If you have a high-tech start-up, you know that sooner or later you are going to have to pitch investors. At such meetings, I find that many entrepreneurs spend too much time doing the talking, and usually concentrating on detailing their technology, which most people fail to comprehend. I encourage the techies that I work with to enter any such presentations with a validated business model. This is where my successful clients stand out in seeking the attention of the people with money, because the technology may be a “wow”, but it is sales that do the real talking.