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Why some always get funded (while others struggle)—the secret revealed.

Read time: 3 minutes

Welcome to David Beats Goliath, a community of audacious entrepreneurs, investors, and business owners aiming for higher ground. Be salt and light, answer your calling, and leverage your authentic strengths to capture your giant-sized ambitions.

At a Glance:

• Unlock the secrets of effective pitching from a seasoned venture capitalist.
• 5 things you can do immediately to start becoming effective at pitching.
• Exclusive offers for David Beats Goliath subscribers!

This edition is sponsored by Ethos Fund, your partners in third-culture innovation. As a venture capital firm, we specialize in investing in early-stage startups that are global from day one, with a focus on Vietnam and the US.

Want to become an Ethos portfolio company? Pitch us! We are always in search of audacious and innovative partners who are determined to change the status quo.​
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Why some always get funded (while others struggle)—the secret revealed.

Pitching to raise or sell?
Stressed out about it?

You're not alone.

Many wonder how some people seem so effortlessly persuasive.

I've been there.

Over the years, I've honed my skills in pitching and persuasion to a fine art—so much so, that I once closed a $175 million deal in just 30 minutes.

But believe me, it wasn't always like this.

As a founder, I pitched to over 1,000 investors.
As a sales executive, I faced more than 10,000 customers and managers.
Later, as Head of Asia, I coached teams to reach over 100,000 potential clients.

Now, as a venture capitalist, I'm on both sides of the table daily, pitching to investors and evaluating pitches from eager founders.

Pitching isn’t just about slick slideshows or perfectly crafted scripts.
That's confusing form over substance.
Let’s get one thing straight—the purpose of pitching is to close deals.

And for most deals closed I've never used slides or pre-written scripts.

The secret?
More storytelling, less selling.

Pitching vs Selling vs Storytelling

Pitching is about persuading people.
Selling is about making money.
Storytelling is about sharing experiences.

People naturally resist being pulled or pushed, but everyone loves a good story. That’s why the most effective pitches and sales strategies weave in storytelling.

So what does effective pitching look like?

Here are some things you can do to get started:

#1—Have Your Reputation Precede You

Cultivate a strong personal and business brand (a.k.a. your story) that “speaks” for you before you even start your pitch. Let your accomplishments and character set the stage, making a strong first impression.
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#2—Mimic Those You Admire

Adopt the pitch styles of those you respect. There’s nothing wrong with borrowing a style and making it your own. For instance, injecting humor borrowed from standup comedians can enliven your presentations.
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#3—Treat it Like a Conversation

Avoid making your pitch overly formal or grand. Shift towards a conversational style that feels more natural and engaging, particularly in smaller, more intimate settings. This approach breaks down barriers and fosters a genuine connection.
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#4—Pay Attention to the Person in Front of You

Focus on the listener, not yourself or your materials. Be observant—recognize when to probe deeper with questions or when to reel their attention back in if it wanders. This responsiveness makes your pitch more effective.
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#5—Play the Long Game

Emphasize building lasting relationships over immediate wins. Deals rarely close during the first meeting, so patience and persistence are key. Don’t pressure; let the relationship evolve at a comfortable pace for both parties.

How to get started today

If you are (or will soon be) raising or selling for your business, and you don’t have a strong pitch under your belt, then consider joining my pitch practice group. We meet online and practice pitching through role play, and I provide actionable feedback on your pitch style, content, and its overall impact. My pitch practice group is 100% free to join.

However, there’s a caveat. Attendance is capped at 12 people—no more. This is a strict rule. If the group is any larger, it begins to take away from the quality and experience.

But if you need more structured, A-to-Z support, consider my live flagship online course, 24-Hour Storytelling Mastery, reopening on June 8th. This isn’t just another course. It's an intensive, 24-hour program spread over 6-8 weeks, crafted specifically for entrepreneurs. With over 20 years of experience in pitching, selling, and storytelling, I share the frameworks and strategies I used — no fluff, just actionable insights.

For now, I'm only opening up the waitlist. Those on the waitlist will receive more detailed information and updates. It’s been over a year since I’ve taken on any students. I had to pause due to fundraising for my VC fund.

And if you’re not ready to dive into a course, consider this challenge

Start pitching every day for the next 30 days.

Whether you’re writing, presenting, or negotiating, each is an opportunity to hone your pitching skills. Get comfortable sharing your mission, your thoughts, and your unique value through your pitching.

As your confidence grows and it becomes more natural, you’ll start closing more deals.

It’s time to stop being invisible.

Good luck out there, and see you next week.