The advice I give to founders raising money for the first time — to first ask yourself "are we actually a good investment?" and answer honestly — also applies to later rounds. Don't sell. Tell the truth, and let investors read it through you.
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Thanks! Good clarification, it seemed the investment case around Airbnb was more around the team than the idea ("someone who can sell $40 cereal will be successful")
At the stage YC invested, it was the founders. There was no growth. But by a few months into YC it was possible to explain convincingly why it was a good idea.
