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How Positioning Impacts Sales
Manage episode 372056907 series 3474630
Content provided by Mark Vandegrift and Lorraine Kessler, Mark Vandegrift, and Lorraine Kessler. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mark Vandegrift and Lorraine Kessler, Mark Vandegrift, and Lorraine Kessler or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Yes, this is a marketing podcast, but Mark and Lorraine decided to tackle the closely related topic of sales. How does positioning impact sales? Is there a framework under which both marketing and sales operate? Can positioning supercharge your sales team? These questions and others are answered on today's episode.
Spend 30-ish with Mark and Lorraine to learn more about advertising, marketing, and positioning ... AND sales.
Chapters
1. intro (00:00:00)
2. Miele Appliances (00:01:30)
3. How Positioning Impacts Sales (00:06:10)
4. A-I-D-A Principle (00:06:36)
5. The Sales Pitch (00:13:36)
6. A Case Study (00:19:29)
7. How Positioning Will Align the Sales Team (00:21:52)
8. Who Should Talk More? Salesperson or Prospect? (00:22:56)
9. How Positioning Impacted Mark's Sales Capability (00:27:58)
10. Positioning Forces Consultation (00:28:26)
11. Outro (00:31:12)
55 episodes
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