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Entender a cabeça do novo consumidor, este é o desafio da Yby Estratégia de Vendas criada por duas executivas da área

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Reinaldo Bessa

As sócias da Yby Estratégia de Vendas, Dani Moro e Luciana Lima. (Foto: Divulgação)

Vender é uma arte que poucos dominam. E vender em tempos digitais é um desafio ainda maior. E foi justamente este o desafio que a executiva carioca Luciana Lima, radicada em Curitiba, se propôs ao partir para um voo quase solo. Com passagens por grandes veículos de comunicação, como os jornais O Globo e Gazeta do Povo (neste como diretora comercial), entre outras empresas, ela criou há cerca de quatro meses a Yby Estratégia de Vendas com uma sócia, a economista Dani Moro, após retornar, com o marido e os filhos, de uma sabática volta ao mundo em diferentes modais, durante 400 dias, por 32 países. A consultoria – cujo nome significa “terra, o chão onde se pisa” – atua no conceito All Sales. Elas analisam, desenham, implementam e acompanham estratégias de vendas para marcas dos mais diversos segmentos. “Nosso foco é apoiar médias e grandes empresas e marcas para redesenhar seus processos de vendas e conseguir os melhores resultados no menor tempo possível”, diz Luciana. O conceito All Sales, explica a executiva, consiste em identificar a necessidade das marcas em ter um conjunto de ações que mapeie os consumidores em sua trajetória on e off e efetive as vendas através de uma jornada atrativa e adequada.

De acordo com Luciana Lima, é preciso preparar e alinhar as equipes de marketing, comercial e de comunicação para atender a essa demanda integrada na qual a mencionada jornada do consumidor se dá em vários pontos de contato. Para ela, o consumidor de hoje está muito mais empoderado, mais exigente, tem muito mais informação e mudou totalmente seus hábitos de consumo. “Para o novo consumidor, a decisão de compra se dá muito antes da chegada ao ponto de venda. Nosso papel é entender e analisar o perfil e o comportamento deste novo consumidor e analisar se a empresa está preparada para atendê-lo, e a partir disso propor soluções”, finaliza.

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