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<description>&lt;p&gt;In today’s competitive landscape, how do you make your solution the clear choice for your best-fit customers?&lt;/p&gt;&lt;p&gt;Join us as we uncover the secrets to a compelling sales pitch with April Dunford, author of &lt;em&gt;Obviously Awesome&lt;/em&gt; and her latest, &lt;em&gt;Sales Pitch&lt;/em&gt;.&lt;/p&gt;&lt;p&gt;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.&lt;/p&gt;&lt;p&gt;Hosts: &lt;a target="_blank" rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/rowan-noronha/"&gt;Rowan Noronha&lt;/a&gt; &amp;amp; &lt;a target="_blank" rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/morganjingram/"&gt;Morgan J Ingram&lt;/a&gt;&lt;/p&gt;&lt;p&gt;Guests: April Dunford&lt;/p&gt;&lt;p&gt;Producer: Grayson Ottenbreit&lt;/p&gt;&lt;p&gt;Editor: Stephen Despins&lt;/p&gt;&lt;p&gt;Timestamps:&lt;/p&gt;&lt;p&gt;TIMESTAMPS:&lt;/p&gt;&lt;p&gt;(00:04:15) What is positioning?&lt;/p&gt;&lt;p&gt;(00:06:15) What are the 5 components of positioning?&lt;/p&gt;&lt;p&gt;(00:07:38) Why start with competitive alternatives?&lt;/p&gt;&lt;p&gt;(00:10:35) How do you tackle positioning when dealing with multiple personas/buyers?&lt;/p&gt;&lt;p&gt;(00:18:58) Has your engineering background impacted how you approach positioning?&lt;/p&gt;&lt;p&gt;(00:21:55) Difference between positioning and messaging?&lt;/p&gt;&lt;p&gt;(00:26:05) Who owns positioning? Is it sales? Product marketing?&lt;/p&gt;&lt;p&gt;(00:34:40) How do you combat sales teams who just want to pitch product features?&lt;/p&gt;&lt;p&gt;(00:42:31) Walk us through your sales pitch framework.&lt;/p&gt;&lt;p&gt;(00:49:13) Can you break down the main components of your pitch?&lt;/p&gt;&lt;p&gt;(00:56:20) While building your ICP, how do you handle research?&lt;/p&gt;&lt;p&gt;(01:00:51) What is one thing folks get wrong when rolling out a sales pitch?&lt;/p&gt;</description>

The Marchitect

The Compete Network by Klue

How to Craft a Sales Pitch That Wins in Competitive Markets w/ April Dunford | S4 E3

JUL 23, 202461 MIN
The Marchitect

How to Craft a Sales Pitch That Wins in Competitive Markets w/ April Dunford | S4 E3

JUL 23, 202461 MIN

Description

<p>In today’s competitive landscape, how do you make your solution the clear choice for your best-fit customers?</p><p>Join us as we uncover the secrets to a compelling sales pitch with April Dunford, author of <em>Obviously Awesome</em> and her latest, <em>Sales Pitch</em>.</p><p>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.</p><p>Hosts: <a target="_blank" rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/rowan-noronha/">Rowan Noronha</a> &amp; <a target="_blank" rel="noopener noreferrer nofollow" href="https://www.linkedin.com/in/morganjingram/">Morgan J Ingram</a></p><p>Guests: April Dunford</p><p>Producer: Grayson Ottenbreit</p><p>Editor: Stephen Despins</p><p>Timestamps:</p><p>TIMESTAMPS:</p><p>(00:04:15) What is positioning?</p><p>(00:06:15) What are the 5 components of positioning?</p><p>(00:07:38) Why start with competitive alternatives?</p><p>(00:10:35) How do you tackle positioning when dealing with multiple personas/buyers?</p><p>(00:18:58) Has your engineering background impacted how you approach positioning?</p><p>(00:21:55) Difference between positioning and messaging?</p><p>(00:26:05) Who owns positioning? Is it sales? Product marketing?</p><p>(00:34:40) How do you combat sales teams who just want to pitch product features?</p><p>(00:42:31) Walk us through your sales pitch framework.</p><p>(00:49:13) Can you break down the main components of your pitch?</p><p>(00:56:20) While building your ICP, how do you handle research?</p><p>(01:00:51) What is one thing folks get wrong when rolling out a sales pitch?</p>