Gravitas: The Difference Between Confidence and Arrogance
In this episode of The Art of Sales, Adam is joined by Catherine Allison to unpack why most pitches are won or lost long before the creative idea is judged.
Drawing on the What Clients Think survey, Catherine explains why 71 percent of pitches fail due to softer factors like chemistry, confidence and how teams show up in the room. They explore the fine line between confidence and arrogance, why agencies often default to broadcast mode, and how pitching should feel more like a conversation than a performance.
Catherine introduces the Gravitas Equation: Knowledge + Purpose + Passion - Anxiety = Gravitas.
She explains how this balance helps teams communicate with authority without tipping into ego. From listening properly to understanding your value and being present with clients, this conversation is a reminder that winning business is as much about how you show up as what you show.
