How to Craft a Sales Pitch That Wins in Competitive Markets w/ April Dunford | S4 E3
Description
In today’s competitive landscape, how do you make your solution the clear choice for your best-fit customers?
Join us as we uncover the secrets to a compelling sales pitch with April Dunford, author of Obviously Awesome and her latest, Sales Pitch.
April reveals how to transform your pitch into a story that helps customers navigate their options, understand the trade-offs, and confidently choose your solution. She also explains why many companies struggle to carry their positioning into sales conversations and how to bridge that gap.
Hosts: Rowan Noronha & Morgan J Ingram
Guests: April Dunford
Producer: Grayson Ottenbreit
Editor: Stephen Despins
Timestamps:
TIMESTAMPS:
(00:04:15 ) What is positioning?
(00:06:15 ) What are the 5 components of positioning?
(00:07:38 ) Why start with competitive alternatives?
(00:10:35 ) How do you tackle positioning when dealing with multiple personas/buyers?
(00:18:58 ) Has your engineering background impacted how you approach positioning?
(00:21:55 ) Difference between positioning and messaging?
(00:26:05 ) Who owns positioning? Is it sales? Product marketing?
(00:34:40 ) How do you combat sales teams who just want to pitch product features?
(00:42:31 ) Walk us through your sales pitch framework.
(00:49:13 ) Can you break down the main components of your pitch?
(00:56:20 ) While building your ICP, how do you handle research?
(01:00:51 ) What is one thing folks get wrong when rolling out a sales pitch?
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