Want an easy framework for winning any pitch? We’re pitching all the time—at work, at home, and everywhere in between. But most of us are doing it wrong. We lead with logic, credentials, and data, when what people actually need first is connection.

In today’s episode of Hello Monday, Jessi Hempel sits down with Danny Fontaine to unpack what makes a truly great pitch—and how to persuade with emotion, not just information. Drawing on decades of experience in experiential sales and storytelling, Danny shares a framework for captivating any audience by helping them feel seen, understood, and invested before you ever make your case.

Danny Fontaine leads an experiential selling team at IBM and has closed millions of dollars in deals across industries. He is the author of Pitch: How to Captivate and Convince Any Audience on the Planet and hosts a UK-based podcast called “Pitch Masters” on modern selling, persuasion, and communication at work.

Danny and Jessi discuss:

Why pitching is really about connection, not performance
How emotional storytelling builds trust and influence
The “backfire effect” and why logic alone doesn’t persuade
How to determine which opportunities are worth pitching—and which aren’t
Why the audience, not the seller, should be the hero of every pitch
Introverts, ambiverts, and why confidence isn’t what makes a great salesperson
How AI can help you prepare without losing authenticity

We will be launching the Hello Monday Book Club soon. If you’re interested in joining, send us an email at hellomonday@linkedin.com and let us know!