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