{"id":23740,"date":"2022-03-01T11:25:56","date_gmt":"2022-03-01T10:25:56","guid":{"rendered":"https:\/\/alegerglobal.com\/realidade-aumentada\/areas-de-aplicacao\/vendas-b2b-ar\/"},"modified":"2024-06-03T12:08:05","modified_gmt":"2024-06-03T11:08:05","slug":"vendas-b2b-ar","status":"publish","type":"page","link":"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/vendas-b2b-ar\/","title":{"rendered":"Vendas B2B &amp; AR"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"23740\" class=\"elementor elementor-23740 elementor-12046\" data-elementor-settings=\"{&quot;ha_cmc_init_switcher&quot;:&quot;no&quot;}\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-72b2af11 elementor-section-stretched mainrevhead elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"72b2af11\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1bff5f3b\" data-id=\"1bff5f3b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-16a88cd4 elementor-widget elementor-widget-heading\" data-id=\"16a88cd4\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Vendas B2B: tend\u00eancias para 2022 e estrat\u00e9gias de sucesso sustent\u00e1vel<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-663c5123 mainrevnav elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"663c5123\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;motion_fx_motion_fx_scrolling&quot;:&quot;yes&quot;,&quot;sticky&quot;:&quot;top&quot;,&quot;sticky_on&quot;:[&quot;desktop&quot;],&quot;sticky_offset&quot;:81,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false,&quot;motion_fx_devices&quot;:[&quot;desktop&quot;,&quot;tablet&quot;,&quot;mobile&quot;],&quot;sticky_effects_offset&quot;:0,&quot;sticky_anchor_link_offset&quot;:0}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-26ce11f8\" data-id=\"26ce11f8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-67afc8f5 elementor-widget elementor-widget-heading\" data-id=\"67afc8f5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/fabrica-inteligente\/\">F\u00e1brica Inteligente<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-702f111f\" data-id=\"702f111f\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a365626 elementor-widget elementor-widget-heading\" data-id=\"a365626\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/manutencao\/\">Manuten\u00e7\u00e3o<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-af3d8ea\" data-id=\"af3d8ea\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4adba530 elementor-widget elementor-widget-heading\" data-id=\"4adba530\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/manutencao-inteligente\/\">Manuten\u00e7\u00e3o inteligente<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-2a8ad2c3\" data-id=\"2a8ad2c3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-45342e4f elementor-widget elementor-widget-heading\" data-id=\"45342e4f\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/engenharia-digital\/\">Engenharia Digital<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-515226fa\" data-id=\"515226fa\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7169bafc elementor-widget elementor-widget-heading\" data-id=\"7169bafc\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/manutencao-remota\/\">Manuten\u00e7\u00e3o remota<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-64936cf2 mainrevnav elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"64936cf2\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;motion_fx_motion_fx_scrolling&quot;:&quot;yes&quot;,&quot;sticky&quot;:&quot;top&quot;,&quot;sticky_on&quot;:[&quot;desktop&quot;],&quot;sticky_offset&quot;:81,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false,&quot;motion_fx_devices&quot;:[&quot;desktop&quot;,&quot;tablet&quot;,&quot;mobile&quot;],&quot;sticky_effects_offset&quot;:0,&quot;sticky_anchor_link_offset&quot;:0}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-40a5f71\" data-id=\"40a5f71\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-fa04d45\" data-id=\"fa04d45\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-39869792 elementor-widget elementor-widget-heading\" data-id=\"39869792\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/reparacao\/\">Repara\u00e7\u00e3o<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-9463843\" data-id=\"9463843\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5119bbc5 elementor-widget elementor-widget-heading\" data-id=\"5119bbc5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/manutencao-2\/\">Manuten\u00e7\u00e3o<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-a860f22 currnt\" data-id=\"a860f22\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ede258a elementor-widget elementor-widget-heading\" data-id=\"ede258a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/vendas-b2b-ar\/\">Vendas B2B<\/a><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-20 elementor-top-column elementor-element elementor-element-1c020f87\" data-id=\"1c020f87\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8d5dfcd mainrev elementor-reverse-mobile elementor-reverse-tablet elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8d5dfcd\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-5b6b5a32\" data-id=\"5b6b5a32\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-48183ead elementor-widget elementor-widget-text-editor\" data-id=\"48183ead\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>O que constitui o sucesso das vendas B2B mudou maci\u00e7amente nos \u00faltimos anos porque as prefer\u00eancias de comunica\u00e7\u00e3o mudaram, novas possibilidades tecnol\u00f3gicas surgiram e novas formas de trabalho tiveram um impacto. N\u00e3o \u00e9 de se esperar que as coisas sejam mais calmas no setor no futuro. Mas aqueles que compreendem as especificidades das vendas B2B e tiram proveito de grandes tend\u00eancias como a realidade aumentada e a intelig\u00eancia artificial podem esperar altas taxas de fechamento no futuro.<\/strong><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c8d615e elementor-widget elementor-widget-heading\" data-id=\"7c8d615e\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">O que \u00e9 a venda B2B?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7b935a7 elementor-widget elementor-widget-text-editor\" data-id=\"7b935a7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">O que se entende por vendas \u00e9 rapidamente resumido: O termo descreve todas as medidas que se destinam a assegurar a venda de produtos ou servi\u00e7os. Num sentido mais restrito, significa comunicar e construir rela\u00e7\u00f5es com prospectos com o objectivo de os motivar a fazer uma (repeti\u00e7\u00e3o) compra.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Na sua maioria, a distribui\u00e7\u00e3o \u00e9 diferenciada de acordo com o grupo-alvo. \u00c9 feita uma distin\u00e7\u00e3o entre as vendas B2C e B2B. Enquanto B2C (Business to Consumer) trata da rela\u00e7\u00e3o comercial entre empres\u00e1rios e particulares, B2B (Business to Business) \u00e9 sobre as vendas entre empresas.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-38b92af2 elementor-widget elementor-widget-heading\" data-id=\"38b92af2\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Os desafios especiais nas vendas B2B<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-282c874a elementor-widget elementor-widget-text-editor\" data-id=\"282c874a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As duas orienta\u00e7\u00f5es de vendas t\u00eam o mesmo objectivo no seu cerne: gerar vendas. No entanto, como se dirigem a diferentes grupos-alvo, as suas estrat\u00e9gias s\u00e3o diferentes. O que gera vendas no ambiente B2C n\u00e3o funciona necessariamente no ambiente B2B. Estas caracter\u00edsticas distinguem as vendas B2B:<\/span><\/p>\n<ul>\n<li><b>Central de compras<\/b><span style=\"font-weight: 400;\">: As despesas comerciais s\u00e3o geralmente decididas por v\u00e1rias pessoas, especialmente para investimentos maiores. Al\u00e9m do gerente de projeto, o chefe de departamento deve dar sua aprova\u00e7\u00e3o e as compras e TI tamb\u00e9m podem ter uma palavra a dizer na decis\u00e3o. As vendas B2B devem ter em conta todos os intervenientes na sua argumenta\u00e7\u00e3o, independentemente de a comunica\u00e7\u00e3o ser directa ou indirecta.<\/span><\/li>\n<li><b>Ciclos de vendas mais longos<\/b><span style=\"font-weight: 400;\">Um novo saltador \u00e9 comprado no momento. Com investimentos de seis d\u00edgitos em produtos que est\u00e3o (supostamente) em uso h\u00e1 anos, os respons\u00e1veis investem mais reflex\u00e3o, pesquisa e considera\u00e7\u00e3o na sele\u00e7\u00e3o de produtos. Desde o primeiro contato com o fornecedor at\u00e9 a compra efetiva pode, portanto, levar v\u00e1rios meses, dependendo da ind\u00fastria, com uma s\u00e9rie de conversas pessoais.<\/span><\/li>\n<li><b>Relev\u00e2ncia da rela\u00e7\u00e3o com o cliente<\/b><span style=\"font-weight: 400;\">Devido ao ciclo de vendas mais longo e aos consequentes maiores gastos financeiros para gera\u00e7\u00e3o de chumbo, o cultivo dos clientes existentes \u00e9 mais importante em B2B do que em B2C. As vendas bem sucedidas colocam pelo menos tanta \u00eanfase nas vendas e nos servi\u00e7os como na conquista de novos clientes.<\/span><\/li>\n<li><b>Solu\u00e7\u00f5es individuais:<\/b><span style=\"font-weight: 400;\">  Especialmente na ind\u00fastria e na distribui\u00e7\u00e3o de m\u00e1quinas complexas, os produtos s\u00e3o frequentemente adaptados individualmente ao contexto da empresa. \u00c9 necess\u00e1rio que haja uma coordena\u00e7\u00e3o pessoal entre o vendedor e o cliente. O servi\u00e7o e aconselhamento prestados pelo pessoal de vendas \u00e9, portanto &#8211; mais do que em B2C &#8211; decisivo para a decis\u00e3o de compra.<\/span><\/li>\n<li><b>Clientes cr\u00edticos:<\/b><span style=\"font-weight: 400;\">  Se a nova televis\u00e3o inteligente se revelar uma m\u00e1 compra, isso \u00e9 irritante, mas \u00e9 algo para se ultrapassar. Se o projeto de inova\u00e7\u00e3o multimilion\u00e1rio n\u00e3o alcan\u00e7ar os resultados esperados, isso pode colocar em risco a pr\u00f3pria carreira. Portanto, os clientes B2B tendem a estar mais envolvidos pessoalmente no processo de compra e mais cr\u00edticos na sele\u00e7\u00e3o e avalia\u00e7\u00e3o dos produtos do que os consumidores finais.<\/span><\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-175d32a9 elementor-widget elementor-widget-heading\" data-id=\"175d32a9\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Tend\u00eancias nas vendas B2B para 2022 e mais al\u00e9m\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4d877f62 elementor-widget elementor-widget-text-editor\" data-id=\"4d877f62\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">A distribui\u00e7\u00e3o B2B est\u00e1 sujeita a altera\u00e7\u00f5es cont\u00ednuas. Desenvolvimentos e eventos sociais, como a recente pandemia de Corona, t\u00eam impacto nas melhores pr\u00e1ticas de vendas B2B. A transforma\u00e7\u00e3o digital torna as estrat\u00e9gias anteriormente eficazes ineficazes e abre novas oportunidades. Que estrat\u00e9gias funcionar\u00e3o em 2022? Apesar de toda a incerteza, \u00e9 poss\u00edvel identificar algumas metatrends que ir\u00e3o moldar o setor este ano e nos pr\u00f3ximos anos.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-73ef2bb4 elementor-widget elementor-widget-heading\" data-id=\"73ef2bb4\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Inbound Marketing &amp; Consultative Selling<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-db205ef elementor-widget elementor-widget-text-editor\" data-id=\"db205ef\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Metade das decis\u00f5es de compra em empresas B2B s\u00e3o agora tomadas por representantes da Gera\u00e7\u00e3o Y. Os menores de quarenta anos diferem significativamente das gera\u00e7\u00f5es mais antigas em seus h\u00e1bitos de comunica\u00e7\u00e3o e compra. A comunica\u00e7\u00e3o B2B deve adaptar-se a isto.  <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Os Millenials cresceram com o Google e est\u00e3o habituados \u00e0 entrega no dia seguinte a partir da Amazon. Eles reagem com raiva \u00e0s chamadas de vendas n\u00e3o solicitadas e s\u00e3o muito menos receptivos \u00e0 ret\u00f3rica manipuladora de vendas do que as gera\u00e7\u00f5es anteriores. Que<\/span><a href=\"https:\/\/www.gartner.com\/en\/sales\/trends\/future-of-sales\"> <span style=\"font-weight: 400;\">33 % dos compradores B2B<\/span><\/a><span style=\"font-weight: 400;\">  De acordo com um estudo do Gartner, o n\u00famero de pessoas que gostariam de ter um processo de compra sem qualquer contacto comercial n\u00e3o \u00e9, portanto, nada surpreendente. A Generation Y informa-se sobre os produtos quando sente uma necessidade concreta e inicia a sua pesquisa digitalmente. Uma vez decidido, os Millenials esperam ent\u00e3o uma entrega r\u00e1pida e um servi\u00e7o de primeira classe. Eles tamb\u00e9m entram em rela\u00e7\u00f5es comerciais com esta atitude.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Na pr\u00e1tica, isto significa: o marketing de sa\u00edda est\u00e1 a perder import\u00e2ncia. A alternativa contempor\u00e2nea, o inbound marketing, tornar-se-\u00e1 ainda mais importante no futuro. O marketing fornece conte\u00fados informativos que motivam os interessados a entrar em contato. Neste contexto, os distribuidores transformam-se em parceiros de confian\u00e7a que oferecem aos clientes conselhos abrangentes e individuais que v\u00e3o al\u00e9m de uma mera apresenta\u00e7\u00e3o do produto. Em vez de uma venda r\u00e1pida, o foco est\u00e1 na constru\u00e7\u00e3o de uma rela\u00e7\u00e3o de longo prazo com o cliente.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-24357d7b elementor-widget elementor-widget-heading\" data-id=\"24357d7b\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Modelos de distribui\u00e7\u00e3o h\u00edbrida<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66d6dbd5 elementor-widget elementor-widget-text-editor\" data-id=\"66d6dbd5\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Ent\u00e3o, o futuro pertence \u00e0 distribui\u00e7\u00e3o digital? Devido \u00e0 pandemia de Corona, muitas empresas tiveram de estabelecer processos de vendas digitais B2B num curto per\u00edodo de tempo &#8211; e conseguiram alcan\u00e7ar alguns sucessos surpreendentes. Mesmo ap\u00f3s o fim da pandemia, muitas das novas estruturas permanecer\u00e3o.<\/span><a href=\"https:\/\/www.gartner.com\/smarterwithgartner\/future-of-sales-2025-why-b2b-sales-needs-a-digital-first-approach?_ga=2.13441141.355497030.1644591376-2104151690.1644591376\"> <span style=\"font-weight: 400;\">Gartner<\/span><\/a><span style=\"font-weight: 400;\">  prev\u00ea que 80 por cento da intera\u00e7\u00e3o de vendas ocorrer\u00e1 atrav\u00e9s de canais digitais at\u00e9 2025. No entanto, a comunica\u00e7\u00e3o anal\u00f3gica B2B continua a ser importante.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Webinars e videochamadas n\u00e3o substituem as reuni\u00f5es no local do cliente. No entanto, servem como uma oportunidade de contato de baixo limiar na primeira fase do processo de venda e os formatos digitais tamb\u00e9m s\u00e3o adequados para manter relacionamentos ap\u00f3s a venda ter sido conclu\u00edda. O futuro pertence \u00e0s empresas que conseguem ligar as vendas tradicionais B2B e as vendas digitais B2B de uma forma significativa e eficaz. O aspecto exacto destes modelos de distribui\u00e7\u00e3o h\u00edbridos \u00e9 algo que cada empresa tem de descobrir por si pr\u00f3pria, caso a caso. As melhores pr\u00e1ticas v\u00e3o surgir nos pr\u00f3ximos meses e anos.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a4100b0 elementor-widget elementor-widget-heading\" data-id=\"a4100b0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Venda social<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-de648ce elementor-widget elementor-widget-text-editor\" data-id=\"de648ce\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">O di\u00e1logo digital em plataformas como Facebook, Instagram, Xing e LinkedIn tornou-se uma parte natural da comunica\u00e7\u00e3o de marketing e vendas no B2C. No B2B, as empresas ainda est\u00e3o agindo cautelosamente. No entanto, \u00e0 medida que a gera\u00e7\u00e3o mais jovem se move para posi\u00e7\u00f5es de decis\u00e3o tamb\u00e9m no ambiente B2B, \u00e9 tempo de os vendedores B2B abandonarem esta retic\u00eancia.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Especialmente redes profissionais como Xing e LinkedIn abrem oportunidades para a comunica\u00e7\u00e3o B2B se os empregados n\u00e3o as utilizarem para an\u00fancios unilaterais, mas para uma verdadeira troca profissional. Isto porque as discuss\u00f5es aumentam a visibilidade da marca e s\u00e3o muitas vezes um ponto de entrada para consultas e conversas de vendas iniciadas pelo cliente. As organiza\u00e7\u00f5es da regi\u00e3o DACH podem tirar a sua deixa do mercado dos EUA, o que, como muitas vezes acontece, j\u00e1 est\u00e1 muito mais avan\u00e7ado em compara\u00e7\u00e3o.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-981f729 elementor-widget elementor-widget-heading\" data-id=\"981f729\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Networking marketing e vendas<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a0d25a8 elementor-widget elementor-widget-text-editor\" data-id=\"a0d25a8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Outro desenvolvimento que vai continuar nos pr\u00f3ximos anos: Os limites do marketing e das vendas est\u00e3o a esbater-se. Tem de o fazer se as empresas quiserem fazer um marketing de entrada eficaz.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Para que o marketing forne\u00e7a informa\u00e7\u00f5es relevantes aos usu\u00e1rios, ele se baseia na experi\u00eancia de vendas. Os gestores de vendas conhecem os clientes pessoalmente, os seus interesses e as suas circunst\u00e2ncias de trabalho. Se os vendedores quiserem obter contatos quentes, eles precisam superar o pensamento do silo e desenvolver campanhas juntos. O marketing gera ent\u00e3o, por exemplo, inscri\u00e7\u00f5es para um webinar em que um representante de vendas faz uma demonstra\u00e7\u00e3o on-line. Em seguida, o marketing assume novamente, mais participantes qualificados atrav\u00e9s de s\u00e9ries de e-mail. Quanto melhor for o encaixe da pomba, maiores ser\u00e3o as taxas de fechamento e menores ser\u00e3o os custos por chumbo.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2b49d1a elementor-widget elementor-widget-heading\" data-id=\"2b49d1a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Intelig\u00eancia Artificial e Automa\u00e7\u00e3o<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2c8818c elementor-widget elementor-widget-text-editor\" data-id=\"2c8818c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Especialmente nos canais digitais, as empresas podem recolher informa\u00e7\u00f5es detalhadas sobre os seus leads e medir o sucesso das suas actividades de marketing e vendas. Que an\u00fancios online t\u00eam melhor desempenho? Quais webinars atraem mais leads? Que conte\u00fado \u00e9 mais eficaz para motivar as pessoas a contact\u00e1-lo? No futuro, as vendas ir\u00e3o funcionar cada vez menos com base na intui\u00e7\u00e3o e cada vez mais com base em dados. As vantagens s\u00e3o claras: custos mais baixos e decis\u00f5es mais r\u00e1pidas.<\/span> <strong><br \/>\n  <a href=\"https:\/\/www.gartner.com\/en\/newsroom\/press-releases\/2020-10-06-gartner-says-60--of-b2b-sales-organizations-will-tran\"> De acordo com Gartner, 60% das empresas B2B ir\u00e3o<\/a><br \/>\n<\/strong><span style=\"font-weight: 400;\"> vai mudar para este m\u00e9todo.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Contudo, os dados, por si s\u00f3, n\u00e3o criam uma vantagem competitiva. O factor decisivo \u00e9 a sua avalia\u00e7\u00e3o inteligente. \u00c9 aqui que a intelig\u00eancia artificial vai transformar a ind\u00fastria nos pr\u00f3ximos anos. J\u00e1 hoje, as empresas podem prever o comportamento dos clientes, calcular pre\u00e7os \u00f3ptimos e reduzir os custos dos seus processos de venda. A automa\u00e7\u00e3o est\u00e1 ganhando import\u00e2ncia no neg\u00f3cio operacional. Os bots ir\u00e3o escrever muitas mensagens e os sistemas ir\u00e3o assumir muitas tarefas administrativas. Isto deixa aos distribuidores mais tempo para trabalho estrat\u00e9gico e consulta pessoal.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9a3d021 elementor-widget elementor-widget-heading\" data-id=\"9a3d021\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Realidade Aumentada &amp; Vendas B2B<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ce7d838 elementor-widget elementor-widget-image\" data-id=\"ce7d838\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1200\" height=\"544\" src=\"https:\/\/alegerglobal.com\/wp-content\/uploads\/2021\/08\/4235.jpg\" class=\"attachment-full size-full wp-image-21679\" alt=\"Realidade aumentada com o smartphone na ind\u00fastria\" srcset=\"https:\/\/alegerglobal.com\/wp-content\/uploads\/2021\/08\/4235.jpg 1200w, https:\/\/alegerglobal.com\/wp-content\/uploads\/2021\/08\/4235-300x136.jpg 300w, https:\/\/alegerglobal.com\/wp-content\/uploads\/2021\/08\/4235-1024x464.jpg 1024w, https:\/\/alegerglobal.com\/wp-content\/uploads\/2021\/08\/4235-768x348.jpg 768w, https:\/\/alegerglobal.com\/wp-content\/uploads\/2021\/08\/4235-800x363.jpg 800w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3e21c996 elementor-widget elementor-widget-text-editor\" data-id=\"3e21c996\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">At\u00e9 agora.<\/span><a href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/\"> <span style=\"font-weight: 400;\"><strong>Realidade Aumentada<\/strong><\/span><\/a><span style=\"font-weight: 400;\">  n\u00e3o \u00e9 muito comum na vida quotidiana. N\u00e3o s\u00e3o necess\u00e1rios \u00f3culos de dados especiais. Basta um smartphone ou tablet para olhar atrav\u00e9s do visor e enriquecer o ambiente com elementos virtuais. Na manuten\u00e7\u00e3o e repara\u00e7\u00e3o industrial, a tecnologia est\u00e1 actualmente a difundir-se a um ritmo acelerado. A sua utiliza\u00e7\u00e3o na comercializa\u00e7\u00e3o e venda B2B, por outro lado, est\u00e1 ainda na sua inf\u00e2ncia. Nos pr\u00f3ximos anos, contudo, \u00e9 prov\u00e1vel que a RA se estabele\u00e7a no mix de comunica\u00e7\u00e3o de forma semelhante aos c\u00f3digos QR. Porque a tecnologia atinge o que est\u00e1 se tornando cada vez mais dif\u00edcil para as vendas em nosso dia-a-dia digital e cheio de est\u00edmulos: Proporciona uma emocionaliza\u00e7\u00e3o.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-ebe0943 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ebe0943\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-5c91972\" data-id=\"5c91972\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5417923 elementor-widget-mobile__width-inherit nomarg elementor-widget elementor-widget-text-editor\" data-id=\"5417923\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p style=\"margin-bottom: 0; text-align: left;\">Quer saber mais sobre as \u00e1reas de aplica\u00e7\u00e3o da realidade aumentada? Clique aqui para ver o guia.  <\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-1e49e73\" data-id=\"1e49e73\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4799b41 elementor-align-center elementor-widget-mobile__width-inherit elementor-widget elementor-widget-button\" data-id=\"4799b41\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/alegerglobal.com\/pt-pt\/realidade-aumentada\/areas-de-aplicacao\/\" rel=\"nofollow\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">AR \u00c1reas de aplica\u00e7\u00e3o<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-d401873 elementor-widget elementor-widget-text-editor\" data-id=\"d401873\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As poss\u00edveis aplica\u00e7\u00f5es para<\/span><a href=\"https:\/\/alegerglobal.com\/pt-pt\/casos-de-uso\/vendas-ar-4-0\/\"> <strong>Vendas AR<\/strong><\/a><span style=\"font-weight: 400;\">  s\u00e3o m\u00faltiplas: o pessoal de vendas pode incorporar c\u00f3digos QR nas suas apresenta\u00e7\u00f5es online, atrav\u00e9s dos quais os participantes podem chamar modelos virtuais do produto apresentado e v\u00ea-los de todos os lados no seu escrit\u00f3rio. Mas as empresas tamb\u00e9m deixam uma impress\u00e3o duradoura em feiras e reuni\u00f5es de clientes com AR: em vez de olhar para modelos 3D de edif\u00edcios e plantas em um display de laptop, os clientes podem usar \u00f3culos AR para experimentar diretamente como os objetos ficam em seu tamanho original na sala. O AR tamb\u00e9m simplifica a consultoria, especialmente na comunica\u00e7\u00e3o B2B, j\u00e1 que o pessoal de vendas pode demonstrar fun\u00e7\u00f5es e processos complexos no AR, em vez de explic\u00e1-los em teoria.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-d397352 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d397352\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-83b2bcf\" data-id=\"83b2bcf\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f2ea354 elementor-widget-mobile__width-inherit nomarg elementor-widget elementor-widget-text-editor\" data-id=\"f2ea354\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p style=\"margin-bottom: 0; text-align: left;\">Queres tornar-te um especialista em vendas digitais para a ind\u00fastria? Descobre mais sobre o Pipegenerator.  <\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-bfcc4d9\" data-id=\"bfcc4d9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-251c66d elementor-align-center elementor-widget-mobile__width-inherit elementor-widget elementor-widget-button\" data-id=\"251c66d\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/pipegenerator.com\/\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Mais informa\u00e7\u00f5es<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-49af0da5 elementor-widget elementor-widget-heading\" data-id=\"49af0da5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">O futuro das vendas B2B: Coopera\u00e7\u00e3o ideal entre homem e m\u00e1quina\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b24bfd1 elementor-widget elementor-widget-text-editor\" data-id=\"b24bfd1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As tend\u00eancias v\u00eam e v\u00e3o, mas algumas mudan\u00e7as sociais e tecnol\u00f3gicas fundamentais s\u00e3o duradouras. As vendas bem sucedidas B2B t\u00eam em conta estes desenvolvimentos, o que significa sobretudo uma adapta\u00e7\u00e3o ao uso digital e aos h\u00e1bitos de comunica\u00e7\u00e3o da Gera\u00e7\u00e3o Y, que est\u00e1 a assumir cada vez mais fun\u00e7\u00f5es de lideran\u00e7a.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">No futuro, as estrat\u00e9gias de sucesso de vendas B2B ser\u00e3o mais h\u00edbridas, consultivas e orientadas para a experi\u00eancia. Eles utilizam canais digitais na fase inicial da jornada do cliente e focam o aconselhamento pessoal em potenciais clientes qualificados. A fim de aumentar a vontade de comprar e selecionar os leads correspondentes, as empresas ir\u00e3o trabalhar cada vez mais com automa\u00e7\u00e3o e intelig\u00eancia artificial. Desta forma, o pessoal de vendas em B2B ganha tempo para as tarefas que requerem qualidades humanas, como empatia.  <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Criar experi\u00eancias emocionais \u00e9 essencial se as empresas quiserem se diferenciar positivamente da concorr\u00eancia. O constante ru\u00eddo multim\u00e9dia da nossa vida quotidiana torna dif\u00edcil desencadear um efeito &#8220;uau&#8221; nos compradores. Mas com um servi\u00e7o de alta qualidade e uma experi\u00eancia atractiva para o cliente, \u00e9 poss\u00edvel. Novas tecnologias orientadas para a experi\u00eancia, como a realidade aumentada, podem fornecer um apoio valioso aqui e converter os clientes potenciais em clientes. At\u00e9 agora, a AR ainda \u00e9 uma arma secreta no arsenal de vendas, mas \u00e9 prov\u00e1vel que isso mude nos pr\u00f3ximos anos. O que resta \u00e9 o desafio de conseguir que as pessoas e as tecnologias trabalhem em conjunto o mais eficazmente poss\u00edvel e combinem os seus respectivos pontos fortes.<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-53a80abd elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"53a80abd\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-6e65eaba\" data-id=\"6e65eaba\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f5de2b9 elementor-widget-mobile__width-inherit nomarg elementor-widget elementor-widget-text-editor\" data-id=\"f5de2b9\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p style=\"text-align: left;\"><span style=\"font-weight: 400;\">Voc\u00ea gostaria de testar AR nos seus processos de vendas B2B? Voc\u00ea est\u00e1 procurando conselhos sobre qual hardware e software \u00e9 mais adequado para o seu caso de uso?<\/span><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-577b7c17\" data-id=\"577b7c17\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6d8fcf1f nomarg elementor-widget-mobile__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"6d8fcf1f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p style=\"text-align: left;\">Vai buscar uma chamada agora:<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7e83f0fb elementor-button-align-stretch elementor-widget elementor-widget-form\" data-id=\"7e83f0fb\" data-element_type=\"widget\" data-settings=\"{&quot;step_next_label&quot;:&quot;Pr\\u00f3ximo&quot;,&quot;step_previous_label&quot;:&quot;Anterior&quot;,&quot;button_width&quot;:&quot;100&quot;,&quot;step_type&quot;:&quot;number_text&quot;,&quot;step_icon_shape&quot;:&quot;circle&quot;}\" data-widget_type=\"form.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<form class=\"elementor-form\" method=\"post\" data-wpl_tracker=\"{&quot;gtag&quot;:true,&quot;gtag_category&quot;:&quot;lead&quot;,&quot;gtag_action&quot;:&quot;contact-form&quot;,&quot;gtag_label&quot;:&quot;hit&quot;}\" class=\"events-tracker-for-elementor\" id=\"callback_footer_form\" name=\"Novo Formul\u00e1rio\">\n\t\t\t<input type=\"hidden\" name=\"post_id\" value=\"23740\"\/>\n\t\t\t<input type=\"hidden\" name=\"form_id\" value=\"7e83f0fb\"\/>\n\t\t\t<input type=\"hidden\" name=\"referer_title\" value=\"ALEGER \u22c6 Augmented Reality\" \/>\n\n\t\t\t\n\t\t\t<div class=\"elementor-form-fields-wrapper elementor-labels-\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-text elementor-field-group elementor-column elementor-field-group-name elementor-col-100 elementor-field-required\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-name\" class=\"elementor-field-label elementor-screen-only\">\n\t\t\t\t\t\t\t\tNome\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<input size=\"1\" type=\"text\" name=\"form_fields[name]\" id=\"form-field-name\" class=\"elementor-field elementor-size-md  elementor-field-textual\" placeholder=\"Nome\" required=\"required\">\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-tel elementor-field-group elementor-column elementor-field-group-telefon elementor-col-100 elementor-field-required\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-telefon\" class=\"elementor-field-label elementor-screen-only\">\n\t\t\t\t\t\t\t\tTelefone\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t<input size=\"1\" type=\"tel\" name=\"form_fields[telefon]\" id=\"form-field-telefon\" class=\"elementor-field elementor-size-md  elementor-field-textual\" placeholder=\"Telefone\" required=\"required\" pattern=\"[0-9()#&amp;+*-=.]+\" title=\"Only numbers and phone characters (#, -, *, etc) are accepted.\">\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-recaptcha_v3 elementor-field-group elementor-column elementor-field-group-field_dd37043 elementor-col-100 recaptcha_v3-bottomright\">\n\t\t\t\t\t<div class=\"elementor-field\" id=\"form-field-field_dd37043\"><div class=\"elementor-g-recaptcha\" data-sitekey=\"6LeHf4IbAAAAAL7QoQKGMnXOE_mjlIGdCLEm-1T6\" data-type=\"v3\" data-action=\"Form\" data-badge=\"bottomright\" data-size=\"invisible\"><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-group elementor-column elementor-field-type-submit elementor-col-100 e-form__buttons\">\n\t\t\t\t\t<button class=\"elementor-button elementor-size-sm\" type=\"submit\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Enviar<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/button>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/form>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-3504a7a3\" data-id=\"3504a7a3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-16f435bd elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"16f435bd\" data-element_type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;,&quot;h3&quot;],&quot;exclude_headings_by_selector&quot;:&quot;#overview, #newsletter, #produkt-vorst, #vorteile, #produc&quot;,&quot;marker_view&quot;:&quot;numbers&quot;,&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t<div class=\"elementor-toc__header-title\">\n\t\t\t\tConte\u00fado\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__16f435bd\" aria-expanded=\"true\" aria-label=\"Open table of contents\"><i aria-hidden=\"true\" class=\"fas fa-chevron-down\"><\/i><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__16f435bd\" aria-expanded=\"true\" aria-label=\"Close table of contents\"><i aria-hidden=\"true\" class=\"fas fa-chevron-up\"><\/i><\/div>\n\t\t\t\t\t<\/div>\n\t\t<div id=\"elementor-toc__16f435bd\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<i class=\"elementor-toc__spinner eicon-animation-spin eicon-loading\" aria-hidden=\"true\"><\/i>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3adabb2 elementor-hidden-tablet elementor-hidden-mobile elementor-widget elementor-widget-template\" data-id=\"3adabb2\" data-element_type=\"widget\" data-settings=\"{&quot;sticky&quot;:&quot;top&quot;,&quot;sticky_offset&quot;:150,&quot;sticky_parent&quot;:&quot;yes&quot;,&quot;sticky_on&quot;:[&quot;desktop&quot;,&quot;tablet&quot;,&quot;mobile&quot;],&quot;sticky_effects_offset&quot;:0,&quot;sticky_anchor_link_offset&quot;:0}\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data-elementor-id=\"21926\" class=\"elementor elementor-21926 elementor-9153\" data-elementor-settings=\"{&quot;ha_cmc_init_switcher&quot;:&quot;no&quot;}\" data-elementor-post-type=\"elementor_library\">\n\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-937f2ef elementor-section-full_width elementor-section-height-default elementor-section-height-default\" data-id=\"937f2ef\" data-element_type=\"section\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-83958dd\" data-id=\"83958dd\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-ee1d32b elementor-hidden-tablet elementor-hidden-mobile elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ee1d32b\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;sticky&quot;:&quot;top&quot;,&quot;sticky_offset&quot;:150,&quot;sticky_parent&quot;:&quot;yes&quot;,&quot;jet_parallax_layout_list&quot;:[],&quot;_ha_eqh_enable&quot;:false,&quot;sticky_on&quot;:[&quot;desktop&quot;,&quot;tablet&quot;,&quot;mobile&quot;],&quot;sticky_effects_offset&quot;:0,&quot;sticky_anchor_link_offset&quot;:0}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-bd8f0ac\" data-id=\"bd8f0ac\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8d63a7b lesmarg elementor-widget elementor-widget-heading\" data-id=\"8d63a7b\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">tem alguma pergunta?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3dd670 lesmarg elementor-widget elementor-widget-heading\" data-id=\"b3dd670\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Contacte-nos hoje!<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a8cc652 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"a8cc652\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span 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tiveram um impacto. N\u00e3o [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":0,"parent":21779,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-23740","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v20.10 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Vendas B2B: O que voc\u00ea n\u00e3o deve perder em 2022 | Dicas da ALEGER<\/title>\n<meta name=\"description\" content=\"Da venda social, IA &amp; automa\u00e7\u00e3o \u00e0 apresenta\u00e7\u00e3o de produtos com realidade aumentada. 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