Daniel H. Pink, bestselling author and expert on human behaviour, joins the show to explore the art and science of persuasion. He shares how modern sales is less about manipulation and more about attunement, buoyancy, and clarity—three traits vital in today’s world of information parity. Pink also discusses the surprising power of ambiverts, the myth of extroverted sales stars, and how regret can drive personal growth. With practical insights and research-backed tips, this episode redefines pitching as a collaborative act rooted in empathy and understanding.

When I first started out in the world of pitching, I was terrible. It wasn't a career I’d ever imagined for myself. Like many people, I had a perception of sales as something manipulative and disingenuous—the classic 'used car salesman' trope, full of slick tricks and empty charm.

Luckily for me, I stumbled on a book that changed everything: To Sell is Human: The Surprising Truth About Persuading, Convincing, and Influencing Others by Daniel H. Pink.

It reframed sales not as something pushy or performative, but as something deeply human. At its best, persuasion isn't about control—it's about connection.

So when I launched Pitch Masters, Dan Pink was at the top of my dream guest list. And I’m delighted to finally share this conversation with someone whose thinking shaped my approach not just to pitching, but to communication in every part of life.

This isn’t just a conversation about sales or writing—it’s about how humans move each other.

We dive into why most of us are selling all the time, even if we don’t realise it. Daniel explains why the old image of the pushy, silver-tongued salesperson is completely outdated—and how modern persuasion is built on empathy, emotional resilience, and making sense of information in a noisy world.

You’ll hear about the surprising science behind what really works in a pitch:

• Why ambiverts (yes, not extroverts) outperform everyone else.
• The sweet spot for making a persuasive argument (hint: stop at three points).
• The moment Daniel realised a great pitch isn’t a performance—it’s an invitation.
• How AI is like a mediocre colleague with one good idea—and that’s enough to unblock you.
• And why regret, of all things, might be your most powerful teacher.

Whether you’re trying to influence a room, sell an idea, or just get your kids out the door, this episode will make you think differently about what it means to pitch.

Final Thought

Whether you’re a seasoned presenter, a nervous first-time founder, or someone who just wants to express yourself better, this episode will change how you think about pitching.

Dan Pink doesn’t give you a script. He gives you a mindset. And once you adopt it, you’ll never pitch the same way again.

🎧 Listen now to my conversation with Daniel H. Pink on Pitch Masters. Because pitching isn’t just for salespeople—it’s for anyone who wants to move others, honestly and effectively.

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 own book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available for pre-order: https://amzn.eu/d/ewuiZ53

Daniel H. Pink, bestselling author and expert on human behaviour, joins the show to explore the art and science of persuasion. He shares how modern sales is less about manipulation and more about attunement, buoyancy, and clarity—three traits vital in today’s world of information parity. Pink also discusses the surprising power of ambiverts, the myth of extroverted sales stars, and how regret can drive personal growth. With practical insights and research-backed tips, this episode redefines pitching as a collaborative act rooted in empathy and understanding.

When I first started out in the world of pitching, I was terrible. It wasn't a career I’d ever imagined for myself. Like many people, I had a perception of sales as something manipulative and disingenuous—the classic 'used car salesman' trope, full of slick tricks and empty charm.

Luckily for me, I stumbled on a book that changed everything: To Sell is Human: The Surprising Truth About Persuading, Convincing, and Influencing Others by Daniel H. Pink.

It reframed sales not as something pushy or performative, but as something deeply human. At its best, persuasion isn't about control—it's about connection.

So when I launched Pitch Masters, Dan Pink was at the top of my dream guest list. And I’m delighted to finally share this conversation with someone whose thinking shaped my approach not just to pitching, but to communication in every part of life.

This isn’t just a conversation about sales or writing—it’s about how humans move each other.

We dive into why most of us are selling all the time, even if we don’t realise it. Daniel explains why the old image of the pushy, silver-tongued salesperson is completely outdated—and how modern persuasion is built on empathy, emotional resilience, and making sense of information in a noisy world.

You’ll hear about the surprising science behind what really works in a pitch:

• Why ambiverts (yes, not extroverts) outperform everyone else.
• The sweet spot for making a persuasive argument (hint: stop at three points).
• The moment Daniel realised a great pitch isn’t a performance—it’s an invitation.
• How AI is like a mediocre colleague with one good idea—and that’s enough to unblock you.
• And why regret, of all things, might be your most powerful teacher.

Whether you’re trying to influence a room, sell an idea, or just get your kids out the door, this episode will make you think differently about what it means to pitch.

Final Thought

Whether you’re a seasoned presenter, a nervous first-time founder, or someone who just wants to express yourself better, this episode will change how you think about pitching.

Dan Pink doesn’t give you a script. He gives you a mindset. And once you adopt it, you’ll never pitch the same way again.

🎧 Listen now to my conversation with Daniel H. Pink on Pitch Masters. Because pitching isn’t just for salespeople—it’s for anyone who wants to move others, honestly and effectively.

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 own book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available for pre-order: https://amzn.eu/d/ewuiZ53

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 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/