Skills Excellence  

Transformational Selling


When it comes to big ticket selling – Winning Pitch knows how to do it. Testament to this is they secured a £10M order with a turnover a fraction of the size of this contract. Against international competition WP won the largest European programme supporting 1,800 ambitious SMEs in the North West. Its aim was to assist ambitious entrepreneurs release their full potential for growth. John Leach, Chief Executive, author and entrepreneur who led the bid has been researching for the last ten years what great selling looks like. He developed a formula and applied it to the securing of this contract. Major financial and professional service companies such as The Royal Bank of Scotland have now adopted this best practice sales model.

Breakthrough selling is significantly enhanced when a company has a clearly differentiated offering – one that stands out from the crowd. This is the starting point, however on its own it’s not enough – sales supremacy is achieved when an organization can exhibit three core pillars, these include:

Functional Mastery – an intimate understanding of the market place, customer needs and how the products and services offered can solve problems.

Customer Connectivity – an effective process for finding, reaching, winning and keeping customers

Momentum – fire in the belly and the desire to succeed at and individual and team level.

Delivering great selling is based on FM x CC x M – score zero in anyone of these and the result is no new orders. Excel in each one and transformation soon follows!


John Leach, CEO Winning Pitch

Pro.manchester publication October 2010