The Origins of a Sales Strategy and the Influential Challenger Sale

My next book, Sales Pitch, is finally out! I’ve been working on this project for quite some time now and am beyond excited to share it with you all! 

If you’d like to support me and purchase the book, visit https://www.aprildunford.com/books to learn more. I’ve also included a free workbook on that page as well.

Since my book came out this week, I figured today’s episode should be about why I wrote this book. I certainly didn’t start my career thinking I would end up helping so many businesses with their sales pitch, but here we are.

In today’s episode, you’ll learn:

• My exact sales pitch structure
• How I adjusted my structure after my time at IBM
• What it means to start with a market insight
• Why you never talk about features in the first sales call 
• And so much more

Thank you again for supporting this podcast, my two books, and the other content I put out.

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If you want to skip ahead:

(00:00) Book launch week

(00:57) My background in positioning and creating the sales pitch

(07:25) IBM’s sales pitch structure

(13:30) How April changed her approach after IBM

(19:15) Why I got into sales pitches

(24:45) My sales pitch structure

(29:47) The book is here and how to get templates with the 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:

Corporate Executive Board: https://en.wikipedia.org/wiki/CEB_Inc. 

The Challenger Sale: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 

The JOLT Effect: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102 

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