In this insightful conversation, Tom Martin, the Founder of Converse Digital, shares his expertise on elevating agency pitches. He reveals common pitfalls in pitch presentations that lead to communication breakdowns. Tom discusses the cognitive challenges of multitasking during pitches and emphasizes the importance of emotional engagement over mere data. With practical strategies for crafting memorable presentations and adapting to audience needs, this discussion equips listeners to wow potential clients with impactful delivery and design.
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question_answer ANECDOTE
Missed Flight Pitch
Tom Martin overslept and missed a crucial pitch flight.
He quickly recovered, rescheduling the pitch and intercepting his boss at the airport.
question_answer ANECDOTE
Overhead Projector Disaster
Tom Martin recounts a disastrous presentation using overhead projectors and a new presentation technique.
Despite winning the business, the client questioned his competence, highlighting the lasting impact of first impressions.
volunteer_activism ADVICE
Collapsible Decks
Design pitch decks to be collapsible, allowing adaptation to unexpected time constraints.
Structure the deck with a core message and supporting details that can be expanded or condensed as needed.
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In 'Who Not How', Dan Sullivan and Dr. Benjamin Hardy introduce the 'Who Not How' framework, which challenges the traditional 'how' mindset by encouraging readers to ask 'who' can help achieve their goals. This book teaches how to delegate tasks effectively, find experts who can handle specific challenges, and create transformational relationships. By adopting this mindset, readers can free up time, build supportive teams, and achieve their biggest goals while maintaining personal freedom and reducing burnout.
Never Split the Difference
Negotiating As If Your Life Depended On It
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VOSS/RAZ
This book, written by former FBI hostage negotiator Chris Voss and co-author Tahl Raz, provides a masterclass in influencing others through negotiation. It distills the Voss method, revealing skills such as establishing rapport, creating trust with tactical empathy, and transforming conflict into collaboration. The book is filled with real-life examples from Voss's career, illustrating how these techniques can be applied in both professional and personal life to achieve goals and defuse potential crises.
The Human Element
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David Schoenthal
The Proverb Effect
The Proverb Effect
Ron Ploof
Steal the Show
From Speeches to Job Interviews to Deal-Closing Pitches, How to Guarantee a Standing Ovation for All the Performances in Your Life
Michael Port
Michael Port's "Steal the Show" is a comprehensive guide to delivering captivating presentations. The book emphasizes the importance of storytelling, authenticity, and connecting with the audience on an emotional level. It provides practical techniques for structuring presentations, managing nerves, and handling unexpected situations. Port's approach focuses on transforming presentations from mere information delivery into engaging experiences that resonate with the audience. The book is a valuable resource for anyone seeking to improve their presentation skills, whether in business, education, or any other field.
Scientific research shows there are common parts of your deck design and delivery that are causing your agency's pitches to fall on deaf ears.
As today’s guest, Tom Martin explains, in some cases, that’s pretty close to literally true: your potential clients aren’t even hearing the words in your pitch as you deliver it.
Tom fell into business development during his early days of business development and now as the founder of Converse Digital, he helps agencies of all sizes turn conversations into new clients.
In today’s episode, you’ll learn:
The common mistakes you’re probably making in pitch meetings that could easily be avoided
Researched-based advice for nailing both the design & delivery of your pitch decks
A pitch meeting example you can steal to wow your potential clients
Agency Life 
