There is no such thing as the perfect pitch. But you can get close by implementing a few research-backed methods to your delivery, deck, and message.<\/p>\n
In this episode of Build Mode (https:\/\/techcrunch.com\/podcasts\/build-mode\/<\/a>) , host Isabelle Johannesen sits down with Dr. Eike Gerhardt, (https:\/\/www.linkedin.com\/in\/eike-gerhardt\/<\/a>) who has aPhD in pitching and spent nearly a decade studying the science of startup pitching before starting Autopoiesis Sciences (https:\/\/autopoiesis.science\/<\/a>) . And he\u2019s joined by Demetri Maxim (https:\/\/www.linkedin.com\/in\/demetri-maxim\/<\/a>) , co-founder and CEO of Nephrogen (https:\/\/www.nephrogenbiotech.com\/<\/a>) , who came in second at TechCrunch Startup Battlefield (https:\/\/techcrunch.com\/2025\/10\/29\/and-the-winner-of-startup-battlefield-at-disrupt-2025-is-glid\/<\/a>) 2025.<\/p>\n Together, they break down Demetri\u2019s actual Startup Battlefield (https:\/\/www.youtube.com\/watch?v=tkD6yqqI-Pw)<\/a> pitch to unpack what worked, what could be improved, and what research tells us about how investors respond to founders. Eike explains why credibility signals matter, how technical founders can simplify without oversimplifying, and why Q&A should be treated as a second pitch. Demetri shares how he learned to explain complex biotech to generalist investors, how redesigning his deck changed his confidence onstage, and what he would do differently today.<\/p>\n They also explore how body language and authenticity affect a pitch, how investor questions can reveal bias, and how founders can use AI to prepare for difficult Q&A.<\/p>\n They get into:<\/p>\n \u2022 <\/p>\n What Demetri got right and in his Startup Battlefield pitch<\/p>\n \u2022 <\/p>\n How to explain complicated technology without oversimplifying it<\/p>\n \u2022 <\/p>\n The credibility signals investors look for in a pitch<\/p>\n \u2022 <\/p>\n Why some technical language can actually make founders more credible<\/p>\n \u2022 <\/p>\n How to decide what belongs in your pitch versus the Q&A<\/p>\n \u2022 <\/p>\n Why technical details can sometimes make your startup sound riskier<\/p>\n \u2022 <\/p>\n How body language and authenticity influence investors<\/p>\n \u2022 <\/p>\n Why Q&A should be treated as a second pitch<\/p>\n \u2022 <\/p>\n What research reveals about bias in investor questions<\/p>\n \u2022 <\/p>\n How to use AI to rehearse difficult investor Q&A<\/p>\n \u2022 <\/p>\n Why there is no single \u201cperfect\u201d startup pitch<\/p>\n \u2022 <\/p>\n The biggest pitching mistakes technical founders make<\/p>\n Here are the studies mentioned in the episode:<\/p>\n \u2022 <\/p>\n Kanze, D., Huang, L., Conley, M. A., & Higgins, E. T. (2018). \u201cWe Ask Men to Win and Women Not to Lose: Closing the Gender Gap in Startup Funding.\u201d Academy of Management Journal https:\/\/doi.org\/10.5465\/amj.2016.1215<\/a><\/p>\n \u2022 <\/p>\n Figge, P., Graf-Vlachy, L., K\u00f6nig, A., Demann, F., & Diessner, M. (2025). \u201cShades of Grey or Black and White? How Entrepreneurs\u2019 Use of Cognitively Complex Language Affects Investor Funding.\u201d Entrepreneurship Theory and Practice https:\/\/doi.org\/10.1177\/10422587251347042<\/a><\/p>\n \u2022 <\/p>\n Clarke, J. S., Cornelissen, J. P., & Healey, M. P. (2019). \u201cActions Speak Louder than Words: How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments.\u201d Academy of Management Journal https:\/\/doi.org\/10.5465\/amj.2016.1008<\/a> (https:\/\/doi.org\/10.5465\/amj.2016.1008?utm_source=chatgpt.com)<\/a> <\/p>\n \u2022 <\/p>\n Jiang, L., Yin, D., & Liu, D. (2019). \u201cCan Joy Buy You Money? The Impact of the Strength, Duration, and Phases of an Entrepreneur\u2019s Peak Displayed Joy on Funding Performance.\u201d Academy of Management Journal. https:\/\/doi.org\/10.5465\/amj.2017.1423<\/a><\/p>\n \u2022 <\/p>\n Chen, X.-P., Yao, X., & Kotha, S. (2009). \u201cEntrepreneur Passion and Preparedness in Business Plan Presentations: A Persuasion Analysis of Venture Capitalists\u2019 Funding Decisions.\u201d Academy of Management Journal https:\/\/doi.org\/10.5465\/amj.2009.36462018<\/a><\/p>\n \u2022 <\/p>\n Zhu, L. Y., Young, M. J., & Bauman, C. W. (2024). \u201cLinking Anxiety to Passion: Emotion Regulation and Entrepreneurs\u2019 Pitch Performance.\u201d Journal of Business Venturing https:\/\/doi.org\/10.1016\/j.jbusvent.2024.106421Allison<\/a>, T. H., Davis, B. C., Webb, J. W., & Short, J. C. (2017). \u201cPersuasion in Crowdfunding: An Elaboration Likelihood Model of Crowdfunding Performance.\u201d Journal of Business Venturing https:\/\/doi.org\/10.1016\/j.jbusvent.2017.09.002Clark<\/a>, C. (2008). \u201cThe Impact of Entrepreneurs\u2019 Oral \u2018Pitch\u2019 Presentation Skills on Business Angels\u2019 Initial Screening Investment Decisions.\u201d Venture Capital https:\/\/doi.org\/10….<\/a><\/p>\n","protected":false},"excerpt":{"rendered":" There is no such thing as the perfect pitch. 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