sales-pitchlisted

# Sales Pitch (Dunford) This skill captures the structured sales conversation framework from April Dunford's *Sales Pitch*. It translates her two-phase pitch model — Setup and Follow-Through — into actionable guidance for building buyer confidence, articulating differentiated value, and closing deals that too often stall due to decision paralysis rather than product weakness. ## Core Principle **Buyers don't stall because they dislike your product — they stall because they lack the confidence to choose among alternatives, and your job is to be their market guide, not their salesperson.** Forty to sixty percent of B2B purchase processes end without any decision. Most sales teams attribute this to competitor wins or budget constraints, but the actual culprit is buyer uncertainty about the decision itself. Buyers who can't clearly articulate what makes one option better than another for their situation default to inaction. Traditional pitch formats — product demos, problem-solution decks, feature walkthroughs — do nothing to address this root cause. They assume market literacy the buyer doesn't have. Dunford's framework flips the script by making market education the opening act of every sales conversation. Before you show your product, you help buyers understand the landscape: what approaches exist, what trade-offs each carries, and what an ideal solution looks like for someone in their position. By the time you introduce your product, buyers already have a mental model fo