Get access to the template here.

How do you translate your positioning into a sales deck?

🖼️ The key is the framing the value.

❌ Don't make the mistake having your first calls be open-ended discovery sessions — where you are trying to pitch your value to a moving target.

This effectively lets the prospect dictate your positioning & messaging.

↳ And you'll be likely to chase poor-fit customers

Instead, frame the discussion by getting 3 things right in the beginning:

(using Figma as an example)

1️⃣ Your POV on the Main Problem

This sets the stage for the entire conversation.

And let's you introduce all the current ways the problem being solved.

💬 Example for Figma:

"Existing design tools are built for the individual — But product design is a multiplayer game"

2️⃣ Visualize Current Way vs. Your Way

The current way is what your product actually competes against.

And the idea in this slide is to walk out the main problem in these old ways against your way.

💬 Example for Figma:

Current ways (Adobe & Sketch) → solo player work → communication silos → poor products created

vs.

Your way (Figma) → multiplayer → better communication → better products created

3️⃣ Clearly state your Minimum Viable Positioning

The idea with this slide is to establish your POV on the solution to the main problem.

↳ and the value your product delivers.

It sets the stage for supporting discussions on specific use cases the prospect might have.

💬 Example for Figma:

"We give digital product teams the ability to design as a team (multiplayer) — so they can break down communication silos and build better products.

_______

By this point, you should have oriented the entire discussion around the differentiated value your product provides.

If they actually have the main problem you solve, and are interested in your approach...

✅ You've earned a more detailed discovery conversation around specific use cases.

This is where you can introduce your core value props to support the positioning.

↳ And actually show them how the product delivers the value.