Positioning with April Dunford How to Use Positioning in Sales Qualification and Discovery
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Sep 14, 2023 In this podcast, April Dunford discusses the different forms of qualification and BANT criteria in sales. She emphasizes the importance of discovery in the first sales call and how it helps buyers and sellers learn more about each other. April also shares her unique sales pitch structure and gives examples, including one from LevelJump. Don't miss the opportunity to pre-order her book, Sales Pitch, on Amazon.
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Sales Qualification Ensures Focused Efforts
- Salespeople only approach leads after some form of qualification by marketing, product usage, or sales targeting.
- The process ensures sales resources focus on potential customers who fit well with the product or solution.
Lead Quality Matters Most
- Quality in sales leads is crucial, especially for large deals that take time to close.
- Poor quality leads waste valuable sales resources and reduce closing chances.
Use BANT for Effective Qualification
- Use BANT criteria to qualify leads: budget, authority, need, and timeframe.
- Ensure prospects have budget, decision power, an actual need, and seriousness about buying soon.