The document provides advice on improving sales pitches by focusing on the audience rather than the company. It notes that most pitches focus on details about the company but the audience does not care about these things. It recommends asking three questions - who is the audience, what is their problem, and how can you help - to craft a pitch that addresses the audience's needs directly. An example is given of reframing a pitch to discuss the audience's situation and how the company can help solve their problem. The overall message is to change the focus of sales pitches from the company to the audience in order to generate more interest, sales, and profits.