Burn the Deck
John Brunswick

How Storytellers Win When Everyone Else Sounds the Same

Evolution of Communication

How we went from perfect connection to digital isolation in 100,000 years

15 m read

The Connection Collapse

We have lost 85% of human connection since we started improving how we communicate. Every new technology promised easier, and delivered. But each one quietly stole something irreplaceable.

Three forces accelerate this crisis. Buyers evaluate you invisibly through AI, eliminating Presence. Everyone uses identical tools, producing pitches so similar nothing stands out, undermining Emotion. Video calls turn audiences into passive listeners, crippling Interaction. All three attack the foundations of human connection.

We measure connection through Presence, Attention, Emotion, and Interaction. The fire circle scored 20. Video calls score 3. Understanding how we got here reveals the path back.

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100,000
100,000 BCE
20/20
ORAL STORYTELLING

The Fire Circle: Where It All Started

Picture a small group gathered around flames as one voice rises above the crackle. Every eye locks on the speaker, and when someone laughs, the whole circle feels it. Questions flow freely because there are no barriers, no intermediaries, nothing standing between human and human. This was not just communication. This was communion.

The storyteller read faces and adjusted in real time, turning listeners into active participants who shaped the story through their reactions. Physical closeness created trust before a single word was spoken. Eye contact meant accountability, shared emotion bound the group together, and by the end, everyone carried the same experience.

What Was Added

Perfect human connection with no barriers between speaker and listener

What Was Taken Away

Nothing. This is the baseline for all human communication.

The Trade

Perfect connection, limited reach. One story. One audience. One moment.

40,000
40,000 BCE
13/20
CAVE ART

The Painted Wall: Messages That Outlive Their Makers

This was the first time a message could outlive its maker. How do you communicate when you cannot be in the room? Early humans answered by painting on stone, creating images that would reach audiences across 40,000 years and countless generations.

But the painter was not there to explain, and no one could ask questions. Voice and gesture vanished entirely, leaving communication as a one-way broadcast from creator to viewer. Reach grew dramatically, but connection dropped to 65%.

What Was Added

Messages that outlive their creators. Ideas that spread across generations.

What Was Taken Away

Real-time dialogue and emotional nuance. The creator was no longer present.

The Trade

Reach expanded. Connection contracted.

1070
1070 CE
12/20
MURAL & TAPESTRY

The Woven Record: When Power Controls the Story

Visual storytelling reached massive scale, but with a catch. The Bayeux Tapestry tells one version of the Norman Conquest: the version the winners wanted told. Churches commissioned murals and kings funded tapestries, flooding public spaces with large, colorful works that spoke to anyone who saw them.

The problem was that power now controlled which stories survived. Only approved narratives persisted, and you could look but never question. Institutional control gained ground while genuine exchange vanished, dropping connection to 60%.

What Was Added

Visual storytelling at massive scale. Narratives that crossed literacy barriers.

What Was Taken Away

Alternative perspectives and spontaneity. Only approved stories survived.

The Trade

Institutional control gained. Genuine exchange vanished.

1801
1801
13/20
CHALKBOARD

The Teaching Slate: A Brief Renaissance

Something interesting happened: the blackboard arrived and connection scores actually went up. Teachers could draw and erase while students contributed, allowing ideas to emerge in real time as the presenter faced the room and adjusted based on confused faces.

Erasability enabled real-time adaptation, letting teachers add, erase, and reorganize on the fly based on how the lesson was landing. This made presenting interactive again, and connection recovered to 65%. It was a brief renaissance.

What Was Added

Real-time improvisation and co-creation. Ideas emerged visibly together.

What Was Taken Away

Permanence and scalability. Nothing remained after the session ended.

The Trade

Connection recovered. Scalability stayed limited.

1659
1659
11/20
MAGIC LANTERN

The Light Show: When Screens Took Over

This was the first time screens commanded our gaze. The magic lantern projected images painted on glass onto walls, lit by flame, and suddenly visual content captivated attention in ways that made lectures riveting.

But notice what happened: the lights dimmed and the speaker became a voice in the dark. Every eye focused on the screen instead of the speaker, and audiences started preferring content to connection. The score fell to 55%.

What Was Added

Visual impact that captivated audiences. Complex ideas made visible.

What Was Taken Away

Presenter presence, literally. The speaker became a voice in the dark.

The Trade

Visual impact gained. Human presence lost.

1961
1961
10/20
SLIDE CAROUSEL

The Click Track: Marching Through Predetermined Slides

Hold your questions until the end. Kodak's Carousel held 80 slides in a circular tray, and the rhythm became mechanical: click, advance, click. Slides were made weeks in advance with no changes allowed during delivery, and while polish reached new heights, flexibility hit rock bottom.

This format gave us a phrase that still haunts meeting rooms: 'Please hold your questions until the end.' The presenter now served the presentation rather than the audience, spontaneity died along with adaptation, and connection hit 50%.

What Was Added

Professional polish and repeatable consistency. High visual quality.

What Was Taken Away

Spontaneity and audience questions. 'Hold until the end' was born.

The Trade

Polish maximized. Flexibility eliminated.

1960
1960
9/20
OVERHEAD PROJECTOR

The Transparency Layer: Structure Eats Spontaneity

Spontaneity was traded for structure. Overhead projectors became standard for sales meetings, and while you could theoretically write on transparencies in real time, most people used pre-prepared sheets instead.

The projector became a physical barrier between speaker and audience, splitting attention between screen and person. Preparation replaced improvisation, and for the first time, connection dropped below 50%. Score: 45%.

What Was Added

Flexible annotation while facing the audience. Live markup possible.

What Was Taken Away

Intimacy and improvisation. Preparation won over spontaneity.

The Trade

Efficiency improved. Intimacy suffered.

1987
1987
7/20
DIGITAL SLIDES

The Deck: When Slides Became the Message

The slide becomes the message. PowerPoint arrived in 1987, and suddenly everyone could make slides. Bullet points multiplied while animations distracted, and the deck grew from supporting tool to starring role. People stopped preparing to present and started preparing slides instead.

Edward Tufte called it the 'cognitive style of PowerPoint': complex ideas fragmented into oversimplified bullets that stripped away nuance and depth. Presenters became slide readers while audiences became spectators, and the score dropped to 35%.

What Was Added

Anyone could create professional-looking slides. Presentation democratized.

What Was Taken Away

Stories, depth, and two-way exchange. Audiences became spectators.

The Trade

Accessibility for all. Quality for most.

2020
2020
3/20
VIDEO CONFERENCE

The Grid: Together But Alone

Together but alone. In 2020, every meeting became a grid of faces in rectangles, and your brain now works overtime trying to read people through compression artifacts. Natural social rhythms break down while casual conversation dies, leaving everyone technically present but emotionally distant.

You are literally not present. You are a small rectangle competing with email notifications and browser tabs for attention. Trust used to be built through quality time in person, but all of that has changed. 85% of connection lost. Score: 3/20.

What Was Added

Meetings possible from anywhere in the world. Travel eliminated.

What Was Taken Away

Physical presence, eye contact, and room energy. Casual connection died.

The Trade

Infinite reach. Near-zero connection.

The Way Back

Burn the Deck exists to help you fight back against the three forces eroding connection. When buyers evaluate you invisibly, you make every rare moment of contact count by demonstrating genuine understanding of their world. When everyone sounds the same, you differentiate through stories anchored to specific people facing specific challenges. When screens create passive listeners, you design experiences that demand participation and trigger emotional engagement.

The goal is trust. Trust is built through presence, even on screens. Trust is built through stories that prove you understand. Trust is built when buyers feel like partners, not prospects. Trust is what travels to rooms you will never enter, carrying your message forward. This is how you reclaim what was lost.

Next
Get Unstuck

References

Behavioral science research supporting this chapter

1
Project Knowledge (2026)
Evolution of Presentation Delivery: Impact on B2B Communication Quality
Key Finding: Total connection score declined from 20 in earliest era to 3 by 2020
Application: Quantifies the dramatic loss of human connection through technological progress
Related to: 85% connection loss through technology evolution
2
Bergin, R. (2015)
Media Richness Theory Script
Key Finding: Media richness theory explains why face-to-face is optimal for complex messages
Application: Supports understanding of why each technology trade-off reduced connection
Related to: 85% connection loss through technology evolution
3
Jablonski, N. (2017)
Media Richness
Key Finding: Face-to-face communication provides maximum information density
Application: The fire circle represents peak human connection
Related to: Face-to-face as the gold standard for connection
4
Boris, V. (2017)
What Makes Storytelling So Effective For Learning
Key Finding: Storytelling forges connections among people
Application: Oral storytelling created bonds that technology cannot replicate
Related to: Face-to-face as the gold standard for connection
5
Handwerk, B. (2018)
World's Oldest Known Figurative Paintings Discovered in Borneo Cave
Key Finding: Cave art dates back at least 40,000 years
Application: Early humans pioneered visual storytelling across generations
Related to: First asynchronous communication and its trade-offs
6
Journalism University (2020)
Dawn of Human Communication
Key Finding: Cave paintings enabled messages to live beyond the creator
Application: Introduced asynchronous communication with trade-offs
Related to: First asynchronous communication and its trade-offs
7
HistoryExtra (2021)
The Bayeux Tapestry: New Research on Its Purpose
Key Finding: The Bayeux Tapestry served as propaganda for the Norman conquest
Application: Visual narratives controlled which version of history survived
Related to: Institutional control of narrative through visual media
8
Lillo Redonet, F. (2020)
Anglo-Saxon England's Defeat Unfolds Across the Bayeux Tapestry
Key Finding: The Bayeux Tapestry was medieval visual propaganda
Application: Winners controlled the narrative through visual media
Related to: Institutional control of narrative through visual media
9
Wikipedia (2024)
Blackboard
Key Finding: The blackboard was introduced in schools in the early 1800s
Application: Allowed visual presentation while maintaining eye contact
Related to: Chalkboard renaissance of interactive connection
10
Clarus (2020)
History of the Blackboard
Key Finding: The blackboard allowed teachers to visually present to the whole class
Application: Created ability to overview and discuss topics together
Related to: Chalkboard renaissance of interactive connection
11
Apollo, B. (2019)
Sales presentations should be conversations, not broadcasts
Key Finding: Preference for flipchart or whiteboard because it invites conversation
Application: Modern application of chalkboard principles in sales
Related to: Chalkboard renaissance of interactive connection
12
Wikipedia (2024)
Magic Lantern
Key Finding: The magic lantern was invented in the 17th century
Application: First device to project images for audiences
Related to: Screen dominance begins with magic lantern
13
Cornell Chronicle (2015)
Cornell Rewind: Lantern slides illuminated lectures
Key Finding: Magic lantern slides provided a revolution in teaching
Application: Made visual learning possible but dimmed presenter presence
Related to: Screen dominance begins with magic lantern
14
Wikipedia (2024)
Carousel Slide Projector
Key Finding: Kodak introduced the Carousel projector in 1961
Application: Created linear, predetermined presentation sequences
Related to: Linear slides eliminate spontaneity
15
Beautiful.ai (2020)
From Madmen to TedTalks: The Evolution of the Presentation
Key Finding: 35mm slide carousel required extensive prep and offered no on-the-fly change
Application: Professional polish came at the cost of flexibility
Related to: Linear slides eliminate spontaneity
16
Wikipedia (2024)
Overhead Projector
Key Finding: Overhead projectors became standard in the 1960s-1980s
Application: Allowed presenters to face audience but created physical barrier
Related to: Overhead projector as physical barrier
17
Wikipedia (2024)
Microsoft PowerPoint
Key Finding: PowerPoint was released in 1987
Application: Became the dominant presentation software worldwide
Related to: PowerPoint and the death of narrative
18
Microsoft (2023)
Presenting PowerPoint: A Retrospective
Key Finding: PowerPoint democratized presentation creation
Application: Accessibility came with trade-offs in communication quality
Related to: PowerPoint and the death of narrative
19
Tufte, E. R. (2003)
The Cognitive Style of PowerPoint: Pitching Out Corrupts Within
Key Finding: PowerPoint's format weakens verbal and spatial reasoning
Application: Bullet points fragment complex ideas into oversimplified fragments
Related to: PowerPoint and the death of narrative
20
Riedl et al. (2023)
Videoconference Fatigue from a Neurophysiological Perspective
Key Finding: EEG and ECG data confirm videoconferencing causes measurable fatigue
Application: Brain activity differs significantly between video and in-person meetings
Related to: Video conferencing and 85% connection loss
21
Döring, N., et al. (2022)
Videoconference Fatigue: A Conceptual Analysis
Key Finding: Videoconference fatigue is a recognized phenomenon with multiple causes
Application: Reduced nonverbal cues and self-view contribute to exhaustion
Related to: Video conferencing and 85% connection loss
22
Donchak et al. (2022)
The Future of B2B Sales Is Hybrid
Key Finding: Remote selling is here to stay but not as a replacement for in-person
Application: The most effective approach combines digital and human interaction
Related to: Video conferencing and 85% connection loss
23
Bashar, C. (2022)
How Hybrid Work Environments Affect B2B Sales Cycles
Key Finding: In the past, trust was built by spending quality time in person and all of that has changed
Application: Sales teams must adapt to build trust through video
Related to: Video conferencing and 85% connection loss
24
Project Knowledge (2026)
Engaging B2B Audiences: A Behavioral Science Perspective
Key Finding: In one Princeton study, listener's brain activity mirrors the storyteller's: neural coupling
Application: Story activates multiple brain regions creating genuine understanding
Related to: Neural coupling and reclaiming connection
25
Project Knowledge (2026)
Storytelling as a Communication Framework in B2B Sales
Key Finding: Paul Zak experiments: dramatic stories increased cortisol and oxytocin levels
Application: Stories trigger neurochemistry that creates focus and trust
Related to: Stories as the original technology for connection
26
Harvard Business Review (2020)
Storytelling Can Make or Break Your Leadership
Key Finding: Leaders who tell compelling stories are more effective communicators
Application: Story shapes how others perceive and remember you
Related to: Stories as the original technology for connection
27
Harvard Business Publishing (2018)
Telling Stories: How Leaders Can Influence, Teach, and Inspire
Key Finding: Narrative creates emotional connection that facts cannot
Application: Stories travel where data cannot
Related to: Stories as the original technology for connection
28
Harvard Business Review (2020)
Storytelling Can Make or Break Your Leadership
Key Finding: The most successful communicators harness technology without losing timeless principles
Application: Be present, earn attention, tap into emotion, interact genuinely
Related to: Returning to human connection principles