Hey Founders, 

Stop pitching prospects the same way you pitch investors. 

They're two entirely different sales conversations. 

Your investor pitch is a vision for the future. 

It's usually rooted in delusional optimism.

Your sales pitch is supposed to be rooted in reality, today.

Founders sell dreams to investors. 

Salespeople sell existing products to customers. 

Prospects aren't buying your vision. 

They're buying what exists today.

It's usually .001% of your delusionally optimistic vision.

That doesn't mean don't be a delusional optimist. 

It means save that candor for investors while serving reality to prospects and customers. 

When a founder breaks out the investor deck to pitch a prospect, you know it's amateur hour. 

Which turns into churn central. 

This is why founders expect salespeople to be magicians. 

Because founders create illusions (like magicians). 

But salespeople create transactions.

Knowing the difference makes all the difference.

This doesn't mean it doesn't make sense to sometimes share the broader vision with your prospects, but it should be crystal clear when you're talking about the future vision VS talking about what's being sold today. 

First time founders almost always go through a major learning curve and it's why founder-led sales can be so challenging, because switching back and forth from vision to reality is not easy and takes serious discipline to do correctly. 

It's much easier to sell dreams, but retaining that MRR quickly becomes a nightmare.

Happy Selling,