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Index A ABC TV, 128 achievements. See traction acronyms, avoiding, 36, 67­68 action, taking, xviii adaptability, in pitches, 69 adaptive unconscious, 6 See also reptilian brain advisory boards, 134 "ahs" and "ums," 26, 188 Alien (film), 63, 65 Alinsky, Saul, 3 analogies, using, 32 angel pitches. See venture capital pitches animations, misuse of, 102 annotation tools, 81­83 AppBackr, 144 Apple. See Jobs, Steve application sharing, 81 asking "the ask" in elevator pitches, 72 "no-strings give" vs. "ask," 113 attention spans, 30 audience, engagement with addressing audience in pitch decks, 102 customizing pitches for audience, 68, 186 keeping audience's attention, 26, 32­33, 40 questioners, focusing in on, 52 timing of pitches, sharing info on, 29 voice, audience's judgment of, 24 See also engagement audio, importance of, 82, 85 Aurelius, Marcus, 174 B Bain Capital Ventures, 79 Bannister, Roger, 167 Barnum, P.T., 153 191