Podcast
Pitch Masters
Hosted by Danny Fontaine · EN
The Pitch Masters Podcast is dedicated to helping you win more business. No matter how good your products or services are, without the right story, branding, and marketing, you might not get noticed. Danny Fontaine, AKA ’Pitch Guy’ interviews a master of pitching from industry in each episode and covers how behavioural science, psychology, storytelling, creative, and theatre all play huge roles in the success of your business.
28episodes
Episodes
Newest firstAll episodes
S2 E09: Gina Balarin, Author, Advisor and TEDx Speaker
3w ago01:06:48Tap to summarizeMost pitches don’t fail because of weak ideas. They fail because the message isn’t received the way it was intended. In this episode of Pitch Masters, Danny Fontaine speaks with author, TEDx speaker and advisor Gina Balarin about the gap between what we say and what our audience actually hears—and why that gap determines whether a pitch lands or falls flat. Gina shares how storytelling, language and emotion shape influence, why mastering communication can change outcomes, and how to turn disbelievers into believers in high-stakes situations. One of the most powerful ideas in this conversation is simple: if you can master language, you can shape emotion—and if you can shape emotion, you can influence decisions. Key takeaways: - Why emotion—not logic—is the real driver of persuasion - How storytelling creates connection at a neurological level - The role of misdirection and performance in communication - How to spot and handle disbelievers in the room - Why rehearsing mistakes makes you a stronger presenter - How small language choices can trigger big emotional responses Learn more about Gina Balarin: Website: https://www.verballistics.com.au/ LinkedIn: linkedin.com/in/ginabalarin If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/ Follow Danny for more communication insights: LinkedIn: https://www.linkedin.com/in/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy Instagram: https://www.instagram.com/dannyfontaine/ My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
Transcribe →S2 E09 VIDEO VERSION: Gina Balarin, Author, Advisor and TEDx Speaker
3w ago01:06:48Tap to summarizeMost pitches don’t fail because the idea is weak. They fail because the message isn’t received the way it was intended. In this episode of Pitch Masters, Danny Fontaine is joined by author, TEDx speaker and advisor Gina Balarin to explore the gap between what we say and what our audience hears. And why that gap is where pitches succeed or fail. They discuss: Why communication is defined by what the audience hears, not what you say How audience priorities shape the meaning of your message Why most pitches are built from the wrong starting point How to create alignment instead of relying on persuasive logic If you’ve ever felt like your message should have landed but didn’t, this episode will change how you think about pitching. Listen to the full conversation for a deeper perspective on how to make your ideas resonate. Learn more about Gina Balarin: Website: https://www.verballistics.com.au/ LinkedIn: linkedin.com/in/ginabalarin If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/ Follow Danny for more communication insights: LinkedIn: linkedin.com/in/dannyfontaine TikTok: https://www.tiktok.com/@pitchguy Instagram: https://www.instagram.com/dannyfontaine My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk
Transcribe →S2 E08 VIDEO VERSION: Atif Rafiq, Former McDonald’s, Amazon, and MGM exec, author of Decision Sprint
Apr 1201:20:07Tap to summarizeIf you think great pitches are about storytelling alone, you may be missing the deeper truth. Persuasion is built on judgment, preparation and the ability to move people. Not just impress them. In this episode, Danny Fontaine sits down with former McDonald’s, Amazon, Volvo and MGM executive Atif Rafiq to unpack what it really takes to influence high-stakes decisions. From negotiating multimillion-dollar deals in his twenties to securing a billion-dollar transformation investment, Atif shares how deep preparation, listening and conviction separate persuasive leaders from everyone else. This is a conversation about pitching when the stakes are real and the room doesn’t owe you anything. From negotiating multimillion-dollar deals early in his career to securing a billion-dollar transformation at McDonald’s, Atif breaks down the habits that separate persuasive leaders from everyone else: Why most pitches fail before the meeting even starts How listening reveals the real decision behind the conversation Why conviction matters and how to earn it How to handle resistance without losing momentum What Amazon’s culture teaches about preparation and influence This isn’t theory. It’s how decisions get made inside the world’s biggest companies. About Atif Rafiq: Former President at MGM Resorts and Chief Digital Officer at McDonald’s, Volvo, and Amazon. Founder & CEO of Ritual, an AI-powered problem-solving platform. He is the author of Decision Sprint: The New Way to Innovate into the Unknown and Move from Strategy to Action. Follow him on LinkedIn: https://www.linkedin.com/in/atif1/ If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/ Follow Danny for more communication insights: LinkedIn: https://www.linkedin.com/in/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy Instagram: https://www.instagram.com/dannyfontaine/ My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk #Pitchmasters #pitching #podcast #atifrafiq #persuasion
Transcribe →S2 E08: Atif Rafiq, Former McDonald’s, Amazon, and MGM exec, author of Decision Sprint
Apr 1201:20:07Tap to summarizeIf you think great pitches are about storytelling alone, you may be missing the deeper truth. Persuasion is built on judgment, preparation and the ability to move people. Not just impress them. In this episode, Danny Fontaine sits down with former McDonald’s, Amazon, Volvo and MGM executive Atif Rafiq to unpack what it really takes to influence high-stakes decisions. From negotiating multimillion-dollar deals in his twenties to securing a billion-dollar transformation investment, Atif shares how deep preparation, listening and conviction separate persuasive leaders from everyone else. This is a conversation about pitching when the stakes are real and the room doesn’t owe you anything. From negotiating multimillion-dollar deals early in his career to securing a billion-dollar transformation at McDonald’s, Atif breaks down the habits that separate persuasive leaders from everyone else: Why most pitches fail before the meeting even starts How listening reveals the real decision behind the conversation Why conviction matters and how to earn it How to handle resistance without losing momentum What Amazon’s culture teaches about preparation and influence This isn’t theory. It’s how decisions get made inside the world’s biggest companies. About Atif Rafiq: Former President at MGM Resorts and Chief Digital Officer at McDonald’s, Volvo, and Amazon. Founder & CEO of Ritual, an AI-powered problem-solving platform. He is the author of Decision Sprint: The New Way to Innovate into the Unknown and Move from Strategy to Action. Follow him on LinkedIn: https://www.linkedin.com/in/atif1/ If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/ Follow Danny for more communication insights: LinkedIn: https://www.linkedin.com/in/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy Instagram: https://www.instagram.com/dannyfontaine/ My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk #Pitchmasters #pitching #podcast #atifrafiq #persuasion
Transcribe →S2 E07 VIDEO VERSION: Melody Wilding, Executive Coach and Author of Managing Up
Mar 2901:13:07Tap to summarizeIf pitching is about persuading people to act, then the workplace version of that skill often comes down to something quieter: managing up. In this episode of Pitch Masters, I speak with executive coach and bestselling author Melody Wilding about how influence really works inside organisations. Many capable professionals assume strong work will naturally be recognised. But when ideas fail to gain traction with senior leaders, the issue is often communication rather than competence. Drawing on insights from her book Managing Up, Melody explains how understanding your manager’s priorities, communication style, and pressures can change the way your ideas land — whether you’re proposing a new initiative, advocating for resources, or simply trying to make your work visible. In this conversation we explore: Why strong work doesn’t always translate into influence The problem of “silent competence” in organisations How to understand your manager’s decision-making style Practical ways to navigate difficult conversations with leaders Why managing up is often the hidden form of pitching inside companies Learn more about Melody Wilding: Website: https://melodywilding.com LinkedIn: https://www.linkedin.com/in/melodywilding If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk Follow Danny for more communication insights: LinkedIn: https://www.linkedin.com/in/dannyfontaine TikTok: https://www.tiktok.com/@pitchguy Instagram: https://www.instagram.com/dannyfontaine My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk #pitchmasters #MelodyWilding #ManagingUp #podcast #businesspodcasts #pitching
Transcribe →S2 E07: Melody Wilding, Executive Coach and Author of Managing Up
Mar 2901:13:07Tap to summarizeIf pitching is about persuading people to act, then the workplace version of that skill often comes down to something quieter: managing up. In this episode of Pitch Masters, I speak with executive coach and bestselling author Melody Wilding about how influence really works inside organisations. Many capable professionals assume strong work will naturally be recognised. But when ideas fail to gain traction with senior leaders, the issue is often communication rather than competence. Drawing on insights from her book Managing Up, Melody explains how understanding your manager’s priorities, communication style, and pressures can change the way your ideas land — whether you’re proposing a new initiative, advocating for resources, or simply trying to make your work visible. In this conversation we explore: Why strong work doesn’t always translate into influence The problem of “silent competence” in organisations How to understand your manager’s decision-making style Practical ways to navigate difficult conversations with leaders Why managing up is often the hidden form of pitching inside companies Learn more about Melody Wilding: Website: https://melodywilding.com LinkedIn: https://www.linkedin.com/in/melodywilding If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk Follow Danny for more communication insights: LinkedIn: https://www.linkedin.com/in/dannyfontaine TikTok: https://www.tiktok.com/@pitchguy Instagram: https://www.instagram.com/dannyfontaine My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk #pitchmasters #MelodyWilding #ManagingUp #podcast #businesspodcasts #pitching
Transcribe →S2 E06 VIDEO VERSION: Terry Szuplat, Former Obama Speechwriter and Bestselling Author
Mar 1501:27:33Tap to summarizeWhat can business leaders learn from the pressure, craft, and discipline of presidential speechwriting? In this episode of Pitch Masters, I sit down with Terry Szuplat, who spent nearly a decade as a speechwriter for President Barack Obama, to unpack what makes messages land, what makes audiences lean in, and why “generic” is the fastest route to being forgotten. Terry takes us inside the realities of writing for the most scrutinised speaker on the planet, shares the practical framework he uses to help leaders prepare talks and pitches, and offers a simple principle that instantly raises the bar: say what only you can say. Connect with Terry Szuplat Website: https://www.terryszuplat.com/ LinkedIn: https://www.linkedin.com/in/terry-szuplat-456914137/ If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/ My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53
Transcribe →S2 E06: Terry Szuplat, Former Obama Speechwriter and Bestselling Author
Mar 1501:27:33Tap to summarizeWhat can business leaders learn from the pressure, craft, and discipline of presidential speechwriting? In this episode of Pitch Masters, I sit down with Terry Szuplat, who spent nearly a decade as a speechwriter for President Barack Obama, to unpack what makes messages land, what makes audiences lean in, and why “generic” is the fastest route to being forgotten. Terry takes us inside the realities of writing for the most scrutinised speaker on the planet, shares the practical framework he uses to help leaders prepare talks and pitches, and offers a simple principle that instantly raises the bar: say what only you can say. Connect with Terry Szuplat Website: https://www.terryszuplat.com/ LinkedIn: https://www.linkedin.com/in/terry-szuplat-456914137/ If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/ My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53
Transcribe →S2 E05 VIDEO VERSION: Lorraine K. Lee, Executive Presence Expert, Keynote Speaker, and Author of Unforgettable Presence
Mar 1201:08:36Tap to summarizeWhy do talented professionals get stuck in mid-level roles — even when they’re doing great work? In this episode of Pitch Masters, I sit down with executive presence expert, keynote speaker, and author Lorraine K. Lee to explore why hard work alone isn’t enough to grow your career. Lorraine shares the moment she realised that visibility, not just performance, was the missing ingredient in her own journey from LinkedIn and Prezi to launching her own successful business. We dive into: Why “hard work speaks for itself” is a myth How to build executive presence in hybrid and virtual environments The RAVE framework (Relationships, Appearance, Visibility, Expertise) How introverts can lead powerfully without pretending to be extroverts How to communicate your value without sounding like you’re bragging Why eye contact and storytelling matter more than slides If you want to influence more effectively, pitch with confidence, and build a reputation that accelerates your career — this episode is for you. Connect with Lorraine K. Lee: Website: https://lorraineklee.com/ LinkedIn: https://www.linkedin.com/in/lorraineklee/ If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/ My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53
Transcribe →S2 E05: Lorraine K. Lee, Executive Presence Expert, Keynote Speaker, and Author of Unforgettable Presence
Mar 101:08:36Tap to summarizeWhy do talented professionals get stuck in mid-level roles even when they’re doing great work? In this episode of Pitch Masters, I sit down with executive presence expert, keynote speaker, and author Lorraine K. Lee to explore why hard work alone isn’t enough to grow your career. Lorraine shares the moment she realised that visibility, not just performance, was the missing ingredient in her own journey from LinkedIn and Prezi to launching her own successful business. We dive into: Why “hard work speaks for itself” is a myth How to build executive presence in hybrid and virtual environments The RAVE framework (Relationships, Appearance, Visibility, Expertise) How introverts can lead powerfully without pretending to be extroverts How to communicate your value without sounding like you’re bragging Why eye contact and storytelling matter more than slides If you want to influence more effectively, pitch with confidence, and build a reputation that accelerates your career — this episode is for you. Connect with Lorraine K. Lee: Website: https://lorraineklee.com/ LinkedIn: https://www.linkedin.com/in/lorraineklee/ If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/ My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53
Transcribe →