Coo-ee! Let's talk pitching! 📣
Recently, we've been exploring how pitching isn’t about dominating the room—it’s about reading it.
This week, we’re going deeper into why so many good ideas stall before they ever get the chance to make an impact.
It’s not just how people are pitching.
It’s what model of pitching they’re stuck inside.
Because pitching has evolved.
But most people—and most organisations—haven’t.
Stage 1: Presentation Mode (Messenger)
What it looks like:
- Sharing facts, figures, and frameworks.
- Trusting that the information will "speak for itself."
- Hoping the audience will connect the dots without guidance.
Why it fails:
- No intentional pathway for action.
- The burden is on the audience to work out why it matters.
- Attention isn't enough. Alignment is missing.
Who gets stuck here:
- Academics.
- Consultants.
- Experts used to being invited to share, not drive action.
It's messenger energy:
"Here's the information. My job is to tell you. Your job is to... I guess figure it out."
Stage 2: Sales Pitch Mode (Mercenary)
What it looks like:
- Outcomes focused, but the wrong outcome: what you want from the audience.
- Polished decks. Targeted talking points. “Closing techniques.”
- The pitch is designed to convince, convert, or close.
- Winning is the goal.
Why it fails:
- It creates resistance, even when the idea is strong.
- Audiences sense the agenda and put up walls.
- It turns collaboration into a competition.
- Preconceptions around "pitching" set many people up to fail before they get in the room.
Who gets stuck here:
- Founders chasing investment.
- Corporate teams pitching internally.
- Researchers looking for corporate partners.
- Consultants with KPIs.
- Anyone told to “sell the sizzle” instead of the substance.
It's mercenary energy:
"I'm here to get what I want. If you say yes, mission accomplished. If you say no, on to the next."
The hidden cost?
- Pitches feel slicker — but they're still stuck.
- People are still chasing outcomes, not creating inevitability.
- Many end up playing a game they never agreed to—selling.
Stage 3: No-Sell Sales Pitch (Missionary)
What it looks like:
- Outcomes focused, but from a 'what I want for you, not from you' mindset.
- Leading the audience to see the value for themselves.
- Aligning intentions, not pushing transactions.
- Making the right decision feel inevitable—not forced.
Why it works:
- It removes friction from the decision-making process.
- It honours the audience's intelligence and agency.
- It shifts pitching from a self-serving act to a service.
Who’s building here:
- Mission-driven leaders.
- Experts unaccustomed to "selling themselves."
- Founders who know conviction beats coercion.
It’s missionary energy:
"I’m here because I believe this matters. And if you believe it too, we move forward together."
True evolution doesn’t stop at polish.
It lands in alignment.
The Hidden Danger: Thinking You’ve Evolved When You Haven’t
A lot of professionals think they’ve moved beyond Stage 1.
(Some have.)
But they’ve only moved into Stage 2—without realising the hidden cost:
- Their pitches feel better rehearsed, but not better received.
- They’re still chasing outcomes, not creating inevitability.
- They’re still managing objections, not dissolving them at the source.
For many, it doesn't feel natural.
True evolution means reaching Stage 3.
Breaking Through: What to Focus On
If the No-Sell Sales Pitch model is your target, focus on three shifts:
- From Information to Insight
Don't just share what you know. Show why it matters now.
- From Persuasion to Alignment
Don't argue for your idea. Help people arrive at it naturally.
- From Performance to Service
Don't pitch to prove yourself. Pitch to prove what’s possible for them.
Stuck in a stage you’re not loving? Pete’s opening his calendar for virtual coffees.
No agenda—just space to chat, swap notes, and maybe offer a pointer or two.
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What's Coming Next
This month we’re handing you something we’ve never offered before: Pitchcraft — your no-sell sales pitch strategist in your pocket.
Built with AI. Trained for human smarts. Focused on you.
Think of it like having a team of AI Yodas at your fingertips:
fast, sharp, and solely focused on getting your thinking pitch-perfect.
Not another template.
A thinking partner — ready to help you:
- Read the room
- Stay structured
- Pressure-test your arguments
Stay sharp. Stay tuned.
Happy Pitching,
Pete & Rosie—The Pitch Camp Team.