How to Pitch

Brian Sommer has this interesting post on his blog about how to pitch to an analyst or TPA. I believe his advice applies equally to pitching to a customer. 

With a customer, I would probably go further to say, we must speak much less with a customer (even about our great solutions and capabilities) than with an analyst. Let them speak about their problems, let them speak about their needs and only when all the facts are on the table, only when you are sure you have some kind of a solution for their problem, pitch the solution.