How to Use Positioning in Sales Qualification and Discovery

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: Amazon Canada Amazon USA Amazon UK — 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/⁠

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Want to make your product stand out in a crowded market? It all starts with great positioning. I’m April Dunford, the expert high-growth tech companies go to when they have a positioning problem. With over two decades of experience as a startup executive and consultant, I have positioned and re-positioned hundreds of products and companies. Using my battle-tested methodology, I'll teach you the nitty-gritty of positioning so that you can unlock better marketing and sales performance. If you're an entrepreneur, marketer, or business leader who wants to stand out, this podcast is for you.