Article · short read

Why Your Investor Pitch Is Ruining Your Sales Pitch

April Dunford · aprildunford.com Free Beginner

Explains why the deck that impresses a VC actively repels a buyer: different positioning, different proof, different ask. If your demos go well and then stall, this is usually the reason and nobody tells you.

  • Founders often do 10x more investor pitches than customer pitches before product/market fit, and it warps the sales pitch.
  • Investor positioning argues you could win a huge future market; customer positioning has to sit in today's alternatives.
  • Disruption language that excites investors makes buyers freeze, fearing what they buy will be obsolete.
  • The asks differ: an investor pitch wants another meeting, a sales pitch wants the next stage of the process.
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The question it answers

  1. My demos go well and then the deal stalls. How do I stop that?

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