Lenny’s Podcast85 min
April Dunford on product positioning, segmentation, and optimizing your sales process
April Dunford · Jun 9, 2022
Key learnings
- Weak positioning shows up across the funnel: confused prospects, sluggish middle-of-pipeline deals, and churn after the sale, so…
- Start positioning by identifying competitive alternatives, including the status quo, since roughly 40% of B2B deals are lost to…
- Turn a list of differentiated capabilities into customer value, then group them into two or three value themes that only you can…