A Marketers Guide To Using The Sales Pitch

Positioning with April Dunford

Today, I’m going to discuss how to have consistent positioning and messaging across sales and marketing using tactics from my book Sales Pitch. You will learn:

• Why marketers at B2B companies should start with the sales pitch first
• An overview of buyer’s guides and the components of the best ones
• How to create an explainer video using the sales pitch structure
• Why all content should target the proper persona
• Examples of graphics used to educate buyers
• Other types of content that can be structured around the sales pitch

You'll also hear that this is the final episode of Season 1, as I'm excited to take a break from podcasting for the rest of the year. Thanks for listening and supporting the podcast, and I look forward to recording more content next year!

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If You Want To Skip Ahead:

(00:21) An overview of my consulting work and season 1 finale

(01:11) Why marketing should center their storytelling on what works for sales

(05:30) How and why to use a buyer’s guide with customers

(09:13) How to incorporate the Sales Pitch structure into explainer videos

(10:20) Other places pieces of the sales narrative may work well

(11:07) The significance of different personas

(12:10) Leveraging the sales narrative set up phase for conference talks

(13:30) How graphics can enhance understanding of differentiated value

(14:09) The graphics Postman created to illustrate its features and capabilities

(16:20) Gitlab’s infinity graphic

(17:16) Salesforce’s confusing infographic

(19:30) Other ways to use my Sales Pitch structure

(21:13) Closing thoughts

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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:

Sales Pitch: How to Craft a Story to Stand Out and Win: ⁠https://www.amazon.com/Sales-Pitch-Craft-Story-Stand/dp/1999023021⁠

Postman: ⁠https://www.postman.com/⁠

What is Postman: ⁠https://www.postman.com/product/what-is-postman/⁠

The API platform landscape: ⁠https://blog.postman.com/2022-api-platform-landscape-trends-and-challenges/⁠

Gitlab Infinity: ⁠https://gitlab.com/infinity7x⁠

Salesforce Customer 360: ⁠https://www.salesforce.com/ap/blog/what-is-salesforce-customer-360/⁠

Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It: ⁠https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005⁠

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