Selling To Corporate – Détails, épisodes et analyse

Time is flying, and if you haven't started building your B2B sales pipeline yet, this is your wake-up call but only if you leverage it strategically. Focus on proactive lead generation, reset boundaries, and get clear about your sales process so your network actually supports your revenue goals. 

In this episode Jess challenges the popular adage that "your network equals your net worth." While your connections are valuable, relying solely on warm contacts can lead to a dangerous plateau - and the dreaded "free consulting" trap.

If you are a coach, consultant, or service provider tired of "picking your brain" coffee chats that never turn into revenue, this episode is for you. 

In this episode, we cover:

• The "Network" Myth: Why relying only on warm contacts is limiting your growth in the current B2B landscape.

• The Free Consulting Trap: How to stop doing busy work and start focusing on revenue-generating activities.

• Cold vs. Warm Leads: Why you need a balance of both to build a sustainable pipeline.

• Setting Boundaries: Practical advice on how to retrain your network to support your business goals (without being rude!).

• Tools for Growth: How resources like the Expert Services Directory can boost your visibility to both warm and cold prospects.

Make this your "Sales New Year." It's time for some tough love, honest stories from the frontlines, and actionable strategies to get you booked.

Key Quotes;

"We are five weeks into this year. And I know that it seems like we've got endless infinite time and possibilities to do whatever we like, but we actually don't. Most people will work 48 weeks of this year, which means that if you're somebody who's working 48 weeks this year, you only have 43 left to create the sales results that you're looking for this year. And if you work fewer than 48 weeks in the year because you are doing other excellent things like taking summer holidays off or traveling or spending time with family, you have fewer than 43 weeks left of this year to be able to create the sales results that you want. And I think that's motivational /terrifying." 00:02:0600:02:55

Defining Your Network
"And for the purpose of today's episode, I'm going to define network as being your social or professional contacts. And I think that's really important because over the years I've realised that, you know, sometimes people can be unclear about definitions." 00:15:3600:15:53

"Essentially, as business owners, we've been kind of conned into the mentality that if we just give real free value all of the time, that people buy from us, but it's not happening." 00:28:4200:29:03

The Real Reason Businesses Dipped: "I think that actually it was a really good demonstration of the fact that people had not implemented sales skills, techniques and or processes into their business last year." 00:04:1700:04:29

The Limits of Warm Networks in Business
"Warm contacts and warm networks will only get you so far." 00:06:2100:06:26

The Real Danger of Ignoring Cold Leads
"Because if you do not, the risk is not that you might end up in a position where you don't have any cold leads and you don't have any sales calls and you don't have any pipeline because all of your warm leads have been used up. You will experience that issue and when it hits, you will be in a position in your business where you are quite likely to already be investing in expensive kit or where you may have brought associates on to do some delivery who you need to pay." 00:07:5800:08:31

Maximising Lead Generation with the Expert Services Directory
"When you join and list yourself on the directory or list your business on the directory, we do proactive marketing to decision makers around the UK so that they can get in touch with you about your services." 00:13:1600:13:16

Key Resources Mentioned in this Episode:

Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year's inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) .https://smartleaderssell.thrivecart.com/cold-and-sold-bundle/

Episode sponsored by The Expert Services Directory: A key resource for coaches / consultants / trainers and done-for-you service providers to generate inbound leads. Access The Expert Services Directory here https://bit.ly/ExpertServicesDirectory and use code PODCAST for a special bonus.

If you've enjoyed listening to 'Is being a great networker costing you B2B sales?' check out these episodes.

Three things you can learn about the B2B sales process... from my wedding

https://bit.ly/SellingtoCorporate078

Three exciting ways to optimise your B2B sales process (and land more corporate clients!)

https://bit.ly/SellingtoCorporate092

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Wondering why your lead generation efforts aren't landing sales? In this episode, I'm sharing the key difference between decision makers and influencers in corporate organisations - and why targeting the right people will transform your business. Consistency matters and so does knowing who truly holds the budget and sign-off power. Build relationships, but be strategic. 

You'll learn why consistency trumps any "magic" lead generation method, and how focusing your energy on the right contacts can be the difference between wasted time and revenue growth. Whether you're a coach, consultant, speaker, or trainer looking to supplement your lead generation, this episode goes deep into practical strategies—and offers actionable advice to help you build relationships that truly move the needle for your business.

Ready to unlock the secrets to better B2B sales and start this year off strong? Tune in, get inspired, and learn how to have more impactful conversations (and more closed deals) with the people who count.

Key Takeaways:

• Qualified Lead vs. Influencer:
  Decision makers are those with the job title, remit, and budget autonomy to actually buy your services. Influencers may champion you internally or help you understand organisational needs—but without buying power, your efforts might not convert to sales.

• Volume and Consistency Matter:
  Lead generation isn't about finding a single "magic bullet" strategy. Whether you use email, LinkedIn, networking, or speaking gigs—consistency in executing your method and clear targeting are what drive results.

• Don't Get Stuck on Dead-End Relationships:
  If you're spending hours on calls with people who love your insights but never have purchasing authority, it may be time to re-evaluate your prospect list. Pouring energy into non-reciprocal relationships is wasted time (and money).

• How to Qualify a Decision Maker:
  Ensure your contacts tick these boxes:

• Their job title aligns with responsibility for your expertise.

• They hold autonomous budget.

• They have sign-off power for purchases.

• Influencers Still Matter—Just Differently:
  Influencers can introduce you to decision makers or champion your offer internally. But remember, if a relationship isn't productive or mutually beneficial, set boundaries so your focus stays on revenue-generating prospects.

Key Quotes;

The Real Challenge of Lead Generation
"One of the major challenges is that people aren't always generating the right kind of leads." 00:03:0100:03:05

Why Your Outreach Isn't Getting Results
"If you haven't worked on the quality and volume and targeting pieces of whatever, whatever outreach strategy you employ, whether it's email, whether it's LinkedIn, whether it's speaking, whether it's networking, whether it's any executive effort, you are not going to see the result you want." 00:17:2300:17:41

The Hidden Pitfall in Sales Strategies
Quote: "Most people are not doing that in their sales process and as a result, it means their sales process is stalled. And it means that they're, I'm going to use the phrase wasting time because they're spending lots and lots of time and energy on cultivating relationships with influencers who are not going to be able to push them up the chain to the, to the actual sale." 00:23:5100:24:16

The Importance of Building Relationships Across All Levels
"Even junior employees are important to know because one day they will get jobs that are in leadership positions where they are a decision maker. So it's important to create relationships with everybody." 00:37:5200:37:54

Key Resources Mentioned in this Episode:

Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year's inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) .https://smartleaderssell.thrivecart.com/cold-and-sold-bundle/

Episode sponsored by The Expert Services Directory: A key resource for coaches / consultants / trainers and done-for-you service providers to generate inbound leads. Access The Expert Services Directory here https://bit.ly/ExpertServicesDirectory and use code PODCAST for a special bonus.

If you've enjoyed listening to Are you speaking to decision-makers or influencers (& why it matters!) check out these episodes.

Generating Corporate Leads  https://sellingtocorporate.com/podcast/stc002-generating-corporate-leads/

How to find the right decision maker in corporate organisations 

https://sellingtocorporate.com/podcast/stc022-how-to-find-the-right-decision-maker-in-corporate-organisations/

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

It's September, Jess's favourite month of the year as it's her birthday and historically, it's the best time of year to sell to corporate companies. 

But, as 2025 continues to shape up as a tumultuous "year of chaos," she's taking a fresh look at whether this golden window for B2B sales still holds up in today's market.

In this episode, Jess gets real about the trends and challenges you can expect in the final sales quarter, including everything from shifting B2C strategies and income-grabbing tactics to the impact of economic and political changes on the corporate buying landscape. She'll also share why having a strong, adaptable sales process is more critical than ever—and how the rise of external suppliers, increased market competition, and changing budget cycles could affect your ability to land corporate clients.

Jess also reveals the launch of the brand new Expert Services Directory—a proactive marketing platform connecting coaches, consultants, and service providers with over 16,000 decision-makers across the UK.

So pour yourself a cup of coffee and join Jess as she unpacks what it REALLY takes to succeed Selling to Corporate this September, and how you can position yourself for success during the most pivotal quarter of the year.

Here's what you need to know:

1. Why B2C Turbulence Impacts B2B Sales
The entrepreneurial online space is, frankly, a bit wild right now. Between income grabs, desperate sales tactics, and people pivoting into new offers, the B2C market is flooded. But when solopreneurs can't make it B2C, they turn to Selling to Corporate — which means more competition (and, sometimes, less trust) in our B2B world.

2. Your Sales Process Matters More Than Ever
Luck-based B2B sales? That's so 2019. This year, decision makers are wary and more selective about external suppliers—thanks to past overpromises and under-deliveries. The result: if your sales process isn't dialed in, you're set up for feast-and-famine revenue or worse, no results at all.

Ask yourself:

• Are you consistently booking 5 (or more) qualified sales calls a month?

• Are you closing at least 3 out of every 5 calls?

• Does it take you more than 90 days to go from cold lead to signed client (for deals under 100k)?
  
  If you're not hitting those marks, it's time for a tune up.

3. The Opportunity Is Still Massive – IF You're Positioned Right
Despite the uncertainty, over 58% of companies are more likely to hire external suppliers this year. Projects are unfinished, budgets need spending, and corporate resources are at their limits – they want outside help, and now's your chance.
But, you need to stand out from the surge of new "consultants" and "coaches" sliding in from the struggling B2C arena.

September still holds enormous potential for selling to corporate clients – but only for those with a strong sales process. This isn't the time to rely on word-of-mouth or dabble half-heartedly. Commit, get strategic, and focus on genuine lead generation and relationship-building.

Key Resources Mentioned in this Episode:

Click ​​https://expertservicesdirectory.com/ to check out The Expert Services Directory.

If you want to learn more about The Expert Services Directory, click here: http://bit.ly/4f3ch1I

If you've enjoyed listening to How educating decision makers is screwing your sales process check out these other episodes that may be of interest.

STC053 Why September is your best time to sell to corporate organisations -  https://bit.ly/SellingtoCorporate053

STC107 How you can create a top performer sales mindset -

https://bit.ly/SellingToCorporate107             

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link https://smartleaderssell.vipmembervault.com/cc2026waitlist

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Creating a corporate revenue stream and consistently growing it year on year can be a challenge - and our guest for this episode, Paul Holbrook, is a leadership expert who wanted to experience rapid growth with his corporate revenue.
Twelve months after joining The C Suite ®, Paul had tripled his turnover from the previous year and is now working with global organisations to support better quality management in leadership teams and to encourage high levels of performance and productivity.

If you're interested in seeing serious revenue growth in your business - or applying high performance working techniques, then this episode is for you!

During this podcast, we're discussing;

• The frustrations Paul had when working for large Financial Services firms that led him to setting up his business. (00:54)
• The biggest objection Paul heard from prospective stakeholders that made him shift his business focus. (01:14)
• More productive ways to colour code diaries in order to genuinely achieve more. (02:56)
• How changing colour codes can help you to reflect on successful business activities. (03:41)
• How we can avoid living in the gaps between work - and prioritise it instead! (05:43)
• How the pandemic changed the way that corporate companies think about time management for their employees. (07:46)
• What corporates have recognised as being the 'real' problem now. (09:54)
• How planning ahead for key holiday periods helps to support business planning. (10:32)
• The power of accepting the true costs of your commitments and what that means for managing corporate client expectations. (11:37)
• How to tell the difference between over-delivery and consistently working outside of your scope with corporate clients. (13:12)
• Colour coding your calendar to support more productivity. (14:05)
• How companies like The Wellcome Trust are using productivity techniques to move employees to a four day week and why other organisations are looking to do the same. (21:20)
• How Paul knew that joining The C Suite ® was a no brainer decision for his business. (24:44)
• The ways that Paul used the live support inside The C Suite ® to triple his sales turnover. (26:02)
• How to make the most of the experience if you're going to invest in The C Suite ®. (29:23)
• Why Paul joined The C Suite ® even though he has a sales director in his family! (31:26)
• How Paul is handling sales objections differently now from corporate clients - and how it's converting into more closed deals. (34:55)
• Paul's biggest breakthrough inside The C Suite ® and how it's helped change his corporate sales process entirely. (37:37)

Plus a whole lot more! 

Key Resources Mentioned in this Episode:

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! 

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

There are some objections that corporate decision makers raise all the time - and it's infuriating when you know that they'll come up, but not how to respond! Over the last few years, I've heard tons of entrepreneurs get frustrated about hearing the same objections time and again from corporate organisations - only to feel like they're never quite handling them in the right way. If that's you? Then this episode has you covered! I'm sharing how you can improve your objection handling skills when dealing with stakeholders - in a consultative, easy (not sleazy!) way so that you can feel more confident and comfortable to talk around any reservations that your stakeholders/ corporate decision makers might have… and get the best outcome for both of you!

In this episode, I'm sharing;

• The homework/ reflections that you should be doing at the beginning of Q2 to make sure that you can have your best B2B sales quarter yet. (01:19)
• How we reflect on quarterly successes inside The C Suite ®. (01:47)
• Why seasonality is important to monitor if you're working with corporate organisations. (02:20)
• How wedding shopping has showcased some of the worst sales experiences I've ever seen. (03:07)
• How the Converting Corporates Bundle can support you if you're not able to attend Converting Corporates live this month. (05:46)
• Why financial new year is the perfect time for you to get started with your B2B sales process. (07:11)
• Creating predictable B2B/ corporate revenue streams in 2022. (08:49)
• The biggest reason that stakeholders put forward objections. (09:37)
• Understanding what an objection really is from a corporate stakeholders perspective. (10:40)
• Whether or not we're in control of objections becoming rejections. (11:37)
• How feeling resentful towards a decision maker for raising an objection can lose you future sales. (13:04)
• The real purpose behind a decent objection handling process. (13:52)
• Why we should stop using the word 'overcome' when we talk about objections. (16:01)
• How different economical factors will make objections seem more prevalent… and why we need to establish validity quickly. (17:12)
• Where objections really come up / appear in the B2B sales process. (18:59)
• Whether objections are really problems that the stakeholder is having - or not! (19:43)
• How we can pre-empt objections during our sales calls. (20:20)
• Establishing whether or not an objection is valid/ real. (21:18)
• Three types of corporate objections that we hear most often when selling to corporate companies. (22:50)
• Understanding whether the stakeholder hasn't given us the correct information - or whether we've misinterpreted the need. (25:35)
• The 'hard-sell' process that B2B salespeople often attempt to overcome sales objections. (26:55)
• How we can use empathy to handle objections in a better way. (29:38)
• Using consultative questioning techniques to establish the validity of an objection. (30:11)
• Understanding how to challenge your stakeholders in a courteous but consultative, way. (32:49)
• How to avoid aggressive questioning when handling objections from your decision maker. (33:37)
• Supporting your stakeholder to make the best decision for them. (35:13)
• How we can agree mutually beneficial next steps to support future sales. (35:49)
• Why stock/ scripted answers don't work to handle corporate objections. (37:14)
• Upcoming episodes so that you can get excited! (39:11)

Key Resources Mentioned in this Episode:

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket!

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! 

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

Click here if you would like to listen to my recent TEDx talk.

Being busy with client delivery is a problem that lots of us would love to have… but the reality of having lots of client delivery work is that often, your business development activities can take a backseat. And as we all know, when we have a break in business development activities, we see the consequences ninety days later when we have a sales famine.

Finding time for business development is business-critical… regardless of whether you're in a high delivery period or not. If you want a steady stream of corporate clients then it's integral to make sure that you're operating a consistent B2B lead generation and sales process… so we have to find ways to make that happen even when times are busy.

In this episode, I'll be covering;

• Our popular December episode and how you can help the growth of the Selling to Corporate ® podcast! (00:25)
• Understanding how my most successful clients are balancing business development and client delivery. (03:35)
• How you can grab one of the remaining tickets for the Converting Corporates April event. (04:25)
• Why the feast/ famine B2B sales cycle happens - so that we can avoid it moving forward. (05:24)
• Defining our own priorities and how they factor into your business development plan. (06:21)
• Why avoiding setting boundaries with clients leads to a feast/ famine B2B sales cycle. (07:18)
• How 'diary squeezing' trainings lead to poor business development practice. (07:48)
• The problems that come with successful sales cycles (and how it can scupper your motivation!) (08:55)
• The three simple steps it takes to generate consistent clients and have time for regular B2B business development. (10:08)
• How protected calendar management can solve your feast/ famine sales cycle problems. (10:44)
• How I use protected calendar time to always complete my business development tasks - and what you can learn from it! (11:13)
• Why early morning reactivity feels tougher - and the reason I prioritise clients after 11am. (11:41)
• How avoiding reactivity made my clients more confident in their own B2B sales skills. (13:00)
• Why setting client boundaries allows you to be 100% present in client delivery. (14:45)
• How protected calendar management means that you always have consistent time for business development activities. (17:15)
• The ways that pricing your products/ services impacts your consistency with business development. (17:42)
• How undercharging leads to feast/ famine B2B sales cycles. (18:34)
• How managing prospective clients expectations can support you building out better business development time (and manage your delivery workload!) (20:25)
• Finding your own rhythm for client delivery and managing your B2B sales process. (21:14)
• How to understand when you're really at your 'tipping point' and require additional business development support. (22:36)
• How our C Suite participants start to bring additional business support into their company. (23:08)
• The different ways that C Suite participants are scaling their processes for B2B sales and how it's helping them to grow. (23:41)
• How / why you might feel awkward about actioning some of these strategies - and why they'll benefit you moving forward. (24:17)

Key Resources Mentioned in this Episode:

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: ​​https://selltocorporates.com/converting-corporates-2022/ 

Have you taken the Selling to Corporate ® offer quiz yet? Find out what the best offer is that you could sell to corporates by clicking here:

https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c 

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://selltocorporates.com/the-c-suite/

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! https://selltocorporates.com/corporate-bundle/

How to leave a review - https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Book an exploratory chat with me! I'm offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://selltocorporates.com/top-5-business-development-question-guide/

Click here if you would like to listen to my recent TEDx talk.

It can be really easy to think that selling your services to corporate companies will a) take forever and b) that you'll end up working every hour available (just like a corporate employee!) But that isn't the case… and working with corporate organisations as an external supplier, means being able to build your business (and deliver to clients) in the best way for your lifestyle. 

To show you how that's possible, I'm bringing one of our most productive C Suite participants, Emma Waltham, onto the podcast today to talk about how she's built a successful business, selling her services to corporate companies and being able to run the business and deliver to clients in just twenty hours per week.

As a busy parent and maternity returner expert for STEM organisations, Emma is on the podcast today to share her top tips and breakthroughs around growing her B2B revenue stream and working in more effective ways to have the business and family life that she's wanted to cultivate forever.

In this episode, we're discussing;

• How Emma supports STEM organisations with their maternity returners. (01:40)
• Emma's previous business iteration and how she had been supporting individuals on a 121 basis. (02:12)
• Why Emma decided to attend the inaugural Converting Corporates event. (02:56)
• How the pandemic affected Emma and her new B2B business focus. (03:52)
• The concerning part about Emma's pipeline falling away overnight - and how it encouraged her to sign up for The C Suite ®. (05:07)
• How isolation as an entrepreneur, selling to corporates impacts your confidence and business. (06:56)
• The 2008 financial crash reminder - and how it helped Emma to recognise that she would make it through successfully. (07:48)
• How the people inside The C Suite ® made Emma feel confident and comfortable to join. (08:43)
• Why my predictions around scaling and growth in 2020, meant that Emma grew her business dramatically in 2020/21. (09:53)
• How the April 2020 C Suite intake took multiple chances on themselves to really achieve their B2B sales goals in the midst of a pandemic. (10:34)

Unfortunately one year after recording her Selling to Corporate ® case study podcast episode, Emma sadly passed away. Donations can be made in her name to the Isabel Hospice in Welwyn Garden City: https://www.isabelhospice.org.uk/donate/

It can be really easy to think that selling your services to corporate companies will a) take forever and b) that you'll end up working every hour available (just like a corporate employee!) But that isn't the case… and working with corporate organisations as an external supplier, means being able to build your business (and deliver to clients) in the best way for your lifestyle. 

To show you how that's possible, I'm bringing one of our most productive C Suite participants, Emma Waltham, onto the podcast today to talk about how she's built a successful business, selling her services to corporate companies and being able to run the business and deliver to clients in just twenty hours per week.

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: ​​https://selltocorporates.com/converting-corporates-2022/ 

Have you taken the Selling to Corporate ® offer quiz yet? Find out what the best offer is that you could sell to corporates by clicking here:

https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c 

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://selltocorporates.com/the-c-suite/

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! https://selltocorporates.com/corporate-bundle/

How to leave a review - https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Book an exploratory chat with me! I'm offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://selltocorporates.com/top-5-business-development-question-guide/

Click here if you would like to listen to my recent TEDx talk.

Are you struggling to convert corporate / B2B leads on LinkedIn? Perhaps you used to be super successful at selling to corporate companies on social media but have seen a steady decline in responses over the last few months - and you're wondering whether you're doing something wrong… The world is changing and we're seeing more stakeholders take decision making away from social media and focus on curating mutually beneficial relationships with external suppliers instead.

If you've been noticing a decline in activity and want to see whether there are better sales approaches and opportunities, then exploring a new method of B2B lead generation might be the right way to go - so that you can curate the best results over the rest of 2022! 

In this episode, I'll be sharing;

• That we only have a few final tickets left for Converting Corporates this April. If you haven't grabbed your ticket yet, make sure to do so by clicking here: ​​https://selltocorporates.com/converting-corporates-2022/ 
• Why email marketing has been the highest success generator for our C Suite participants over the last six months for B2B lead generation. (02:49)
• The common issues that we see with B2B cold email marketing - and why it's been problematic in the past. (03:46)
• When emails should not be used for B2B sales communications. (06:42)
• Why solopreneurs/ entrepreneurs and corporate sales teams are reluctant to use cold email marketing to generate B2B sales leads. (07:45)
• Spammy email marketing and the problems it causes for B2B salespeople. (08:17)
• Why cold email marketing demonstrates a higher barrier to entry - and can help you sign more corporate clients. (08:59)
• The common challenges entrepreneurs/ solopreneurs face when getting started with cold email marketing to corporate companies. (09:57)
• Key results from our Selling to Corporate ® poll of stakeholders and their sales communication preferences. (10:34)
• Why cold calling has also increased in popularity to generate more B2B leads. (12:11)
• The serious caveat you need to consider if you decide to switch to a cold email marketing strategy for corporate companies. (13:34)
• Key conditions of cold email marketing to companies and how to do it well. (16:37)
• Front end workload with cold email marketing for the B2B sales space. (17:37)
• How to find the correct stakeholder email addresses for your cold email marketing strategy. (18:35)
• Considerations to make around email marketing and timelines so that it's most effective. (21:34)
• Positive qualities that cold email marketing demonstrates (if done correctly!) to corporate stakeholders and decision makers. (22:55)
• How specific should you be in your cold email marketing for corporate decision makers? (23:53)
• What your first cold email marketing message should say to a corporate stakeholder. (24:51)
• Targeting your cold email marketing to the right types of stakeholders. (26:50)
• Your cold email marketing follow up strategy - and why it's so important to your sales success. (27:28)
• The changes we need to make when moving a prospect from cold email marketing communication to having a business development call. (30:08)
• Key differences in response rates between LinkedIn and cold email marketing. (31:47)

Key Resources Mentioned in this Episode:

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: ​​https://selltocorporates.com/converting-corporates-2022/ 

Have you taken the Selling to Corporate ® offer quiz yet? Find out what the best offer is that you could sell to corporates by clicking here: https://bit.ly/STCOfferQuiz

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I'm offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Click here if you would like to listen to my recent TEDx talk.

Have you noticed that LinkedIn has been changing over the last few months? Perhaps you've noticed that the reach on your content is going down… or that you're not getting as much attention in the newsfeed as you once were? And maybe that's started you thinking about whether or not you should get onboard the LinkedIn Company Page bandwagon… and how having a LinkedIn company page could help you to increase your reach, get in front of more stakeholders and see whether it can help you land more corporate sales.

Over the last few months, we've been trialling and testing company pages so that you can get real-time results and progress… and assess properly whether you really want to add another content channel… or whether you'd prefer to work on other sales activities instead.

But either way, by the end of this episode, you'll know what decision is best for you - and for your B2B revenue stream!

In this episode, I'll be sharing;

• Why I'm not talking about how LinkedIn newsfeed content has diminished in quality (01:12)
• Creating a business case to use LinkedIn company pages to engage corporate decision makers and get more visible. (04:30)
• The common questions people ask when using LinkedIn to sell to corporate companies/ decision makers. (05:31)
• Why the current changes are down to user error… rather than technical problems (and what that means for your business when you're trying to sell to corporate organisations) (06:39)
• Spammy sales tactics that are stopping stakeholders from wanting to participate on LinkedIn (07:56)
• How we decided to promote our Selling to Corporate ® company page - and how that impacted our corporate audience. (09:27)
• How LinkedIn company page metrics gave me an interest in the activity… and what we decided to do to scale it. (10:36)
• Why smaller follower numbers are more valuable than huge email list numbers when selling B2B/ to corporate organisations. (11:21)
• How you can create a six figure business selling to corporate companies with 100 or fewer contacts. (11:56)
• What is a LinkedIn company page and how do you get one? (13:31)
• Why I don't advise that you follow our Selling to Corporate ® company page. (14:12)
• Why corporate stakeholders find it more comfortable to connect / communicate with company pages on LinkedIn. (14:41)
• The key differences between a LinkedIn professional profile and a company page (and how they benefit your B2B sales process!) (16:13)
• Using LinkedIn company pages if you're a focused content creator. (17:02)
• Using LinkedIn analytics to see how corporate decision makers are reacting to our content. (17:44)
• Our core demographics and how we're using that information to support our B2B sales strategy. (18:40)
• The biggest thing you'll need to remember if you decide to create a LinkedIn company page. (21:15)
• Why LinkedIn company pages are not there to drive immediate sales. (22:03)
• The boundaries you'll need to have (and how to manage your expectations!) with a LinkedIn company page. (23:15)
• Why you do not need a LinkedIn company page. (24:11)

Key Resources Mentioned in this Episode:

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: ​​https://selltocorporates.com/converting-corporates-2022/ 

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I'm offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Click here if you would like to listen to my recent TEDx talk.

Do you feel bored when you're thinking about your corporate offers? Perhaps you're only just starting to consider selling B2B and you're not really sure what you can even sell to companies… or what types of products/ services that they buy? Well, in today's episode I've got you covered - and we're diving into all things offers. So if you've been stuck, searching frantically for the best ways to package your skills and make them immediately interesting and sellable to corporate organisations, this episode is the one for you!  

In this episode, I'm sharing;

• What a corporate offer, product or service really is. (03:14)
• Why it's important not to let corporate organisations dictate which types of offers you are going to sell. (05:06)
• The main reasons that certain solutions don't work for corporate organisations. (06:08)
• How to get stakeholders / decision makers to be open to having a conversation about alternative solutions. (07:10)
• How keynote talks can be a great offer for corporate companies to buy for their employees. (08:11)
• Whether a keynote talk has to be motivational in nature for corporate companies. (08:27)
• Jay Baer and why he's one of my favourite B2B corporate sellers. (10:03)
• Liz Wiseman and the ways that she's changing the way corporations work. (10:44)
• The price ranges expected for corporate organisations to pay for keynote talks. (12:45)
• Core skills you need to be able to create a sought after keynote speaker revenue stream for corporate organisations. (13:40)
• Why Lunch and Learn sessions can be incredibly valuable to corporate companies. (16:11)
• Practical elements to Lunch and Learn sessions - and what they really entail. (17:41)
• Personality types/ business owners that are best suited to delivering Lunch and Learn sessions. (18:46)
• Indicative pricing for lunch and learn sessions. (19:35)
• Selling retainers to corporate organisations. (20:02)
• Training I'll be delivering on retainer sessions at the Converting Corporates event this April. (20:24)
• The most common reason that small business owners tend not to sell retainers spectacularly well to corporate organisations. (20:58)
• How retainers impact your relationship with decision makers and stakeholders in corporate companies. (22:04)
• The two different types of retainers you can sell to corporate organisations. (23:04)
• Indicative pricing for retainer projects being sold to corporate clients. (24:33)
• Why you need to be confident and competent in pricing your corporate services if you want to sell retained packages / services to corporate clients. (25:04)
• Selling passive income products to corporate clients - and whether they really work in the corporate space. (26:47)
• Low transformation, high volume products and the role they have to play in corporate companies. (27:41)
• How to create high transformation, low touch passive products for corporate companies. (29:12)
• How one of my C Suite ® clients is using their book to create consistent revenue (passively!) (30::18)
• Major considerations you need to make when selling passive / licensed products to corporate companies. (32:35)
• The serious considerations you need to make if you didn't have the revenue generation you expected last year. (36:01)

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: ​​https://bit.ly/ConvertingCorporatesEvent2022

Key Resources Mentioned in this Episode:

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now:https://selltocorporates.com/the-c-suite/

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

https://selltocorporates.com/corporate-bundle/

How to leave a review -

https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Book an exploratory chat with me! I'm offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now:

https://jessicalorimer.as.me/?appointmentType=12012999

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:

https://selltocorporates.com/top-5-business-development-question-guide/

Click here if you would like to listen to my recent TEDx talk.