Pitch Masters
Danny Fontaine
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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.
Available episodes
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Aug 7, 2023
S1E25: Graham Thomas and The Pitch for British Rail
The pitch to become British Rail’s advertising agency in 1979 is one of the greatest of all time. It involved an immersive theatrical experience that showed an audience a problem in a completely new light. The story has been told to me many times by many people, but always with a different spin. I decided to find out the truth for myself and tracked down Graham Thomas, who was – in 1979 – an Account Manager for Allen, Brady & Marsh, and played a vital role in this now-legendary pitch.
In this episode, he talks me through the pitch itself as well as taking me on a journey behind-the-scenes of the clandestine world of 1970's advertising. Wire-tapped mini-cabs, walkie-talkies, buttering up hotel porters, theatrics and playbooks - this episode is 80 minutes of pitching GOLD.
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 fol…
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Jul 23, 2023
S1E24: Oren Klaff, bestselling author of Pitch Anything
Oren Klaff is the real deal. He raises vast sums of investment capital every single day using his unique and hugely popular methods of pitching - as outlined in his international bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal.
We talk about a LOT of topics: swagger, making money, persuasion, human behaviour, capital markets, Anthony Scaramucci, cognitive psychology, power hierarchies and status, billionaires and valets, values, and negotiating - and we even do some role play.
WARNING - there is some fairly explicit and expletive language throughout this episode, but if you’re ok with that, grab a drink, sit back, and get ready to take notes.
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…
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Jul 9, 2023
S1E23: Peter Coughter, bestselling author of The Art of the Pitch
In this episode of the Pitch Masters podcast, I speak to yet another one of my all-time pitching heroes, the legendary Peter Coughter, founder and CEO of Coughter & Company, Professor at VCU Brandcenter, and author of one of my favourite books - The Art of the Pitch: Persuasion and Presentation Skills that Win Business.
In this episode, we discuss a lot of pitch material - the fear we all have, whether we need a deck, bringing the right people, and breaking the rules. But, best of all, Peter is a natural-born storyteller, and this episode is packed to the brim with pitch anecdotes that will make you laugh and cry. He tells me how he helped the Boston Olympic Committee win the honour of being the US City of choice to be put forward for the 2024 Summer Olympics, by employing a highly emotional and heartfelt story about the Boston Marathon Bombings. He tells me the story of how he used a scene from Conan Barbarian to win the hearts and minds of a business that were strongly opposed to hi…
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Jun 25, 2023
S1E22: Hilary Salzman, the Business Storyteller
You've probably heard of the power of storytelling in business, but how do we actually go about doing it - and do we need to be a natural-born storyteller? Enter, Hilary Salzman, the Business Storyteller.
Hilary is the founder of 22-stories.com and she's on a mission to get more people telling stories to grow their business. In this episode of Pitch Masters, we talk about why we should tell stories in business, the science behind creating emotional connections, and frameworks that you can immediately start using to create your own compelling stories. We also talk about the challenges that women face in male-dominated industries, overcoming imposter syndrome, and we have an open discussion on whether ChatGPT has a role in storytelling.
You can connect with Hilary on her website, Instagram, and Linkedin, and I would HIGHLY recommend her Podcast, The Everyday Storyteller.
If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and ar…
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Jun 11, 2023
S1E21: Carl Hewitt, Inspirational Digital Marketing Agency Founder & CEO
Welcome to a truly inspiring and motivating episode of Pitch Masters with Carl Hewitt, a young CEO of a digital marketing agency who founded the company when he was just 17 years old. He tells me the struggles he’s overcome with age bias, how he’s grown a business from door-to-door selling, how we can all use personas properly to win over an audience, how small tests always win the day, how he handled a mid-pitch panic attack, and how the dream of taking his mum to Rome has driven him towards success.
This episode is jam-packed with advice and guidance for aspiring entrepreneurs and seasoned businesspeople alike. Find out more about Carl's agency, Hewitt Matthews at hewittmatthews.co.uk, or connect with Carl on Linkedin at linkedin.com/in/carl-hewitt.
If you enjoy the show, please leave a review and share it with someone else who might. 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.
Ins…
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May 28, 2023
S1E20: Jim Highsmith, Co-creator of the Agile Manifesto, Storyteller, Adventurer
In February 2001, 17 anarchists assembled in the Snowbird ski resort in Utah, USA. They had no fixed agenda and spent two days in lively conversation, creating what we all now know as the Agile Manifesto. A new mindset and movement were born that would change the face of software development, but they could never have guessed just how far-reaching, famous, and infamous their work would become. One of those 17 was Jim Highsmith, and in this episode, he tells me the story about the birth of Agile.
You'll hear Jim tell me the story of Snowbird, and how that meeting resulted in a worldwide phenomenon. We discuss how Agile was pitched by many people, how it's resulted in unexpected and amazing things, and how it's been misunderstood and misused. We dispel some Agile myths, talk about applying Agile in leadership, and discuss Jim's own career from being a self-proclaimed techie to a VP of Sales and Marketing.
Jim's latest book 'Wild West to Agile' is a truly riveting read and I'd recomme…
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Apr 23, 2023
S1E19: Nancy Duarte, communication expert, author, speaker, and CEO of Duarte, Inc
Video version available on Apple Podcasts and Youtube.
This week on Pitch Masters: Nancy Duarte. Listening is essential for anyone who wants to improve their pitches, presentations and storytelling. Nancy is another one of my all-time pitching heroes. Her work on ‘sparklines' has had a huge impact on my career and the way that work, and I use her methods every single day at IBM to create the most compelling pitches and presentations. In this hour, you’ll hear about how Nancy discovered sparklines, the joy that followed and her moral decision about whether to share it with the world. We talk about speeches and keynotes by Martin Luther King, Steve Jobs, Al Gore, and Jawaharlal Nehru. We discuss how to make presentations like Pixar make movies, how to humanise data, and how to make your audience FEEL something. The episode is available in full as a video on Apple Podcasts and YouTube, and as audio everywhere else. As always, I’d love to know what you think.
Find out more about Na…
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Apr 9, 2023
S1E18: Jeb Blount, global sales guru and best-selling author of Sales EQ
Jeb Blount is sales royalty. He's published 15 books on selling, including Sales EQ, Fanatical Prospecting, and Objections, and he's been top of my Pitch Masters hit list since the show began.
In this episode we cover a huge amount of ground: qualifying deals, closing deals, relationships, stories, 'the ledge', 'murder boarding' the chessboard of sales, how to withhold information for leverage, and of course, how we can create emotional connections. In 70 minutes we cover the entire sales cycle, and Jeb gives me a ridiculous amount of insights that we can all use to improve our pitches and make more sales.
You can find out more about Jeb on his website salesgravy.com and I'd highly recommend you go buy one of his books on Amazon - Sales EQ is my all-time favourite.
I'm also pleased to announce that this is Pitch Master's first full VIDEO EPISODE, available on Apple and Youtube - just search for Pitch Masters.
If you enjoy the show, please leave a review and share it with someone el…
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Mar 26, 2023
S1E17: Neil Mullarkey, Austin Powers star, author, improv comedian and business guru
Episode 17 of Pitch Masters features the incredible Neil Mullarkey, star of Austin Powers, author of Seven Steps to Improve Your People Skills, and In The Moment, actor and improv comedy maestro. We talk about how to use improv in business, how to cast the perfect team for your pitch, debunking the myth of “Yes, and…”, mirror neurons and monkeys, and, of course, Swedish-made penis enlargers.
I was lucky enough to be taught ‘business improv’ by Neil a few years ago, and the lessons I learned from him have stuck with me forever. We met downstairs at the Comedy Store in London and spent an entire day telling stories and learning how the exact techniques used in improv comedy are directly applicable to business. In this episode, we drill down deep so you can learn them too.
This is an episode that is packed with a thousand usable tips for when you’re next pitching.
You can find out more about Neil on his website neilmullarkey.com, and order his new book In The Moment over at…
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Mar 12, 2023
S1E16: J Schwan, former CEO of Kin + Carta, entrepreneur, and tech services investor
In episode 16 of Pitch Masters, I speak to inspirational leader and former CEO, J Schwan. We have an incredibly candid talk about what being a CEO really involves. We discuss red and blue oceans, pitching to investors, choosing the right clients for your business, the importance of having a great mentor, and using the story from the movie 300 to motivate a team to success. Grab a coffee (or something stronger), sit back, and enjoy the show.
Visit J's new business venture, The Second Mountain, at https://thesecondmountain.io/ or find his free masterclass series on Youtube at https://www.youtube.com/@thesecondmountain.
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If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
Instagram: https://www.instagram.com/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguy
YouTube: https://www.youtu…
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Feb 26, 2023
S1E15: Matt Batten, award-winning Executive Creative Director
Matt Batten is an Executive Creative Director in advertising who’s won over 150 awards internationally. In this episode he talks me through his ten-point-plan for pitching, shares how a flawed loyalty programme landed him the Coca-Cola account, and plies me with multiple anecdotes about brilliant, emotional, and hilarious pitches from his career.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Feb 12, 2023
S1E14: Ben Williams, ex-Royal Marine, author of Command Mindset, and co-founder of Loopin
Ben Williams is a values-driven, authentic, and vulnerable person. He also happens to be an ex-marine, the author of Commando Mindset: Find Your Motivation, Realize Your Potential, Achieve Your Goals, and the co-founder of the team-wellness app, Loopin. In this episode of the Pitch Masters podcast, we talk about self-confidence and belief, humility, psychological safety at work, and the time that he pitched to acquire England Manager, Gareth Southgate. Join me on an emotional rollercoaster of life advice and hilarious pitching anecdotes - you won't regret listening to this one.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
Instagram: https://www.instagram.com/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguy
YouTube: https://www.youtube.com/@pitchguy/
Linkedin: https://w…
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Jan 29, 2023
S1E13: Simon Sinek, best-selling author and inspirational speaker
This week on Pitch Masters: Simon Sinek.
I’ve read Simon’s books and watched the Ted Talks as I’m sure many of you have, but what I really wanted to know was: how does he pitch?
In this episode, we go on a journey together through the end-to-end lifecycle of a pitch: ideation, structures, pitch decks, presenting, nerves, relationships, and all of those other stages that we have to go through for a compelling (and WINNING) pitch. Along the way, he tells me about his greatest-ever pitch - the one that got Start With Why published and launched his career.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
Instagram: https://www.instagram.com/dannyfontaine/
TikTok: https://www.tiktok.com/@pitchguy
YouTube: https://www.youtube.com/@pitchguy/
Linkedin: https://www.linkedin.com/in…
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Jan 22, 2023
S1E12: Thomas Erikson, best-selling author of Surrounded By Idiots
Thomas Erikson, the author of international best-seller Surrounded By Idiots (and many more books), talks about personality tests, the DISC profile, and how we can use it in a pitching scenario to serve our audience. We also discuss leadership styles, how to make people like you, and why we all need to be ourselves
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Jan 15, 2023
S1E11: Viv Groskop, author, journalist, broadcaster, and stand-up comedian
Viv Groskop talks about channelling the right energy when we communicate, flight or flight, the challenges that women face that men often don’t, why we should commit to a speaking event before we are ready, her journey from corporate-world to freelance, dealing with nerves, and how we all need to remember to be HUMAN.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Jan 8, 2023
S1E10: Jeff Gothelf, author of Lean UX, speaker, educator, and all-round inspiration
Jeff Gothelf talks about the power of Lean UX and how it’s evolved over the last 10 years, how he creates compelling stories, the importance of preparation, how we all need to ‘plant our flag’ for success, and the tale of the human cannonball.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Dec 4, 2022
S1E09: Dr Kimber Shelton, Psychologist, Author, Speaker, & Educator
This week I speak to psychologist Dr Kimber Shelton who talks about the differences and considerations that people of colour face when they are pitching, as well as cognitive distortion, all-or-nothing thinking, mirror neurons, eye contact and a whole lot more.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Nov 27, 2022
S1E08: Robin Dreeke, spy recruiter for the FBI and best-selling author
TRIGGER WARNING:
This episode contains some disturbing and occasionally graphic stories of the events of the 9/11 terrorist attacks and the subsequent events that unfolded.
Robin is an ex-FBI Agent and his career was focused on the hardest pitch of them all – recruiting Russian spies to work for the US government. His work has taught him many life lessons and he is a master of eliciting trust from the most reluctant people. He is now an executive coach and speaker and in this episode of Pitch Masters, he divulges invaluable tips on how to read people, how to gain their trust, how to prepare yourself for pitches, presentations and public speaking, as well as his philosophies on life and finding true happiness.
Robin Dreeke talks about his journey from humble beginnings to recruiting spies for the FBI, his personal story of 9/11, his Buddhist influences, and his area of expertise - how we can recognise and gain the trust of others.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Nov 20, 2022
S1E07: Martin Brooks, body language expert, author, & communications coach
Bill Clinton’s Thumb Of Power, Barack Obama’s Pinch Of Salt - just two tips from episode 7 of the Pitch Masters Podcast with body language expert, Martin Brooks.
When we pitch, present, or speak in public, we often focus on the content of what we’re saying, and in reality, a HUGE amount of our success lies in non-verbal communication, ie, BODY LANGUAGE.
Martin is a Communication Performance Coach and Author of Body Language Decoder. This interview was absolutely fascinating, and is, IMHO, essential learning for anyone speaking in front of a crowd. We talk about hand gestures, how to stand, how to move, facial expressions, and how to get rid of those terrible nerves. Plus, we talk about some classic real life examples: how we can tell that Boris was often not being entirely truthful, how we know that Liz Truss was a bag of nerves, and how Joe Biden stamps his authority when he’s making a point.
And there’s more, way more - the postural retreat, spatial anchoring, and how Dr Freud’s work still holds the answers to why we act like we do.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Nov 13, 2022
S1E06: Doug Hall, Master Inventor, best-selling author, and TV personality
Doug Hall talks about his unique system for coming up with ideas, why he gets senior people to say dumb things, the blueprint for a winning pitch, how to tap into your subconscious, judging some of the best and worst pitches on TV, and creating custom bourbon in under 5 minutes.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Nov 6, 2022
S1E05: Helle Williams, Senior Sales Executive @Sogeti
Helle Williams, Senior Sales Executive at Sogeti, talks about the importance of research before a pitch, the power of asking questions to gain winning insights, how to sell in Sweden, and being a woman in the male-dominated industry of IT consulting.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Oct 23, 2022
S1E04: Adam Morgan, Executive Creative Director @Adobe, Author, and Podcast Host
Adam Morgan talks about the battle between emotional-driven creative and data-based selling, dealing with a hostile audience, the formula for creating memories, the (correct) length of headlines, hooking up people to fMRIs to measure their emotions, and doing a front flip off a table in the middle of a pitch.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Oct 17, 2022
S1E03: Jeremy Connell-Waite, Master of communications at IBM and all round inspiring bloke
Jeremy Connell-Waite talks about how a hospital machine changed his career path, storytelling, emotions, Donald Trump and Joe Biden's inauguration speeches, JFK, and the art of being a master communicator.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Oct 17, 2022
S1E02: Tommy Schaff, Founder of Major League Sales and sales coach extraordinaire
Tommy Schaff talks prospecting, psychology, velveteen rabbits, Tony Robbins, getting beaten to class president by a drug dealer, being your authentic self, honesty, vulnerability, the power of questions, and buying Dwayne Johnson’s old clothes.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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Oct 17, 2022
S1E01: Rory Sutherland, Vice Chairman of Ogilvy and Behavioural Science Guru
Rory Sutherland talks great pitches, disastrous pitches, the importance of behavioural science in sales and advertising, overcoming public speaking nerves, and dressing up as a chicken.
If you enjoy the show, please share it with someone else who might appreciate it, and if you can, leave a review. Follow me on social media for video clips of the episode, or visit the website for more information.
Website: http://pitchguy.co.uk/
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/
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