Article

A step-by-step guide to crafting a sales pitch that wins

April Dunford · April Dunford, Lenny's Newsletter Freemium Intermediate

Sometimes the stall is your pitch: you demo features instead of framing the problem and the cost of not solving it. Dunford gives an eight-step structure that opens with the buyer's problem and leads them to why acting now beats waiting. Use it to rebuild a pitch that produces "great" into one that produces a purchase order.

  • Lead with the customer problem and the cost of inaction, not a feature tour
  • Show why the status quo is the real competitor you have to beat
  • A structured pitch makes the decision to buy feel obvious
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The question it answers

  1. I keep getting warm interest and 'this is great' but no one pays. How do I turn the first yes into money?

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