The Psychology of Pitching

Adam Graham sits down with Marcus Elliott Brown, founder of The Great Pitch Company, to explore what really makes a pitch unforgettable. Marcus shares how his background in theatre, sales, and advertising shaped his approach to helping agencies win work, not through tricks or templates, but through authentic human storytelling. They unpack the anatomy of a great pitch, from qualification and preparation to emotional connection and performance. Marcus explains why the best agencies pitch less but win more, how to avoid “resting pitch face”, and the difference between looking hungry and looking desperate. He also offers advice for handling nerves, building confidence, and creating chemistry in both live and virtual pitch settings. The conversation goes beyond tactics, touching on the mental health toll of pitching, the importance of saying no, and why every agency should plan to be not just “great now,” but great forever. If you’ve ever stood in front of a client and tried to sell an idea, this episode is part therapy, part masterclass and proof that pitching, when done well, can be an art form. https://www.thegreatpitchcompany.com/