Chapter 5. Making a Disruptive Pitch: Underprepare the Obvious, Overprepare the Unusual

“I opened the script and it exploded like a grenade into my face, and I closed it again because I was scared. He puts these crafty little devices in there that take you away from the security of your clichéd thinking.”

—Christoph Waltz, Actor1 (Describing Quentin Tarantino’s script for the movie Inglourious Basterds)

Well, you’re almost there. You started with some hypotheses, put them into context and defined an opportunity, generated several terrific ideas, and molded them into a single solution. Now, you’ve got a bit of a sales job on your hands. No, I’m not talking about selling to customers. Long before you get to that point, you’ll need to sell your ...

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