Sales Pitch

What is your differentiator of value?

People want to know how to flow not stack features.

Job sales.develop-pitch in the Sales Process inventory. Upstream: sales.run-discovery. Downstream: sales.develop-proposal.

Tasks

ID	Task	Core	Player	Human or agent	Skill	Tool	Evidence of done
T01	Names the buyer decision this pitch must change	core	Seller	human decides	Decision framing	—	One written decision statement
T02	Assembles evidence from discovery and prior delivery	core	Research agent	agent assembles	Evidence sourcing	Research agent	Evidence pack with sources
T03	Drafts the value story for the named decision	core	Seller	agent drafts, human owns	Storytelling	Drafting agent	Story draft the seller will say aloud
T04	Selects the proof that survives the buyer's scepticism	core	Seller	human decides	Truth judgment	—	Named proof with its limits stated
T05	Produces the artifact the buyer will see	core	Design agent	agent produces, human approves	Visual explanation	Deck tooling	Approved artifact
T06	Rehearses the pitch against the likely objections	core	Seller	human practises	Objection handling	—	Rehearsal completed with weak points named
T07	Records which framing moved the decision	core	Seller	human records	Evidence discipline	CRM	Framing outcome logged

T04 is the task that keeps this job honest: choosing proof that holds when questioned, and saying where it stops. T07 is what turns a won or lost pitch into something sales.review-win-loss can read.

This job's maturity is Draft. The page below carries the craft — audience, funnel position, and the traits a pitch needs — but no validated run yet.

Audience

• Archetypes
• Target Customer
• Venture Capital

Funnel

The sales process workflow guides sales teams through the various stages of closing deals. It typically includes the following steps:

• Trigger: Newly qualified lead.
• Steps: Lead nurturing, proposal creation, negotiations, and deal closure.
• Automation: Automated reminders for follow-ups and scheduling meetings.
• Decision Points: Moving leads through stages (e.g., from prospect to negotiation).
• Notifications: Alerting sales managers and reps about deal progress.

Painting Pictures

How to sell big ideas?

• Intellectual honesty about problems
• Link to opportunities
• Show a roadmap to success
• Simplify first steps
• Establish an early win

tip

It is useless being a creative, original thinker if you cannot sell what you create - David Ogilvy

Tell stories that trigger belief and desire to win.

Character Traits

Practise the pitch constantly, including on yourself.

1. Attunement
2. Buoyancy
3. Clarity

Human Nature

Attunement

Understand and empathise with the job to be done

Buoyancy

Have ability to reflect and take positive lessons from why things did not work out.

• Learned Optimism

Clarity

Problem Identification

• Isolating signal from noise
• Distill complexity into simplicity

Failure Modes

• Feature recital — the pitch stacks capability instead of naming the decision it must change, so the buyer has to do the translation.
• Borrowed proof — evidence comes from a case the buyer cannot map to their own situation, and its limits are not stated.
• Impressive artifact — the deck is built to be admired rather than to help a decision, and its length grows with the seller's anxiety.
• Unrehearsed — the story survives on the page and collapses at the first objection.
• No record — the pitch wins or loses and nothing is written down, so the next one starts from opinion.

Context

• SaaS Requirements

• Growth Experiments

• depends-on Sales Process — the inventory this job sits in.

• depends-on Sales Principles — the rules a pitch must not break to win.

• proved-by Sales Performance — the gauge this job moves.

• applies-to Inside-Out Storyselling — the method for framing an evidence-led transformation story.

• pairs-with Storytelling — the craft the value story draws on.

Changes my mind: recorded pitch outcomes show the framing this job produces is not the framing that moved the buyer's decision.

Questions

Next question: Which buyer decision is this pitch actually trying to change, stated in one sentence?

• Which proof in the pitch would survive a sceptical buyer asking where it came from?
• Which slide exists because it helps the buyer decide, and which because it is impressive?
• What was recorded after the last pitch, and did it change the next one?