Whether it's an investor pitch or a software product, narrative transforms randomness into harmony. It’s the difference between random facts and a clear, engaging experience. So, how do you develop a sense of narrative? Start by understanding what happens when something grabs your attention: Multiple brain regions are activated, simulating actions and emotions. Dopamine is released, driving engagement and focus. Mirror neurons fire, making us "experience" the story. The amygdala and...
20 days ago • 1 min read
When pitching to investors, spend as little time as possible talking about your solution. Sounds counterintuitive? Imagine this: A mom from your daughter’s 7th-grade class mentions something she bought that drastically reduced her daughter’s social media usage — down to almost zero! Now, when her daughter comes home from school, she puts her phone aside, preferring to spend time interacting directly with friends and siblings. She's visibly happier, and her teacher even says she’s more engaged...
28 days ago • 1 min read
I'm allergic to any formulaic approaches to pitching, like the common 'problem-solution-traction-team' template. Not because it's uncreative, but because it's UNSCIENTIFIC. These top-down frameworks are too simplistic and lack the rigor tech professionals typically display in other parts of their work. What's top down vs bottom up thinking? Imagine you get up at night to get a sip of cold water. You have a sufficient mental map of your apartment so you don't even turn on the lights - that's...
about 1 month ago • 1 min read
As a professional, especially in STEM related fields, the idea of being a "storyteller" to succeed might not sit well with you. I get it. I don’t use the term myself—'storytelling' can feel like spinning the truth, putting words over actions. But how do you communicate effectively without compromising who you are? That’s where NARRATIVE comes in. Your story is the unchangeable sequence of events—the facts of your journey. It’s not something you should, or even can, alter without losing a...
about 1 month ago • 1 min read
How do we get from WHAT IS to WHAT SHOULD BE? How do we move from where we are to where we could be without getting lost in the complexity? One answer is - imagination. Not the grand, flashy kind often celebrated in brainstorming sessions, but the quiet, subtle type that unfolds moment by moment, as naturally as breathing.The type that quietly guides our decisions and shapes our future. Here’s a brief meditation on the idea, accompanied by—what else—images of imagination. Yours, Sagi
about 2 months ago • 1 min read
A common issue in B2B communication is the obsession with UNDERSTANDING. Most of the effort in editing a pitch seems to be aimed at making sure that the other side UNDERSTANDS. But understanding isn’t the real objective. The goal is to influence behavior. Neurologically speaking that path from external stimuli to behavior DOES NOT require the higher-order brain activity we call understanding. It’s true on a micro level - You don’t need to understand that a pot is hot to pull your hand away....
about 2 months ago • 1 min read
What makes the 15,000 notes in Beethoven's 5th Symphony appear to us as ONE musical piece? It's not just that they're played together. Imagine the same orchestra playing 15,000 random notes—would it sound like music? No, it would be noise. It’s the relationship between the notes - a structure of hierarchy and repetition that our brains perceive as unity. Every note plays its role perfectly in the whole. How can you tell? Because you can't swap out even a SINGLE note without ruining the ENTIRE...
2 months ago • 1 min read
Whether they realize it or not, this is THE question on your prospect’s mind during a pitch. In last week's LinkedIn post I pointed out that the impression you leave is shaped more by your appearance, tone of voice, and body language than by your presentation content.This makes evolutionary sense - these cues are harder to fake. Sure, you can dress sharp and psych yourself up, but it’s not about outshining the next person. What ARE Your prospects scanning for? Think of a detective...
2 months ago • 1 min read
Whether you think that something holds value or not - the implicit assumption is that value is an inherent property of the object. As in: an object can be 50 centimeters in height and $50 in value. However, value is actually just as much a property of 'you', the observer. The sense of value arises from the intricate interplay between the environments and your existing values. That makes sense from a biological standpoint; our brains have evolved to prioritize the perception of what's useful...
8 months ago • 1 min read