Are you struggling to close deals, even when you know your product is the best fit? Do you find yourself losing to prospects who freeze up and don't make a decision at all?
In this episode, Yaniv and Chris are joined by April Dunford, author of "Obviously Awesome" and "Sales Pitch," to explore the art of crafting the perfect sales pitch.
They dive deep into why buying is hard, common pitching mistakes, and how to structure a pitch that truly resonates with your prospects.
In this episode, you will:
- Discover why buying is often harder than selling, especially in B2B contexts
- Learn about the anxiety and fear that drives many purchasing decisions
- Understand why common pitch formats like feature walkthroughs and problem-solution frameworks often fall flat
- Explore the concept of being a "trusted guide" for your prospects
- Learn how to structure a pitch around your unique market insight
- Discover how to reverse-engineer your differentiated value proposition
- Understand the importance of aligning product, marketing, and sales efforts
00:00 Intro
01:19 On Today's Show
03:35 Why the Buying Process is Challenging
05:17 Empathy and Complexity in B2B Purchases
10:35 Fear of Making the Wrong Choice
20:15 Building Trust and Credibility in Sales
25:51 Product-Led Growth and Buyer Anxiety
27:55 Common Pitching Techniques and Their Pitfalls
28:33 Feature Overload
29:31 The Problem-Solution Pitch
30:43 'Visionary' Pitches
32:17 The Key to a Good Pitch: Centering the Customer
34:43 Crafting a Great Sales Pitch
43:13 Reverse Engineering Your Market Insight
49:41 Synergy in Product and Sales
50:19 Conclusion and Final Thoughts
The Pact
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Key links
The Startup Podcast is sponsored by Vanta. Vanta helps businesses get and stay compliant by automating up to 90% of the work for the most in demand compliance frameworks. With over 200 integrations, you can easily monitor and secure the tools your business relies on. For a limited-time offer of US$1,000 off, go to www.vanta.com/tsp.
Get your question in for our next Q&A episode: https://forms.gle/NZzgNWVLiFmwvFA2A
The Startup Podcast website: https://tsp.show
Learn more about Chris and Yaniv
Work 1:1 with Chris: http://chrissaad.com/advisory/
Follow Chris on Linkedin: https://www.linkedin.com/in/chrissaad/
Follow Yaniv on Linkedin: https://www.linkedin.com/in/ybernstein/
Editor: Justin McArthur https://www.linkedin.com/in/justin-mcarthur
Content Strategist: Carolina Franco https://www.linkedin.com/in/francocarolina/
Intro Voice: Jeremiah Owyang https://web-strategist.com/
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