About Martin Soorjoo

Martin is the founder of San Francisco based Pitch Clinic. Over the past 25 years he has advised, coached and worked with Senior Executives, Investment Bankers, Venture Capitalists, Angels, Startup Founders, Attorneys, Judges, Politicians and other high achievers. Martin works with his clients to increase their Performance, Productivity and Presence. He also helps them create and deliver high impact presentations, whether they are delivering an important keynote address, raising venture capital or seeking a senior position in a company or public body. A former award winning attorney, Martin is the creator of 3XP Performance Coaching and and author of 'Here's the Pitch - How to Pitch Your Business to Anyone, Get Funded and Win Clients' published by Wiley. During his career at the Bar, Martin was consistently rated by the world’s leading legal directories as a ‘leader in his field’. He is a Master Practitioner of Neuro-Linguistic Programming (NLP) and expert in body language and performance psychology.

Never Do These 3 Things When Pitching with your Deck

If you’ve read 10 Pitch Deck Principles (or How to Blow them Away With Your Deck) then you’re already familiar with what you should do to create a killer pitch deck. This short post deals with 3 things you should not do. There are many more but these are some of the most common […]

How to craft a one liner Pitch

In today’s world of multiple communication channels and light speed transactions and decisions, the ability to pitch your startup in one sentence is critical.  This is all the more important when trying to get on the radar of a distracted Venture Capitalist.

Unfortunately, most entrepreneurs are so immersed in the minutiae of their business, that […]

Crowdfunding: How to Leverage Your Crowd

Crowdfunding expert, Jamie Hart advises on how to ‘Leverage Your Crowd’. I spoke to a client last week who had just launched a crowdfunding campaign on Kickstarter. He could not understand why his project had received no traction. He had a great video, his pitch was good, rewards were well-conceived and most of all, […]

How to Visually Present Values

A usual question asked when designing a pitch is, “How can we represent a value, or a team … or comparative information”. This excellent interactive graphic, online at The Guardian, demonstrates ‘NFL Salaries by Team and Position’ and shows how values are clearly viewed by the scale of the spheres, the layout and position of the spheres […]

Why Your Pitch Must Engage Your Audience’s Emotions

Entrepreneurs are frequently told that their sales or investor pitches must create emotional impact in order to succeed. This can be achieved through various techniques including the use of stories or powerful imagery in pitch decks.

But less forthcoming is the ‘why’. Why should an entrepreneur need to rely on emotional engagement, if they have […]

Entrepreneurs, Failure and the Curse of Cognitive Dissonance

Encountering failure as an entrepreneur is normal and to be expected. To some extent, failure is sometimes worn as a badge of honor. Statements like the following by Jay Adelson , Co-Founder Digg, reinforce the belief that failure is an essential ingredient of startup success.

But Why Did You Fail?

There are many possible explanations […]

Why a Good Pitch Will Always Fail

Had a discussion with an entrepreneur (’Tom’) last week who shared with me his recent experience of 12 failed pitches. He said he just couldn’t understand what was going wrong.  He had a great team, product in the marketplace and was almost break even. And to top that off he had a sizeable addressable […]

3 Musts for a Successful Sales Presentation

For most entrepreneurs the sales presentation equation is simple: No customers = No Revenue. This means you must give the same level of focus, energy and creativity to your sales pitch that you have done to developing your product.

Ask any corporate executive who has been on the receiving end of sales pitches and they […]

Working Out How Much to Raise Before You Pitch Investors

One of the most common areas of uncertainty we see with entrepreneurs pitching investors, is how much they should ask for. Entrepreneurs justifiably worry that if they ask for too little they will be back looking for more 5 minutes later and if they ask for too much, they may end up scaring away […]

Startups: Building, Pitching, Buyers and Fear

Steve Blank has consistently preached the importance of getting out of the building and Eric Ries, of the Lean Startup, movement stresses the need for ‘validated learning’. YET time and time again, entrepreneurs pitch and launch without even having spoken to a potential customer, let alone getting confirmation that they will actually PAY for your product if you build it.