Are you a startup, or an upstart?

I often get to work with entrepenours.   Many of them have interesting ideas, and all of them are passionate about them.  The difference between the ones I want to listen to, and the ones that turn me off is in their approach.  If you start your pitch by telling me everything I've been doing is wrong, and I should use your product, and do business your way, you've just insulted me, and I probably won't listen much more.  But if you tell me that you've discovered something new that can improve how I accomplish what I need to,  my ears perk up.