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How to Build a Game-Changing Sales Pitch with April Dunford, Ambient Strategy at SaaStock USA 2024
Discover how to build a compelling sales pitch that resonates with customers, positioning your product as the best solution over the competition, with April Dunford's expert insights at SaaStock USA 2024.
- Sales people often like to showcase features, but customers want to know the value proposition.
- Positioning is crucial, and sales needs to be involved in the process.
- Start with market insight, and identify differentiation in the sales pitch.
- Feature-based pitches are overwhelming, and customers cannot see the value.
- Reps need to be trained on the value proposition and how to answer the question “Why pick us over the other guys?”
- Sales enablement should be tracked using metrics such as time to first deal, time to make quota, and revenue.
- The sales pitch should only change when the positioning changes.
- Buying is hard, and customers want perspectives on the market, not just product features.
- Quality, aesthetics, and space are key considerations when buying a toilet or a SaaS product.
- Using a CMS or LMS can help with sales enablement and tracking.
- Sales representatives should be trained by their best peers, not by managers or trainers.