Dunford: Sales pitches must answer 'why pick us over the competitors'
April Dunford · April Dunford: The Marketing Expert · Aug 20, 2024 · at 28:41
Positioning expert April Dunford explains how vendors misalign their messaging with the reality of buyer decision-making during sales conversations.
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“And so we walk into these situations as vendors in general, thinking that the answer, the question we're trying to answer is, why pick us? But the real question we have to answer is, Why pick us over the other guys? And I think most companies don't really wrestle with that.”
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