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Pitch: How to Captivate and Convince Any Audience on the Planet
'Wonderful' - Rory Sutherland
'An instant classic - highly recommended!' - Peter Coughter, author of The Art of the Pitch
'Seriously impressive' - Thomas Erikson, author of Surrounded by Idiots
'An indispensable guide' - Graham Thomas, former CEO and President of Saatchi & Saatchi
Pitching sucks. The word alone conjures up dull PowerPoint decks, pushy tactics, and shouty emails. But it doesn't have to be that way.
Danny Fontaine, an expert in innovative pitching, presents a game-changing guide that transforms pitching into an exciting, creative and enjoyable experience. Drawing from his billion-dollar pitching experience, this book delves into the psychology of connection and storytelling mastery, alongside practical methods for persuading any audience. And it's all backed with anecdotes of some of the very best, and worst, pitches of all time.
These techniques work in any context, from corporate boardrooms to classroom lectures to after-dinner speeches, proving that great pitching is all about creating experiences and evoking emotions.
Forget PowerPoint and discover how to captivate any audience, win more deals, and have fun doing it.
'An instant classic - highly recommended!' - Peter Coughter, author of The Art of the Pitch
'Seriously impressive' - Thomas Erikson, author of Surrounded by Idiots
'An indispensable guide' - Graham Thomas, former CEO and President of Saatchi & Saatchi
Pitching sucks. The word alone conjures up dull PowerPoint decks, pushy tactics, and shouty emails. But it doesn't have to be that way.
Danny Fontaine, an expert in innovative pitching, presents a game-changing guide that transforms pitching into an exciting, creative and enjoyable experience. Drawing from his billion-dollar pitching experience, this book delves into the psychology of connection and storytelling mastery, alongside practical methods for persuading any audience. And it's all backed with anecdotes of some of the very best, and worst, pitches of all time.
These techniques work in any context, from corporate boardrooms to classroom lectures to after-dinner speeches, proving that great pitching is all about creating experiences and evoking emotions.
Forget PowerPoint and discover how to captivate any audience, win more deals, and have fun doing it.
336 pages, Paperback
Published July 22, 2025
25 people are currently reading
125 people want to read
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Displaying 1 - 8 of 8 reviews
June 29, 2025
Breaking something complex down into simple steps and providing a guide is sort of genius. Why wasn’t this around when I started my career!!! Some simple advice but also some deep ideas to make any pitch to anyone for anything a manageable and enjoyable process for everyone involved.
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September 21, 2025Danny Fontaine’s "Pitch: How to Captivate and Convince Any Audience on the Planet" is a guide to turning presentations and conversations into persuasive, unforgettable experiences. Fontaine’s central idea is that most pitches fail not because of bad ideas but because they fail to capture attention, create emotional resonance, or inspire action. The book invites readers to move away from the stale, formulaic slide decks and predictable corporate pitches that lull audiences into passive listening. Instead, Fontaine argues for an experiential approach to pitching - one that makes audiences feel the problem, see the stakes, and ultimately want to act.
The book begins by illustrating how common it is for people to lose their audience without realizing it. Fontaine points to situations as casual as a cocktail party, where someone drones on about their work only to be politely abandoned mid-conversation. The same problem happens in boardrooms across the world, but the cost is much higher - missed opportunities, lost funding, failed sales. The challenge is universal: how to grab attention, forge a real connection, and persuade someone to take the next step. Fontaine insists that persuasion is not about drowning people in data or overwhelming them with detail. It is about crafting moments that cut through the noise, reach people emotionally, and then back those feelings up with logic and evidence.
To drive this home, Fontaine gives powerful examples of pitches that bypassed traditional formats and went straight to the heart. In one story, a teacher wanting to secure funding for her school seats board members in broken desks, hands them crumbling textbooks, and lets them wrestle with outdated technology for ten minutes before saying a word. The decision-makers don’t just hear about the funding gap - they feel it. This immersive experience lands with a force that no PowerPoint slide could deliver. Fontaine calls this kind of approach experiential pitching: leading audiences to their own conclusions through participation, storytelling, or demonstration rather than merely telling them what to think.
A recurring theme in the book is that sticking to safe, familiar presentation methods is ironically the most dangerous choice you can make. Human brains are wired for efficiency, operating on mental autopilot much of the time. This means that when people encounter yet another standard slide presentation, their attention automatically drifts. Familiarity, far from being comforting, becomes numbing. Fontaine argues that this is why so many pitches fail to stick - audiences have become immune to the format. The antidote is deliberate disruption: doing something novel that jolts listeners out of autopilot. Whether it’s changing the setting, ditching the slides, or creating an unexpected experience, the goal is to wake the brain up and force it to engage.
Fontaine does not suggest being reckless. Instead, he recommends calculated experimentation. Trying unconventional methods carries risk, but it also offers valuable feedback. Even failures become data that can be used to improve future pitches. This experimental mindset requires a willingness to test, learn, and iterate. The book encourages organizations to foster a culture where people feel safe enough to try bold ideas, learn from the results, and adapt quickly. This is far more productive than clinging to the 'safe' option that everyone expects - an option that almost guarantees mediocrity.
Before a single word of a pitch is written, Fontaine stresses the importance of qualification. Too many businesses waste time chasing opportunities that were never real to begin with - so-called 'beauty contests' where the decision has already been made but vendors are asked to pitch just to check a box. Fontaine advises readers to ask hard questions before investing resources: Is this a fair contest? Do we have a realistic shot? Are we allowed to meet the real decision-makers? Can we deliver profitably if we win? Equally crucial is qualifying yourself - assessing whether this project aligns with your values, whether you have the capability to execute, and whether the relationship would be mutually beneficial. Sometimes the smartest move is to walk away, saving your time and energy for winnable, strategically valuable opportunities.
When it comes to the pitch itself, Fontaine flips the conventional wisdom on its head. Many presenters assume that facts and figures should lead the way, believing that rational decision-makers will be swayed by data alone. But Fontaine points to research showing that emotion drives decision-making, with logic serving mainly to justify choices after the fact. Leading with data risks triggering defensiveness, causing skeptical audiences to search for flaws rather than open themselves to persuasion. Instead, Fontaine recommends leading with feeling - using stories, metaphors, or demonstrations to build emotional connection first - then bringing in the facts to reinforce the decision the audience is already leaning toward.
One example illustrates this perfectly: a startup founder named Diane begins her investor meeting not with a slide deck but with a short, vivid story about her daughter’s asthma attack. The investors, many of whom are parents, are immediately drawn in on a human level. Only after they are emotionally invested does Diane reveal her product and the market data supporting it. By the time she shares the numbers, the investors are no longer adversarial skeptics - they want to see her succeed. This sequence, Fontaine argues, is critical: hearts first, heads second.
The final section of the book focuses on peak performance on pitch day. Fontaine recognizes that even the best-prepared presenter can be undone by nerves if they aren’t managed properly. Rather than fighting anxiety, he suggests reframing it as excitement. Physiologically, the two emotions are almost identical - racing heart, heightened focus - so by viewing nervous energy as fuel, you can harness it to improve performance. Practical techniques such as controlled breathing, positive visualization, and even confident body postures can help regulate the nervous system and boost confidence. Fontaine also reminds readers to take care of the basics: rest well, clear the schedule to focus fully, and plan logistics in advance to minimize distractions.
Most importantly, Fontaine encourages presenters to remember that pitching is not begging - it is offering value. When you show up knowing that what you are presenting can truly help the audience, that conviction comes through. Passion, authenticity, and preparation combine to create a presence that is compelling and persuasive.
In conclusion, "Pitch: How to Captivate and Convince Any Audience on the Planet" is not just a book about better slide decks - it is a blueprint for rethinking how we communicate when the stakes are high. Fontaine’s approach blends emotional storytelling, experiential design, and disciplined preparation to create pitches that cut through the noise and move people to act. By qualifying opportunities carefully, breaking free of predictable formats, leading with emotion, and showing up with confidence, anyone can transform a dull presentation into a memorable moment that inspires decisions. The message is clear: a pitch is not a transfer of information but a chance to create an experience that lingers long after the meeting ends.
The book begins by illustrating how common it is for people to lose their audience without realizing it. Fontaine points to situations as casual as a cocktail party, where someone drones on about their work only to be politely abandoned mid-conversation. The same problem happens in boardrooms across the world, but the cost is much higher - missed opportunities, lost funding, failed sales. The challenge is universal: how to grab attention, forge a real connection, and persuade someone to take the next step. Fontaine insists that persuasion is not about drowning people in data or overwhelming them with detail. It is about crafting moments that cut through the noise, reach people emotionally, and then back those feelings up with logic and evidence.
To drive this home, Fontaine gives powerful examples of pitches that bypassed traditional formats and went straight to the heart. In one story, a teacher wanting to secure funding for her school seats board members in broken desks, hands them crumbling textbooks, and lets them wrestle with outdated technology for ten minutes before saying a word. The decision-makers don’t just hear about the funding gap - they feel it. This immersive experience lands with a force that no PowerPoint slide could deliver. Fontaine calls this kind of approach experiential pitching: leading audiences to their own conclusions through participation, storytelling, or demonstration rather than merely telling them what to think.
A recurring theme in the book is that sticking to safe, familiar presentation methods is ironically the most dangerous choice you can make. Human brains are wired for efficiency, operating on mental autopilot much of the time. This means that when people encounter yet another standard slide presentation, their attention automatically drifts. Familiarity, far from being comforting, becomes numbing. Fontaine argues that this is why so many pitches fail to stick - audiences have become immune to the format. The antidote is deliberate disruption: doing something novel that jolts listeners out of autopilot. Whether it’s changing the setting, ditching the slides, or creating an unexpected experience, the goal is to wake the brain up and force it to engage.
Fontaine does not suggest being reckless. Instead, he recommends calculated experimentation. Trying unconventional methods carries risk, but it also offers valuable feedback. Even failures become data that can be used to improve future pitches. This experimental mindset requires a willingness to test, learn, and iterate. The book encourages organizations to foster a culture where people feel safe enough to try bold ideas, learn from the results, and adapt quickly. This is far more productive than clinging to the 'safe' option that everyone expects - an option that almost guarantees mediocrity.
Before a single word of a pitch is written, Fontaine stresses the importance of qualification. Too many businesses waste time chasing opportunities that were never real to begin with - so-called 'beauty contests' where the decision has already been made but vendors are asked to pitch just to check a box. Fontaine advises readers to ask hard questions before investing resources: Is this a fair contest? Do we have a realistic shot? Are we allowed to meet the real decision-makers? Can we deliver profitably if we win? Equally crucial is qualifying yourself - assessing whether this project aligns with your values, whether you have the capability to execute, and whether the relationship would be mutually beneficial. Sometimes the smartest move is to walk away, saving your time and energy for winnable, strategically valuable opportunities.
When it comes to the pitch itself, Fontaine flips the conventional wisdom on its head. Many presenters assume that facts and figures should lead the way, believing that rational decision-makers will be swayed by data alone. But Fontaine points to research showing that emotion drives decision-making, with logic serving mainly to justify choices after the fact. Leading with data risks triggering defensiveness, causing skeptical audiences to search for flaws rather than open themselves to persuasion. Instead, Fontaine recommends leading with feeling - using stories, metaphors, or demonstrations to build emotional connection first - then bringing in the facts to reinforce the decision the audience is already leaning toward.
One example illustrates this perfectly: a startup founder named Diane begins her investor meeting not with a slide deck but with a short, vivid story about her daughter’s asthma attack. The investors, many of whom are parents, are immediately drawn in on a human level. Only after they are emotionally invested does Diane reveal her product and the market data supporting it. By the time she shares the numbers, the investors are no longer adversarial skeptics - they want to see her succeed. This sequence, Fontaine argues, is critical: hearts first, heads second.
The final section of the book focuses on peak performance on pitch day. Fontaine recognizes that even the best-prepared presenter can be undone by nerves if they aren’t managed properly. Rather than fighting anxiety, he suggests reframing it as excitement. Physiologically, the two emotions are almost identical - racing heart, heightened focus - so by viewing nervous energy as fuel, you can harness it to improve performance. Practical techniques such as controlled breathing, positive visualization, and even confident body postures can help regulate the nervous system and boost confidence. Fontaine also reminds readers to take care of the basics: rest well, clear the schedule to focus fully, and plan logistics in advance to minimize distractions.
Most importantly, Fontaine encourages presenters to remember that pitching is not begging - it is offering value. When you show up knowing that what you are presenting can truly help the audience, that conviction comes through. Passion, authenticity, and preparation combine to create a presence that is compelling and persuasive.
In conclusion, "Pitch: How to Captivate and Convince Any Audience on the Planet" is not just a book about better slide decks - it is a blueprint for rethinking how we communicate when the stakes are high. Fontaine’s approach blends emotional storytelling, experiential design, and disciplined preparation to create pitches that cut through the noise and move people to act. By qualifying opportunities carefully, breaking free of predictable formats, leading with emotion, and showing up with confidence, anyone can transform a dull presentation into a memorable moment that inspires decisions. The message is clear: a pitch is not a transfer of information but a chance to create an experience that lingers long after the meeting ends.
June 13, 2025
Menguasai seni berbicara di depan umum bukanlah hal yang mudah, namun dengan teknik yang tepat, siapa pun dapat memikat perhatian audiens. Buku ini memberikan panduan praktis tentang bagaimana cara menyusun dan menyampaikan pitch yang efektif, baik itu untuk presentasi bisnis, wawancara kerja, atau bahkan mempengaruhi audiens dalam konteks sehari-hari. Melalui penjelasan yang sederhana namun mendalam, pembaca akan diajak untuk memahami prinsip dasar dalam merancang pesan yang kuat, cara berbicara dengan percaya diri, serta cara berinteraksi dengan audiens agar pesan yang disampaikan dapat diterima dengan baik. Buku ini juga mencakup berbagai teknik persuasif yang dapat digunakan untuk mempengaruhi keputusan orang lain, baik itu dalam diskusi kelompok, negosiasi, atau memimpin rapat. Tak hanya itu, pembaca juga akan mempelajari bagaimana membangun koneksi emosional dengan audiens agar pesan yang disampaikan lebih berkesan. Terlepas dari latar belakang profesi, siapa pun yang ingin meningkatkan keterampilan komunikasi dan pengaruhnya di depan umum akan menemukan banyak wawasan yang berguna dalam buku ini. Sangat cocok bagi para profesional, pengusaha, pemimpin, hingga mahasiswa yang ingin belajar bagaimana cara berbicara dengan daya tarik yang memikat. https://blog.periplus.com/2025/05/26/...
October 9, 2025
Book Review: PITCH by Danny Fontaine 7.75/10
Just wrapped up PITCH - light, easy to read, and filled with reminders that great presentations grow through connection and purpose.
Every presentation is an act of leadership. It means speaking with awareness, tuning in to who’s in the room, what matters to them, and what they need to feel.
Fontaine captures the balance between empathy and precision with intent.
Preparation and delivery carry weight, and what endures is the sense of being understood.
I always feel a surge of energy before presenting (nerves). It comes from wanting the message to land well and represent the effort behind it. That sense of care keeps me steady and focused after the first 10 minutes.
Here’s what stayed with me:
• Research is respect
• Simplicity earns trust
• Listening builds influence
• Stories resonate when they mirror the listener’s world
• Nervousness fuels focus, channel it
PITCH is a short, thoughtful read for anyone who leads, shares ideas, or builds genuine connection through communication.
Each presentation reminds me that the deeper we understand the people in front of us, the stronger our message becomes.
#pitch #leadership #communication #storytelling #operations #leadershiplegacyseries
Just wrapped up PITCH - light, easy to read, and filled with reminders that great presentations grow through connection and purpose.
Every presentation is an act of leadership. It means speaking with awareness, tuning in to who’s in the room, what matters to them, and what they need to feel.
Fontaine captures the balance between empathy and precision with intent.
Preparation and delivery carry weight, and what endures is the sense of being understood.
I always feel a surge of energy before presenting (nerves). It comes from wanting the message to land well and represent the effort behind it. That sense of care keeps me steady and focused after the first 10 minutes.
Here’s what stayed with me:
• Research is respect
• Simplicity earns trust
• Listening builds influence
• Stories resonate when they mirror the listener’s world
• Nervousness fuels focus, channel it
PITCH is a short, thoughtful read for anyone who leads, shares ideas, or builds genuine connection through communication.
Each presentation reminds me that the deeper we understand the people in front of us, the stronger our message becomes.
#pitch #leadership #communication #storytelling #operations #leadershiplegacyseries
November 18, 2025
A practical and modern guide to all things pitch related.
I pitch to clients several times a week in my role, so I found this book to be incredibly helpful.
Fontaine’s enthusiasm for pitching is infectious, and he provides practical help and guidance to help elevate all aspects of pitching from prep to follow up.
It helped affirm some things that I already implement, it’s prompted me to rethink how I approach certain aspects, and it sparked plenty of new ideas for future pitches.
It’s well written, well researched and filled with of anecdotes to keep the content fun and dynamic.
I pitch to clients several times a week in my role, so I found this book to be incredibly helpful.
Fontaine’s enthusiasm for pitching is infectious, and he provides practical help and guidance to help elevate all aspects of pitching from prep to follow up.
It helped affirm some things that I already implement, it’s prompted me to rethink how I approach certain aspects, and it sparked plenty of new ideas for future pitches.
It’s well written, well researched and filled with of anecdotes to keep the content fun and dynamic.
August 8, 2025
This book is incredibly insightful and applies to pitching ideas in business— and pretty much everything else in life. As both a teacher and an actor, this book contained engaging stories and a ton of helpful insights into how to capture audience attention. It contains wisdom and practical advice that I will be using both at work and in life when interacting with others. I highly recommend this to everyone who ever has to pitch anything (which, I would argue, is everyone).
October 2, 2025
I picked up this book on holiday, unsure what to expect; I don't currently do professional pitches as such, though think the ideas and skills in this book are applicable to anyone who wants to work on their presentation skills, engage their audience, whether in person or online, and be a good storyteller. It is jam-packed with information, including mastering nerves and being a good communicator.
Displaying 1 - 8 of 8 reviews