How to Use Positioning in Sales Qualification and Discovery
Positioning with April Dunford
Strategies for Qualifying Potential Customers in Sales
This chapter discusses different strategies for qualifying potential customers in sales, such as selling a free version of the product to end users and then targeting the entire organization, using product qualification and specific market targeting, and targeting the right accounts. It emphasizes the significance of qualification in avoiding wasting time and the importance of quality in closing deals.
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