Deep Lake Coaching LIbrary
Presence

Influencing Strategic and Commercial Outcomes 

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IN THIS LESSON

What We’re Achieving

Ideas alone rarely shift outcomes. At senior levels, the ability to win trust and drive decisions comes from how you frame, deliver, and defend those ideas. Whether you’re pitching a client, steering an investment committee, or persuading an internal sponsor, influence is built on clarity, conviction, and presence.

This module sharpens your ability to distill complexity into a narrative that resonates, anticipate pushback, and deliver with authority under pressure. The goal: move from insight to action—transforming expertise into outcomes that shape mandates, strategies, or capital allocation.

Key Learning Areas

  • Structuring and sequencing communication to guide your audience toward the decision you want.

  • Tailoring your story to match the priorities and language of your audience—client, investor, board, or executive team.

  • Building confidence and adaptability in the face of resistance, uncertainty, or curveball questions.

  • Balancing data, narrative, and presence to create both logic and trust.

Deepen Your Understanding and Translate Insights into Action

    • Can you articulate the essence of your pitch or recommendation in under 60 seconds?

    • Do you adapt tone, framing, and emphasis depending on who’s in the room?

    • When challenged, do you respond with clarity and poise—or get pulled off course?

    • How often do your recommendations result in concrete next steps or decisions?

    • Message Compression Drill: Take your next key point and compress it into one crisp sentence. Lead with it. Notice how the room follows your structure when the anchor is clear.

    • Visualization Routine: Before a big meeting, close your eyes for five minutes. Picture the room, the stakeholders, and the exact moment you deliver your core message with conviction. Visualize yourself handling tough questions with calm authority.

    • Narrative Mapping: Draft a 3-part arc for an upcoming pitch: (1) the problem or opportunity, (2) the strategic insight, (3) the clear action or recommendation. Rehearse it out loud until it flows naturally.

Real-World Challenge

Pitch Under Pressure: Lead a live or mock pitch with senior decision-makers. Apply structured messaging (e.g., Pyramid Principle) and prepare for hostile Q&A. Afterward, ask for direct feedback on structure, conviction, and clarity. Track whether your message drove a decision, advanced the conversation, or shifted perception. This is about reps under pressure—building the muscle of influence where it matters most.  

Resources to Go Deeper

    • Made to Stick – Why Some Ideas Survive and Others Die – Chip Heath & Dan Heath > Amazon  | Blinkist

      Takeaway: The best pitches are simple, unexpected, and tell a compelling story. 

    • The Pyramid Principle – Barbara Minto > Amazon | Blinkist

      Takeaway: Organize your ideas logically to make your pitch more compelling and easier to follow.

    • The Secret Structure of Great Talks – Nancy Duarte > YouTube

      Takeaway: The best pitches follow a clear arc—setting the stage, creating contrast, and delivering a compelling resolution. 

    • The 110 Techniques of Communication and Public Speaking – David JP Phillips > YouTube

      Takeaway: High-impact pitches aren’t just about content—they require practiced delivery, intentional body language, and emotional resonance to win trust and attention.