>.<\/li>\n\n\n\n<li><strong>\u00abNo \u00e9s el moment, truca&#8217;m d&#8217;aqu\u00ed a 6 mesos\u00bb:<\/strong>\u00a0Aix\u00f2 sol significar que no has generat prou urg\u00e8ncia. Pregunta: \u00abHo entenc. Nom\u00e9s per tenir context, quin impacte tindr\u00e0 en la vostra facturaci\u00f3 continuar fent aquest proc\u00e9s manualment durant els propers 6 mesos?\u00bb.<\/li>\n<\/ul>\n\n\n\n<p>Entrenar el teu equip mitjan\u00e7ant&nbsp;<em>role-plays<\/em>&nbsp;setmanals per practicar aquestes respostes augmentar\u00e0 dr\u00e0sticament la vostra taxa de tancament.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"El_paper_de_la_tecnologia_CRM_i_automatitzacio\"><\/span>El paper de la tecnologia: CRM i automatitzaci\u00f3<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Intentar executar un pla de vendes B2B modern amb fulls de c\u00e0lcul \u00e9s com intentar guanyar una cursa de F\u00f3rmula 1 amb un carruatge. Necessites un CRM robust com\u00a0<a href=\"https:\/\/www.hubspot.es\/\" target=\"_blank\" rel=\"noreferrer noopener\">HubSpot<\/a>, Salesforce o Pipedrive.<\/p>\n\n\n\n<p>El CRM no \u00e9s una eina de control per al cap de vendes; \u00e9s el cervell de l&#8217;operaci\u00f3. Et permet automatitzar el seguiment de correus electr\u00f2nics, programar recordatoris per no oblidar cap client, enregistrar les trucades per analitzar quins arguments funcionen millor i tenir visibilitat en temps real de tot el&nbsp;<em>pipeline<\/em>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Professionalitza_la_teva_estrategia_comercial\"><\/span>Professionalitza la teva estrat\u00e8gia comercial<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Crear un pla de vendes B2B estructurat requereix temps, an\u00e0lisi i molta disciplina en l&#8217;execuci\u00f3. No es tracta de pressionar m\u00e9s els clients, sin\u00f3 d&#8217;entendre els seus processos de compra i acompanyar-los aportant valor en cada etapa.<\/p>\n\n\n\n<p>Si vols dominar aquestes metodologies, aprendre a gestionar equips comercials d&#8217;alt rendiment i entendre com la tecnologia pot multiplicar els teus resultats, necessites formaci\u00f3 especialitzada. El\u00a0<a href=\"https:\/\/www.euncet.com\/ca\/cursos-de-formacio\/curs-vendes-b2b\/\" target=\"_blank\" rel=\"noreferrer noopener\">Curs de Vendes B2B<\/a>\u00a0d&#8217;Euncet Business School et proporciona les eines pr\u00e0ctiques i els\u00a0<em>frameworks<\/em>\u00a0estrat\u00e8gics per dissenyar, implementar i liderar plans comercials que generin creixement real i sostingut en entorns B2B.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Preguntes_frequents_FAQ\"><\/span>Preguntes freq\u00fcents (FAQ)<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">Quant de temps es tarda a veure resultats despr\u00e9s d&#8217;implementar un nou pla de vendes B2B?<\/h3>\n\n\n\n<p>Dep\u00e8n de la durada del teu cicle de vendes. Si el teu cicle mitj\u00e0 \u00e9s de 3 mesos, no veur\u00e0s l&#8217;impacte real en la facturaci\u00f3 fins al quart o cinqu\u00e8 mes. No obstant, hauries de veure millores immediates en les m\u00e8triques de proc\u00e9s (<em>leading indicators<\/em>), com un augment en el nombre de reunions programades o una millor taxa de qualificaci\u00f3 en les primeres setmanes.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u00c9s millor fer trucades en fred (<em>Cold Calling<\/em>) o enviar correus electr\u00f2nics (<em>Cold Emailing<\/em>)?<\/h3>\n\n\n\n<p>No hi ha una resposta \u00fanica; la millor estrat\u00e8gia \u00e9s omnicanal. Un enfocament efectiu \u00e9s la \u00abcad\u00e8ncia de contacte\u00bb: enviar un correu electr\u00f2nic aportant valor, connectar per LinkedIn l&#8217;endem\u00e0, i fer una trucada al tercer dia fent refer\u00e8ncia al correu enviat. La clau no \u00e9s el canal, sin\u00f3 la rellev\u00e0ncia del missatge per a aquell prospecte en concret.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Qu\u00e8 faig si el meu equip comercial es resisteix a usar el CRM?<\/h3>\n\n\n\n<p>\u00c9s un problema cl\u00e0ssic de gesti\u00f3 del canvi. La resist\u00e8ncia sol donar-se perqu\u00e8 perceben el CRM com una eina de vigil\u00e0ncia que els dona m\u00e9s feina administrativa. Per solucionar-ho, has de demostrar-los com el CRM els ajuda a vendre m\u00e9s (automatitzant seguiments, recordant tasques) i establir una regla innegociable: \u00abSi no \u00e9s al CRM, no existeix\u00bb (ni per al pagament de comissions ni per a les reunions de revisi\u00f3).<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Si treballes en el sector B2B (Business to Business), saps perfectament que vendre a altres empreses no t\u00e9 res a veure amb vendre a consumidors finals. Aqu\u00ed no serveixen les compres impulsives ni els descomptes d&#8217;\u00faltima hora. Els cicles de venda s\u00f3n llargs, hi intervenen m\u00faltiples decisors (el que fa servir el producte, el que [&hellip;]<\/p>\n","protected":false},"author":33,"featured_media":67605,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[454],"tags":[711],"class_list":["post-67618","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marqueting-comunicacio-i-vendes","tag-pla-de-vendes-b2b"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Pla de vendes B2B \u25b6 com crear-lo des de zero pas a pas<\/title>\n<meta name=\"description\" content=\"Pla de vendes B2B \u25b6 com crear-lo des de zero pas a pas. 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