Article

How to build a killer sales pitch

April Dunford · Lenny's Newsletter Freemium Intermediate

Dunford, who wrote the book on product positioning, breaks down how to build a pitch around the buyer's specific situation rather than a generic feature list, exactly the specifics about their world our short answer calls for. It's a practical structure you can apply to your very next call.

• Open a pitch with the buyer's situation and problem, not your company's story.
• A pitch tailored to a specific buyer type beats one generic deck for everyone.
• Positioning work done before the call makes you sound informed, not rehearsed.