Positioning with April Dunford20 Heinä 2023

Crafting a Persuasive Sales Pitch (Part 2)

Today we continue our conversation on translating your positioning into a sales pitch. You’ll learn:

• Popular pitch structures (discovery-led, problem-solution, venture-informed) and where they fall short

• Common problems to avoid when crafting your sales pitch

• Why the “new way” doesn’t necessarily beat the “old way”

• How focusing on the future of your product can backfire

• What conventional storytelling techniques can teach you about pitching

• A tried and true storytelling structure that works for sales pitches

—

In This Episode, I Cover:

(00:00) Sales pitches and product walkthroughs

(05:35) The discovery-led sales pitch

(08:35) The problem-solution sales pitch

(10:26) The venture-informed sales pitch

(13:22) Old way vs new way

(16:33) No decision losses

(17:43) Takeaways from the standard pitch structures we’ve covered

(18:29) Conventional storytelling: where it does and does not work

(22:23) The IBM sales pitch structure (the challenger sales methodology)

(25:23) How to start your pitch and the vital components to include

(28:50) My upcoming book

—

Where To Find April Dunford:

Podcast Website: https://www.positioning.show/

Personal Website: https://www.aprildunford.com/

LinkedIn: https://www.linkedin.com/in/aprildunford/

Instagram: https://www.instagram.com/aprildunford/

Twitter: https://twitter.com/aprildunford

—

Referenced:

• Building a StoryBrand: Clarify Your Message So Customers Will Listen: https://www.amazon.com/Building-StoryBrand-Clarify-Message-Customers/dp/0718033329/

• Star Wars: https://www.starwars.com/

• Matt Dixon on The Positioning Show: https://www.positioning.show/overcoming-customer-indecision-and-challenging-conventional-sales-wisdom-with-matt-dixon/

—

Production and marketing by https://penname.co/

Tämä jakso on lisätty Podme-palveluun avoimen RSS-syötteen kautta eikä se ole Podmen omaa tuotantoa. Siksi jakso saattaa sisältää mainontaa.

Jaksot(48)

Post Positioning - Testing and Execution

In today’s episode, I explore what should happen after a positioning exercise and why too many teams test positioning the wrong way. I explain why I prefer testing positioning through live sales conve...

2 Huhti 25min

New Thinking on Market Categories

In today’s episode, I explore why companies overcomplicate market categories, how starting with the wrong category leads to confusion, and what the job of a market category actually is. I break down h...

19 Maalis 24min

A New Chapter on Differentiated Value

In today’s episode, I explore why differentiated value is the most important—and most misunderstood—part of positioning. I explain why customers don’t really care that much about features, how to use ...

5 Maalis 22min

Competition in a Positioning Exercise

In today’s episode, I dive into why competitive alternatives—not problems or future visions—are the right place to start a positioning exercise. I explain how different teams inside a company misunder...

19 Helmi 29min

Preparing for a Positioning Exercise

In today’s episode, I dive into what needs to happen before you ever start a positioning exercise. I explain why positioning fails when teams skip preparation, ignore alignment, or try to make positio...

5 Helmi 27min

Decisions to Make Before a Positioning Exercise

In today’s episode, I dive into the decisions teams need to make before they ever start a positioning exercise. I explain why positioning readiness matters, how unlaunched products lead to positioning...

22 Tammi 27min

Positioning, Value, and Objection Handling

In today’s episode, I explore the crucial distinction between positioning your product’s value and handling objections. I explain why understanding the buyer personas in a B2B deal is essential to tai...

27 Helmi 202525min

How to Turn a Competitor's Strength into a Weakness

In today’s episode, I dive into the art of transforming competitor strengths into weaknesses, a practice which I sometimes call “marketing jiu-jitsu.” You will learn: * How competitor strengths can do...

13 Helmi 202529min