Sales Gravy: Jeb Blount Ditch the Dog-and-Pony Show and Create Sales Pitches That Close
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Apr 9, 2026 Danny Fontaine, author and presentation coach known for Pitch, packs the conversation with storytelling and stagecraft. He explains how rehearsal builds confident authenticity. He breaks down reading the room, tailoring pitches to decision-makers, and using eye contact to create emotional connection. He also covers avoiding burnout by prioritizing and learning to say no.
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Rock Band Gigs Taught Stagecraft For Pitches
- Danny tells of fronting an eight-person band, touring pubs and doing hundreds of low-attendance gigs early in his career.
- He links that performance experience to learning stagecraft and iterative improvement for pitches.
Rehearse Live To Turn Script Into Performance
- Rehearse pitches out loud and in front of people to move from a script to confident performance.
- Danny compares it to comedians testing jokes in small clubs and says repeated live practice lets you riff naturally onstage.
Use Scripts As Foundation Not Final Form
- Start with scripted material to get your story straight, then iterate through live practice until the story becomes flexible.
- Danny stresses scripts are foundational but must evolve through performance so you can riff authentically.
