B2B CMOs know positioning matters—but too often, it vanishes when sales starts talking.
In this episode, positioning guru April Dunford pulls back the curtain on the disconnect between marketing and sales and shares exactly how to build a sales pitch that wins.
Drawing from her book Sales Pitch and decades of experience, April shares a battle-tested framework for building pitches that set the context, overcome indecision, and spotlight your unique value—without overwhelming buyers or falling into feature hell.
Key Mistakes:
- Mistake #1: Treating positioning as marketing-only
- Mistake #2: Assuming sales will “get it” if you hand them positioning docs
- Mistake #3: Building sales pitches without a clear, compelling structure
In this episode:
- Why positioning is the starting point for every winning pitch
- How marketing can frame the problem so sales doesn’t chase the wrong story
- Why leading with your company history stalls momentum
- What smart pitch sequencing sounds like in action
This Episode Is For: CMOs tired of great positioning dying in a sales deck—and want to arm their teams with pitch narratives that close.