{"id":4357,"date":"2024-07-26T07:27:08","date_gmt":"2024-07-26T14:27:08","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4357"},"modified":"2025-11-06T16:43:59","modified_gmt":"2025-11-06T14:43:59","slug":"business-development","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/","title":{"rendered":"Come creare un piano di business development in 7 passi"},"content":{"rendered":"\n<p>I leader delle vendite spesso desiderano sapere come migliorare i propri ricavi o raggiungere i loro obiettivi di vendita. Per raggiungere la vetta, devi iniziare dalla costruzione di solide fondamenta, ovvero un piano di business development. Se non sai da dove cominciare, sei nel posto giusto: scoprirai come funziona il business development e come creare un programma vincente.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-in-questo-articolo-scoprirai\"><strong>In questo articolo scoprirai:<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"#h-che-cos-e-il-business-development\">Che cos&#8217;\u00e8 il business development?<\/a><\/li>\n\n\n\n<li><a href=\"#h-qual-e-la-differenza-tra-sales-development-e-business-development\">Qual \u00e8 la differenza tra sales development e business development?<\/a><\/li>\n\n\n\n<li><a href=\"#h-come-funziona-il-business-development\">Come funziona il business development?<\/a><\/li>\n\n\n\n<li><a href=\"#h-perche-il-business-development-e-importante\">Perch\u00e9 il business development \u00e8 importante?<\/a><\/li>\n\n\n\n<li><a href=\"#h-come-creare-un-piano-di-business-development-in-7-passi\">Come creare un piano di business development in 7 passi<\/a><\/li>\n\n\n\n<li><a href=\"#h-qual-e-la-tecnologia-migliore-per-pianificare-il-business-development\">Qual \u00e8 la tecnologia migliore per pianificare il business development?<\/a><\/li>\n<\/ul>\n\n\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-che-cos-e-il-business-development\">Che cos&#8217;\u00e8 il business development?<\/h2>\n\n\n\n<p>Il business development (BD) \u00e8 un processo di pianificazione a lungo termine per aumentare il valore della tua azienda tramite le relazioni, il mercato e la clientela. Consiste nel cercare il tuo pubblico target e trovare nuove opportunit\u00e0, per poi raggiungerli attraverso i tuoi canali. Mentre i tuoi rappresentanti di vendita possono soltanto convertire i lead con cui interagiscono, il business development riguarda la ricerca e l&#8217;avvio di queste interazioni.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-qual-e-la-differenza-tra-sales-development-e-business-development\">Qual \u00e8 la differenza tra sales development e business development?<\/h2>\n\n\n\n<p>I team di vendita ricevono una lista di lead, li accompagnano lungo la <a href=\"https:\/\/www.salesforce.com\/it\/sales\/pipeline\/\" target=\"_blank\" rel=\"noreferrer noopener\">pipeline di vendita<\/a> e vendono i prodotti e i servizi della tua azienda. <a href=\"https:\/\/www.salesforce.com\/blog\/sales-development-representative\" target=\"_blank\" rel=\"noreferrer noopener\">I rappresentanti di vendita<\/a> coltivano il proprio territorio e gli elenchi di lead al fine di chiudere le trattative e convertire i lead in clienti. \u00c8 un processo commerciale e strategico.<\/p>\n\n\n\n<p>Dall&#8217;altro lato, il team di business development sonda l&#8217;intero mercato alla ricerca di nuove opportunit\u00e0 di crescita. Gli addetti al BD cercano e contattano i lead, li qualificano e infine li fanno avanzare nel funnel. Si tratta di un&#8217;attivit\u00e0 che richiede pazienza e strategia.<\/p>\n\n\n\n<p>Se entrambi i team lavorano in sinergia, il business fiorisce.<\/p>\n\n\n\n<p>(<a href=\"#h-in-questo-articolo-scoprirai\">torna all&#8217;inizio<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-come-funziona-il-business-development\">Come funziona il business development?<\/h2>\n\n\n\n<p>Il business development pu\u00f2 avvenire in varie modalit\u00e0: compiendo ricerche di mercato per trovare nuove opportunit\u00e0, creando un nuovo processo di qualificazione dei lead, gestendo un progetto tra i reparti di marketing e vendite oppure analizzando i dati per confermare una teoria. E, naturalmente, attuando la <a href=\"https:\/\/www.salesforce.com\/blog\/sales-prospecting\/\" target=\"_blank\" rel=\"noreferrer noopener\">ricerca di nuovi clienti<\/a> per trovare lead validi.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-aree-adatte-al-business-development-di-una-nuova-azienda\">Aree adatte al business development di una nuova azienda<\/h3>\n\n\n\n<p>Dove si trovano le opportunit\u00e0 di crescita pi\u00f9 attuali? Ecco alcune aree da cui iniziare:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Analisi di mercato:<\/strong> osserva il mercato utilizzando strumenti come il CRM (customer relationship management) e individua le aree dove non sono presenti i tuoi concorrenti oppure problematiche dei clienti che non sono ancora state risolte. Sono spazi in cui puoi inserire un prodotto esistente, un nuovo pacchetto o una nuova campagna;<\/li>\n\n\n\n<li><strong>Partnership strategiche:<\/strong> collabora con altre aziende in <a href=\"https:\/\/www.salesforce.com\/blog\/channel-partnerships\/\" target=\"_blank\" rel=\"noreferrer noopener\">partenariati di canale<\/a> (ad esempio rivenditori di terze parti) che possano creare opportunit\u00e0 per entrambe le realt\u00e0;<\/li>\n\n\n\n<li><strong>Sviluppo di prodotti:<\/strong> innova la tua offerta in base al feedback dei clienti e lavora con gli altri team per realizzare qualcosa di inedito. Potrebbero essere nuove funzionalit\u00e0 di prodotti esistenti, ampliamenti della linea di prodotti e nuovi modelli di business (come l&#8217;introduzione di opzioni freemium o offerte sugli abbonamenti);<\/li>\n\n\n\n<li><strong>Fusioni e acquisizioni (M&amp;A):<\/strong> compra quote di mercato per dare slancio al tuo business development. Se la leadership aziendale prende questa decisione, il team di business development ha il compito di trovare il modo di trasferire la base clienti della nuova organizzazione e, possibilmente, di indirizzarla verso i prodotti della tua azienda;<\/li>\n\n\n\n<li><strong>Nuovi finanziamenti:<\/strong> cerca investitori per il capitale di esercizio e attivit\u00e0 in cui investire, e ottieni sovvenzioni per espandere il tuo business. I rappresentanti di business development dovrebbero avere l&#8217;incarico di contattare gli investitori e perorare la causa del finanziamento avvalendosi dei dati di vendita e del feedback della clientela;<\/li>\n\n\n\n<li><strong>Tecnologie emergenti:<\/strong> tieni monitorato il settore e trova nuove modalit\u00e0 per rivoluzionarlo, facendo cos\u00ec progredire la tua azienda. Ad esempio, potresti introdurre nuovi canali, come una piattaforma di social media di tendenza che sta diventando popolare, oppure una nuova funzione indispensabile che tutti i competitor stanno aggiungendo ai propri prodotti.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-quali-competenze-sono-necessarie-per-il-business-development\">Quali competenze sono necessarie per il business development?<\/h3>\n\n\n\n<p>Avrai bisogno di alcune importanti competenze, sia se stai valutando di acquisire un ruolo di business development representative (BDR), sia se cerchi semplicemente di acquisire abilit\u00e0 di BD per svolgere il tuo attuale ruolo in modo pi\u00f9 completo. Iniziare \u00e8 facile. Mantieni alta la curiosit\u00e0 riguardo ai tuoi clienti, ai problemi per cui offri soluzioni e al tuo mercato. Ecco alcune delle competenze fondamentali:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Comunicazione:<\/strong> i rappresentanti del business development devono essere abili nel cold calling, nelle interazioni con i prospect sui social media e nel costruire relazioni;<\/li>\n\n\n\n<li><strong>Trovare potenziali clienti:<\/strong> i BDR comunicano molto con i prospect e devono saper aggiornare il percorso d&#8217;acquisto, qualificare i lead e praticare il nurturing;<\/li>\n\n\n\n<li><strong>Business intelligence:<\/strong> i rappresentanti devono capire il proprio business e i competitor mediante la ricerca, sapere come raccogliere dati di valore, oltre a interpretare ed esporre tali informazioni utilizzando dashboard visive;<\/li>\n\n\n\n<li><strong>Analisi dei dati:<\/strong> inoltre dovrebbero essere in grado di monitorare i dati e presentare alla leadership aziendale aspetti quali i ricavi, il valore della pipeline e l&#8217;effetto del business development sulla pipeline stessa.<\/li>\n<\/ul>\n\n\n\n<p>(<a href=\"#h-what-you-ll-learn\">tor<\/a><a href=\"#h-in-questo-articolo-scoprirai\">na all&#8217;inizio<\/a>)<\/p>\n\n\n\n<div class=\"subscribe-wrapper-v2 is-variation-role-based\">\n\n\t<img decoding=\"async\" class=\"subscribe__park-illustration subscribe__park-illustration--primary\" src=\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/subscribe-cloud-left.png\" alt\/>\n\t<img decoding=\"async\" class=\"subscribe__park-illustration subscribe__park-illustration--secondary\" src=\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/subscribe-cloud-right.png\" alt\/>\n\n\t<header class=\"subscribe-header-v2\">\n\t\t<h2 class=\"subscribe-header__title\">\n\t\t\tGet the latest articles in your inbox.\t\t<\/h2>\n\t<\/header>\n\n\t<div class=\"subscribe-form-container-v2\">\n\n\t\t<form name=\"reg_form\" class=\"reg_form light subscribe-form__form\" data-form-id=\"subscribe\" data-has-segments=\"true\" method=\"post\">\n\t\t\t\t<input type=\"hidden\" name=\"domainSite\" value=\"https:\/\/www.salesforce.com\/it\/blog\">\n\t<input type=\"hidden\" name=\"DriverCampaignId\" value=\"70130000000sUVq\">\n\t<input type=\"hidden\" name=\"FormCampaignId\" value=\"null\">\n\t<input type=\"hidden\" name=\"FormSubmissionDate\" value=\"2026-04-06T17:44:13+00:00\">\n\t<input type=\"hidden\" name=\"Lead.InfoEmail__c\" value=\"null\">\n\t<input type=\"hidden\" name=\"LeadSource\" value=\"null\">\n\t<input type=\"hidden\" name=\"LeadType\" value=\"null\">\n\t<input type=\"hidden\" name=\"mcloudFormName\" value=\"subscriptionsubscribe\">\n\t<input type=\"hidden\" name=\"PartnerPromoCode\" value=\"None\">\n\t<input type=\"hidden\" name=\"transactionId\" value=\"\">\n\t<input type=\"hidden\" name=\"Web_Form_URL__c\" value=\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\">\n\t<input type=\"hidden\" name=\"skipForm\" value=\"false\">\n\t<input type=\"hidden\" name=\"conf_page\" value=\"\/form\/conf\/thank-you\">\n\t<input type=\"hidden\" name=\"Lead.Primary_Product_Interest__c\" value=\"Multi-Product\">\n\t<input type=\"hidden\" name=\"UserFirstName\" value=\"0\">\n\t<input type=\"hidden\" name=\"UserLastName\" value=\"0\">\n\t<input type=\"hidden\" name=\"subname\" value=\"RBNBlog\">\n\t<input type=\"hidden\" name=\"NewsletterFilter\" value=\"\">\n\t<input type=\"hidden\" name=\"substatus\" value=\"explicit\">\n\n<input class=\"screen-reader-hidden\" type=\"text\" name=\"Region__c\" autocomplete=\"off\" tabindex=\"-1\" aria-hidden=\"true\" aria-label=\"Region c\">\n<div role=\"group\" aria-label=\"Controllo modulo valido\">\n\t<input class=\"screen-reader-hidden\" type=\"checkbox\" name=\"validForm\" tabindex=\"-1\" aria-hidden=\"true\" aria-label=\"validForm\">\n<\/div>\n\n<div role=\"group\" aria-label=\"Selezione della newsletter\" class=\"subscribe-segment-selection\">\n\t<div class=\"subscribe-segments\">\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"blogOption\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">360 Highlights<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"blogOption\"\n\t\t\t\t\t\t\t\tid=\"blogOption\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t checked='checked'\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"smallBusinessOwner\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Small Business<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"smallBusinessOwner\"\n\t\t\t\t\t\t\t\tid=\"smallBusinessOwner\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"ceo\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">CEO<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"ceo\"\n\t\t\t\t\t\t\t\tid=\"ceo\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"it\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">IT<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"it\"\n\t\t\t\t\t\t\t\tid=\"it\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"commerce\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Commerce<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"commerce\"\n\t\t\t\t\t\t\t\tid=\"commerce\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"marketing\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Marketing<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"marketing\"\n\t\t\t\t\t\t\t\tid=\"marketing\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"service\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Service<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"service\"\n\t\t\t\t\t\t\t\tid=\"service\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"sales\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Sales<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"sales\"\n\t\t\t\t\t\t\t\tid=\"sales\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t<input\n\t\ttype=\"checkbox\"\n\t\tname=\"segmentSelected\"\n\t\tvalue=\"true\"\n\t\tclass=\"segments-selected-checkbox\"\n\t\tid=\"segment-selection-1\"\n\t\tdata-error-id=\"segment-selection-1\"\n\t\tstyle=\"display: none\"\n\t\/>\n\n\t<span class=\"error-msg body-fine\" id=\"segment-selection-errMsg-1\">\n\t\tSeleziona almeno una newsletter.\t<\/span>\n<\/div>\n\n\t\t\t<div class=\"subscribe-form__contact-fields\">\n\t\t\t\t<div class=\"subscribe__fields\">\n\t\t\t\t\t<div class=\"field\">\n\t\t\t\t\t\t<input class=\"subscribe__field-info\" data-error-id=\"UserEmail-errMsg-1\" id=\"UserEmail-1\" type=\"email\" name=\"UserEmail\" placeholder=\"Email Address\" required>\n\t\t\t\t\t\t<label class=\"screen-reader-text\" for=\"UserEmail-1\">Email Address<\/label>\n\t\t\t\t\t\t<span class=\"error-msg body-fine\" id=\"UserEmail-errMsg-1\">Immetti un indirizzo e-mail valido<\/span>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\n<div class=\"field field--grow\">\n\t<select class=\"subscribe__field-info\" data-error-id=\"CompanyCountry-errMsg-1\" id=\"CompanyCountry-1\" name=\"CompanyCountry\" aria-describedby=\"CompanyCountry-errMsg\" autocomplete=\"country-name\" required>\n\t\t<option selected=\"\" value=\"\">Select your country<\/option>\n\t\t\t\t\t<option value=\"US\" label=\"United States\">United States<\/option>\n\t\t\t\t\t<option value=\"AF\" label=\"Afghanistan\">Afghanistan<\/option>\n\t\t\t\t\t<option value=\"AL\" label=\"Albania\">Albania<\/option>\n\t\t\t\t\t<option value=\"DZ\" label=\"Algeria\">Algeria<\/option>\n\t\t\t\t\t<option value=\"AS\" label=\"American Samoa\">American Samoa<\/option>\n\t\t\t\t\t<option value=\"AD\" label=\"Andorra\">Andorra<\/option>\n\t\t\t\t\t<option value=\"AI\" label=\"Anguilla\">Anguilla<\/option>\n\t\t\t\t\t<option value=\"AQ\" label=\"Antarctica\">Antarctica<\/option>\n\t\t\t\t\t<option value=\"AG\" label=\"Antigua And Barbuda\">Antigua And Barbuda<\/option>\n\t\t\t\t\t<option value=\"AR\" label=\"Argentina\">Argentina<\/option>\n\t\t\t\t\t<option value=\"AM\" label=\"Armenia\">Armenia<\/option>\n\t\t\t\t\t<option value=\"AW\" label=\"Aruba\">Aruba<\/option>\n\t\t\t\t\t<option value=\"AU\" label=\"Australia\">Australia<\/option>\n\t\t\t\t\t<option value=\"AT\" label=\"Austria\">Austria<\/option>\n\t\t\t\t\t<option value=\"AZ\" label=\"Azerbaijan\">Azerbaijan<\/option>\n\t\t\t\t\t<option value=\"BS\" label=\"Bahamas, The\">Bahamas, The<\/option>\n\t\t\t\t\t<option value=\"BH\" label=\"Bahrain\">Bahrain<\/option>\n\t\t\t\t\t<option value=\"BD\" label=\"Bangladesh\">Bangladesh<\/option>\n\t\t\t\t\t<option value=\"BB\" label=\"Barbados\">Barbados<\/option>\n\t\t\t\t\t<option value=\"BY\" label=\"Belarus\">Belarus<\/option>\n\t\t\t\t\t<option value=\"BZ\" label=\"Belize\">Belize<\/option>\n\t\t\t\t\t<option value=\"BE\" label=\"Belgium\">Belgium<\/option>\n\t\t\t\t\t<option value=\"BJ\" label=\"Benin\">Benin<\/option>\n\t\t\t\t\t<option value=\"BM\" label=\"Bermuda\">Bermuda<\/option>\n\t\t\t\t\t<option value=\"BT\" label=\"Bhutan\">Bhutan<\/option>\n\t\t\t\t\t<option value=\"BO\" label=\"Bolivia\">Bolivia<\/option>\n\t\t\t\t\t<option value=\"BV\" label=\"Bouvet Is\">Bouvet Is<\/option>\n\t\t\t\t\t<option value=\"BA\" label=\"Bosnia and Herzegovina\">Bosnia and Herzegovina<\/option>\n\t\t\t\t\t<option value=\"BW\" label=\"Botswana\">Botswana<\/option>\n\t\t\t\t\t<option value=\"BR\" label=\"Brazil\">Brazil<\/option>\n\t\t\t\t\t<option value=\"IO\" label=\"British Indian Ocean Territory\">British Indian Ocean Territory<\/option>\n\t\t\t\t\t<option value=\"BN\" label=\"Brunei\">Brunei<\/option>\n\t\t\t\t\t<option value=\"BG\" label=\"Bulgaria\">Bulgaria<\/option>\n\t\t\t\t\t<option value=\"BF\" label=\"Burkina Faso\">Burkina Faso<\/option>\n\t\t\t\t\t<option value=\"BI\" label=\"Burundi\">Burundi<\/option>\n\t\t\t\t\t<option value=\"KH\" label=\"Cambodia\">Cambodia<\/option>\n\t\t\t\t\t<option value=\"CM\" label=\"Cameroon\">Cameroon<\/option>\n\t\t\t\t\t<option value=\"CA\" label=\"Canada\">Canada<\/option>\n\t\t\t\t\t<option value=\"CV\" label=\"Cape Verde\">Cape Verde<\/option>\n\t\t\t\t\t<option value=\"KY\" label=\"Cayman Is\">Cayman Is<\/option>\n\t\t\t\t\t<option value=\"CF\" label=\"Central African Republic\">Central African Republic<\/option>\n\t\t\t\t\t<option value=\"TD\" label=\"Chad\">Chad<\/option>\n\t\t\t\t\t<option value=\"CL\" label=\"Chile\">Chile<\/option>\n\t\t\t\t\t<option value=\"CN\" label=\"China\">China<\/option>\n\t\t\t\t\t<option value=\"HK\" label=\"Hong Kong\">Hong Kong<\/option>\n\t\t\t\t\t<option value=\"MO\" label=\"Macau\">Macau<\/option>\n\t\t\t\t\t<option value=\"CX\" label=\"Christmas Is\">Christmas Is<\/option>\n\t\t\t\t\t<option value=\"CC\" label=\"Cocos (Keeling) Is\">Cocos (Keeling) Is<\/option>\n\t\t\t\t\t<option value=\"CO\" label=\"Colombia\">Colombia<\/option>\n\t\t\t\t\t<option value=\"KM\" label=\"Comoros\">Comoros<\/option>\n\t\t\t\t\t<option value=\"CK\" label=\"Cook Islands\">Cook Islands<\/option>\n\t\t\t\t\t<option value=\"CR\" label=\"Costa Rica\">Costa Rica<\/option>\n\t\t\t\t\t<option value=\"CI\" label=\"Cote D&#039;Ivoire (Ivory Coast)\">Cote D&#039;Ivoire (Ivory Coast)<\/option>\n\t\t\t\t\t<option value=\"HR\" label=\"Croatia (Hrvatska)\">Croatia (Hrvatska)<\/option>\n\t\t\t\t\t<option value=\"CY\" label=\"Cyprus\">Cyprus<\/option>\n\t\t\t\t\t<option value=\"CZ\" label=\"Czech Republic\">Czech Republic<\/option>\n\t\t\t\t\t<option value=\"CD\" label=\"Democratic Republic of the Congo\">Democratic Republic of the Congo<\/option>\n\t\t\t\t\t<option value=\"DK\" label=\"Denmark\">Denmark<\/option>\n\t\t\t\t\t<option value=\"DM\" label=\"Dominica\">Dominica<\/option>\n\t\t\t\t\t<option value=\"DO\" label=\"Dominican Republic\">Dominican Republic<\/option>\n\t\t\t\t\t<option value=\"DJ\" label=\"Djibouti\">Djibouti<\/option>\n\t\t\t\t\t<option value=\"EC\" label=\"Ecuador\">Ecuador<\/option>\n\t\t\t\t\t<option value=\"EG\" label=\"Egypt\">Egypt<\/option>\n\t\t\t\t\t<option value=\"SV\" label=\"El Salvador\">El Salvador<\/option>\n\t\t\t\t\t<option value=\"GQ\" label=\"Equatorial Guinea\">Equatorial Guinea<\/option>\n\t\t\t\t\t<option value=\"ER\" label=\"Eritrea\">Eritrea<\/option>\n\t\t\t\t\t<option value=\"EE\" label=\"Estonia\">Estonia<\/option>\n\t\t\t\t\t<option value=\"ET\" label=\"Ethiopia\">Ethiopia<\/option>\n\t\t\t\t\t<option value=\"FK\" label=\"Falkland Is (Is Malvinas)\">Falkland Is (Is Malvinas)<\/option>\n\t\t\t\t\t<option value=\"FO\" label=\"Faroe Islands\">Faroe Islands<\/option>\n\t\t\t\t\t<option value=\"FJ\" label=\"Fiji Islands\">Fiji Islands<\/option>\n\t\t\t\t\t<option value=\"FI\" label=\"Finland\">Finland<\/option>\n\t\t\t\t\t<option value=\"FR\" label=\"France\">France<\/option>\n\t\t\t\t\t<option value=\"GF\" label=\"French Guiana\">French Guiana<\/option>\n\t\t\t\t\t<option value=\"PF\" label=\"French Polynesia\">French Polynesia<\/option>\n\t\t\t\t\t<option value=\"TF\" label=\"French Southern Territories\">French Southern Territories<\/option>\n\t\t\t\t\t<option value=\"MK\" label=\"F.Y.R.O. Macedonia\">F.Y.R.O. Macedonia<\/option>\n\t\t\t\t\t<option value=\"GA\" label=\"Gabon\">Gabon<\/option>\n\t\t\t\t\t<option value=\"GM\" label=\"Gambia, The\">Gambia, The<\/option>\n\t\t\t\t\t<option value=\"GE\" label=\"Georgia\">Georgia<\/option>\n\t\t\t\t\t<option value=\"DE\" label=\"Germany\">Germany<\/option>\n\t\t\t\t\t<option value=\"GH\" label=\"Ghana\">Ghana<\/option>\n\t\t\t\t\t<option value=\"GI\" label=\"Gibraltar\">Gibraltar<\/option>\n\t\t\t\t\t<option value=\"GR\" label=\"Greece\">Greece<\/option>\n\t\t\t\t\t<option value=\"GL\" label=\"Greenland\">Greenland<\/option>\n\t\t\t\t\t<option value=\"GD\" label=\"Grenada\">Grenada<\/option>\n\t\t\t\t\t<option value=\"GP\" label=\"Guadeloupe\">Guadeloupe<\/option>\n\t\t\t\t\t<option value=\"GU\" label=\"Guam\">Guam<\/option>\n\t\t\t\t\t<option value=\"GT\" label=\"Guatemala\">Guatemala<\/option>\n\t\t\t\t\t<option value=\"GN\" label=\"Guinea\">Guinea<\/option>\n\t\t\t\t\t<option value=\"GW\" label=\"Guinea-Bissau\">Guinea-Bissau<\/option>\n\t\t\t\t\t<option value=\"GY\" label=\"Guyana\">Guyana<\/option>\n\t\t\t\t\t<option value=\"HT\" label=\"Haiti\">Haiti<\/option>\n\t\t\t\t\t<option value=\"HM\" label=\"Heard and McDonald Is\">Heard and McDonald Is<\/option>\n\t\t\t\t\t<option value=\"HN\" label=\"Honduras\">Honduras<\/option>\n\t\t\t\t\t<option value=\"HU\" label=\"Hungary\">Hungary<\/option>\n\t\t\t\t\t<option value=\"IS\" label=\"Iceland\">Iceland<\/option>\n\t\t\t\t\t<option value=\"IN\" label=\"India\">India<\/option>\n\t\t\t\t\t<option value=\"ID\" label=\"Indonesia\">Indonesia<\/option>\n\t\t\t\t\t<option value=\"IE\" label=\"Ireland\">Ireland<\/option>\n\t\t\t\t\t<option value=\"IL\" label=\"Israel\">Israel<\/option>\n\t\t\t\t\t<option value=\"IT\" label=\"Italy\">Italy<\/option>\n\t\t\t\t\t<option value=\"JM\" label=\"Jamaica\">Jamaica<\/option>\n\t\t\t\t\t<option value=\"JP\" label=\"Japan\">Japan<\/option>\n\t\t\t\t\t<option value=\"JO\" label=\"Jordan\">Jordan<\/option>\n\t\t\t\t\t<option value=\"KZ\" label=\"Kazakhstan\">Kazakhstan<\/option>\n\t\t\t\t\t<option value=\"KE\" label=\"Kenya\">Kenya<\/option>\n\t\t\t\t\t<option value=\"KI\" label=\"Kiribati\">Kiribati<\/option>\n\t\t\t\t\t<option value=\"KR\" label=\"Korea, South\">Korea, South<\/option>\n\t\t\t\t\t<option value=\"KW\" label=\"Kuwait\">Kuwait<\/option>\n\t\t\t\t\t<option value=\"KG\" label=\"Kyrgyzstan\">Kyrgyzstan<\/option>\n\t\t\t\t\t<option value=\"LA\" label=\"Laos\">Laos<\/option>\n\t\t\t\t\t<option value=\"LV\" label=\"Latvia\">Latvia<\/option>\n\t\t\t\t\t<option value=\"LB\" label=\"Lebanon\">Lebanon<\/option>\n\t\t\t\t\t<option value=\"LS\" label=\"Lesotho\">Lesotho<\/option>\n\t\t\t\t\t<option value=\"LR\" label=\"Liberia\">Liberia<\/option>\n\t\t\t\t\t<option value=\"LI\" label=\"Liechtenstein\">Liechtenstein<\/option>\n\t\t\t\t\t<option value=\"LT\" label=\"Lithuania\">Lithuania<\/option>\n\t\t\t\t\t<option value=\"LU\" label=\"Luxembourg\">Luxembourg<\/option>\n\t\t\t\t\t<option value=\"MG\" label=\"Madagascar\">Madagascar<\/option>\n\t\t\t\t\t<option value=\"MW\" label=\"Malawi\">Malawi<\/option>\n\t\t\t\t\t<option value=\"MY\" label=\"Malaysia\">Malaysia<\/option>\n\t\t\t\t\t<option value=\"MV\" label=\"Maldives\">Maldives<\/option>\n\t\t\t\t\t<option value=\"ML\" label=\"Mali\">Mali<\/option>\n\t\t\t\t\t<option value=\"MT\" label=\"Malta\">Malta<\/option>\n\t\t\t\t\t<option value=\"MH\" label=\"Marshall Is\">Marshall Is<\/option>\n\t\t\t\t\t<option value=\"MR\" label=\"Mauritania\">Mauritania<\/option>\n\t\t\t\t\t<option value=\"MU\" label=\"Mauritius\">Mauritius<\/option>\n\t\t\t\t\t<option value=\"MQ\" label=\"Martinique\">Martinique<\/option>\n\t\t\t\t\t<option value=\"YT\" label=\"Mayotte\">Mayotte<\/option>\n\t\t\t\t\t<option value=\"MX\" label=\"Mexico\">Mexico<\/option>\n\t\t\t\t\t<option value=\"FM\" label=\"Micronesia\">Micronesia<\/option>\n\t\t\t\t\t<option value=\"MD\" label=\"Moldova\">Moldova<\/option>\n\t\t\t\t\t<option value=\"MC\" label=\"Monaco\">Monaco<\/option>\n\t\t\t\t\t<option value=\"MN\" label=\"Mongolia\">Mongolia<\/option>\n\t\t\t\t\t<option value=\"MS\" label=\"Montserrat\">Montserrat<\/option>\n\t\t\t\t\t<option value=\"MA\" label=\"Morocco\">Morocco<\/option>\n\t\t\t\t\t<option value=\"MZ\" label=\"Mozambique\">Mozambique<\/option>\n\t\t\t\t\t<option value=\"MM\" label=\"Myanmar\">Myanmar<\/option>\n\t\t\t\t\t<option value=\"NA\" label=\"Namibia\">Namibia<\/option>\n\t\t\t\t\t<option value=\"NR\" label=\"Nauru\">Nauru<\/option>\n\t\t\t\t\t<option value=\"NP\" label=\"Nepal\">Nepal<\/option>\n\t\t\t\t\t<option value=\"NL\" label=\"Netherlands, The\">Netherlands, The<\/option>\n\t\t\t\t\t<option value=\"AN\" label=\"Netherlands Antilles\">Netherlands Antilles<\/option>\n\t\t\t\t\t<option value=\"NC\" label=\"New Caledonia\">New Caledonia<\/option>\n\t\t\t\t\t<option value=\"NZ\" label=\"New Zealand\">New Zealand<\/option>\n\t\t\t\t\t<option value=\"NI\" label=\"Nicaragua\">Nicaragua<\/option>\n\t\t\t\t\t<option value=\"NE\" label=\"Niger\">Niger<\/option>\n\t\t\t\t\t<option value=\"NG\" label=\"Nigeria\">Nigeria<\/option>\n\t\t\t\t\t<option value=\"NU\" label=\"Niue\">Niue<\/option>\n\t\t\t\t\t<option value=\"NO\" label=\"Norway\">Norway<\/option>\n\t\t\t\t\t<option value=\"NF\" label=\"Norfolk Island\">Norfolk Island<\/option>\n\t\t\t\t\t<option value=\"MP\" label=\"Northern Mariana Is\">Northern Mariana Is<\/option>\n\t\t\t\t\t<option value=\"OM\" label=\"Oman\">Oman<\/option>\n\t\t\t\t\t<option value=\"PK\" label=\"Pakistan\">Pakistan<\/option>\n\t\t\t\t\t<option value=\"PW\" label=\"Palau\">Palau<\/option>\n\t\t\t\t\t<option value=\"PA\" label=\"Panama\">Panama<\/option>\n\t\t\t\t\t<option value=\"PG\" label=\"Papua new Guinea\">Papua new Guinea<\/option>\n\t\t\t\t\t<option value=\"PY\" label=\"Paraguay\">Paraguay<\/option>\n\t\t\t\t\t<option value=\"PE\" label=\"Peru\">Peru<\/option>\n\t\t\t\t\t<option value=\"PH\" label=\"Philippines\">Philippines<\/option>\n\t\t\t\t\t<option value=\"PN\" label=\"Pitcairn Island\">Pitcairn Island<\/option>\n\t\t\t\t\t<option value=\"PL\" label=\"Poland\">Poland<\/option>\n\t\t\t\t\t<option value=\"PT\" label=\"Portugal\">Portugal<\/option>\n\t\t\t\t\t<option value=\"PR\" label=\"Puerto Rico\">Puerto Rico<\/option>\n\t\t\t\t\t<option value=\"QA\" label=\"Qatar\">Qatar<\/option>\n\t\t\t\t\t<option value=\"CG\" label=\"Republic of the Congo\">Republic of the Congo<\/option>\n\t\t\t\t\t<option value=\"RE\" label=\"Reunion\">Reunion<\/option>\n\t\t\t\t\t<option value=\"RO\" label=\"Romania\">Romania<\/option>\n\t\t\t\t\t<option value=\"RU\" label=\"Russia\">Russia<\/option>\n\t\t\t\t\t<option value=\"RW\" label=\"Rwanda\">Rwanda<\/option>\n\t\t\t\t\t<option value=\"SH\" label=\"Saint Helena\">Saint Helena<\/option>\n\t\t\t\t\t<option value=\"KN\" label=\"Saint Kitts And Nevis\">Saint Kitts And Nevis<\/option>\n\t\t\t\t\t<option value=\"LC\" label=\"Saint Lucia\">Saint Lucia<\/option>\n\t\t\t\t\t<option value=\"PM\" label=\"Saint Pierre and Miquelon\">Saint Pierre and Miquelon<\/option>\n\t\t\t\t\t<option value=\"VC\" label=\"Saint Vincent And The Grenadines\">Saint Vincent And The Grenadines<\/option>\n\t\t\t\t\t<option value=\"WS\" label=\"Samoa\">Samoa<\/option>\n\t\t\t\t\t<option value=\"SM\" label=\"San Marino\">San Marino<\/option>\n\t\t\t\t\t<option value=\"ST\" label=\"Sao Tome and Principe\">Sao Tome and Principe<\/option>\n\t\t\t\t\t<option value=\"SA\" label=\"Saudi Arabia\">Saudi Arabia<\/option>\n\t\t\t\t\t<option value=\"SN\" label=\"Senegal\">Senegal<\/option>\n\t\t\t\t\t<option value=\"rs\" label=\"Serbia\">Serbia<\/option>\n\t\t\t\t\t<option value=\"SC\" label=\"Seychelles\">Seychelles<\/option>\n\t\t\t\t\t<option value=\"SL\" label=\"Sierra Leone\">Sierra Leone<\/option>\n\t\t\t\t\t<option value=\"SG\" label=\"Singapore\">Singapore<\/option>\n\t\t\t\t\t<option value=\"SK\" label=\"Slovakia\">Slovakia<\/option>\n\t\t\t\t\t<option value=\"SI\" label=\"Slovenia\">Slovenia<\/option>\n\t\t\t\t\t<option value=\"SB\" label=\"Solomon Islands\">Solomon Islands<\/option>\n\t\t\t\t\t<option value=\"SO\" label=\"Somalia\">Somalia<\/option>\n\t\t\t\t\t<option value=\"ZA\" label=\"South Africa\">South Africa<\/option>\n\t\t\t\t\t<option value=\"GS\" label=\"South Georgia &amp; The S. Sandwich Is\">South Georgia &amp; The S. Sandwich Is<\/option>\n\t\t\t\t\t<option value=\"ES\" label=\"Spain\">Spain<\/option>\n\t\t\t\t\t<option value=\"LK\" label=\"Sri Lanka\">Sri Lanka<\/option>\n\t\t\t\t\t<option value=\"SR\" label=\"Suriname\">Suriname<\/option>\n\t\t\t\t\t<option value=\"SJ\" label=\"Svalbard And Jan Mayen Is\">Svalbard And Jan Mayen Is<\/option>\n\t\t\t\t\t<option value=\"SZ\" label=\"Swaziland\">Swaziland<\/option>\n\t\t\t\t\t<option value=\"SE\" label=\"Sweden\">Sweden<\/option>\n\t\t\t\t\t<option value=\"CH\" label=\"Switzerland\">Switzerland<\/option>\n\t\t\t\t\t<option value=\"TW\" label=\"Taiwan\">Taiwan<\/option>\n\t\t\t\t\t<option value=\"TJ\" label=\"Tajikistan\">Tajikistan<\/option>\n\t\t\t\t\t<option value=\"TZ\" label=\"Tanzania\">Tanzania<\/option>\n\t\t\t\t\t<option value=\"TH\" label=\"Thailand\">Thailand<\/option>\n\t\t\t\t\t<option value=\"TL\" label=\"Timor-Leste\">Timor-Leste<\/option>\n\t\t\t\t\t<option value=\"TG\" label=\"Togo\">Togo<\/option>\n\t\t\t\t\t<option value=\"TK\" label=\"Tokelau\">Tokelau<\/option>\n\t\t\t\t\t<option value=\"TO\" label=\"Tonga\">Tonga<\/option>\n\t\t\t\t\t<option value=\"TT\" label=\"Trinidad And Tobago\">Trinidad And Tobago<\/option>\n\t\t\t\t\t<option value=\"TN\" label=\"Tunisia\">Tunisia<\/option>\n\t\t\t\t\t<option value=\"TR\" label=\"Turkey\">Turkey<\/option>\n\t\t\t\t\t<option value=\"TC\" label=\"Turks And Caicos Is\">Turks And Caicos Is<\/option>\n\t\t\t\t\t<option value=\"TM\" label=\"Turkmenistan\">Turkmenistan<\/option>\n\t\t\t\t\t<option value=\"TV\" label=\"Tuvalu\">Tuvalu<\/option>\n\t\t\t\t\t<option value=\"UG\" label=\"Uganda\">Uganda<\/option>\n\t\t\t\t\t<option value=\"UA\" label=\"Ukraine\">Ukraine<\/option>\n\t\t\t\t\t<option value=\"AE\" label=\"United Arab Emirates\">United Arab Emirates<\/option>\n\t\t\t\t\t<option value=\"GB\" label=\"United Kingdom\">United Kingdom<\/option>\n\t\t\t\t\t<option value=\"UM\" label=\"United States Minor Outlying Is\">United States Minor Outlying Is<\/option>\n\t\t\t\t\t<option value=\"UY\" label=\"Uruguay\">Uruguay<\/option>\n\t\t\t\t\t<option value=\"UZ\" label=\"Uzbekistan\">Uzbekistan<\/option>\n\t\t\t\t\t<option value=\"VU\" label=\"Vanuatu\">Vanuatu<\/option>\n\t\t\t\t\t<option value=\"VA\" label=\"Vatican City State (Holy See)\">Vatican City State (Holy See)<\/option>\n\t\t\t\t\t<option value=\"VE\" label=\"Venezuela\">Venezuela<\/option>\n\t\t\t\t\t<option value=\"VN\" label=\"Vietnam\">Vietnam<\/option>\n\t\t\t\t\t<option value=\"VG\" label=\"Virgin Islands (British)\">Virgin Islands (British)<\/option>\n\t\t\t\t\t<option value=\"VI\" label=\"Virgin Islands (US)\">Virgin Islands (US)<\/option>\n\t\t\t\t\t<option value=\"WF\" label=\"Wallis And Futuna Islands\">Wallis And Futuna Islands<\/option>\n\t\t\t\t\t<option value=\"EH\" label=\"Western Sahara\">Western Sahara<\/option>\n\t\t\t\t\t<option value=\"YE\" label=\"Yemen\">Yemen<\/option>\n\t\t\t\t\t<option value=\"ZM\" label=\"Zambia\">Zambia<\/option>\n\t\t\t\t\t<option value=\"ZW\" label=\"Zimbabwe\">Zimbabwe<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyCountry-1\" class=\"screen-reader-only\">Seleziona il tuo Paese<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyCountry-errMsg-1\" aria-live=\"assertive\">Seleziona il tuo Paese<\/span>\n<\/div>\n\n<div id=\"field-company-state-jp\" class=\"field-company-state field field--grow\">\n\t<select class=\"select-company-state-jp subscribe__field-info\" data-error-id=\"CompanyStateJP-errMsg-1\" id=\"CompanyStateJP-1\" name=\"CompanyState\" aria-required=\"false\" aria-describedby=\"CompanyCountryJP-errMsg\" autocomplete=\"address-level1\" required disabled=\"disabled\">\n\t\t<option selected=\"\" value=\"\">State\/province<\/option>\n\t\t\t\t\t<option value=\"Hokkaido\" label=\"\u5317\u6d77\u9053 - Hokkaido\">\u5317\u6d77\u9053 &#8211; Hokkaido<\/option>\n\t\t\t\t\t<option value=\"Aomori\" label=\"\u9752\u68ee\u770c - Aomori\">\u9752\u68ee\u770c &#8211; Aomori<\/option>\n\t\t\t\t\t<option value=\"Iwate\" label=\"\u5ca9\u624b\u770c - Iwate\">\u5ca9\u624b\u770c &#8211; Iwate<\/option>\n\t\t\t\t\t<option value=\"Miyagi\" label=\"\u5bae\u57ce\u770c - Miyagi\">\u5bae\u57ce\u770c &#8211; Miyagi<\/option>\n\t\t\t\t\t<option value=\"Akita\" label=\"\u79cb\u7530\u770c - Akita\">\u79cb\u7530\u770c &#8211; Akita<\/option>\n\t\t\t\t\t<option value=\"Yamagata\" label=\"\u5c71\u5f62\u770c - Yamagata\">\u5c71\u5f62\u770c &#8211; Yamagata<\/option>\n\t\t\t\t\t<option value=\"Fukushima\" label=\"\u798f\u5cf6\u770c - Fukushima\">\u798f\u5cf6\u770c &#8211; Fukushima<\/option>\n\t\t\t\t\t<option value=\"Ibaraki\" label=\"\u8328\u57ce\u770c - Ibaraki\">\u8328\u57ce\u770c &#8211; Ibaraki<\/option>\n\t\t\t\t\t<option value=\"Tochigi\" label=\"\u6803\u6728\u770c - Tochigi\">\u6803\u6728\u770c &#8211; Tochigi<\/option>\n\t\t\t\t\t<option value=\"Gunma\" label=\"\u7fa4\u99ac\u770c - Gunma\">\u7fa4\u99ac\u770c &#8211; Gunma<\/option>\n\t\t\t\t\t<option value=\"Saitama\" label=\"\u57fc\u7389\u770c - Saitama\">\u57fc\u7389\u770c &#8211; Saitama<\/option>\n\t\t\t\t\t<option value=\"Chiba\" label=\"\u5343\u8449\u770c - Chiba\">\u5343\u8449\u770c &#8211; Chiba<\/option>\n\t\t\t\t\t<option value=\"Tokyo\" label=\"\u6771\u4eac\u90fd - Tokyo\">\u6771\u4eac\u90fd &#8211; Tokyo<\/option>\n\t\t\t\t\t<option value=\"Kanagawa\" label=\"\u795e\u5948\u5ddd\u770c - Kanagawa\">\u795e\u5948\u5ddd\u770c &#8211; Kanagawa<\/option>\n\t\t\t\t\t<option value=\"Niigata\" label=\"\u65b0\u6f5f\u770c - Niigata\">\u65b0\u6f5f\u770c &#8211; Niigata<\/option>\n\t\t\t\t\t<option value=\"Toyama\" label=\"\u5bcc\u5c71\u770c - Toyama\">\u5bcc\u5c71\u770c &#8211; Toyama<\/option>\n\t\t\t\t\t<option value=\"Ishikawa\" label=\"\u77f3\u5ddd\u770c - Ishikawa\">\u77f3\u5ddd\u770c &#8211; Ishikawa<\/option>\n\t\t\t\t\t<option value=\"Fukui\" label=\"\u798f\u4e95\u770c - Fukui\">\u798f\u4e95\u770c &#8211; Fukui<\/option>\n\t\t\t\t\t<option value=\"Yamanashi\" label=\"\u5c71\u68a8\u770c - Yamanashi\">\u5c71\u68a8\u770c &#8211; Yamanashi<\/option>\n\t\t\t\t\t<option value=\"Nagano\" label=\"\u9577\u91ce\u770c - Nagano\">\u9577\u91ce\u770c &#8211; Nagano<\/option>\n\t\t\t\t\t<option value=\"Gifu\" label=\"\u5c90\u961c\u770c - Gifu\">\u5c90\u961c\u770c &#8211; Gifu<\/option>\n\t\t\t\t\t<option value=\"Shizuoka\" label=\"\u9759\u5ca1\u770c - Shizuoka\">\u9759\u5ca1\u770c &#8211; Shizuoka<\/option>\n\t\t\t\t\t<option value=\"Aichi\" label=\"\u611b\u77e5\u770c - Aichi\">\u611b\u77e5\u770c &#8211; Aichi<\/option>\n\t\t\t\t\t<option value=\"Mie\" label=\"\u4e09\u91cd\u770c - Mie\">\u4e09\u91cd\u770c &#8211; Mie<\/option>\n\t\t\t\t\t<option value=\"Shiga\" label=\"\u6ecb\u8cc0\u770c - Shiga\">\u6ecb\u8cc0\u770c &#8211; Shiga<\/option>\n\t\t\t\t\t<option value=\"Kyoto\" label=\"\u4eac\u90fd\u5e9c - Kyoto\">\u4eac\u90fd\u5e9c &#8211; Kyoto<\/option>\n\t\t\t\t\t<option value=\"Osaka\" label=\"\u5927\u962a\u5e9c - Osaka\">\u5927\u962a\u5e9c &#8211; Osaka<\/option>\n\t\t\t\t\t<option value=\"Hyogo\" label=\"\u5175\u5eab\u770c - Hyogo\">\u5175\u5eab\u770c &#8211; Hyogo<\/option>\n\t\t\t\t\t<option value=\"Nara\" label=\"\u5948\u826f\u770c - Nara\">\u5948\u826f\u770c &#8211; Nara<\/option>\n\t\t\t\t\t<option value=\"Wakayama\" label=\"\u548c\u6b4c\u5c71\u770c - Wakayama\">\u548c\u6b4c\u5c71\u770c &#8211; Wakayama<\/option>\n\t\t\t\t\t<option value=\"Tottori\" label=\"\u9ce5\u53d6\u770c - Tottori\">\u9ce5\u53d6\u770c &#8211; Tottori<\/option>\n\t\t\t\t\t<option value=\"Shimane\" label=\"\u5cf6\u6839\u770c - Shimane\">\u5cf6\u6839\u770c &#8211; Shimane<\/option>\n\t\t\t\t\t<option value=\"Okayama\" label=\"\u5ca1\u5c71\u770c - Okayama\">\u5ca1\u5c71\u770c &#8211; Okayama<\/option>\n\t\t\t\t\t<option value=\"Hiroshima\" label=\"\u5e83\u5cf6\u770c - Hiroshima\">\u5e83\u5cf6\u770c &#8211; Hiroshima<\/option>\n\t\t\t\t\t<option value=\"Yamaguchi\" label=\"\u5c71\u53e3\u770c - Yamaguchi\">\u5c71\u53e3\u770c &#8211; Yamaguchi<\/option>\n\t\t\t\t\t<option value=\"Tokushima\" label=\"\u5fb3\u5cf6\u770c - Tokushima\">\u5fb3\u5cf6\u770c &#8211; Tokushima<\/option>\n\t\t\t\t\t<option value=\"Kagawa\" label=\"\u9999\u5ddd\u770c - Kagawa\">\u9999\u5ddd\u770c &#8211; Kagawa<\/option>\n\t\t\t\t\t<option value=\"Ehime\" label=\"\u611b\u5a9b\u770c - Ehime\">\u611b\u5a9b\u770c &#8211; Ehime<\/option>\n\t\t\t\t\t<option value=\"Kochi\" label=\"\u9ad8\u77e5\u770c - Kochi\">\u9ad8\u77e5\u770c &#8211; Kochi<\/option>\n\t\t\t\t\t<option value=\"Fukuoka\" label=\"\u798f\u5ca1\u770c - Fukuoka\">\u798f\u5ca1\u770c &#8211; Fukuoka<\/option>\n\t\t\t\t\t<option value=\"Saga\" label=\"\u4f50\u8cc0\u770c - Saga\">\u4f50\u8cc0\u770c &#8211; Saga<\/option>\n\t\t\t\t\t<option value=\"Nagasaki\" label=\"\u9577\u5d0e\u770c - Nagasaki\">\u9577\u5d0e\u770c &#8211; Nagasaki<\/option>\n\t\t\t\t\t<option value=\"Kumamoto\" label=\"\u718a\u672c\u770c - Kumamoto\">\u718a\u672c\u770c &#8211; Kumamoto<\/option>\n\t\t\t\t\t<option value=\"Oita\" label=\"\u5927\u5206\u770c - Oita\">\u5927\u5206\u770c &#8211; Oita<\/option>\n\t\t\t\t\t<option value=\"Miyazaki\" label=\"\u5bae\u5d0e\u770c - Miyazaki\">\u5bae\u5d0e\u770c &#8211; Miyazaki<\/option>\n\t\t\t\t\t<option value=\"Kagoshima\" label=\"\u9e7f\u5150\u5cf6\u770c - Kagoshima\">\u9e7f\u5150\u5cf6\u770c &#8211; Kagoshima<\/option>\n\t\t\t\t\t<option value=\"Okinawa\" label=\"\u6c96\u7e04\u770c - Okinawa\">\u6c96\u7e04\u770c &#8211; Okinawa<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyStateJP-1\" class=\"screen-reader-only\">Select a state\/province<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyStateJP-errMsg-1\" aria-live=\"assertive\">Select a state\/province<\/span>\n<\/div>\n\n<div id=\"field-company-state-ca\" class=\"field-company-state field field--grow\">\n\t<select class=\"select-company-state-ca subscribe__field-info\" data-error-id=\"CompanyStateCA-errMsg-1\" id=\"CompanyStateCA-1\" name=\"CompanyState\" aria-required=\"false\" aria-describedby=\"CompanyCountryCA-errMsg\" autocomplete=\"address-level1\" required disabled=\"disabled\">\n\t\t<option selected=\"\" value=\"\">State\/province<\/option>\n\t\t\t\t\t<option value=\"AB\" label=\"Alberta\">Alberta<\/option>\n\t\t\t\t\t<option value=\"BC\" label=\"British Columbia\">British Columbia<\/option>\n\t\t\t\t\t<option value=\"MB\" label=\"Manitoba\">Manitoba<\/option>\n\t\t\t\t\t<option value=\"NB\" label=\"New Brunswick\">New Brunswick<\/option>\n\t\t\t\t\t<option value=\"NL\" label=\"Newfoundland\">Newfoundland<\/option>\n\t\t\t\t\t<option value=\"NT\" label=\"Northwest Territories\">Northwest Territories<\/option>\n\t\t\t\t\t<option value=\"NS\" label=\"Nova Scotia\">Nova Scotia<\/option>\n\t\t\t\t\t<option value=\"NU\" label=\"Nunavut\">Nunavut<\/option>\n\t\t\t\t\t<option value=\"ON\" label=\"Ontario\">Ontario<\/option>\n\t\t\t\t\t<option value=\"PE\" label=\"Prince Edward Island\">Prince Edward Island<\/option>\n\t\t\t\t\t<option value=\"QC\" label=\"Quebec\">Quebec<\/option>\n\t\t\t\t\t<option value=\"SK\" label=\"Saskatchewan\">Saskatchewan<\/option>\n\t\t\t\t\t<option value=\"YT\" label=\"Yukon\">Yukon<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyStateCA-1\" class=\"screen-reader-only\">Select a state\/province<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyStateCA-errMsg-1\" aria-live=\"assertive\">Select a state\/province<\/span>\n<\/div>\n\n<div id=\"field-company-state-usa\" class=\"field-company-state field field--grow\">\n\t<select class=\"select-company-state-usa subscribe__field-info\" data-error-id=\"CompanyStateUSA-errMsg-1\" id=\"CompanyStateUSA-1\" name=\"CompanyState\" aria-required=\"false\" aria-describedby=\"CompanyCountryUSA-errMsg\" autocomplete=\"address-level1\" required disabled=\"disabled\">\n\t\t<option selected=\"\" value=\"\">State\/province<\/option>\n\t\t\t\t\t<option value=\"AL\" label=\"Alabama\">Alabama<\/option>\n\t\t\t\t\t<option value=\"AK\" label=\"Alaska\">Alaska<\/option>\n\t\t\t\t\t<option value=\"AZ\" label=\"Arizona\">Arizona<\/option>\n\t\t\t\t\t<option value=\"AR\" label=\"Arkansas\">Arkansas<\/option>\n\t\t\t\t\t<option value=\"CA\" label=\"California\">California<\/option>\n\t\t\t\t\t<option value=\"CO\" label=\"Colorado\">Colorado<\/option>\n\t\t\t\t\t<option value=\"CT\" label=\"Connecticut\">Connecticut<\/option>\n\t\t\t\t\t<option value=\"DE\" label=\"Delaware\">Delaware<\/option>\n\t\t\t\t\t<option value=\"DC\" label=\"District of Columbia\">District of Columbia<\/option>\n\t\t\t\t\t<option value=\"FL\" label=\"Florida\">Florida<\/option>\n\t\t\t\t\t<option value=\"GA\" label=\"Georgia\">Georgia<\/option>\n\t\t\t\t\t<option value=\"HI\" label=\"Hawaii\">Hawaii<\/option>\n\t\t\t\t\t<option value=\"ID\" label=\"Idaho\">Idaho<\/option>\n\t\t\t\t\t<option value=\"IL\" label=\"Illinois\">Illinois<\/option>\n\t\t\t\t\t<option value=\"IN\" label=\"Indiana\">Indiana<\/option>\n\t\t\t\t\t<option value=\"IA\" label=\"Iowa\">Iowa<\/option>\n\t\t\t\t\t<option value=\"KS\" label=\"Kansas\">Kansas<\/option>\n\t\t\t\t\t<option value=\"KY\" label=\"Kentucky\">Kentucky<\/option>\n\t\t\t\t\t<option value=\"LA\" label=\"Louisiana\">Louisiana<\/option>\n\t\t\t\t\t<option value=\"ME\" label=\"Maine\">Maine<\/option>\n\t\t\t\t\t<option value=\"MD\" label=\"Maryland\">Maryland<\/option>\n\t\t\t\t\t<option value=\"MA\" label=\"Massachusetts\">Massachusetts<\/option>\n\t\t\t\t\t<option value=\"MI\" label=\"Michigan\">Michigan<\/option>\n\t\t\t\t\t<option value=\"MN\" label=\"Minnesota\">Minnesota<\/option>\n\t\t\t\t\t<option value=\"MS\" label=\"Mississippi\">Mississippi<\/option>\n\t\t\t\t\t<option value=\"MO\" label=\"Missouri\">Missouri<\/option>\n\t\t\t\t\t<option value=\"MT\" label=\"Montana\">Montana<\/option>\n\t\t\t\t\t<option value=\"NE\" label=\"Nebraska\">Nebraska<\/option>\n\t\t\t\t\t<option value=\"NV\" label=\"Nevada\">Nevada<\/option>\n\t\t\t\t\t<option value=\"NH\" label=\"New Hampshire\">New Hampshire<\/option>\n\t\t\t\t\t<option value=\"NJ\" label=\"New Jersey\">New Jersey<\/option>\n\t\t\t\t\t<option value=\"NM\" label=\"New Mexico\">New Mexico<\/option>\n\t\t\t\t\t<option value=\"NY\" label=\"New York\">New York<\/option>\n\t\t\t\t\t<option value=\"NC\" label=\"North Carolina\">North Carolina<\/option>\n\t\t\t\t\t<option value=\"ND\" label=\"North Dakota\">North Dakota<\/option>\n\t\t\t\t\t<option value=\"OH\" label=\"Ohio\">Ohio<\/option>\n\t\t\t\t\t<option value=\"OK\" label=\"Oklahoma\">Oklahoma<\/option>\n\t\t\t\t\t<option value=\"OR\" label=\"Oregon\">Oregon<\/option>\n\t\t\t\t\t<option value=\"PA\" label=\"Pennsylvania\">Pennsylvania<\/option>\n\t\t\t\t\t<option value=\"RI\" label=\"Rhode Island\">Rhode Island<\/option>\n\t\t\t\t\t<option value=\"SC\" label=\"South Carolina\">South Carolina<\/option>\n\t\t\t\t\t<option value=\"SD\" label=\"South Dakota\">South Dakota<\/option>\n\t\t\t\t\t<option value=\"TN\" label=\"Tennessee\">Tennessee<\/option>\n\t\t\t\t\t<option value=\"TX\" label=\"Texas\">Texas<\/option>\n\t\t\t\t\t<option value=\"UT\" label=\"Utah\">Utah<\/option>\n\t\t\t\t\t<option value=\"VT\" label=\"Vermont\">Vermont<\/option>\n\t\t\t\t\t<option value=\"VA\" label=\"Virginia\">Virginia<\/option>\n\t\t\t\t\t<option value=\"WA\" label=\"Washington\">Washington<\/option>\n\t\t\t\t\t<option value=\"WV\" label=\"West Virginia\">West Virginia<\/option>\n\t\t\t\t\t<option value=\"WI\" label=\"Wisconsin\">Wisconsin<\/option>\n\t\t\t\t\t<option value=\"WY\" label=\"Wyoming\">Wyoming<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyStateUSA-1\" class=\"screen-reader-only\">Select a state\/province<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyStateUSA-errMsg-1\" aria-live=\"assertive\">Select a state\/province<\/span>\n<\/div>\n\t\t\t\t<\/div>\n\n\t\t\t\t<div class=\"subscribe__privacy\" role=\"group\" aria-label=\"Accordo per l\u2019informativa sulla privacy\">\n\t\t\t\t\t\n<div class=\"privacy-text last\">\n\t\t\t<p class=\"body-fine\">\n\t\t\t<b>Yes,<\/b>\n\t\t\tI would like to receive the Salesforce 360 Highlights newsletter as well as marketing emails regarding Salesforce products, services, and events. I can unsubscribe at any time.\t\t<\/p>\n\t<\/div>\n\n\t<div class=\"privacy-text last\">\n\t\t\t\t<div id=\"js-checkbox-disclaimer\" class=\"explicit\">\n\t\t\t<div class=\"checkbox-accept-div\">\n\t\t\t\t<div class=\"checkbox-accept\">\n\t\t\t\t\t<input data-error-id=\"Accept_Terms__c-errMsg-2\" class=\"checkbox-accept-terms\" type=\"checkbox\" id=\"Accept_Terms__c-2\" name=\"Accept_Terms__c\">\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"checkbox-accept-label\">\n\t\t\t\t\t<label class=\"body-fine\" for=\"Accept_Terms__c-2\">\n\t\t\t\t\t\tI agree to the <a href=\"https:\/\/www.salesforce.com\/jp\/company\/privacy\/full_privacy\/\" target=\"_blank\">Privacy Statement<\/a> and to the <a href=\"https:\/\/www.salesforce.com\/jp\/company\/privacy-notification-a3\/\" target=\"_blank\">handling of my personal information<\/a>. In particular, I consent to the transfer of my personal information to other countries, including the United States, for the purpose of hosting and processing the information as set forth in the Privacy Statement. <a href=\"#\" class=\"readMoreLink\" data-toggle=\"collapse\" data-target=\".readMoreCollapse\">Learn More<\/a>\n\t\t\t\t\t\t<div class=\"collapse readMoreCollapse\">\n\t\t\t\t\t\t\tI understand that these countries may not have the same data protection laws as the country from which I provide my personal information. For more information, click <a href=\"https:\/\/www.salesforce.com\/jp\/company\/privacy\/full_privacy\/\" target=\"_blank\">here.<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/label>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"clear-both\"><\/div>\n\t\t\t<\/div>\n\t\t\t<div class=\"privacy-text-error-div\">\n\t\t\t\t<span class=\"error-msg body-fine privacy-text-error-msg\" id=\"Accept_Terms__c-errMsg_modal\">\n\t\t\t\t\tSi prega di leggere e accettare l&#039;Accordo quadro di sottoscrizione\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t<div id=\"js-disclaimer-language\" class=\"privacy-text privacy-text--disclaimer-language\">\n\t\t\t<p class=\"body-fine\">\n\t\t\t\tBy registering, you confirm that you agree to the processing of your personal data by Salesforce as described in the <a href=\"https:\/\/www.salesforce.com\/company\/privacy\/full_privacy\/\" target=\"_blank\">Privacy Statement<\/a>.\t\t\t<\/p>\n\n\t\t<\/div>\n\t<\/div>\n\t\t\t\t<\/div>\n\n\t\t\t\t<div class=\"btn-container\">\n\t\t\t\t\t<button name=\"Subscribe\" type=\"submit\" class=\"btn btn-primary btn-submit\" formnovalidate>\n\t\t\t\t\t\tSign up now\t\t\t\t\t<\/button>\n\t\t\t\t<\/div>\n\n\t\t\t<\/div>\n\t\t<\/form>\n\t<\/div>\n\n\t<div class=\"subscribe-success-v2\">\n\t\t<img decoding=\"async\" class=\"subscribe__park-illustration subscribe__park-illustration--success-bush\" src=\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/subscribe-success-parks.png\" alt\/>\n\t\t<h2 class=\"subscribe-success__title\" aria-live=\"assertive\">\n\t\t\tThanks, you&#8217;re subscribed!\t\t<\/h2>\n\t<\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-perche-il-business-development-e-importante\">Perch\u00e9 il business development \u00e8 importante?<\/h2>\n\n\n\n<p>Nel mondo delle vendite nulla rimane statico.<\/p>\n\n\n\n<p>Secondo il <a href=\"https:\/\/www.salesforce.com\/resources\/it\/research-reports\/state-of-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">report State of Sales<\/a>, l&#8217;82% dei venditori afferma di essersi dovuto rapidamente adattare a nuove modalit\u00e0 di vendita per far fronte alle sfide globali (problemi con la supply chain, inflazione e precauzioni sanitarie). Il report rivela anche che il 57% dei buyer preferisce interagire con le aziende attraverso i canali digitali. L&#8217;81% dei rappresentanti di vendita, inoltre, sostiene che gli acquirenti fanno sempre pi\u00f9 spesso ricerche in autonomia prima di contattarli.<\/p>\n\n\n\n<p>Devi adattare il tuo piano in base ai cambiamenti del mercato, ed \u00e8 qui che entra in gioco il business development.<\/p>\n\n\n\n<p>Il business development \u00e8 un&#8217;attivit\u00e0 essenziale che aiuta le aziende a individuare nuovi settori di crescita e studiare una strategia che li faccia funzionare. \u00c8 importante per reperire nuovi lead, convertirli e infine mantenerli come clienti di fiducia.<\/p>\n\n\n\n<p>(<a href=\"#h-in-questo-articolo-scoprirai\">torna all&#8217;inizio<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-come-creare-un-piano-di-business-development-in-7-passi\">Come creare un piano di business development in 7 passi<\/h2>\n\n\n\n<p>Che cos&#8217;\u00e8 la pianificazione del business development? Se tu dovessi inserirti in un team appena creato e studiare un piano da zero, ecco cosa ti consiglierei di fare.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-1-imposta-obiettivi-smart-con-un-approccio-matematico-alle-vendite\">1. Imposta obiettivi SMART con un approccio matematico alle vendite<\/h3>\n\n\n\n<p>Inizia analizzando a ritroso come raggiungere il tuo obiettivo. Supponi che la tua quota si aggiri attorno a 1 milione di dollari all&#8217;anno, quindi 250.000 a trimestre e poniti queste domande:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Quante trattative devo chiudere?<\/li>\n\n\n\n<li>Qual \u00e8 la dimensione media della trattativa?<\/li>\n\n\n\n<li>Quali sono i tassi di chiusura tipici?<\/li>\n\n\n\n<li>Quanti lead qualificati servono nella pipeline?<\/li>\n\n\n\n<li>Quanti primi incontri dovrei organizzare?<\/li>\n\n\n\n<li>Come dovrebbero essere le iniziative di outbound per ottenere un appuntamento?<\/li>\n<\/ul>\n\n\n\n<p>Per definire l&#8217;obiettivo correlato a queste domande, utilizza gli <a href=\"https:\/\/www.salesforce.com\/blog\/sales-goals\/\" target=\"_blank\" rel=\"noreferrer noopener\">obiettivi SMART<\/a> (specifici, misurabili, attuabili, rilevanti e definiti nel tempo).<\/p>\n\n\n\n<p>Se vuoi raggiungere 250.000 dollari in un trimestre, si tratta di un obiettivo <strong>specifico<\/strong>. Inoltre puoi <strong>misurare<\/strong> ogni singola statistica di vendita per verificare di essere sulla strada giusta. Per capire se l&#8217;obiettivo \u00e8 <strong>attuabile<\/strong> e raggiungibile, dovrai calcolare l&#8217;aumento del volume e dei lead. Un incremento di pochi punti percentuali \u00e8 verosimile, mentre non lo \u00e8 un balzo del 50%. Qualsiasi obiettivo mirato alla crescita aziendale \u00e8 <strong>rilevante<\/strong> nel lavoro di un rappresentante di business development. Infine, \u00e8 <strong>definito nel tempo<\/strong> perch\u00e9 \u00e8 impostato su questo trimestre.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-2-scegli-gli-indicatori-chiave-di-performance-kpi\">2. Scegli gli indicatori chiave di performance (KPI)<\/h3>\n\n\n\n<p>Nell&#8217;ambito della definizione degli obiettivi, devi scegliere i <a href=\"https:\/\/www.salesforce.com\/blog\/sales-kpis\/\" target=\"_blank\" rel=\"noreferrer noopener\">KPI<\/a> che dovrai misurare lungo il percorso. Prova con questi classici KPI per il business development:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Variazioni di <a href=\"https:\/\/www.salesforce.com\/blog\/revenue-vs-profit-differences\/\" target=\"_blank\" rel=\"noreferrer noopener\">ricavo<\/a><\/li>\n\n\n\n<li>Tasso di conversione dei lead<\/li>\n\n\n\n<li>Numero di lead generati per mese\/trimestre\/anno<\/li>\n\n\n\n<li>Soddisfazione dei clienti e dei prospect<\/li>\n\n\n\n<li>Valore della <a href=\"https:\/\/www.salesforce.com\/it\/sales\/pipeline\/\" target=\"_blank\" rel=\"noreferrer noopener\">pipeline<\/a><\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-3-ricerche-di-mercato\">3. Ricerche di mercato<\/h3>\n\n\n\n<p>Il prossimo aspetto da esaminare \u00e8 come comunichi e con chi. Questi sono i componenti essenziali di un solido piano di business development:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Chi sono le principali buyer persona e gli account a cui mi sto rivolgendo e di cosa si interessano? Quali sono le loro priorit\u00e0?<\/li>\n\n\n\n<li>Quali sono le loro soluzioni attuali? Se non usano le nostre, come risolvono il loro problema? Lo fanno in autonomia?<\/li>\n\n\n\n<li>Si rivolgono a un competitor oppure (nel caso della sales tech) si avvalgono di un semplice foglio di lavoro? Quali problemi comporta e come posso abbinare la mia soluzione a questi problemi?<\/li>\n<\/ul>\n\n\n\n<p>Una volta identificati questi aspetti, potrai stabilire come posizionare il tuo prodotto o servizio rispetto al pubblico target.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-scegli-il-tuo-pubblico-target-con-strategia\">4. Scegli il tuo pubblico target con strategia<\/h3>\n\n\n\n<p>Se un elenco di lead \u00e8 molto lungo, anche un prodotto di nicchia pu\u00f2 attirare l&#8217;attenzione. Tuttavia, lavorare su una lista di 100 account contattandoli uno a uno non \u00e8 una tecnica efficace per i rappresentanti di vendita. Se in questo momento solo una piccola percentuale del tuo mercato target \u00e8 disposta all&#8217;acquisto, ci\u00f2 di cui hai bisogno \u00e8 una <a href=\"https:\/\/www.salesforce.com\/blog\/sales-strategy\/\" target=\"_blank\" rel=\"noreferrer noopener\">strategia di targeting<\/a>.<\/p>\n\n\n\n<p>Devi dapprima iniziare dai lead che richiedono meno sforzo e che si dimostrano propensi all&#8217;acquisto. Se li stai registrando in un <a href=\"https:\/\/www.salesforce.com\/it\/crm\/startup-crm\/\">CRM con funzionalit\u00e0 complete<\/a>, il sistema tiene traccia delle azioni da essi effettuate, ad esempio l&#8217;apertura delle e-mail di marketing che ricevono da te, la consultazione di pagine essenziali del tuo sito e persino l&#8217;interazione con i tuoi post sui social media. L&#8217;<a href=\"https:\/\/www.salesforce.com\/it\/sales\/artificial-intelligence\/\">AI<\/a> pu\u00f2 classificare questi account come &#8220;lead ad elevata intenzione&#8221;, oppure puoi selezionarli manualmente consultando le azioni che hanno intrapreso.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-5-sales-pitch-e-abilitazione-alle-vendite\">5. Sales pitch e abilitazione alle vendite<\/h3>\n\n\n\n<p>Una volta individuata l&#8217;adeguatezza del prodotto al mercato, i destinatari del messaggio e il modo in cui rivolgersi a loro, \u00e8 possibile sintetizzare il messaggio in un <a href=\"https:\/\/www.salesforce.com\/blog\/how-to-make-a-good-sales-pitch-8-tips-to-give-you-an-edge\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales pitch<\/a>. Dovrebbe essere coinvolgente e spiegare la missione della tua azienda e in che modo soddisfa le esigenze della tua target persona.<\/p>\n\n\n\n<p>In seguito potrai adattare questo messaggio a qualsiasi strategia di abilitazione alle vendite. Ti verranno in aiuto le seguenti domande:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Quale tono dovrebbero avere le e-mail?<\/li>\n\n\n\n<li>Qual \u00e8 la sequenza corretta?<\/li>\n\n\n\n<li>Quali sono le tipiche obiezioni che dovr\u00f2 affrontare e come gestirle?<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-6-definisci-il-budget\">6. Definisci il budget<\/h3>\n\n\n\n<p>Tutte queste attivit\u00e0 hanno un costo e sebbene ci si aspetti un ritorno sull&#8217;investimento (ROI), non sar\u00e0 cos\u00ec immediato. Il budget deve tenere conto del personale e degli strumenti necessari, oltre al guadagno previsto. Dovrai avvalerti del tuo team finanziario per accertarti di avere i fondi necessari per mettere in pratica il tuo piano.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-7-contatta-i-clienti\">7. Contatta i clienti<\/h3>\n\n\n\n<p>Infine, devi decidere come effettuare il prospecting e il nurturing dei lead, in funzione del budget che hai appena stabilito. Puoi prendere in considerazione i seguenti metodi:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.salesforce.com\/blog\/cold-calling-tips\/\" target=\"_blank\" rel=\"noreferrer noopener\">Cold calling<\/a><\/li>\n\n\n\n<li>Networking<\/li>\n\n\n\n<li>Referral<\/li>\n\n\n\n<li><a href=\"https:\/\/www.salesforce.com\/blog\/what-is-upselling\/\" target=\"_blank\" rel=\"noreferrer noopener\">Upselling<\/a> ai clienti attuali<\/li>\n\n\n\n<li><a href=\"https:\/\/www.salesforce.com\/blog\/cross-selling\/\" target=\"_blank\" rel=\"noreferrer noopener\">Cross-selling<\/a><\/li>\n\n\n\n<li>Sponsorizzazioni tramite partner<\/li>\n\n\n\n<li>Pubblicit\u00e0<\/li>\n<\/ul>\n\n\n\n<p>Una volta scelta la tua combinazione di metodi di contatto, devi stabilire con quale cadenza e in quale ordine utilizzare i canali. Ad esempio, potresti sfruttare i post sui social media per indirizzare i primi lead verso il tuo sito. Successivamente li incuriosirai con annunci di retargeting affinch\u00e9 si registrino per ricevere le tue e-mail. A quel punto potrai contattarli con una sequenza di e-mail di benvenuto che presentano e invogliano i destinatari ad accettare la tua offerta. La proposta e il contenuto dei messaggi potrebbero cambiare se l&#8217;utente continua a non compiere alcuna azione.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-8-misura-testa-e-migliora\">8. Misura, testa e migliora<\/h3>\n\n\n\n<p>Crea un piano per misurare il successo di ciascuna singola strategia di contatto e decidere dove investire in modo pi\u00f9 mirato in futuro. I metodi che appaiono meno efficaci andrebbero analizzati per individuare i punti deboli in cui i lead vengono persi; in questo modo potranno essere sistemati e testati nuovamente sul mercato.<\/p>\n\n\n\n<p>(<a href=\"#h-in-questo-articolo-scoprirai\">torna all&#8217;inizio<\/a>)<\/p>\n\n\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-qual-e-la-tecnologia-migliore-per-pianificare-il-business-development\">Qual \u00e8 la tecnologia migliore per pianificare il business development?<\/h2>\n\n\n\n<p>I moderni team di business development necessitano di un valido stack tecnologico.<\/p>\n\n\n\n<p>Una <a href=\"https:\/\/www.salesforce.com\/it\/sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">piattaforma customer relationship management (CRM)<\/a> permette di monitorare la pipeline che stai creando. Per rafforzare la tua strategia, standardizza la cadenza delle tue comunicazioni e imposta una sequenza ripetibile che possa essere seguita dall&#8217;intero team.<\/p>\n\n\n\n<p>Il <a href=\"https:\/\/www.salesforce.com\/it\/sales\/engagement-platform\/\" target=\"_blank\" rel=\"noreferrer noopener\">lead scoring<\/a> ti aiuta a capire quando spostare i potenziali clienti verso le varie zone della pipeline. Alcuni programmi sono persino in grado di monitorare e raccogliere i segnali degli utenti e inviare una notifica automatica ai rappresentanti del BD avvisandoli che \u00e8 il momento di rimettersi in contatto.<\/p>\n\n\n\n<p>Indipendentemente da quali piattaforme e strumenti scegli, \u00e8 importante iniziare seguendo un programma, senza attribuire la responsabilit\u00e0 di eventuali problemi all&#8217;automazione o all&#8217;intelligence dei dati. La tecnologia pu\u00f2 solo espandere un processo. Se quest&#8217;ultimo \u00e8 difettoso o scadente, non far\u00e0 altro che aumentare i tuoi problemi.<\/p>\n\n\n\n<p>(<a href=\"#h-in-questo-articolo-scoprirai\">torna all&#8217;inizio<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-crea-un-piano-per-dare-slancio-al-tuo-business\">Crea un piano per dare slancio al tuo business<\/h2>\n\n\n\n<p>Per poter raggiungere le tue cifre di vendita hai bisogno di un piano. Imposta obiettivi SMART, definisci la tua buyer persona e scegli i canali giusti per raggiungere i potenziali clienti. Queste azioni ti permettono di creare una roadmap per il futuro e far crescere i tuoi ricavi.<\/p>\n\n\n","protected":false},"excerpt":{"rendered":"<p>Non lasciare le tue vendite al caso. Stabilisci i tuoi obiettivi, scegli il tuo mercato di riferimento e crea un piano per raggiungerli.<\/p>\n","protected":false},"author":513,"featured_media":4361,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"a102a4bf044a4248b05e136bIT","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[972,12,971],"sf_content_type":[1280],"blog":[],"coauthors":[2],"class_list":["post-4357","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-salesblazer","sf_topic-sales-cloud","sf_topic-sales-strategy-2","sf_content_type-blog"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Che cos&#039;\u00e8 il business development?<\/title>\n<meta name=\"description\" content=\"Il business development \u00e8 un aspetto fondamentale del processo di vendita che attua strategie per favorire la crescita aziendale.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Come creare un piano di business development in 7 passi\" \/>\n<meta property=\"og:description\" content=\"Il business development \u00e8 un aspetto fondamentale del processo di vendita che attua strategie per favorire la crescita aziendale.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2024-07-26T14:27:08+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-11-06T14:43:59+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2880\" \/>\n\t<meta property=\"og:image:height\" content=\"1620\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Salesforce Italia\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Scritto da\" \/>\n\t<meta name=\"twitter:data1\" content=\"Salesforce Italia\" \/>\n\t<meta name=\"twitter:label2\" content=\"Tempo di lettura stimato\" \/>\n\t<meta name=\"twitter:data2\" content=\"46 minuti\" \/>\n\t<meta name=\"twitter:label3\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data3\" content=\"Salesforce Italia\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\"},\"author\":[{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/person\/image\/d74bba174b633a02c1daa27bf350774f\"}],\"headline\":\"Come creare un piano di business development in 7 passi\",\"datePublished\":\"2024-07-26T14:27:08+00:00\",\"dateModified\":\"2025-11-06T14:43:59+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\"},\"wordCount\":2125,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg\",\"inLanguage\":\"it-IT\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\",\"url\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\",\"name\":\"Che cos'\u00e8 il business development?\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg\",\"datePublished\":\"2024-07-26T14:27:08+00:00\",\"dateModified\":\"2025-11-06T14:43:59+00:00\",\"description\":\"Il business development \u00e8 un aspetto fondamentale del processo di vendita che attua strategie per favorire la crescita aziendale.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#breadcrumb\"},\"inLanguage\":\"it-IT\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"it-IT\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage\",\"url\":\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg\",\"contentUrl\":\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg\",\"width\":2880,\"height\":1620,\"caption\":\"Il business development implica fare ricerca sul tuo pubblico di destinazione, trovare nuove opportunit\u00e0 e usare i tuoi canali per raggiungerli.[Adobe\/Skyword]\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.salesforce.com\/it\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Come creare un piano di business development in 7 passi\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#website\",\"url\":\"https:\/\/www.salesforce.com\/it\/blog\/\",\"name\":\"Salesforce\",\"description\":\"\",\"publisher\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.salesforce.com\/it\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"it-IT\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#organization\",\"name\":\"Salesforce\",\"url\":\"https:\/\/www.salesforce.com\/it\/blog\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"it-IT\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2023\/09\/Salesforce.webp\",\"contentUrl\":\"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2023\/09\/Salesforce.webp\",\"width\":1200,\"height\":630,\"caption\":\"Salesforce\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/logo\/image\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/person\/image\/d74bba174b633a02c1daa27bf350774f\",\"name\":\"Salesforce Italia\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"it-IT\",\"@id\":\"https:\/\/secure.gravatar.com\/avatar\/?s=96&d=mm&r=g23494c9101089ad44ae88ce9d2f56aac\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/?s=96&d=mm&r=g\",\"caption\":\"Salesforce Italia\"},\"url\":\"https:\/\/www.salesforce.com\/it\/blog\/author\/salesforceitalia\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Che cos'\u00e8 il business development?","description":"Il business development \u00e8 un aspetto fondamentale del processo di vendita che attua strategie per favorire la crescita aziendale.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/","og_locale":"it_IT","og_type":"article","og_title":"Come creare un piano di business development in 7 passi","og_description":"Il business development \u00e8 un aspetto fondamentale del processo di vendita che attua strategie per favorire la crescita aziendale.","og_url":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/","og_site_name":"Salesforce","article_published_time":"2024-07-26T14:27:08+00:00","article_modified_time":"2025-11-06T14:43:59+00:00","og_image":[{"width":2880,"height":1620,"url":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg","type":"image\/jpeg"}],"author":"Salesforce Italia","twitter_card":"summary_large_image","twitter_misc":{"Scritto da":"Salesforce Italia","Tempo di lettura stimato":"46 minuti","Written by":"Salesforce Italia"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#article","isPartOf":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/"},"author":[{"@id":"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/person\/image\/d74bba174b633a02c1daa27bf350774f"}],"headline":"Come creare un piano di business development in 7 passi","datePublished":"2024-07-26T14:27:08+00:00","dateModified":"2025-11-06T14:43:59+00:00","mainEntityOfPage":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/"},"wordCount":2125,"commentCount":0,"publisher":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/#organization"},"image":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg","inLanguage":"it-IT","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.salesforce.com\/it\/blog\/business-development\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/","url":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/","name":"Che cos'\u00e8 il business development?","isPartOf":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage"},"image":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg","datePublished":"2024-07-26T14:27:08+00:00","dateModified":"2025-11-06T14:43:59+00:00","description":"Il business development \u00e8 un aspetto fondamentale del processo di vendita che attua strategie per favorire la crescita aziendale.","breadcrumb":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#breadcrumb"},"inLanguage":"it-IT","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.salesforce.com\/it\/blog\/business-development\/"]}]},{"@type":"ImageObject","inLanguage":"it-IT","@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#primaryimage","url":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg","contentUrl":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg","width":2880,"height":1620,"caption":"Il business development implica fare ricerca sul tuo pubblico di destinazione, trovare nuove opportunit\u00e0 e usare i tuoi canali per raggiungerli.[Adobe\/Skyword]"},{"@type":"BreadcrumbList","@id":"https:\/\/www.salesforce.com\/it\/blog\/business-development\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.salesforce.com\/it\/blog\/"},{"@type":"ListItem","position":2,"name":"Come creare un piano di business development in 7 passi"}]},{"@type":"WebSite","@id":"https:\/\/www.salesforce.com\/it\/blog\/#website","url":"https:\/\/www.salesforce.com\/it\/blog\/","name":"Salesforce","description":"","publisher":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.salesforce.com\/it\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"it-IT"},{"@type":"Organization","@id":"https:\/\/www.salesforce.com\/it\/blog\/#organization","name":"Salesforce","url":"https:\/\/www.salesforce.com\/it\/blog\/","logo":{"@type":"ImageObject","inLanguage":"it-IT","@id":"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2023\/09\/Salesforce.webp","contentUrl":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2023\/09\/Salesforce.webp","width":1200,"height":630,"caption":"Salesforce"},"image":{"@id":"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.salesforce.com\/it\/blog\/#\/schema\/person\/image\/d74bba174b633a02c1daa27bf350774f","name":"Salesforce Italia","image":{"@type":"ImageObject","inLanguage":"it-IT","@id":"https:\/\/secure.gravatar.com\/avatar\/?s=96&d=mm&r=g23494c9101089ad44ae88ce9d2f56aac","url":"https:\/\/secure.gravatar.com\/avatar\/?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/?s=96&d=mm&r=g","caption":"Salesforce Italia"},"url":"https:\/\/www.salesforce.com\/it\/blog\/author\/salesforceitalia\/"}]}},"jetpack_featured_media_url":"https:\/\/www.salesforce.com\/it\/blog\/wp-content\/uploads\/sites\/17\/2024\/07\/Business-Development.jpg","jetpack_sharing_enabled":true,"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Salesforce","distributor_original_site_url":"https:\/\/www.salesforce.com\/it\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/posts\/4357","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/users\/513"}],"replies":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/comments?post=4357"}],"version-history":[{"count":4,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/posts\/4357\/revisions"}],"predecessor-version":[{"id":4398,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/posts\/4357\/revisions\/4398"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/media\/4361"}],"wp:attachment":[{"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/media?parent=4357"}],"wp:term":[{"taxonomy":"sf_topic","embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/sf_topic?post=4357"},{"taxonomy":"sf_content_type","embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/sf_content_type?post=4357"},{"taxonomy":"blog","embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/blog?post=4357"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.salesforce.com\/it\/blog\/wp-json\/wp\/v2\/coauthors?post=4357"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}