Another great podcast, April! Looking forward to the rest of season two. I recommend your audiobook for 'Sales Pitch'... Regarding your comments on dealing with sales teams, I've worked extensively in sales and B2B tech sales, and now work as a win-loss interviewing and analysis consultant. Building on what you said, I suggest companies train their sales team with their new positioning through 'Role Playing' before putting them in front of customers. I did this while working in B2B sales, and it proved effective. Additionally, it's critically important for companies to involve their sales team in selecting whom to interview before conducting a win-loss interviewing and analysis campaign. Furthermore, win-loss research should be presented differently to the leadership team (on what to do) and the sales team (on how to do it).
And thank you April for mentioning getting sales professionals involved for years marketing has turned a blind eye that's why many salespeople don't use any of the marketing material cuz it doesn't resonate with the perspective buyers.
Thanks April, loved your insights esp. on tailoring the pitch deck for your champion. Would be great to get your thoughts on positioning for a services/consulting company (as opposed to a product)!
My biggest challenges the reason why sales people don't use marketing content is because marketing typically stays at the top of the funnel vague not super relevant content and sales professionals or at the bottom of the funnel talking perspective and existing customers every day they hear a different story. If marketing wants to do a better job of positioning they'll do a better job of bottom of the funnel content. Not just listen to gong type calls but actually sit in with customers that are grilling you with objections what they really want and need.🎉🎉🎉
Another great podcast, April! Looking forward to the rest of season two. I recommend your audiobook for 'Sales Pitch'... Regarding your comments on dealing with sales teams, I've worked extensively in sales and B2B tech sales, and now work as a win-loss interviewing and analysis consultant. Building on what you said, I suggest companies train their sales team with their new positioning through 'Role Playing' before putting them in front of customers. I did this while working in B2B sales, and it proved effective. Additionally, it's critically important for companies to involve their sales team in selecting whom to interview before conducting a win-loss interviewing and analysis campaign. Furthermore, win-loss research should be presented differently to the leadership team (on what to do) and the sales team (on how to do it).
I think role playing is really important when you are rolling out a new pitch and I always recommend that as well!
And thank you April for mentioning getting sales professionals involved for years marketing has turned a blind eye that's why many salespeople don't use any of the marketing material cuz it doesn't resonate with the perspective buyers.
Thanks April, loved your insights esp. on tailoring the pitch deck for your champion. Would be great to get your thoughts on positioning for a services/consulting company (as opposed to a product)!
I am doing an episode on that - I get asked about this a lot and I have opinions!
@@positioningshow - That is music to my ears, thank you so much, looking forward to it!
your content is very useful, helpful, and easy. to digest.
My biggest challenges the reason why sales people don't use marketing content is because marketing typically stays at the top of the funnel vague not super relevant content and sales professionals or at the bottom of the funnel talking perspective and existing customers every day they hear a different story. If marketing wants to do a better job of positioning they'll do a better job of bottom of the funnel content. Not just listen to gong type calls but actually sit in with customers that are grilling you with objections what they really want and need.🎉🎉🎉
Hey April, love your content! I've emailed you about a potential collaboration-let's create something amazing together!