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Title: Why Most Disco And Demos Suck (And How to Fix It Fast)


Read time: 3 min

The fastest way to clarity in your pitch, offer, or market is by deliberately seeking out rejection and doing way more reps than you feel comfortable. In fact in the end it’s soul crushing but so worth it.

I see a lot of founders sitting on a product with potential, but who are unclear (really scared) on how to talk about it, who to pitch it to, or what to say when someone objects. This is a tell tale sign that you haven’t done enough live reps.

Where I see founders struggle is they delay feedback. They want things to be perfect before they’re customer facing. I can’t tell you how many times I’ve seen founders write and rewrite pitch decks, obsess over ICP definitions, and tweak pricing, but all of it happens in isolation. It’s almost impossible to optimize something you haven’t shipped.

To me shipping means pitching it to real humans and getting real validation. As humans we’re afraid of being told no, but you have to get comfortable with it. There’s no way around it. You have to go through it, otherwise it will be really tough as an Entrepreneur.

If You Want to Learn How to Swim, You Have to Get in The Water.

~ Bruce Lee

Let’s take a look at some exercise you can immediately incorporate into your day to day. We do this with a lot of our clients during our engagements.

Start chasing "No’s"
Set a weekly target: 20 rejections. Not calls. Not meetings. Rejections. Why? Because when you aim for no, you remove the fear of failure. You learn faster. You see what messaging creates resistance. And in the process, you'll accidentally land some yeses. An example is if my close rate is 30% that means I need 3 no’s before I get one yes.

Repetition over perfection
You don’t need to be great right now. You need to be consistent. Block 30 minutes every morning to role play your pitch. Alone is fine. With a co-founder is better. The goal is to train your muscle memory. The more your pitch lives in your body, the more confidence and conviction you’ll feel, and that’s what sells. Everyone has a voice recorder on their phone. Use it, record yourself and listen to your tone and voice. Doing this one thing consistently everyday for 3 weeks will change your life. No bullshit.


Track every rejection
Create an objection/rebuttal doc. Track who said no, why they said it, what you said, and where in the conversation it happened. This is your goldmine. Within 3 weeks, you’ll start to see patterns that will completely reshape your messaging, your pricing, or even your positioning. More importantly you have to create rebuttals and master the delivery of them when

Listen to your calls everyday
Record every sales call. Listen/watch 3 per week. You’ll be mortified at first, but you’ll identify easliy where you talk too much, where your tonality drops, where you miss follow-ups. Feedback loops create clarity. Avoiding listening to calls is a cardinal sin, this is how founders stay stuck for months doing the same s**t over and over with zero improvements.

Say your pitch out loud daily
The way your pitch sounds in your head isn’t how it lands out loud. Talking it through forces you to simplify, sharpen, and own your delivery. Don’t wait for the perfect moment. Your clarity will come through the mess.

Use rejection as your teacher, not your judge
Most people treat rejection like a final verdict. It’s not. It’s data. When someone says no, ask why. When they ghost, ask what you missed. Stay curious, not defensive. Rejection is just the market teaching you how to be better.

Clarity comes from exposing yourself to the real market enough times that the patterns become undeniable.

Every “no” stings but makes you tougher, more resilient. Every shitty pitch reveals a blind spot. Every call you listen back shows you something you missed in the moment. Run towards not away from it. It’s the only thing that speeds this up. On a personal note, one thing that has made my life infinitely better is running towards not away from the things that scare me. The only way out of the fire is through.

If you’re feeling lost on messaging, confused about who your ICP is, or unsure why deals aren’t closing, don’t go back to your Notion board. Execute on 20 more calls. Say your pitch out loud every day this week. Write down every rejection you get. Your answers will be on the other side.

That’s it for today folks.

See you all next week!

Darren

P.S. If you’re a venture-backed company interested in coaching, book a call here.