Sales Pitch: How to Craft a Story to Stand Out and Win
topic guides to structure the discussions so as to extract information around: perceived value to the individual and their organization; market issues; competitors; offers; areas of strength; and any constructive feedback the interviewee wishes to give.
Helen Blake • Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit
The flow looks something like this:
April Dunford • Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It
status quo: 30% of deals are lost due to indecision. excel sheets, interns, pen and paper you have to position towards those too. win against alternatives.