I suppose this framing may be generally true, but there's nuance that has very little to do with their nominal job in many cases. For instance, if you're sellin

I suppose this framing may be generally true, but there's nuance that has very little to do with their nominal job in many cases. For instance, if you're selling a solution to certain ecosystems of software engineers, then you're not selling them a thing for the job they have. You're selling them a thing for the next job they want, that they want an excuse to play with at the job they're at. All of which is to say, it's not always enough to look at a person's tasks and work to find high-value "pain points". Often you need to look more closely and a bit obliquely what their actual ambitions might be, and sell to that.