April Dunford is a speaker, mentor, podcaster, bestselling author, and beloved returning guest to the show. Last year, she joined me on the pod to discuss product positioning and differentiated value. Today, April offers invaluable insights from her latest book, Sales Pitch: How to Craft a Story to Stand Out and Win. We go deep on the art of effective pitching and selling, and April shares the specific framework she’s used to successfully pitch products at companies like Google, IBM, Postman, and Epic Games. Together we discuss:
• Tactical advice on pitch creation and testing
• Reallife examples of companies transforming their narratives into successful sales strategies
• How to combat customer inaction
• How to become your prospect’s guide in their buying journey
• The importance of differentiated value
• Marketing’s role in the process
• Why you should avoid FOMO as a sales strategy
• Tips for handling objections
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Find the transcript and references at: ⁠https://www.lennysnewsletter.com/p/a...
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Where to find April Dunford:
• Website: https://www.aprildunford.com/
• LinkedIn:   / aprildunford  
• Newsletter: https://aprildunford.substack.com/
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Where to find Lenny:
• Newsletter: https://www.lennysnewsletter.com
• X:   / lennysan  
• LinkedIn:   / lennyrachitsky  
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In this episode, we cover:
(00:00) April’s background
(03:46) Fixing poor positioning with storytelling at Help Scout
(12:22) Pitch components: setup and differentiated value
(14:13) Wrapping up the sales pitch
(15:56) Handling objections effectively
(19:13) Understanding buyer’s mindset and market perception
(25:46) Avoiding FOMO as a sales strategy
(29:28) Lenny’s stressful experience buying community forum software for Airbnb
(31:04) Empowering champions within client businesses
(34:36) Who this framework is useful for
(36:38) Advice on working crossfunctionally
(38:59) Differentiated value defined with examples
(44:16) Selling with calm confidence
(46:19) Qualifying leads
(48:31) April’s thoughts on category creation
(53:05) Geoffrey Moore’s “bowling pin strategy”
(55:21) Conclusion of the setup phase: sharing the perfect world
(57:11) The followthrough: differentiated value with proof and objection refutation
(1:00:21) Why sales pitches fail
(1:01:30) Best practices for pitch testing
(1:05:32) General timeline for positioning and pitch creation
(1:06:50) Marketing’s role in the process
(1:08:38) The impact of developing a killer sales pitch
(1:10:39) Andy Raskin’s positioning framework
(1:15:50) Lightning round
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Lenny may be an investor in the companies discussed.