The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
…
continue reading
Contenu fourni par April Dunford. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par April Dunford ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
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How to Use Positioning in Sales Qualification and Discovery
Manage episode 376964497 series 3489684
Contenu fourni par April Dunford. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par April Dunford ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
Today, I share everything you need to know about how to use positioning in your sales qualification and discovery. I discuss:
- The different forms of qualification and BANT criteria
- The difference between qualification and discovery
- Why discovery is so important for your first sales call
- How buyers and sellers find out more about each other during discovery
- My unique sales pitch structure
Also, you can officially pre-order my next book, Sales Pitch, on Amazon! I’m incredibly proud of this book and can’t wait to share it with you.
Here are the links for pre-order:
—
If you want to skip ahead:
(00:00) Intro and today’s topic
(01:40) Sales and qualifying leads
(06:07) The importance of quality
(07:10) What is qualification
(08:50) BANT criteria
(11:38) A breakdown of discovery
(13:20) My sales pitch structure
(16:52) LevelJump example
(21:18) Thanks for listening
—
Where To Find April Dunford:
Podcast Website: https://www.positioning.show/
Personal Website: https://www.aprildunford.com/
LinkedIn: https://www.linkedin.com/in/aprildunford/
Instagram: https://www.instagram.com/aprildunford/
Twitter: https://twitter.com/aprildunford
TikTok: https://www.tiktok.com/@positioningshow
—
Production and marketing by https://penname.co/
33 episodes
Partager
Manage episode 376964497 series 3489684
Contenu fourni par April Dunford. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par April Dunford ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
Today, I share everything you need to know about how to use positioning in your sales qualification and discovery. I discuss:
- The different forms of qualification and BANT criteria
- The difference between qualification and discovery
- Why discovery is so important for your first sales call
- How buyers and sellers find out more about each other during discovery
- My unique sales pitch structure
Also, you can officially pre-order my next book, Sales Pitch, on Amazon! I’m incredibly proud of this book and can’t wait to share it with you.
Here are the links for pre-order:
—
If you want to skip ahead:
(00:00) Intro and today’s topic
(01:40) Sales and qualifying leads
(06:07) The importance of quality
(07:10) What is qualification
(08:50) BANT criteria
(11:38) A breakdown of discovery
(13:20) My sales pitch structure
(16:52) LevelJump example
(21:18) Thanks for listening
—
Where To Find April Dunford:
Podcast Website: https://www.positioning.show/
Personal Website: https://www.aprildunford.com/
LinkedIn: https://www.linkedin.com/in/aprildunford/
Instagram: https://www.instagram.com/aprildunford/
Twitter: https://twitter.com/aprildunford
TikTok: https://www.tiktok.com/@positioningshow
—
Production and marketing by https://penname.co/
33 episodes
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Similaire à Positioning with April Dunford
The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
…
continue reading
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…
continue reading
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…
continue reading
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…
continue reading
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continue reading
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No BS Allowed - Are you sick of empty suits telling you to work harder? - Learn about The Maverick Selling Method, which models the world's best salespeople and what they do differently. If you are in sales and are passionate about selling, you will like this podcast. The focus is on b2b sales and selling. If you are selling or in sales, this podcast is for you. I cover cold calling, spin selling, challenger sale, solution selling, and advanced selling skills. Strategic selling, LinkedIn, sa ...
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continue reading
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continue reading
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