THE BEST SALES PITCH
When a pitch goes badly — sales pitch, investor pitch, plea for company resources, whatever — there’s usually a specific moment when it falls apart. Before that moment, your audience gives you the benefit of the doubt. After that moment, they’re tuned out. You can almost feel them turn against you. I’ve noticed that nine times out of 10, when things go south, it happens at a single, identifiable point in the story: The moment when you introduce the thing you’re pitching. Why