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/