How to Use Positioning in Sales Qualification and Discovery
Positioning with April Dunford
Integrating Discovery into the Sales Pitch
Most first call pitch decks lack integration of discovery, leading to a disjointed sales pitch. A great sales pitch should incorporate discovery to teach customers about the market and present good solutions. The sales pitch structure should have a setup phase for discovery, which includes insights into the market and a discussion of alternative approaches. This allows the rep to understand the customer's current situation and struggles.
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