Why Most B2B Positioning Fails — And How to Fix It | April Dunford

Is Your Business Invisible to AI Search? (And How to Fix It) ft. Ray Young

I sit down with Ray Young, President and Founder of RazorSharp PR, to unpack the massive shift from traditional Google searches to AI-driven recommendations. If you want to ensure your brand isn't left behind as buyers migrate to AI search, this episode is a must-listen. Ray Young is the President and Founder of RazorSharp PR. With nearly 30 years of experience in media relations and PR, Ray helps CEOs and businesses raise their visibility with investors, customers, and key stakeholders by securing credible, third-party coverage that cuts through the noise. Connect with Ray Young: https://www.razorsharppr.com/ [https://www.razorsharppr.com/]

The Physics of Buying: Mastering the "Pull" Framework with Rob Snyder

Are you pushing your product onto the market, or are customers pulling it right out of your hands? Rob Snyder—founder of Restack, Harvard Innovation Labs fellow, and author of an upcoming book—dismantles the biggest misconceptions about why people actually buy. Rob argues that most founders and sellers operate on a flawed "physics of business." Instead of trying to create demand or convince people they have a problem, the most successful companies find buyers who are already trying to accomplish something urgent, but are blocked by inadequate options. Rich and Rob dive deep into the psychology of the B2B buyer, the dangers of "Business LARPing," and how to build a repeatable case study factory that drives predictable revenue.

Radical Transparency, Predicting Buyer Behavior, and the Science of Sales with Todd Caponi

Todd reveals why the modern B2B buyer is driven by risk mitigation and predictability rather than traditional persuasion. By applying radical transparency—such as openly acknowledging your product's weaknesses—sales and marketing organizations can dramatically reduce friction, accelerate deal cycles, and eliminate the dreaded "status quo" competitor. If you want to transform your revenue engine from an unpredictable numbers game into a precise, buyer-centric science, this episode is your blueprint.

The Behavioral Science of Buying: Driving Predictable Revenue with Nancy Harhut

Why do buyers really say yes? We like to believe our prospects make rational decisions based on features, benefits, and ROI, but the truth is entirely different: humans make decisions based on emotion and rationalize them later with logic. I sit down with Nancy Harhut, Co-founder and Chief Creative Officer of HBT Marketing and author of Using Behavioral Science in Marketing. Nancy has spent decades at the intersection of cognitive psychology and marketing performance, helping brands use established behavioral triggers to materially improve response rates, conversions, and revenue.

Why Most B2B Positioning Fails — And How to Fix It | April Dunford

👉 Connect with me: https://richmsmith.com/ [https://richmsmith.com/] In this episode of the Revenue Science Podcast, April Dunford explains why positioning is not just a branding exercise — it’s a revenue strategy that impacts pipeline growth, sales conversion, differentiation, and market expansion. April also shares practical frameworks from her bestselling books Obviously Awesome and Sales Pitch, along with actionable advice for CEOs, marketers, and sales leaders trying to sharpen their competitive advantage. If you work in B2B SaaS, enterprise software, marketing, or revenue leadership, this episode is packed with insights you can apply immediately.