#255 Scoring de clientes B2B: cómo puntuar clientes y enfocar ventas donde hay negocio con Alejandro Vázquez-Palacios Sánchez

from Marketing para David (no Goliat) · host Javier Yranzo

En este episodio conversé con Alejandro Vázquez-Palacios Sánchez sobre cómo usar scoring de clientes B2B para dejar de vender a ciegas y enfocar el esfuerzo comercial donde realmente hay negocio.Alejandro es consultor y mentor en estrategia de negocio B2B e industrial y fundador de en www.btrueb.comHablamos de por qué no todos los leads valen lo mismo y de cómo priorizar oportunidades sin depender solo de intuición o experiencia del vendedor.Alejandro explicó cómo definir criterios de scoring, qué variables considerar, cómo combinar datos de marketing y ventas y por qué puntuar clientes permite ordenar pipeline, mejorar cierres y usar mejor el tiempo del equipo comercial.También conversamos sobre errores comunes al calificar leads, falsas señales de interés, oportunidades que consumen recursos sin avanzar y cómo alinear marketing y ventas alrededor de datos concretos. 👉 Únete a nuestra comunidad del podcast con actualizaciones semanales de marketing. Keywords: scoring de clientes, ventas B2B, lead scoring, calificación de leads, pipeline comercial, marketing y ventas, datos B2B, priorización comercial, growth B2B.

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This episode was published on January 25, 2026.

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