Winning the Room with the Winning Pitch

Jonathan Pease (JP) is a highly respected Creative Director and communications expert with over 25 years in the marketing industry. After starting his career at the world-famous agency at BBDO, he returned to Australia in 2003 to found, grow, and sell Tongue, now trading as the Australian office of top global agency, AKQA.  These days, JP runs the marketing consultancy Delorean, is the Publisher of Oyster Magazine, and is the Chief Creative Officer at Overheard. JP also writes and directs feature films, ads, and other content, and was even awarded Best Director for his short film, Two Bites, at the Sanctuary Cove International Film Festival in 2018. A philanthropist, JP is a founding member of Australia’s leading investment conference, Sohn Hearts & Minds, which has donated $30M to medical research and set up an associated investment fund, HM1 (now valued at +$1BN). During his career, JP has worked with some of the most influential global brands, including Nike, Disney, Coca Cola, Chanel, and M&M Mars, spoken at events such as Vivid Sydney and REMIX, has been featured on Australia's Next Top Model, and has worked with speakers to refine their eight minute pitches, including Ray Dalio, Dan Ariely, Howard Marks, Mike Cannon-Brookes, and Andrew Denton.  The Indelible Pitch is JP’s debut book. He received his Master of Business from Sydney University and his bachelor’s degree in Marketing from the University of Technology Sydney / AdSchool. He currently lives in Australia, dividing his time between Sydney and Byron Bay with his wife Maddison and their four children—Kingston, Ripley, Ocean and Lumi.

Contents

Foreword





Chapter 1 – Introduction



Part One: Fundamentals – Defining and Refining Your Winning Style


Chapter 2 – Taking Control Early
Chapter 3 – Putting Your Audience on Notice
Chapter 4 – A Fresh Look at Eye Contact
Chapter 5 – Reading the Room
Chapter 6 – Pacing, Pausing and Timing
Chapter 7 – Body Language and Movement
Chapter 8 – Getting Them Talking
Chapter 9 – Voice Modulation
Chapter 10 – Gear Changing
Chapter 11 – Throwing High Balls



Part Two: Techniques – Helping You Win More Often


Chapter 12 – Creating Chemistry
Chapter 13 – Setting the Moral
Chapter 14 – Eradicating Small Talk
Chapter 15 – Gotta Get Physical
Chapter 16 – Tight Loose
Chapter 17 – PERP
Chapter 18 – Sign posting
Chapter 19 – Build Back
Chapter 20 – Drumroll
Chapter 21 – Windy Road



Part Three: Practical Application – Workbook Section


Chapter 21 – People Are Pattern Makers
Chapter 22 – Move the tone of the room
Chapter 23 – Say More with Less
Chapter 24 – Overselling (How to Stop Being Needy)
Chapter 25 – Generosity Matters
Chapter 26 – Rehearsing





Chapter 27 – Conclusion



Appendix 1: Frequently Asked Questions (FAQ)

Appendix 2: Further Reading and Resources