Evidence receipt / belief
Published · transcript-backedApril Dunford: belief
22 Oct 2023 Lenny's Podcast A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch)
“I think that hurdle is a lot more than you think. So we obviously have to compete with status quo, we can't ignore status quo, because sometimes status quo just is good enough and so we can't ignore that.”
Source trail
Everything needed to verify it.
- Speaker
- April Dunford
- Attribution
- Verified speaker
- Claim type
- belief
- Recorded
- 22 Oct 2023
- Publisher
- Lenny's Podcast
Transcript context
…I think what's interesting about this is a lot of startups fail because they can't convince anyone to switch from the status quo. And I think people always think of that as the current product is good enough and that's why they're losing, but I think this adds an additional wrinkle of it's also the person buying it is just like, "I don't want to add the stress to even decide and make the choice and put my butt on the line to switch." And I never thought of it that way. I think that hurdle is a lot more than you think. So we obviously have to compete with status quo, we can't ignore status quo, because sometimes status quo just is good enough and so we can't ignore that. We still lose deals to status quo, but we lose an awful lot of deals to just plain customer indecision, customers being more afraid of screwing up than missing out. So to try to overcome that, to drill into the things you find most powerful, one is help the customer understand the bigger picture and why essentially they're falling behind, why maybe competition is going to have an advantage because they're thinking in a different way.…
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