Episode description

Are you struggling to close deals, even when you know your product is the best fit? Do you find yourself losing to prospects who freeze up and don't make a decision at all?

In this episode, Yaniv and Chris are joined by April Dunford, author of "Obviously Awesome" and "Sales Pitch," to explore the art of crafting the perfect sales pitch.

They dive deep into why buying is hard, common pitching mistakes, and how to structure a pitch that truly resonates with your prospects.

In this episode, you will:

• Discover why buying is often harder than selling, especially in B2B contexts
• Learn about the anxiety and fear that drives many purchasing decisions
• Understand why common pitch formats like feature walkthroughs and problem-solution frameworks often fall flat
• Explore the concept of being a "trusted guide" for your prospects
• Learn how to structure a pitch around your unique market insight
• Discover how to reverse-engineer your differentiated value proposition
• Understand the importance of aligning product, marketing, and sales efforts

The Pact

Honour The Startup Podcast Pact! If you have listened to TSP and gotten value from it, please:

• Follow, rate, and review us in your listening app
• Subscribe to the TSP Mailing List at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://thestartuppodcast.beehiiv.com/subscribe⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• Secure your official TSP merchandise at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://shop.tsp.show/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• Follow us on YouTube at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@startup-podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• Give us a public shout-out on LinkedIn or anywhere you have a social media following.

Key links

• The Startup Podcast is sponsored by Vanta. Vanta helps businesses get and stay compliant by automating up to 90% of the work for the most in demand compliance frameworks. With over 200 integrations, you can easily monitor and secure the tools your business relies on. For a limited-time offer of US$1,000 off, go to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.vanta.com/tsp⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.
• Get your question in for our next Q&A episode: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://forms.gle/NZzgNWVLiFmwvFA2A⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• The Startup Podcast website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://tsp.show⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Learn more about Chris and Yaniv

Work 1:1 with Chris: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://chrissaad.com/advisory/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Follow Chris on Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/chrissaad/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Follow Yaniv on Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/ybernstein/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Credits

Editor: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Justin McArthur⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Content Strategist: Carolina Franco https://www.linkedin.com/in/francocarolina/

Intro Voice: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Jeremiah Owyang⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠