{"id":2679,"date":"2026-02-09T21:41:56","date_gmt":"2026-02-10T00:41:56","guid":{"rendered":"https:\/\/somarparcerias.com.br\/wsmr\/?page_id=2679"},"modified":"2026-02-27T10:31:36","modified_gmt":"2026-02-27T13:31:36","slug":"glossario-termos-vendas-cafe-com-vendas","status":"publish","type":"page","link":"https:\/\/somarparcerias.com.br\/wsmr\/home\/ecossistema-somar\/hub-conhecimento-inteligencia-cafe-com-vendas\/glossario-termos-vendas-cafe-com-vendas\/","title":{"rendered":"Gloss\u00e1rio Caf\u00e9 com Vendas."},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"2679\" class=\"elementor elementor-2679\" data-elementor-post-type=\"page\">\n\t\t\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-b0b21e7 e-flex e-con-boxed e-con e-parent\" data-id=\"b0b21e7\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-11269b6b e-con-full e-flex e-con e-child\" data-id=\"11269b6b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-87268d6 elementor-widget elementor-widget-heading\" data-id=\"87268d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Gloss\u00e1rio Caf\u00e9 com Vendas.<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-739f4045 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"739f4045\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Precis\u00e3o terminol\u00f3gica gera velocidade comercial. O Gloss\u00e1rio &#8220;Caf\u00e9 com Vendas&#8221; da <a href=\"https:\/\/somarparcerias.com.br\/wsmr\/home\/parcerias-estrategicas-taticas\/parceiro-de-negocios-equipe-vendas\/\">SOMAR<\/a> \u00e9 a base de conhecimento que unifica nossa linguagem t\u00e9cnica. Nele definimos os pilares da Engenharia de Vendas, das metodologias de venda mundialmente reconhecidas e comprovadas e da nossa cultura de parceria e autogest\u00e3o. Um recurso essencial para garantir que cada diagn\u00f3stico, estrat\u00e9gia e execu\u00e7\u00e3o ocorra sob o mesmo rigor conceitual, com clareza e entendimento sempre alinhado com nossos clientes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-78d8b58 elementor-icon-list--layout-inline elementor-align-center elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"78d8b58\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items elementor-inline-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"#\">\n\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-home\" viewBox=\"0 0 576 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M280.37 148.26L96 300.11V464a16 16 0 0 0 16 16l112.06-.29a16 16 0 0 0 15.92-16V368a16 16 0 0 1 16-16h64a16 16 0 0 1 16 16v95.64a16 16 0 0 0 16 16.05L464 480a16 16 0 0 0 16-16V300L295.67 148.26a12.19 12.19 0 0 0-15.3 0zM571.6 251.47L488 182.56V44.05a12 12 0 0 0-12-12h-56a12 12 0 0 0-12 12v72.61L318.47 43a48 48 0 0 0-61 0L4.34 251.47a12 12 0 0 0-1.6 16.9l25.5 31A12 12 0 0 0 45.15 301l235.22-193.74a12.19 12.19 0 0 1 15.3 0L530.9 301a12 12 0 0 0 16.9-1.6l25.5-31a12 12 0 0 0-1.7-16.93z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Home <\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-arrow-circle-right\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8c137 0 248 111 248 248S393 504 256 504 8 393 8 256 119 8 256 8zm-28.9 143.6l75.5 72.4H120c-13.3 0-24 10.7-24 24v16c0 13.3 10.7 24 24 24h182.6l-75.5 72.4c-9.7 9.3-9.9 24.8-.4 34.3l11 10.9c9.4 9.4 24.6 9.4 33.9 0L404.3 273c9.4-9.4 9.4-24.6 0-33.9L271.6 106.3c-9.4-9.4-24.6-9.4-33.9 0l-11 10.9c-9.5 9.6-9.3 25.1.4 34.4z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Gloss\u00e1rio Caf\u00e9 com Vendas.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-54b681c e-flex e-con-boxed e-con e-parent\" data-id=\"54b681c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-63ff6b68 e-con-full e-flex e-con e-child\" data-id=\"63ff6b68\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-44621d6 elementor-widget elementor-widget-image\" data-id=\"44621d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"612\" height=\"408\" src=\"https:\/\/somarparcerias.com.br\/wsmr\/wp-content\/uploads\/2026\/02\/istockphoto-1411239304-612x612-1.jpg\" class=\"attachment-large size-large wp-image-3062\" alt=\"\" srcset=\"https:\/\/somarparcerias.com.br\/wsmr\/wp-content\/uploads\/2026\/02\/istockphoto-1411239304-612x612-1.jpg 612w, https:\/\/somarparcerias.com.br\/wsmr\/wp-content\/uploads\/2026\/02\/istockphoto-1411239304-612x612-1-300x200.jpg 300w\" sizes=\"(max-width: 612px) 100vw, 612px\" \/>\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<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4cef8a3b e-con-full e-flex e-con e-child\" data-id=\"4cef8a3b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5263a95c elementor-align-start elementor-widget__width-initial elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"5263a95c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-star\" viewBox=\"0 0 576 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M259.3 17.8L194 150.2 47.9 171.5c-26.2 3.8-36.7 36.1-17.7 54.6l105.7 103-25 145.5c-4.5 26.3 23.2 46 46.4 33.7L288 439.6l130.7 68.7c23.2 12.2 50.9-7.4 46.4-33.7l-25-145.5 105.7-103c19-18.5 8.5-50.8-17.7-54.6L382 150.2 316.7 17.8c-11.7-23.6-45.6-23.9-57.4 0z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Porque a precis\u00e3o no que dizemos importa.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-653da4ab elementor-widget elementor-widget-heading\" data-id=\"653da4ab\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Gloss\u00e1rio de Termos.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-21a9e467 elementor-widget elementor-widget-text-editor\" data-id=\"21a9e467\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Nosso Gloss\u00e1rio de Termos cumpre um objetivo simples, mas importante: trazer para um clique de dist\u00e2ncia o significado dos termos que utilizamos na SOMAR e, muito importantes, dos termos utilizados nas vendas consultivas complexas (B2B), conforme usados nas melhores, renomadas e comprovadas metodologias de venda de solu\u00e7\u00e3o.<\/p>\n<p>A seguir encontrar\u00e1 a lista dos termos que j\u00e1 acrescentamos nele. Caso exista algum que deseje saber, nos informe atrav\u00e9s de nosso formul\u00e1rio de contato, que teremos prazer em inclu\u00ed-lo nesse gloss\u00e1rio (e da\u00ed voc\u00ea o ver\u00e1 nos textos do site).<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9910a77 elementor-widget elementor-widget-shortcode\" data-id=\"9910a77\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><div class=\"glossary-term-bar\"><span class=\"glossary-link-initial-item\"><a href=\"#glossary-a\">a<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-b\">b<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-c\">c<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-d\">d<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-e\">e<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-f\">f<\/a><\/span><span class=\"glossary-no-link-initial-item\">g<\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-h\">h<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-i\">i<\/a><\/span><span class=\"glossary-no-link-initial-item\">j<\/span><span class=\"glossary-no-link-initial-item\">k<\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-l\">l<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-m\">m<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-n\">n<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-o\">o<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-p\">p<\/a><\/span><span class=\"glossary-no-link-initial-item\">q<\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-r\">r<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-s\">s<\/a><\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-t\">t<\/a><\/span><span class=\"glossary-no-link-initial-item\">u<\/span><span class=\"glossary-link-initial-item\"><a href=\"#glossary-v\">v<\/a><\/span><span class=\"glossary-no-link-initial-item\">w<\/span><span class=\"glossary-no-link-initial-item\">x<\/span><span class=\"glossary-no-link-initial-item\">y<\/span><span class=\"glossary-no-link-initial-item\">z<\/span><\/div><div class=\"glossary-term-list grid\"><div class=\"glossary-block glossary-block-a\"><span class=\"glossary-letter\" id=\"glossary-a\">a<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/accountability\/\"><span itemprop=\"name\">Accountability<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/adaptacao-tailoring\/\"><span itemprop=\"name\">Adapta\u00e7\u00e3o (Tailoring)<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/assumir-o-controle-take-control\/\"><span itemprop=\"name\">Assumir o Controle (Take Control)<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/autogestao\/\"><span itemprop=\"name\">Autogest\u00e3o<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-b\"><span class=\"glossary-letter\" id=\"glossary-b\">b<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/backoffice-comercial\/\"><span itemprop=\"name\">Backoffice Comercial<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/bpo\/\"><span itemprop=\"name\">BPO<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/buffer-de-comunicacao\/\"><span itemprop=\"name\">Buffer de Comunica\u00e7\u00e3o<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-c\"><span class=\"glossary-letter\" id=\"glossary-c\">c<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cac\/\"><span itemprop=\"name\">CAC<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cadeia-de-dor\/\"><span itemprop=\"name\">Cadeia de Dor<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cadencia-de-contatos\/\"><span itemprop=\"name\">Cad\u00eancia de Contatos<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cafe-com-vendas\/\"><span itemprop=\"name\">CAF\u00c9 COM VENDAS<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/caixa-preta-comercial\/\"><span itemprop=\"name\">Caixa Preta Comercial<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/challenger-sale-2\/\"><span itemprop=\"name\">Challenger Sale<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/challenger-sale\/\"><span itemprop=\"name\">Challenger Sale<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/churn\/\"><span itemprop=\"name\">Churn<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/ciclo-de-ramp-up\/\"><span itemprop=\"name\">Ciclo de Ramp-Up<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cliente-unico-de-projetos\/\"><span itemprop=\"name\">Cliente \u00danico de Projetos<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cold-outreach\/\"><span itemprop=\"name\">Cold Outreach<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/commercial-insight\/\"><span itemprop=\"name\">Commercial Insight<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/commoditizacao-do-atendimento\/\"><span itemprop=\"name\">Commoditiza\u00e7\u00e3o do Atendimento<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/conformidade-metodologica\/\"><span itemprop=\"name\">Conformidade Metodol\u00f3gica<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/consultor-associado\/\"><span itemprop=\"name\">Consultor Associado<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/crm\/\"><span itemprop=\"name\">CRM<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/cultura-do-nos-operacional\/\"><span itemprop=\"name\">Cultura do \"N\u00f3s\" Operacional<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/custo-de-oportunidade\/\"><span itemprop=\"name\">Custo de Oportunidade<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-d\"><span class=\"glossary-letter\" id=\"glossary-d\">d<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/demonstracao-dirigida\/\"><span itemprop=\"name\">Demonstra\u00e7\u00e3o Dirigida<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/diagnostico-auditavel\/\"><span itemprop=\"name\">Diagn\u00f3stico Audit\u00e1vel<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/diagnostico-comercial\/\"><span itemprop=\"name\">Diagn\u00f3stico Comercial<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/diagnostico-profundo\/\"><span itemprop=\"name\">Diagn\u00f3stico Profundo<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/diferencial-competitivo\/\"><span itemprop=\"name\">Diferencial Competitivo<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-e\"><span class=\"glossary-letter\" id=\"glossary-e\">e<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/ecossistema-somar\/\"><span itemprop=\"name\">Ecossistema SOMAR<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/ecossistema-somar-2\/\"><span itemprop=\"name\">Ecossistema SOMAR<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/engenharia-de-vendas\/\"><span itemprop=\"name\">Engenharia de Vendas<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/engenharia-de-vendas-2\/\"><span itemprop=\"name\">Engenharia de Vendas<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/enriquecimento-de-leads\/\"><span itemprop=\"name\">Enriquecimento de Leads<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/ensino-comercial-teaching\/\"><span itemprop=\"name\">Ensino Comercial (Teaching)<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/escalabilidade-comercial\/\"><span itemprop=\"name\">Escalabilidade Comercial<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/escuta-ativa\/\"><span itemprop=\"name\">Escuta Ativa<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-f\"><span class=\"glossary-letter\" id=\"glossary-f\">f<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/financeirizacao-da-proposta\/\"><span itemprop=\"name\">Financeiriza\u00e7\u00e3o da Proposta<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/funil-de-vendas\/\"><span itemprop=\"name\">Funil de Vendas<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-h\"><span class=\"glossary-letter\" id=\"glossary-h\">h<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/hard-skills-comerciais\/\"><span itemprop=\"name\">Hard Skills Comerciais<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-i\"><span class=\"glossary-letter\" id=\"glossary-i\">i<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/icp\/\"><span itemprop=\"name\">ICP<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/infraestrutura-invisivel\/\"><span itemprop=\"name\">Infraestrutura Invis\u00edvel<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/intraempreendedorismo\/\"><span itemprop=\"name\">Intraempreendedorismo<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/isolamento-de-objecao\/\"><span itemprop=\"name\">Isolamento de Obje\u00e7\u00e3o<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-l\"><span class=\"glossary-letter\" id=\"glossary-l\">l<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/lideranca-de-viabilizacao\/\"><span itemprop=\"name\">Lideran\u00e7a de Viabiliza\u00e7\u00e3o<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/ltv\/\"><span itemprop=\"name\">LTV<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-m\"><span class=\"glossary-letter\" id=\"glossary-m\">m<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/matriz-de-valor\/\"><span itemprop=\"name\">Matriz de Valor<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/mentalidade-de-dono\/\"><span itemprop=\"name\">Mentalidade de Dono<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/metodo-cientifico-em-vendas\/\"><span itemprop=\"name\">M\u00e9todo Cient\u00edfico em Vendas<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/microgerenciamento\/\"><span itemprop=\"name\">Microgerenciamento<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/monopolio-momentaneo\/\"><span itemprop=\"name\">Monop\u00f3lio Moment\u00e2neo<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/mql\/\"><span itemprop=\"name\">MQL<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-n\"><span class=\"glossary-letter\" id=\"glossary-n\">n<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/neil-rackham\/\"><span itemprop=\"name\">Neil Rackham<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-o\"><span class=\"glossary-letter\" id=\"glossary-o\">o<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/objecao-vs-condicao\/\"><span itemprop=\"name\">Obje\u00e7\u00e3o vs. Condi\u00e7\u00e3o<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/outbound\/\"><span itemprop=\"name\">Outbound<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-p\"><span class=\"glossary-letter\" id=\"glossary-p\">p<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/parceiro-de-negocios\/\"><span itemprop=\"name\">Parceiro de Neg\u00f3cios<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/parceiro-empresarial\/\"><span itemprop=\"name\">Parceiro Empresarial<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/parcerias-estrategicas\/\"><span itemprop=\"name\">Parcerias Estrat\u00e9gicas<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/passividade-comercial\/\"><span itemprop=\"name\">Passividade Comercial<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/perguntas-de-implicacao-i\/\"><span itemprop=\"name\">Perguntas de Implica\u00e7\u00e3o (I)<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/perguntas-de-necessidade-de-solucao-n-ou-de-retorno\/\"><span itemprop=\"name\">Perguntas de Necessidade de Solu\u00e7\u00e3o (N) ou de Retorno<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/perguntas-de-problema-p\/\"><span itemprop=\"name\">Perguntas de Problema (P)<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/perguntas-de-situacao-s\/\"><span itemprop=\"name\">Perguntas de Situa\u00e7\u00e3o (S)<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/poc\/\"><span itemprop=\"name\">PoC<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/ponte-de-solucao\/\"><span itemprop=\"name\">Ponte de Solu\u00e7\u00e3o<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/psicologia-do-comprador\/\"><span itemprop=\"name\">Psicologia do Comprador<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-r\"><span class=\"glossary-letter\" id=\"glossary-r\">r<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/rapport\/\"><span itemprop=\"name\">Rapport<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/rapport-tecnico\/\"><span itemprop=\"name\">Rapport T\u00e9cnico<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/reenquadramento\/\"><span itemprop=\"name\">Reenquadramento<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-s\"><span class=\"glossary-letter\" id=\"glossary-s\">s<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/sales-enablement-capacitacao-de-vendas\/\"><span itemprop=\"name\">Sales Enablement<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/sales-engagement\/\"><span itemprop=\"name\">Sales Engagement<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/senso-de-propriedade\/\"><span itemprop=\"name\">Senso de Propriedade<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/senso-de-propriedade-2\/\"><span itemprop=\"name\">Senso de Propriedade<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/sfa\/\"><span itemprop=\"name\">SFA<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/sfa-2\/\"><span itemprop=\"name\">SFA<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/sfa-crm\/\"><span itemprop=\"name\">SFA\/CRM<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/skin-in-the-game\/\"><span itemprop=\"name\">Skin in the Game<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/smarketing\/\"><span itemprop=\"name\">Smarketing<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/soft-skills-de-alta-performance\/\"><span itemprop=\"name\">Soft Skills de Alta Performance<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/solution-selling-2\/\"><span itemprop=\"name\">Solution Selling<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/solution-selling\/\"><span itemprop=\"name\">Solution Selling<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/somando\/\"><span itemprop=\"name\">SOMANDO - M\u00e1quina de Vendas Previs\u00edveis<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/spin-selling\/\"><span itemprop=\"name\">SPIN Selling<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/spin-selling-2\/\"><span itemprop=\"name\">SPIN Selling<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/sql\/\"><span itemprop=\"name\">SQL<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/stakeholder\/\"><span itemprop=\"name\">Stakeholder<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/storytelling-de-negocios\/\"><span itemprop=\"name\">Storytelling de Neg\u00f3cios<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-t\"><span class=\"glossary-letter\" id=\"glossary-t\">t<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/taxa-de-conversao\/\"><span itemprop=\"name\">Taxa de Convers\u00e3o<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/tensao-construtiva\/\"><span itemprop=\"name\">Tens\u00e3o Construtiva<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/tirador-de-pedidos\/\"><span itemprop=\"name\">Tirador de Pedidos<\/span><\/a><\/span><\/li><\/ul><\/div><div class=\"glossary-block glossary-block-v\"><span class=\"glossary-letter\" id=\"glossary-v\">v<\/span><ul><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/venda-reativa\/\"><span itemprop=\"name\">Venda Reativa<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/vendas-consultivas-b2b\/\"><span itemprop=\"name\">Vendas Consultivas B2B<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/vendas-intuitivas\/\"><span itemprop=\"name\">Vendas Intuitivas<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/vendedor-consultivo\/\"><span itemprop=\"name\">Vendedor Consultivo<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/vies-de-confirmacao\/\"><span itemprop=\"name\">Vi\u00e9s de Confirma\u00e7\u00e3o<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/visao-sistemica\/\"><span itemprop=\"name\">Vis\u00e3o Sist\u00eamica<\/span><\/a><\/span><\/li><li><span class=\"glossary-link-item\" itemscope itemtype=\"https:\/\/schema.org\/DefinedTerm\"><a itemprop=\"inDefinedTermSet\" href=\"https:\/\/somarparcerias.com.br\/wsmr\/wiki\/visao-sistemica-2\/\"><span itemprop=\"name\">Vis\u00e3o Sist\u00eamica<\/span><\/a><\/span><\/li><\/ul><\/div><\/div><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-748a16a5 e-flex e-con-boxed e-con e-parent\" data-id=\"748a16a5\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-2c99d978 e-con-full e-flex e-con e-child\" data-id=\"2c99d978\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-18404edd elementor-widget__width-initial content-align-cta-default elementor-widget elementor-widget-eael-cta-box\" data-id=\"18404edd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"eael-cta-box.default\">\n\t\t\t\t\t\t\t<div class=\"eael-call-to-action cta-basic bg-lite cta-preset-2\">\n        <h4 class=\"sub-title\">O futuro das sua Vendas come\u00e7a aqui e agora.<\/h4><h3 class=\"title eael-cta-heading\">Vamos construir seu novo legado comercial?<\/h3><p>O mercado n\u00e3o perdoa a estagna\u00e7\u00e3o.<\/p>\n<p>Enquanto voc\u00ea l\u00ea este texto, seu concorrente pode estar profissionalizando o processo dele. <strong>A pergunta que deixamos n\u00e3o \u00e9 sobre a necessidade de mudan\u00e7a, mas sobre quem voc\u00ea quer ao seu lado nessa jornada<\/strong>. Estamos prontos para aplicar nossa intelig\u00eancia, nosso ecossistema e nossa paix\u00e3o por resultados no seu neg\u00f3cio. <strong>Se voc\u00ea busca uma parceria s\u00e9ria, baseada em m\u00e9todo e voltada para o lucro real, voc\u00ea est\u00e1 no lugar certo.<\/strong><\/p><a href=\"#\" target=\"_blank\" class=\"cta-button cta-preset-2 cta-btn-preset-2 \"><span class=\"btn-icon\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-bullhorn\" viewbox=\"0 0 576 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M576 240c0-23.63-12.95-44.04-32-55.12V32.01C544 23.26 537.02 0 512 0c-7.12 0-14.19 2.38-19.98 7.02l-85.03 68.03C364.28 109.19 310.66 128 256 128H64c-35.35 0-64 28.65-64 64v96c0 35.35 28.65 64 64 64h33.7c-1.39 10.48-2.18 21.14-2.18 32 0 39.77 9.26 77.35 25.56 110.94 5.19 10.69 16.52 17.06 28.4 17.06h74.28c26.05 0 41.69-29.84 25.9-50.56-16.4-21.52-26.15-48.36-26.15-77.44 0-11.11 1.62-21.79 4.41-32H256c54.66 0 108.28 18.81 150.98 52.95l85.03 68.03a32.023 32.023 0 0 0 19.98 7.02c24.92 0 32-22.78 32-32V295.13C563.05 284.04 576 263.63 576 240zm-96 141.42l-33.05-26.44C392.95 311.78 325.12 288 256 288v-96c69.12 0 136.95-23.78 190.95-66.98L480 98.58v282.84z\"><\/path><\/svg><\/span>Vamos fazer um diagn\u00f3stico sem compromisso?<\/a>\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\t\t<\/div>\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-62b5a864 e-flex e-con-boxed e-con e-parent\" data-id=\"62b5a864\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" class=\"elementor-element elementor-element-4deb0127 e-con-full e-flex e-con e-child\" data-id=\"4deb0127\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3bb41f31 elementor-align-start elementor-widget__width-initial elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"3bb41f31\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"#\">\n\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-question\" viewBox=\"0 0 384 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M202.021 0C122.202 0 70.503 32.703 29.914 91.026c-7.363 10.58-5.093 25.086 5.178 32.874l43.138 32.709c10.373 7.865 25.132 6.026 33.253-4.148 25.049-31.381 43.63-49.449 82.757-49.449 30.764 0 68.816 19.799 68.816 49.631 0 22.552-18.617 34.134-48.993 51.164-35.423 19.86-82.299 44.576-82.299 106.405V320c0 13.255 10.745 24 24 24h72.471c13.255 0 24-10.745 24-24v-5.773c0-42.86 125.268-44.645 125.268-160.627C377.504 66.256 286.902 0 202.021 0zM192 373.459c-38.196 0-69.271 31.075-69.271 69.271 0 38.195 31.075 69.27 69.271 69.27s69.271-31.075 69.271-69.271-31.075-69.27-69.271-69.27z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">FAQ - COMO FAZEMOS<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b33dfc8 elementor-widget elementor-widget-heading\" data-id=\"1b33dfc8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">D\u00favidas frequentes.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-77719b67 elementor-widget elementor-widget-text-editor\" data-id=\"77719b67\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A precis\u00e3o terminol\u00f3gica \u00e9 o primeiro passo para o estabelecimento de uma autoridade inquestion\u00e1vel em negocia\u00e7\u00f5es B2B de alto valor. O Gloss\u00e1rio SOMAR \u00e9 a ferramenta que unifica a linguagem entre parceiros e clientes, eliminando ambiguidades que poderiam gerar fric\u00e7\u00e3o ou desconfian\u00e7a no processo comercial.<\/p>\n<p>Abaixo, listamos as d\u00favidas mais comuns de quem est\u00e1 buscando nossas solu\u00e7\u00f5es. Caso sua pergunta n\u00e3o esteja aqui, recomendamos visitar nossa <a href=\"https:\/\/somarparcerias.com.br\/wsmr\/home\/ecossistema-somar\/ci-cafe-com-vendas\/faq-duvidas-frequentes\/#faq-cfv-glossario\"><b data-path-to-node=\"74\" data-index-in-node=\"238\">Central de D\u00favidas Frequentes (FAQs)<\/b><\/a> ou\u00a0entrar em contato direto com nosso time pelo chat ou formul\u00e1rio.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-76eb3ba elementor-widget elementor-widget-eael-adv-accordion\" data-id=\"76eb3ba\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"eael-adv-accordion.default\">\n\t\t\t\t\t            <div class=\"eael-adv-accordion\" id=\"eael-adv-accordion-76eb3ba\" data-scroll-on-click=\"yes\" data-scroll-speed=\"300\" data-accordion-id=\"76eb3ba\" data-accordion-type=\"accordion\" data-toogle-speed=\"300\">\n            <div class=\"eael-accordion-list\">\n\t\t\t\t\t<div id=\"por-que-o-glossrio-vital-para-a-engenharia-de-vendas\" class=\"elementor-tab-title eael-accordion-header active-default\" tabindex=\"0\" data-tab=\"1\" aria-controls=\"elementor-tab-content-1241\"><span class=\"eael-advanced-accordion-icon-closed\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-advanced-accordion-icon-opened\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-accordion-tab-title\">Por que o Gloss\u00e1rio \u00e9 vital para a Engenharia de Vendas?<\/span><svg aria-hidden=\"true\" class=\"fa-toggle e-font-icon-svg e-fas-angle-right\" viewBox=\"0 0 256 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34z\"><\/path><\/svg><\/div><div id=\"elementor-tab-content-1241\" class=\"eael-accordion-content clearfix active-default\" data-tab=\"1\" aria-labelledby=\"por-que-o-glossrio-vital-para-a-engenharia-de-vendas\"><p>A padroniza\u00e7\u00e3o terminol\u00f3gica garante que o diagn\u00f3stico realizado pelo consultor seja compreendido com exatid\u00e3o pelo comprador, eliminando ru\u00eddos de comunica\u00e7\u00e3o. No ambiente de vendas complexas, falar uma l\u00edngua t\u00e9cnica precisa projeta autoridade e profissionalismo imediato em todas as etapas do ciclo. Um vocabul\u00e1rio unificado \u00e9 a base para a constru\u00e7\u00e3o de processos audit\u00e1veis e previs\u00edveis em qualquer opera\u00e7\u00e3o de elite.<\/p><\/div>\n\t\t\t\t\t<\/div><div class=\"eael-accordion-list\">\n\t\t\t\t\t<div id=\"como-funcionam-os-tooltips-automticos-espalhados-pelo-site\" class=\"elementor-tab-title eael-accordion-header\" tabindex=\"0\" data-tab=\"2\" aria-controls=\"elementor-tab-content-1242\"><span class=\"eael-advanced-accordion-icon-closed\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-advanced-accordion-icon-opened\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-accordion-tab-title\">Como funcionam os tooltips autom\u00e1ticos espalhados pelo site?<\/span><svg aria-hidden=\"true\" class=\"fa-toggle e-font-icon-svg e-fas-angle-right\" viewBox=\"0 0 256 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34z\"><\/path><\/svg><\/div><div id=\"elementor-tab-content-1242\" class=\"eael-accordion-content clearfix\" data-tab=\"2\" aria-labelledby=\"como-funcionam-os-tooltips-automticos-espalhados-pelo-site\"><p>Utilizamos uma tecnologia que identifica termos t\u00e9cnicos nos textos do blog e exibe uma defini\u00e7\u00e3o curta instantaneamente quando o usu\u00e1rio passa o mouse. Isso permite que o visitante aprenda conceitos complexos sem precisar interromper o fluxo da leitura ou navegar para outra p\u00e1gina. Essa funcionalidade transforma cada artigo em uma ferramenta de educa\u00e7\u00e3o acelerada sobre as nossas metodologias de vendas.<\/p><\/div>\n\t\t\t\t\t<\/div><div class=\"eael-accordion-list\">\n\t\t\t\t\t<div id=\"o-glossrio-atualizado-com-novas-terminologias-de-mercado\" class=\"elementor-tab-title eael-accordion-header\" tabindex=\"0\" data-tab=\"3\" aria-controls=\"elementor-tab-content-1243\"><span class=\"eael-advanced-accordion-icon-closed\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-advanced-accordion-icon-opened\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-accordion-tab-title\">O Gloss\u00e1rio \u00e9 atualizado com novas terminologias de mercado?<\/span><svg aria-hidden=\"true\" class=\"fa-toggle e-font-icon-svg e-fas-angle-right\" viewBox=\"0 0 256 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34z\"><\/path><\/svg><\/div><div id=\"elementor-tab-content-1243\" class=\"eael-accordion-content clearfix\" data-tab=\"3\" aria-labelledby=\"o-glossrio-atualizado-com-novas-terminologias-de-mercado\"><p>Sim, nossa intelig\u00eancia comercial monitora constantemente as evolu\u00e7\u00f5es tecnol\u00f3gicas e metodol\u00f3gicas para incorporar novos termos ao Gloss\u00e1rio. \u00c0 medida que conceitos como IA Generativa em Vendas ou novas m\u00e9tricas de SaaS surgem, n\u00f3s os codificamos sob a nossa \u00f3tica de engenharia, mas na forma t\u00e9cnica adotada pelo mercado mundial. Esse compromisso garante que o visitante sempre encontre defini\u00e7\u00f5es atualizadas sobre o que h\u00e1 de mais moderno na execu\u00e7\u00e3o comercial e de vendas.<\/p><\/div>\n\t\t\t\t\t<\/div><div class=\"eael-accordion-list\">\n\t\t\t\t\t<div id=\"quem-o-responsvel-pela-definio-tcnica-dos-termos\" class=\"elementor-tab-title eael-accordion-header\" tabindex=\"0\" data-tab=\"4\" aria-controls=\"elementor-tab-content-1244\"><span class=\"eael-advanced-accordion-icon-closed\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-advanced-accordion-icon-opened\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-accordion-tab-title\">Quem \u00e9 o respons\u00e1vel pela defini\u00e7\u00e3o t\u00e9cnica dos termos?<\/span><svg aria-hidden=\"true\" class=\"fa-toggle e-font-icon-svg e-fas-angle-right\" viewBox=\"0 0 256 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34z\"><\/path><\/svg><\/div><div id=\"elementor-tab-content-1244\" class=\"eael-accordion-content clearfix\" data-tab=\"4\" aria-labelledby=\"quem-o-responsvel-pela-definio-tcnica-dos-termos\"><p>Todas as defini\u00e7\u00f5es s\u00e3o criadas por nossa equipe de intelig\u00eancia Comercial e de Vendas, baseando-se rigorosamente na literatura mundial de vendas e na nossa experi\u00eancia pr\u00e1tica. Buscamos traduzir conceitos globais para a realidade do mercado brasileiro, mantendo a integridade t\u00e9cnica das metodologias SPIN, Solution e Challenger. O Gloss\u00e1rio \u00e9, portanto, um reflexo fiel da maturidade e do rigor metodol\u00f3gico que aplicamos na SOMAR, sendo que os termos s\u00e3o sempre fidedignos ao conhecimento aceito e utilizado principalmente em nossa metodologia. A \u00fanica exce\u00e7\u00e3o a essa regra s\u00e3o os termos pr\u00f3prios da SOMAR e n\u00e3o-t\u00e9cnicos &#8211; relativos a institui\u00e7\u00e3o SOMAR e a sua vis\u00e3o de como atuar. <em>Nesses termos acreditamos ser claro e transparente sua origem: podemos usar como exemplo a designa\u00e7\u00e3o do termos Parceiro Empresarial, o qual \u00e9 um &#8220;cliente&#8221;, s\u00f3 que diferenciado, o qual atendemos sempre de uma forma determinada de parceria.<\/em><\/p><\/div>\n\t\t\t\t\t<\/div><div class=\"eael-accordion-list\">\n\t\t\t\t\t<div id=\"como-as-definies-do-glossrio-podem-ser-compartilhadas\" class=\"elementor-tab-title eael-accordion-header\" tabindex=\"0\" data-tab=\"5\" aria-controls=\"elementor-tab-content-1245\"><span class=\"eael-advanced-accordion-icon-closed\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-advanced-accordion-icon-opened\"><svg aria-hidden=\"true\" class=\"fa-accordion-icon e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span><span class=\"eael-accordion-tab-title\">Como as defini\u00e7\u00f5es do Gloss\u00e1rio podem ser compartilhadas?<\/span><svg aria-hidden=\"true\" class=\"fa-toggle e-font-icon-svg e-fas-angle-right\" viewBox=\"0 0 256 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34z\"><\/path><\/svg><\/div><div id=\"elementor-tab-content-1245\" class=\"eael-accordion-content clearfix\" data-tab=\"5\" aria-labelledby=\"como-as-definies-do-glossrio-podem-ser-compartilhadas\"><p>Cada termo possui uma URL pr\u00f3pria e otimizada, permitindo que voc\u00ea envie links diretos para membros da sua equipe ou clientes durante uma explica\u00e7\u00e3o t\u00e9cnica. Esse recurso facilita o alinhamento r\u00e1pido em reuni\u00f5es t\u00e1ticas, servindo como uma prova de autoridade externa e independente. Compartilhar o conhecimento t\u00e9cnico da SOMAR \u00e9 uma forma poderosa de educar o seu mercado e fortalecer seu posicionamento.<\/p><\/div>\n\t\t\t\t\t<\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n    <div class=\"xs_social_share_widget xs_share_url after_content \t\tmain_content  wslu-style-1 wslu-share-box-shaped wslu-fill-colored wslu-none wslu-share-horizontal wslu-theme-font-no wslu-main_content\">\n\n\t\t\n        <ul>\n\t\t\t        <\/ul>\n    <\/div> \n","protected":false},"excerpt":{"rendered":"<p>Precis\u00e3o terminol\u00f3gica gera velocidade comercial. O Gloss\u00e1rio &#8220;Caf\u00e9 com Vendas&#8221; da SOMAR \u00e9 a base de conhecimento que unifica nossa linguagem t\u00e9cnica. Nele definimos os pilares da Engenharia de Vendas, das metodologias de venda mundialmente reconhecidas e comprovadas e da nossa cultura de parceria e autogest\u00e3o. Um recurso essencial para garantir que cada diagn\u00f3stico, estrat\u00e9gia e execu\u00e7\u00e3o ocorra sob o mesmo rigor conceitual, com clareza e entendimento sempre alinhado com nossos clientes.<\/p>\n","protected":false},"author":1,"featured_media":3062,"parent":421,"menu_order":3,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"postBodyCss":"","postBodyMargin":[],"postBodyPadding":[],"postBodyBackground":{"backgroundType":"classic","gradient":""},"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"class_list":["post-2679","page","type-page","status-publish","has-post-thumbnail","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/pages\/2679","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/comments?post=2679"}],"version-history":[{"count":64,"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/pages\/2679\/revisions"}],"predecessor-version":[{"id":4618,"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/pages\/2679\/revisions\/4618"}],"up":[{"embeddable":true,"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/pages\/421"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/media\/3062"}],"wp:attachment":[{"href":"https:\/\/somarparcerias.com.br\/wsmr\/wp-json\/wp\/v2\/media?parent=2679"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}