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Realized I was pitching features, not outcomes, after a 40-minute demo

I spent 9 months building a workflow tool and every sales call was me walking through UI screens, till a prospect in Austin cut me off and said 'ok but what does this actually do for my team on Monday?' That one sentence made me see I never once led with the damn result they'd get, just the buttons. Has anyone else had that gut-check moment where you rebuilt your whole pitch deck from scratch?

1 comments

1 Comment

palmer.zara9d ago

Three sales calls in a row where nobody asked a single follow up question is what did it for me. I hear you on the outcome thing, but I think the real problem is you spent 9 months building something and never once got in front of a buyer until the pitch was done. That Austin guy did you a favor, but changing the deck title from "Workflow UI" to "Save 6 hours a week" isn't rebuilding anything. You need to go talk to five actual teams about their Monday problems before you touch another slide. Features are easier to pitch when you know exactly which pain they kill, not the other way around.