Why Investors Say No to Your Pitch Deck (And How to Fix It)

Why Investors Say No to Your Pitch Deck (And How to Fix It)

Author: Burkland August 11, 2026 Duration: 30:40
Our 150th episode is a big one. Kate sits down with Carl Fudge, Founder and CEO of Presentation Mode, who's helped startups raise over $1 billion in venture capital. Carl reveals why most pitch decks fall flat, the "why now" argument nearly every founder overlooks, and why logic alone isn’t enough to win investors over. Tune in to hear lessons from years spent helping founders get to “yes.”

Full show notes, transcript, and companion article: https://burklandassociates.com/podcasts/why-investors-say-no-to-your-pitch-deck-and-how-to-fix-it

Chapters

00:00 – Introduction to Carl Fudge & Presentation Mode
01:10 – Carl's Background: Psychology, McKinsey, IDEO & Catching the Startup Bug
02:58 – What Presentation Mode Actually Does
05:50 –  How They Help Founders Craft Compelling Pitches
07:50 – Why They Bring in a Trained Actor
11:35 – The Must-Have Components of Every Pitch Deck
13:44 – The "Why Now" Argument Most Founders Overlook
15:30 – Logic vs. Feeling: The Psychology of Investor Decisions
17:09 – The Mac vs. PC Lesson on Selling Features vs. Selling Feeling
19:19 – Less Is More: How Much Detail Should Be on a Slide
20:50 – Shifting the Power Dynamic With Investors
22:50 – Fundraising Advice for AI-Native Startups vs. Non-AI Startups
26:10 – Storytelling: More Than a Fundraising Tool

----Stay connected with our host, Kate Adams, here on LinkedIn!

🔗 Learn more about Presentation Mode: https://www.presentationmode.co/

Tuning into Startup Success: A Podcast for Founders & Investors feels less like attending a formal lecture and more like pulling up a chair in a room full of people who have actually built and funded companies. Hosted by the team at Burkland, the conversations here move beyond theory to focus on the tangible, often messy, realities of scaling a business. You’ll find episodes that feel timely, addressing the specific challenges and opportunities that founders and investors are navigating right now. The dialogue is driven by guests who have lived it-founders recounting pivotal moments from their journey and investors explaining the nuances behind their decisions. This isn't about generic advice; it's about the operational details that make or break growth. Each discussion naturally narrows in on a single, critical pressure point, whether that's untangling a complex financing round, refining a go-to-market strategy, or building a culture that can withstand rapid hiring. The value of this podcast lies in its specificity and the credibility of the voices featured. It serves as a practical resource for anyone actively involved in the lifecycle of a startup, offering perspectives that are immediately applicable to your own work. By focusing on real stories and current trends, the series provides a grounded, actionable look at what genuine progress requires from both sides of the founder-investor relationship.
Author: Language: English Episodes: 50

Startup Success: A Podcast for Founders & Investors
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