Proceso de prospección: Del lead al cliente calificado

Section role: supports the 'De la Intuición a la Estrategia: El Proceso de Prospección' section while the teacher transitions students from their intuitive work in the EcoModa case to formal business terminology. Slides: (1) Title — 'De la Intuición a la Estrategia en la Prospección'; (2) El Embudo de Ventas — bullets: visual representation from awareness to closure, connecting back to the initial customer search; (3) Lead vs. Prospecto — bullets: definitions, why not every lead deserves a sales call, saving sales team time; (4) ICP (Ideal Customer Profile) — bullets: defining characteristics, industry, behavior, and purchasing power; (5) Métodos Outbound — bullets: active outreach, cold calling, direct emails, B2B prospecting examples in Colombia; (6) Métodos Inbound — bullets: attraction strategies, digital content, SEO, social selling; (7) La Técnica BANT — bullets: Budget, Authority, Need, Timeline with clear guiding questions for each letter; (8) Caso Práctico Aplicado — bullets: tracking a Colombian software lead through the BANT framework; Closing slide: '¿Cómo aplicarían BANT en el caso de EcoModa visto anteriormente?' — sets up the individual filtering exercise in the final section.

Lara de Teachy