Sales Pitch
topic on 3 shows · 7 statements across 4 episodes · said 5 times in 1 episodes since 2023
Lenny's Podcast 5 
the Knowledge Project 
20VC
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Dunford: Sales pitches must answer 'why pick us over the competitors'
“And so we walk into these situations as vendors in general, thinking that the answer, the question we're trying to answer is, why pick us? But the real question we have to answer is, Why pick us over the other guys? And I think most companies don't really wres…”
Dunford: Sales pitches must focus on value delivered rather than features
“When we're talking about features, we shouldn't be talking about features. We should be talking about the value that the features deliver.”
Dunford: Effective sales pitches require a market setup before pitching value
“First of all, the pitch structure has two big pieces. So the first is the setup. The setup piece is not about us. It's about the market and our point of view on the market. The second bit is all about our differentiated value. So why pick us over the other guy…”
Dunford: Pitch value to the champion, then arm them for stakeholder objections
“Your positioning and your pitch needs to really work for the champion. Because if it doesn't, you don't even get to talk to anybody else. Like you don't even get to go near anybody else. We don't make it on the short list and you don't get the deal cooking. Bu…”
Dunford: Rolling out a new sales pitch typically takes one month
“So I've had companies do it start to finish. We got new pitch out the door and people using it in two weeks. That's about as fast as you can get it done. Most folks I would say take about a month.”
Taylor: Every founder who raises capital has already done sales
“I'd kind of call bullshit on the founder can't create it. Like, if you raised money, you started a company, and you have the capital to hire anybody, you're in sales. So you've already created that sales pitch.”
Zweig: Satirizing a pitch is the ultimate measure of your skepticism
“One of the things I've been thinking about ever since I wrote the book is that the ability to define a term that you're presented with in business or in life in such a way as to make it cynical and funny is sort of the ultimate measure of your own skepticism. …”