{"product_id":"prospecting-for-leads-like-a-pro","title":"Prospeção de Leads como um Profissional","description":"\u003cdiv class=\"ebsi-team-licence-note\"\u003e\u003cp\u003e\u003cstrong\u003eEstá a comprar para uma equipa?\u003c\/strong\u003e\u003cbr\u003eEscolha 5 ou 10 licenças para dar acesso a vários formandos a um preço reduzido por pessoa. Após a compra, a eBSI entrará em contacto consigo para confirmar os dados dos formandos e organizar o acesso ao curso para cada participante.\u003c\/p\u003e\u003c\/div\u003e\n\u003c!-- ebsi-sales-wrapper --\u003e\u003cdiv class=\"ebsi-sales-wrapper\"\u003e\n\n\u003cp\u003e\u003cstrong\u003eDesenvolva conhecimentos práticos e confiança em Prospecção de potenciais clientes como um profissional.\u003c\/strong\u003e\u003c\/p\u003e\n\n\u003cp\u003eA prospeção é uma das chaves do sucesso nas vendas. Manter o seu pipeline cheio garante que continua a atrair novos negócios, pelo que o seu sucesso de hoje é resultado da prospeção que fez há seis meses.\u003c\/p\u003e\n\n\u003ch3\u003ePorque é que este curso é importante\u003c\/h3\u003e\n\n\u003cp\u003eEste curso transforma o tema numa aprendizagem prática e estruturada, que pode aplicar em situações reais de negócio e no local de trabalho. Foi concebido para o ajudar a ir além das definições e a compreender de que forma as ideias, ferramentas e decisões abordadas no curso se articulam.\u003c\/p\u003e\n\n\u003ch3\u003eO que irá adquirir\u003c\/h3\u003e\n\n\u003cul\u003e\n\n\u003cli\u003eCompreender os princípios fundamentais e as abordagens práticas abordados em Prospecção de potenciais clientes como um profissional.\u003c\/li\u003e\n\n\u003cli\u003eReconhecer situações em que estas abordagens podem melhorar as decisões ou o desempenho no local de trabalho.\u003c\/li\u003e\n\n\u003cli\u003eAplicar com maior confiança as ideias do curso nas situações profissionais do dia a dia.\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\n\u003ch3\u003eA quem se destina este curso?\u003c\/h3\u003e\n\n\u003cp\u003eEste curso destina-se a profissionais de marketing digital, proprietários de PME, empreendedores, profissionais de vendas e marketing e a todas as pessoas responsáveis pelo crescimento de negócios online.\u003c\/p\u003e\n\n\u003ch3\u003eResumo do curso\u003c\/h3\u003e\n\n\u003cul\u003e\n\n\u003cli\u003e\n\n\u003cstrong\u003eTempo de estudo:\u003c\/strong\u003e aproximadamente 2 horas.\u003c\/li\u003e\n\n\u003cli\u003e\n\n\u003cstrong\u003eFormato:\u003c\/strong\u003e aprendizagem online ao seu próprio ritmo.\u003c\/li\u003e\n\n\u003cli\u003e\n\n\u003cstrong\u003eDesenvolvimento profissional:\u003c\/strong\u003e curso CPD.\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\n\n\u003c\/div\u003e\n\u003cp class=\"ng-scope\"\u003eA prospeção é uma das chaves do sucesso nas vendas. Manter o seu pipeline cheio garante que continua a atrair novos negócios, pelo que o seu sucesso de hoje é resultado da prospeção que fez há seis meses.\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003eNeste curso, irá adquirir competências de prospeção e aprender a regra 80\/20. Após concluir este curso, saberá quem abordar e como fazê-lo, e comprometer-se-á a realizar alguma atividade de prospeção todos os dias, preparando chamadas a frio, acompanhando potenciais clientes ou estabelecendo contactos. Também irá elaborar o seu plano pessoal de prospeção e aprender a garantir o seu futuro lançando sementes diariamente.\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003eApós concluir este curso, será capaz de:\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eCompreender a importância de alargar a sua carteira de clientes através de uma prospeção eficaz.\u003c\/li\u003e\n\n\u003cli\u003eAprender a utilizar um sistema de prospeção para alcançar maior sucesso.\u003c\/li\u003e\n\n\u003cli\u003eIdentificar mercados e empresas-alvo, tendo em conta a regra 80\/20.\u003c\/li\u003e\n\n\u003cli\u003eDesenvolver e praticar competências de networking em todas as oportunidades.\u003c\/li\u003e\n\n\u003cli\u003eDesenvolver, aperfeiçoar e executar a arte das chamadas a frio.\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003e\u003cu\u003eTópicos do curso:\u003c\/u\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 1: Apresentação do curso\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eObjetivos de aprendizagem \u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 2: Revisão da tarefa prévia\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003ePerguntas de verdadeiro ou falso\u003c\/li\u003e\n\n\u003cli\u003eUma autoimagem positiva\u003c\/li\u003e\n\n\u003cli\u003ePerguntas de escolha múltipla\u003c\/li\u003e\n\n\u003cli\u003ePerguntas de escolha múltipla\u003c\/li\u003e\n\n\u003cli\u003eRevisão da tarefa\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 3: Definir o seu mercado-alvo\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eUm foco restrito\u003c\/li\u003e\n\n\u003cli\u003eRestringir o seu foco\u003c\/li\u003e\n\n\u003cli\u003eOnde estão os seus clientes?\u003c\/li\u003e\n\n\u003cli\u003eCaracterísticas comuns\u003c\/li\u003e\n\n\u003cli\u003eO que os leva a comprar?\u003c\/li\u003e\n\n\u003cli\u003eRealizar uma análise\u003c\/li\u003e\n\n\u003cli\u003eOuvir os clientes\u003c\/li\u003e\n\n\u003cli\u003eEstá a ouvir?\u003c\/li\u003e\n\n\u003cli\u003eFazer um resumo\u003c\/li\u003e\n\n\u003cli\u003eUtilizar ferramentas analíticas\u003c\/li\u003e\n\n\u003cli\u003ePerfil do cliente\u003c\/li\u003e\n\n\u003cli\u003eLocalização do cliente\u003c\/li\u003e\n\n\u003cli\u003ePerfil do mercado\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 4: O painel de potenciais clientes\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eO painel de potenciais clientes e as ferramentas de CRM\u003c\/li\u003e\n\n\u003cli\u003eExemplo de painel\u003c\/li\u003e\n\n\u003cli\u003eComo funciona?\u003c\/li\u003e\n\n\u003cli\u003ePerguntas e respostas sobre o painel\u003c\/li\u003e\n\n\u003cli\u003eO meu painel de potenciais clientes\u003c\/li\u003e\n\n\u003cli\u003ePlanear com o painel de potenciais clientes\u003c\/li\u003e\n\n\u003cli\u003eO ciclo de compra\u003c\/li\u003e\n\n\u003cli\u003eFolha de planeamento\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 5: Definir objetivos\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eDefinir objetivos\u003c\/li\u003e\n\n\u003cli\u003eSPIRIT\u003c\/li\u003e\n\n\u003cli\u003eDefinir um objetivo com SPIRIT!\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 6: Porque é importante fazer prospeção?\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eTrabalhar com potenciais clientes\u003c\/li\u003e\n\n\u003cli\u003eEncontrar potenciais clientes\u003c\/li\u003e\n\n\u003cli\u003eUm pouco de conhecimento traz grandes benefícios!\u003c\/li\u003e\n\n\u003cli\u003eTem experiência?\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 7: Networking\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eO que é o networking?\u003c\/li\u003e\n\n\u003cli\u003eComo se faz?\u003c\/li\u003e\n\n\u003cli\u003ePreparação\u003c\/li\u003e\n\n\u003cli\u003eComeçar a socializar\u003c\/li\u003e\n\n\u003cli\u003eEntrar numa sala\u003c\/li\u003e\n\n\u003cli\u003eO que fazer e dizer\u003c\/li\u003e\n\n\u003cli\u003eDivirta-se e mantenha a conversa\u003c\/li\u003e\n\n\u003cli\u003eTrabalhar as estratégias\u003c\/li\u003e\n\n\u003cli\u003eConversa informal\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 8: Falar em público\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eFalar em público como um profissional\u003c\/li\u003e\n\n\u003cli\u003eQue sinais está a transmitir?\u003c\/li\u003e\n\n\u003cli\u003eUtilizar a linguagem corporal\u003c\/li\u003e\n\n\u003cli\u003eO seu estilo de apresentação\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 9: Feiras comerciais\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eAntes da feira\u003c\/li\u003e\n\n\u003cli\u003eDurante a feira\u003c\/li\u003e\n\n\u003cli\u003eDepois da feira\u003c\/li\u003e\n\n\u003cli\u003eParticipar numa feira comercial\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 10: Recuperar contas perdidas\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003ePorque é que os clientes saem?\u003c\/li\u003e\n\n\u003cli\u003eQuando algo corre mal\u003c\/li\u003e\n\n\u003cli\u003eO que posso fazer?\u003c\/li\u003e\n\n\u003cli\u003eRecuperar os seus contactos\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 11: Preparar chamadas a frio\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eO número mágico\u003c\/li\u003e\n\n\u003cli\u003eUma solução para a relutância em fazer chamadas\u003c\/li\u003e\n\n\u003cli\u003eOutras dicas para fazer chamadas\u003c\/li\u003e\n\n\u003cli\u003eFazer chegar a sua mensagem\u003c\/li\u003e\n\n\u003cli\u003eFrases de abertura\u003c\/li\u003e\n\n\u003cli\u003eCriar a sua frase de abertura\u003c\/li\u003e\n\n\u003cli\u003ePreparar chamadas a frio\u003c\/li\u003e\n\n\u003cli\u003eA minha estratégia para chamadas a frio\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 12: A regra 80\/20\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eO princípio de Pareto\u003c\/li\u003e\n\n\u003cli\u003eAplicar o princípio de Pareto\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 13: Não se trata apenas de números\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003eApontar às estrelas\u003c\/li\u003e\n\n\u003cli\u003eEmpatia\u003c\/li\u003e\n\n\u003cli\u003eCriar empatia\u003c\/li\u003e\n\n\u003cli\u003eConstruir relações\u003c\/li\u003e\n\n\u003cli\u003eDesenvolver relações\u003c\/li\u003e\n\n\u003cli\u003eRespeito\u003c\/li\u003e\n\n\u003cli\u003eDemonstrar respeito\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSessão 14: Ir mais além\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\n\u003cli\u003e21 ideias para uma carreira de sucesso em vendas\u003c\/li\u003e\n\n\u003cli\u003eImplementar as 21 ideias\u003c\/li\u003e\n\n\u003cli\u003eDez perguntas a fazer a si próprio sobre cada potencial cliente\u003c\/li\u003e\n\n\u003cli\u003eFazer as dez perguntas\u003c\/li\u003e\n\n\n\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cform novalidate=\"novalidate\" class=\"form-horizational ng-pristine ng-valid\" action=\"https:\/\/ebsi.learnupon.com\/courses\/3002371\/details\" name=\"course_form\" method=\"post\" post-form-no-ajax=\"\"\u003e\n\n\u003cdiv class=\"card\"\u003e\n\n\u003csection\u003e\n\u003cdiv class=\"ng-scope\" ng-if=\"!!course.objectives\"\u003e\n\n\u003cdiv class=\"ck-editor-content ng-binding\" trust=\"\" bind-html-compile=\"course.objectives\"\u003e\n\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\n\n\u003c\/div\u003e\n\n\n\u003c\/div\u003e\n\n\u003c\/section\u003e\n\n\u003c\/div\u003e\n\n\n\u003c\/form\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003c!-- ebsi-cross-sell --\u003e\u003cdiv class=\"ebsi-cross-sell\"\u003e\n\n\u003ch3\u003eContinue a sua aprendizagem\u003c\/h3\u003e\n\n\u003cp\u003e\u003cstrong\u003eParte deste percurso de aprendizagem:\u003c\/strong\u003e \u003ca href=\"\/pt\/collections\/sales-and-marketing\"\u003eVendas e Marketing\u003c\/a\u003e\u003c\/p\u003e\n\n\n\u003c\/div\u003e\n\u003c!-- ebsi-academy-breadcrumb --\u003e\n\u003chr\u003e\u003cdiv class=\"ebsi-course-pathway\"\u003e\n\n\u003cp\u003e\u003cstrong\u003ePercurso do curso:\u003c\/strong\u003e \u003ca href=\"\/pt\/pages\/welcome-to-ebsi-sme-academy\"\u003eeBSI SME Academy\u003c\/a\u003e \u0026gt; \u003ca href=\"\/pt\/collections\/sales-and-marketing\"\u003eVendas e Marketing\u003c\/a\u003e \u0026gt; Prospecção de potenciais clientes como um profissional\u003c\/p\u003e\n\n\u003cp\u003eExplore mais formação em \u003ca href=\"\/pt\/collections\/sales-and-marketing\"\u003eVendas e Marketing\u003c\/a\u003e ou regresse à \u003ca href=\"\/pt\/pages\/welcome-to-ebsi-sme-academy\"\u003eeBSI SME Academy\u003c\/a\u003e.\u003c\/p\u003e\n\n\n\u003c\/div\u003e","brand":"eBSI Export Academy","offers":[{"title":"Licença Individual (40 EUR)","offer_id":42926830846130,"sku":"VS-157","price":44.0,"currency_code":"USD","in_stock":true},{"title":"5 Licenças (35 EUR cada)","offer_id":59260656681308,"sku":null,"price":193.0,"currency_code":"USD","in_stock":true},{"title":"10 Licenças (30 EUR cada)","offer_id":59260656714076,"sku":null,"price":330.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0077\/7604\/3071\/products\/ProspectingforLeadsLikeaPro.png?v=1677550966","url":"https:\/\/www.ebsiamericas.com\/pt-pt\/products\/prospecting-for-leads-like-a-pro","provider":"eBSI Export Academy","version":"1.0","type":"link"}