6.6. Nail it or Fail it – The Art of Winning High Stakes Pitches - With Martin Coburn & Susie O’Gorman

Introduction

In this high-energy episode, Martin Coburn is joined by pitch expert and long-time collaborator Susie O’Gorman to break down what separates winning pitches from forgettable ones. With over 60 years of combined experience coaching sales teams, Martin and Susie reveal the tools, tactics, and mindsets that help teams succeed under pressure.

If you've ever walked away from a pitch thinking, "We should have won that," this is your roadmap to changing that outcome next time.

In this episode:

• Why good pitches fall flat
• Mastering a disciplined approach
• Storytelling as a strategic weapon
• Win Rate Optimisation
• Pitching Insights

Quotes in this episode:

Curiosity - “I’m constantly surprised in working with experienced teams that they are working on assumptions rather than insights.”

Creativity - “Teams lack creativity when they are trying to play “too safe” and goodness does the client appreciate it!”

Conviction - “Do you have conviction in your desire to work with this client?” “Are you genuinely excited…well you may want to let your face know!”

“This is relevant to any situation where you are presenting your ideas to others.”

“If your story isn’t resonating you won’t be successful”

“Ask yourself have I really got to the root of what the client wants”. “if not what questions can you ask to gather that insight.?”

“Facts and data light up two parts of the brain, stories and metaphors light up seven parts of the brain.”

“As a client I want to know “what’s in it for me!” Go further than you think you need to in articulating this.”

“Be the emotional state you want others to feel.”

“Effort plus effectiveness is what gets you great results!”

Join us for The Sales Advantage – 4th June

We will be taking this conversation even deeper at the Sales Advantage on 4th June. Don’t miss this unique opportunity to sharpen, test, and elevate your sales game in real time.

This is a high impact session to help you refine your pitch, sharpen your storytelling and learn how to differentiate to win more deals.

To sign up visit: https://digital.naturaldirection.co.uk/the-win-academy-sales-advantage-june-2025

To find out more about the 10 Disciplines of Pitching and the work of The Win Academy:

• Visit www.thewinacademy.co.uk
• You can find further articles and insights related to winning business by visiting https://thewinacademy.co.uk/insights/

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