{"id":47399,"date":"2023-05-19T10:17:57","date_gmt":"2023-05-19T08:17:57","guid":{"rendered":"https:\/\/cronuts.digital\/social-selling-revolucion-vendes-b2b\/"},"modified":"2026-07-14T09:20:49","modified_gmt":"2026-07-14T07:20:49","slug":"social-selling-revolucion-vendes-b2b","status":"publish","type":"post","link":"https:\/\/cronuts.digital\/ca\/social-selling-revolucion-vendes-b2b\/","title":{"rendered":"Social Selling: la revoluci\u00f3 de les vendes B2B"},"content":{"rendered":"

D’una banda, les anomenades fredes, el boca-orella o les reunions presencials s\u00f3n m\u00e8todes de generaci\u00f3 de vendes B2B que a poc a poc han anat quedant obsoletes, i de l’altra, els patrons de decisi\u00f3 dels compradors tamb\u00e9 han experimentat modificacions significatives. Actualment, els compradors busquen informaci\u00f3 de manera proactiva abans de prendre una decisi\u00f3, investigant, comparant i obtenint informaci\u00f3 de diferents fonts, sempre abans de comprometre’s amb una soluci\u00f3 espec\u00edfica. <\/span><\/p>\n

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Totes aquestes tend\u00e8ncies es veuen reflectides en xifres: el 90% dels prenedors de decisions ja no responen a trucades fredes, el 75% dels compradors B2B usen contactes i informaci\u00f3 de xarxes socials com a part del seu proc\u00e9s de compra, ia m\u00e9s, es ha observat que els decisors dediquen aproximadament el 22% del seu temps a xarxes socials com ara Linkedin. <\/span><\/p>\n

 <\/p>\n

El canvi ja ha comen\u00e7at: els m\u00e8todes tradicionals ja no funcionen. Les xarxes socials i el m\u00f3n digital han esdevingut la pedra angular en qualsevol estrat\u00e8gia comercial, obrint un ventall de possibilitats per a les vendes B2B. <\/span><\/p>\n

 <\/p>\n

Aquest \u00e9s precisament l’enfocament amb qu\u00e8 des de Cronuts abordem els objectius comercials i d’expansi\u00f3 internacional de Gamarra, empresa dedicada a la fosa d’acer. Fins ara nom\u00e9s feien servir t\u00e8cniques comercials tradicionals. A trav\u00e9s de l’aplicaci\u00f3 de t\u00e8cniques de Social Selling aconseguim incrementar de forma significativa les vendes, passant de 0,5 propostes mensuals a 15, la creaci\u00f3 d’una imatge de marca forta i reconeixible i l’optimitzaci\u00f3 del seu canal a Linkedin, que va passar de 150 seguidors a m\u00e9s de 1.000. Si vols con\u00e8ixer en profunditat aquest cas, fes click <\/span>aqu\u00ed<\/span><\/a> .<\/span> <\/p>\n

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Qu\u00e8 \u00e9s el Social Selling B2B?<\/b><\/h2>\n

 <\/p>\n

El Social Selling B2B \u00e9s l’enfocament estrat\u00e8gic que fa servir les xarxes socials i les plataformes en l\u00ednia per crear relacions amb clients potencials amb l’objectiu de generar vendes. <\/span><\/p>\n

 <\/p>\n

\u00c9s una metodologia que utilitza eines i estrat\u00e8gies digitals, i que permet a les empreses aprofitar el poder de les xarxes socials per arribar al seu p\u00fablic objectiu espec\u00edfic i construir relacions significatives amb ells que m\u00e9s tard es puguin convertir en vendes. A difer\u00e8ncia de la venda tradicional, basada en enfocaments m\u00e9s directes i intrusius, el Social Selling se centra en la creaci\u00f3 de connexions aut\u00e8ntiques i duradores a trav\u00e9s del contingut rellevant, la participaci\u00f3 en converses i la creaci\u00f3 de confian\u00e7a. <\/span><\/p>\n

 <\/p>\n

El principi fonamental sobre el qual es basa aquesta metodologia \u00e9s que els compradors B2B actuals investiguen, busquen i prenen decisions de compra basades en la informaci\u00f3 que troben en l\u00ednia, incloent-hi les xarxes socials. <\/span><\/p>\n

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Com implementar una estrat\u00e8gia de social selling B2B?<\/b><\/h2>\n

 <\/p>\n

En primer lloc, una estrat\u00e8gia de Social Selling t\u00e9 com a objectiu principal ser present a les xarxes socials adequades, proporcionant valor i construint una reputaci\u00f3 com a expert en la ind\u00fastria a qu\u00e8 pertanyi. Implementar aquesta t\u00e8cnica requereix un enfocament estructurat i planificat. <\/span><\/p>\n

Alguns dels passos clau per desenvolupar i implementar aquesta eina:<\/span><\/p>\n

    \n
  1. Definir objectius: <\/b>establir metes clares i espec\u00edfiques que desitges assolir amb la teva estrat\u00e8gia de social selling \u00e9s fonamental. Alguns objectius podrien ser augmentar el nombre de prospectes qualificats, generar vendes, enfortir relacions amb clients existents o millorar la visibilitat de la marca, entre d’altres.<\/span><\/li>\n
  2. Identificar problemes i establir solucions:<\/b> con\u00e8ixer i comprendre els problemes i els desafiaments que enfronta l’organitzaci\u00f3 \u00e9s vital. De la mateixa manera, marcar solucions reals i factibles \u00e9s fonamental. <\/span><\/li>\n
  3. Coneix la teva audi\u00e8ncia:<\/b> realitza una investigaci\u00f3 exhaustiva per comprendre la teva audi\u00e8ncia objectiva. Analitza les seves necessitats, prefer\u00e8ncies, comportaments en l\u00ednia i quines plataformes de xarxes socials utilitzen amb m\u00e9s freq\u00fc\u00e8ncia. Aix\u00f2 us ajudar\u00e0 a adaptar la vostra estrat\u00e8gia a les seves caracter\u00edstiques espec\u00edfiques. <\/span><\/li>\n
  4. Trieu els canals adequats:<\/b> basant-te en el coneixement que hagis obtingut de la teva audi\u00e8ncia, selecciona les xarxes socials on els teus clients potencials es trobin i on el teu missatge pugui ser compartit. Per exemple, si els teus clients potencials es troben a Linkedin i Instagram, haur\u00e0s de desenvolupar una estrat\u00e8gia per a cadascuna d’aquestes plataformes ja que cada canal t\u00e9 les seves pr\u00f2pies caracter\u00edstiques i el teu missatge ha de ser adaptat a cadascuna.<\/span><\/li>\n
  5. Crea contingut rellevant: <\/b>ofereix contingut de qualitat que sigui rellevant i \u00fatil per a la teva audi\u00e8ncia. Proporciona informaci\u00f3 valuosa, consells, solucions a problemes i demostra la teva experi\u00e8ncia a l’\u00e0rea. Per aix\u00f2, pots emprar diferents formats, com publicacions de bloc, infografies, v\u00eddeos o podcasts, entre d’altres. <\/span><\/li>\n
  6. Construeix relacions reals: <\/b>crea relacions genu\u00efnes i duradores amb la teva audi\u00e8ncia. Participa activament en converses rellevants, respon a comentaris i preguntes i mostra inter\u00e8s en les necessitats dels teus seguidors i possibles clients. En aquest sentit, buscar oportunitats per connectar-t’hi a nivell personal i construir confian\u00e7a \u00e9s clau. <\/span><\/li>\n
  7. Estableix KPIs (Indicadors Clau d’Acompliment)<\/b>: defineix els KPI que t’ajudaran a mesurar l’\u00e8xit de la teva estrat\u00e8gia de selling social. Aquests poden incloure el nombre dinteraccions, laugment en el nombre de prospectes qualificats, laugment en les vendes o qualsevol altre indicador rellevant amb qu\u00e8 mesurar lexercici de la teva estrat\u00e8gia.<\/span><\/li>\n
  8. Mesura i ajusta<\/b>: realitza un seguiment regular dels teus resultats i analitza les dades obtingudes. Utilitza eines d’an\u00e0lisi de xarxes socials per avaluar el rendiment de la teva estrat\u00e8gia i fer ajustaments segons calgui. <\/span><\/li>\n<\/ol>\n

     <\/p>\n

    Recorda que el principal objectiu del Social Selling B2B \u00e9s intentar establir relacions a llarg termini, oferir valor i construir confian\u00e7a. \u00c9s un proc\u00e9s que requereix temps i dedicaci\u00f3, per\u00f2 que \u00e9s altament efectiu per generar vendes i enfortir la teva pres\u00e8ncia al mercat.<\/span><\/p>\n

     <\/p>\n

    Beneficis del Social Selling B2B<\/b><\/h2>\n

     <\/p>\n

    La t\u00e8cnica de Social Selling ofereix una gran quantitat de beneficis per a les empreses que decideixen implementar-ho. <\/span><\/p>\n

     <\/p>\n

    En primer lloc, proporciona una excel\u00b7lent oportunitat per augmentar la visibilitat de qualsevol empresa, ja que permet assolir un p\u00fablic molt m\u00e9s ampli i potencialment interessat en la teva proposta de valor. Alhora, contribueix a l’estalvi de temps i recursos, ja que permet arribar directament als clients a trav\u00e9s de les plataformes digitals, evitant els costos associats a m\u00e8todes tradicionals. <\/span><\/p>\n

     <\/p>\n

    D’altra banda, la inversi\u00f3 necess\u00e0ria per desenvolupar aquesta estrat\u00e8gia \u00e9s molt menor en comparaci\u00f3 amb els enfocaments convencionals. Amb el social selling, les empreses poden utilitzar eines i recursos digitals a un cost menor en comparaci\u00f3 amb activitats com ara publicitat impresa o assist\u00e8ncia a esdeveniments presencials. A m\u00e9s, en establir relacions aut\u00e8ntiques i genu\u00efnes amb els clients a trav\u00e9s de les xarxes socials, es construeix confian\u00e7a i credibilitat, cosa que alhora afavoreix la generaci\u00f3 de noves oportunitats de venda. <\/span><\/p>\n

    A m\u00e9s, \u00e9s una manera molt efectiva d’adaptar-se a l’entorn actual, on la pres\u00e8ncia online \u00e9s fonamental per a l’\u00e8xit. <\/span><\/p>\n

     <\/p>\n

    \"social<\/p>\n

     <\/p>\n

    Un estudio de HubSpot (2025) revela que las empresas B2B destinan de media el 36% de su presupuesto de marketing a la generación de leads. — Fuente: HubSpot, State of Marketing, 2025<\/em><\/p>\n

    Recomanacions per desenvolupar una estrat\u00e8gia de Social Selling B2B efectiva <\/b><\/h2>\n

     <\/p>\n

    Per aconseguir l’\u00e8xit en el desenvolupament d’una estrat\u00e8gia de Social Selling cal considerar una s\u00e8rie de pr\u00e0ctiques clau que cal seguir, igual que una s\u00e8rie d’errors que no s’han de cometre. <\/span><\/p>\n

      \n
    1. Proporcionar contingut rellevant i de qualitat: <\/b>Assegurar-se de crear i compartir contingut que sigui valu\u00f3s i rellevant per a la teva audi\u00e8ncia \u00e9s vital. Aix\u00f2 inclou oferir informaci\u00f3 \u00fatil, que resolgui problemes i que demostri la teva experi\u00e8ncia al sector. El contingut de qualitat ajudar\u00e0 a establir la teva reputaci\u00f3 com a expert i atraur\u00e0 possibles clients interessats en la teva proposta de valor. <\/span><\/li>\n
    2. Entaula relacions reals:<\/b> al m\u00f3n de les vendes la creaci\u00f3 de relacions personals \u00e9s fonamental. L\u00fas de bots o t\u00e0ctiques impersonals \u00e9s un gran error.<\/span><\/li>\n
    3. Prioritza qualitat sobre quantitat:<\/b> En lloc de buscar una gran quantitat de seguidors o connexions o de crear una gran quantitat de contingut, enfoca’t en la qualitat de les teves relacions i oferir contingut rellevant. Construir relacions s\u00f2lides i de confian\u00e7a amb una quantitat de clients limitada ser\u00e0 m\u00e9s benefici\u00f3s que tenir una gran quantitat de connexions superficials. De la mateixa manera, crear una gran quantitat de contingut sense que aquest sigui rellevant per a la teva audi\u00e8ncia no ajudar\u00e0 a atraure possibles clients. <\/span><\/li>\n
    4. Consist\u00e8ncia: <\/b>mantingues una pres\u00e8ncia constant a les xarxes socials. Publica regularment contingut rellevant, interactua amb els teus seguidors i clients, i mantingues un flux constant de comunicaci\u00f3. La consist\u00e8ncia us ajudar\u00e0 a mantenir l’atenci\u00f3 i l’inter\u00e8s de la vostra audi\u00e8ncia al llarg del temps.<\/span><\/li>\n
    5. Escolta activa<\/b>: presta atenci\u00f3 a les converses dels teus possibles clients. Escolta’n les necessitats, preocupacions i opinions. Fes servir aquesta informaci\u00f3 per adaptar la teva estrat\u00e8gia i oferir solucions personalitzades que realment satisfacin les seves necessitats. <\/span><\/li>\n
    6. Adapta’t<\/b>: apr\u00e8n de les teves experi\u00e8ncies i adapta el teu enfocament per millorar cont\u00ednuament. De la mateixa manera, mantingues-te actualitzat amb les \u00faltimes tend\u00e8ncies i canvis i ajusta la teva estrat\u00e8gia per aprofitar les noves oportunitats. L’adaptabilitat et permetr\u00e0 mantenir-te rellevant i competitiu a l’entorn digital que, com hem pogut veure, est\u00e0 en constant evoluci\u00f3.<\/span><\/li>\n<\/ol>\n

       <\/p>\n","protected":false},"excerpt":{"rendered":"

      L’auge vertigin\u00f3s de les xarxes socials ha generat un canvi radical en la nostra manera d’interactuar i de comunicar-nos. Ens trobem immersos en una nova era digital en qu\u00e8 les xarxes socials han adquirit un paper fonamental. I \u00e9s que, la manera com venem i prenem decisions s’est\u00e0 transformant per complet a trav\u00e9s de t\u00e8cniques com el Social Selling B2B. <\/p>\n","protected":false},"author":6,"featured_media":72892,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","schema_jsonld":""},"categories":[1],"tags":[],"class_list":["post-47399","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sin-categoria"],"acf":[],"yoast_head":"\nSocial Selling: la revoluci\u00f3 de les vendes B2B<\/title>\n<meta name=\"description\" content=\"La forma com venem i prenem decisions s'est\u00e0 transformant completament a trav\u00e9s de t\u00e8cniques com el Social Selling B2B. 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