{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Dave Gerhardt Show (from Exit Five)","title":"[Best of B2B] April Dunford - Positioning, Differentiation, Lessons from 200+ Sales Pitches, and How To Do It Right","html":"","width":"100%","height":180,"duration":2992,"description":"#397 | One of our most popular episodes ever, inducted into our Best of B2B series: April Dunford is a B2B positioning expert and author of Obviously Awesome and Sales Pitch. Sales Pitch guides you through an eight-step sales pitch structure the helps you stand out and win business. Building on the concepts of the bestselling book, Obviously Awesome, Sales Pitch will give your sales reps a story that makes your product shine. We talk about her new book, lessons from her first book, and covered:\n- Positioning vs. Category Creation vs. Strategic Narrative\n- Lessons from 200+ B2B sales pitches\n- Why differentiation is everything and how to do it\n- Why positioning has to be a cross-functional activity - not just for the marketing\n- A structure anyone can use to turn positioning into a strong sales pitch\n- Why she set out to write a follow up book to her 2019 hit Obviously Awesome called Sales Pitch (and go through the pain of writing a book all over again)\nTimestamps","thumbnail_url":"https://img.transistorcdn.com/qp2EGyx49zNMpcn-IwZXI3v-kD3r0QUel9Kwnpr1jPQ/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8zMzlh/ODVjZDNmNjY4Mzli/MTFlNzMxZDI4ZmJm/Yzc1MC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}