I think startups focus too much on pitching features of their product where they could be selling their point of view on the market. Your point of view describes why you prioritized features the way you did and why your product is the best solution for a certain type of buyer 1/
A good sales story maps the market and positions not just you, but your competitors as well. It says "Hey if you want A, pick Competitor X, but if you want B pick us." Fairly positioning your product helps you filter out bad-fit prospects and is genuinely useful to customers 2/
Most business buyers have never bought a solution in your market before. They have no idea how to filter out all of the possible solutions they could evaluate. Giving them a market map is incredibly useful as long as it's fair. 3/
Example: I worked at a startup that sold CRM for banks. Our point of view was that banks needed to model relationships differently. The other CRMs were fine (better even!) if you didn't need that, but if you did, then we were the only choice. 4/
Another example: my friends @LevelJumpS have the point of view that sales enablement success should be measured with sales data. If you don't care about that, there are cheaper "training" platforms out there, but if you do, then they're the obvious choice 5/
One more: @getpostman believe that APIs can be a competitive advantage, but great APIs require a view across source code, tests, docs, portals, monitoring. If you don't see value in excellent APIs, there are other ways to build them, but If you do, Postman is the clear choice 6/
Your point of view on a market gives customers context to understand not only when to choose your solution, but also when to choose your competitors. Helping prospects understand that isn't "selling" - it's teaching, and done fairly that education is valuable for everyone. /end
