A Sales Pitch Is the Opposite of a VC Pitch

When you are doing sales, the pitch needs to focus on the customer and helping them solve their problems. This the exact opposite of VC pitches which focus almost entirely on you (especially early on where investment decisions are focused on the team). Therefore it’s important to drop the VC approach when selling to real customers.

When a founder lead initial sales at a startup they can quickly respond to each scenario, positioning, and answering questions. If a sales person is the only person doing initial sales they will need a script and training to do it well. If it’s not going well it’s difficult to tell if there is a problem with the product or a problem with the sales person.