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.

Are you working in the health and wellness space - and wondering how you can successfully sell your services to corporate organisations? Perhaps you've been feeling like corporate organisations haven't historically prioritised health and wellness initiatives, like they've been a 'tick-box' exercise for companies… or that they don't pay premium prices in those areas?

To start the year on the right foot, I've brought one of our awesome C Suite participants, Kate Davies onto the podcast today. As an Independent Fertility Nurse Consultant (and now expert B2B salesperson!) Kate transformed her business last year by deciding to work with corporate organisations to better support employees who are undergoing fertility treatment.

Over the last twelve months, Kate has added her B2B revenue stream - and helped some of the worlds largest financial services institutions to retain their employees and educate them around fertility issues.

So if you're a health and wellness practitioner who's been thinking about whether or not it's really possible to get corporate organisations to take you seriously and sell at higher price points? This is the episode for you.

In this episode, we'll be sharing;

• Kate's background as a clinician working within the NHS - and how that impacted her business. (0:27)
• Why fertility in the workplace is an important discussion - and why Kate wanted to raise it with large organisations. (01:24)
• The misconceptions around corporate companies and how they prioritise employee needs. (03:23)
• Entering the marketplace when companies weren't aware of what fertility in the workplace looked like or why it was important. (04:27)
• How forward thinking workplaces helped Kate to see a way forward for fertility in the workplace. (05:11)
• The types of research that has helped to demonstrate to corporate organisations that health and wellness support is needed in the workplace. (06:20)
• How fertility / infertility is impacting organisations and their employees on a bigger level. (07:15)
• Handling objections about inclusivity of certain topics in the workplace. (08:22)
• How certain health and wellness topics impact more people than originally expected in the workplace and why that matters for corporate organisations. (09:55)
• How Covid and menopause initiatives have helped to open up better workplace discussions around health and wellness. (10:44)
• The importance of choosing the right training for the organisation and how it impacts their experience. (11:24)
• Juggling both a successful B2C and B2B revenue streams and how to manage it. (12:17)
• How an NHS background led Kate to undercharging… and how she overcame it. (13:15)
• How Kate's business is changing - and what being fully booked means for growth. (14:41)
• Why integrating a B2B revenue stream means that you can win extra B2C business. (15:55)
• The impact of positive feedback from corporate training sessions and leveraging that thoroughly. (16:41)
• Word of mouth/ selling via recommendations; how Kate is being commended as the expert in her space. (17:51)
• Kate's big C Suite breakthroughs. (19:00)
• Avoiding free consultancy - and having a 90% conversion rate on business development calls. (20:36)

If you want to connect with Kate, you can find her over on LinkedIn at: https://www.linkedin.com/in/kate-davies-independent-fertility-nurse-consultant-8671579b/ 

Key Resources Mentioned in this Episode:

Grab one of our final January spots and 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.

Smart salespeople (and business owners!) are always keen to gather data around the B2B trends and insights that will support them to move forward over the next twelve months. Being able to understand how the corporate sales market is moving and the direction it's taking, makes it much easier to sense-check your plan for the coming year and will make sure that you're adding corporate offers that best benefit your clients and your business plan.

That's why this episode is entirely dedicated to the trends and predictions that are coming up in 2022 - and how you can use them to best benefit your business, increase your market share and sign more corporate clients.

In this episode, I'll be sharing;

• An overview of the things that have happened in the Selling to Corporate ® world this year and what you can learn from our experiences in the corporate sales space. (02:04)
• How our brand new C Suite participants went from zero to multi-six figure years. (04:25)
• The importance of intellectual property protection and how to avoid misunderstandings when sharing your intellectual property with corporate organisations. (12:30)
• How 2021 changed the B2B sales landscape for small business owners/ entrepreneurs. (14:28)
• Surveying our corporate clients; what we learnt about how stakeholders are feeling with regards to lead generation this year. (15:58)
• The most popular method of lead generation according to our corporate stakeholders (16:57)
• Why stakeholders are avoiding replying to LinkedIn messages - and why it's become more difficult to communicate with cold B2B leads on that platform. (18:17)
• How stakeholders are viewing pre-existing relationships in 2022 and what that means for your sales activity. (20:32)
• The importance of transparent, clear communication in B2B sales. (21:45)
• How diagnostics (and your accuracy in analysing problems) will benefit your B2B sales process. (23:53)
• The ways that the corporate sales landscape has changed over the last twelve months and prioritising premium services. (25:19)
• Why under-charging is stopping most small business owners from making real progress in the B2B space. (27:28)
• How the 'Great Resignation' is impacting organisations - and what you can do to solve upcoming obstacles. (28:26)
• The top benefits for companies in hiring external suppliers/ consultants to support projects. (29:30)
• What 'Done for You' service providers can expect in the upcoming months. (30:21)
• How companies are prioritising values - and how that benefits you as an external provider. (32:03)
• Why 2022 is looking to be a 'growth' year for those small business owners/ entrepreneurs who are willing to do the work. (34:48)
• Where to spend your time on social media and what stakeholders are really looking for from potential sellers. (35:59)
• Why outsourcing your sales activity shouldn't be on your list next year… unless you've got these specialist skills to support your growth! (37:51)
• The experience you need to have as a sales professional in order to hire an external sales person successfully. (38:59)
• Top two learning and development areas that most entrepreneurs / small business owners need to focus on next year in order to get their best B2B sales results. (41:24)
• How to effectively troubleshoot your sales process to understand where your gaps are and your areas of improvement. (43:57)

Key Resources Mentioned in this Episode:

Grab your ticket now for our April 2022 Converting Corporates event: https://selltocorporates.com/converting-corporates-2022/ 

Get on the waitlist to 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.

It can be tough to transition your entire business from selling B2C to selling B2B. If you're considering changing your primary revenue stream or adding a secondary B2B revenue stream and feeling nervous, confused or scared, then this episode is for you!

I've brought Gemma Stow, Self Promotion Expert, onto the Selling to Corporate ® podcast to share her journey; how she went from being a coach for individual women to successfully selling her self promotion services to corporate organisations so that they can reduce the gender pay gap and see more women in leadership roles.

In this episode, we're discussing;

• The transformations Gemma adds to Housing Associations (and their employees) (01:12)
• What made Gemma decide to start selling her services to corporates (03:09)
• The ways her B2C business meant she was 'spreading herself too thin' (04:24)
• Why selling to corporate companies was a hard (and scary!) decision to make (06:07)
• How your own employment background can impact whether or not you decide to sell your services to corporate organisations (07:06)
• Whether the Public Sector counts as being a 'corporate' company. (07:42)
• How selling to Housing Associations has aligned with Gemma's core values - and allowed her to see the bigger impact of her work. (08:26)
• How to prioritise company transformations so that they see the value in hiring an external supplier. (10:20)
• Letting go a B2C business; how it feels to start closing down a big revenue source and make huge changes. (11:20)
• How Gemma got started and the first services she sold to corporate organisations. (12:18)
• The exact number of paid talks Gemma has delivered in 2020, despite a pandemic! (13:29)
• How to balance your sales / business development activity and your delivery process. (16:00)
• The interesting ways that selling her services to corporate organisations has streamlined Gemma's social activity. (17:05)
• Why selling to corporate organisations has made Gemma more confident about charging for the value she brings to companies and increased her confidence at negotiating too! (19:09)
• How the pandemic affected Gemma's business - and how she managed to continue building her B2B revenue stream whilst under the pressures of home-schooling! (20:17)
• Creating change; using her platform to increase male allyship within organisations and how that's going to be important in the Public Sector space next year. (22:08)
• Sharing her biggest business / revenue milestone..! (24:35)

And more! 

If you want to connect with Gemma over on LinkedIn, you can find her here: https://www.linkedin.com/in/gemmastow/ 

Key Resources Mentioned in this Episode:

The final spaces for The C Suite ® for 2021 at the current pricing are available 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.

In this episode, we're tackling a big one: the idea that constant education and giving away free value is the golden ticket to a successful B2B sales strategy. As someone who has spent 18 years in sales and business development, I've seen this 'give, give, give' mindset cause real sales problems for people trying to sell to corporate clients. I'm going to explain why this approach can actually be a dangerous school of thought and how it can hurt your bottom line. We'll talk about the difference between useful education and harmful free consultancy, and how to make sure your corporate sales process is all about clarity, not just content.

We'll also dive into why giving too much away can lead to things like undercharging on your client proposals and a lack of confidence when following up on sales proposals. Plus, I'll be giving you an update on my Expert Services Directory, which is a fantastic opportunity for you to get in front of decision-makers with real buying power across the UK, without the need for constant, proactive outreach.

Here are some key takeaways from this episode:

• Education vs. Free Consultancy: There's a big difference between explaining what you do (education) and giving away all the tailored ideas a client could implement themselves (free consultancy).

• The Problem of Normalisation: By constantly educating your audience on common problems, you may inadvertently normalise them, making clients feel there's no need to pay for a solution because "everyone has the same issue".

• The Dangers of Free Advice: Giving away too much free advice trains prospective corporate clients to not pay you, as they've learned they can get your valuable insights for free.

• Clarity, Not Education, Sells: The goal of a good sales process is not to simply educate, but to give clients the clarity and commercial reasons they need to make a decision, which is what truly drives sales.

Join me in this episode as we unpack these crucial points and ensure your approach to business development is both effective and profitable.

Key Resources Mentioned in this Episode:

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.

How to price your services like a pro when working with corporations - https://bit.ly/SellingtoCorporate018

5 awkward myths about selling to corporate companies - https://bit.ly/SellingToCorporate111

6 biggest breakthrough moments from Converting Corporates - https://bit.ly/SellingToCorporate121

Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 202 click 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.

Have you been struggling to set your B2B sales strategy for 2022? Perhaps you're not sure what you should be including or how to make your corporate sales strategy fit your new revenue goals? 

Having a solid B2B sales strategy is integral to the success and growth of your business next year - and getting your strategy mapped out before 2022 means that you have the time to make strong business decisions and create a manageable implementation plan that will help you hit your goals next year without stress or overwhelm.

That's why I've recorded this episode; to help you make key decisions about your business in 2022 - and make sure that you have your best year in business.

In this episode, I'm sharing;

• Who should be attending Converting Corporates in April 2022 (02:24)
• Why it's important to set your B2B sales goals now (04:29)
• What you'll be able to achieve by the end of this episode - and how you'll be able to create your B2B sales plan. (06:02)
• The most important considerations you need to make when creating your 2022 B2B sales strategy (07:28)
• How to strategically set the right revenue target for 2022 - without just hoping that it's right (08:51)
• Why not all customers are created equal when it comes to B2B sales (10:24)
• Why everyone needs to stop saying 'I just need more leads' in 2022 (12:32)
• How to set realistic expectations of yourself and your B2B sales performance (14:40)
• Why you need to be creating your sales plan around having 40-42 working weeks in a year (17:22)
• The top three factors you'll need to consider when creating your B2B sales strategy (19:06)
• How to effectively reverse engineer your goals into practical action steps (19:46)
• How to utilise visibility and credibility to add value to your sales strategy (22:07)
• Why business plateaus aren't linked to your sales strategy… and what you really need to change to see growth (23:56)
• The biggest challenge / best question to ask yourself when setting your new B2B sales strategy (26:20)
• Why I'll be changing my referral strategy (and who I refer business to) in 2022 (28:09)
• The importance of assessing your ROI from 2021 investments and how it'll impact your business in 2022 (30:19)
• Assessing and troubleshooting the changes you'll need to make to hit your goals next year. (30:42)
• An introduction the the Selling to Corporate ® podcast episodes that will be appearing over the Christmas period (33:14)

Key Resources Mentioned in this Episode:

Ready to attend Converting Corporates 2022 on April 12th and 13th 2022? Then make sure you grab one of our final 20 tickets here: https://selltocorporates.com/converting-corporates-2021/ 

Link to Suzanne Dibble's Legal Templates / Black Friday offer: https://www.smallbusinesslegalacademy.com/black-friday?_go=jessica73 

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 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.

Waiting until the New Year to set your B2B sales goals is so 2017 - and that's why I've created a podcast episode for those of you who want to plan your B2B sales strategy early so you can relax into 2022!

If you've ever felt like sales planning is something that can be left until January, or that B2B sales planning doesn't need to take precedence before Christmas then this episode is going to show you why it's best to start early (and how you can reap those benefits in Q1). This will be part of a two-part B2B sales planning series - so make sure you take notes and get ready for the next instalment!

In this episode, I'll be sharing;

• Brief 2020/1 review - and the ways that Selling to Corporate ® HQ supported our clients and community throughout the pandemic. (0:24)
• Our 2020 November intake and how they've changed their businesses through the pandemic. (0:36)
• How work/life balances will impact your B2B sales planning for 2022. (07:17)
• Why business owners are creating 'jobs' for themselves, rather than functional businesses. (09:30)
• How to consider both personal and professional fulfilment in your B2B sales goal setting. (11:25)
• Why goal setting in January causes B2B sales plateaus for Q1. (13:25)
• The importance of setting realistic B2B sales goals - and why goals are not just about revenue! (16:52)
• The biggest difference between B2C sales goal setting and B2B sales goal setting. (18:54)
• Simple and easy ways to set strategic B2B sales goals. (21:53)
• How your monthly, quarterly and annual metrics will impact your B2B sales goals. (24:33)
• The information that you can get from stakeholders to inform your B2B sales goals. (27:52)
• B2B peak sales periods - and how you can factor your sales goals around them. (29:41)
• The absolute worst times of the year to try and book business development calls. (32:51)
• How to set sales goals that give you more holiday/ rest periods than ever. (35:07)
• Homework: What you need to bring to the next episode to set your best B2B sales goals. (38:23)

Key Resources Mentioned in this Episode:

Get on the waitlist to join The C Suite now! We're out of November spaces but 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.

The one question that everyone asks me is how long it'll take them to make a corporate sale - or successfully sign a corporate client. So if you've ever wondered how long it really takes to sign your first corporate client… or how you can accurately predict when you'll be able to sign your first corporate client, then this episode is for you!

In this episode, I'll be sharing;

• My personal experience of wanting to predict accurate sales pipelines (01:26)
• Why you need to take ownership of your B2B sales process early - especially in October. (03:13)
• The signs of the B2B economy changing - and what that means for your B2B revenue stream. (05:19)
• How to understand whether or not your sales foundations are set up correctly - and how that impacts your prediction. (09:04)
• Whether or not your stakeholder targeting will make a difference to your sales timeframe. (10:30)
• How stakeholders affect the impact of your service - and your sales timeline. (11:49)
• Defining whether you're offering a specialist service and increase your predicted revenue. (13:43)
• How contract types affect your B2B sales timeline. (15:07)
• The types of offers you can focus on to increase the speed of your sales process. (16:06)
• How a company's scoping process will impact your sales pipeline. (20:29)
• Your primary role in your business to ensure your sales pipeline is full and speedy! (23:02)
• The common denominators of entrepreneurs who are fully booked by corporate clients. (25:31)
• How to objectively measure your B2B sales process so you can make it more effective and efficient. (27:36)
• Why troubleshooting your corporate sales process is integral for improving your pipeline. (29:52)
• The average sales stats for salespeople (and calls!) that you need to know and monitor your process by. (32:21)
• Core consultative sales activities that make a clear difference to the speed at which you close B2B / corporate sales. (37:41)

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

Have you ever felt like corporates won't be interested in the services you provide? Or that they won't want to purchase your services because they're not traditional corporate-type offers? I'm so proud to bring Julie Dennis onto the Selling to Corporate ® podcast today - because over the last three years, she's transformed her business; moving from selling B2C to solely B2B and becoming fully booked as a Menopause Consultant and Trainer.

The wellness niche (selling wellness services to corporate clients) has become more popular over the last 18 months or so… but Julie built her B2B business when companies truly didn't understand why they needed to support their employees through menopause… and in this episode, she's sharing the key breakthroughs she's experienced to build a thriving business, carve out a niche and become the go-to expert for big brands.

In this episode, we'll be discussing;

• How Julie supports organisations with key transformations around menopause (01:31)
• What it was really like to sell a service that corporate clients didn't understand (02:32)
• Why building relationships is integral to successfully selling to corporate clients (04:00)
• How corporate companies deal with topics that have historically been surrounded by stigma and why it's so important to continue selling (05:25)
• Why implementing policy isn't enough for organisations to support employees (08:31)
• How celebrity endorsement can help and hinder company progress (09:37)
• How to determine whether you want to be selling practical services or inspirational talks. (11:20)
• When the bell curve of business starts to change; getting epic inbound leads. (13:25)
• How to make non-sexy sales processes work for you (15:04)
• Why keep in touch processes are integral to your sales pipeline (16:15)
• Julie's favourite part about The C Suite 

Key Resources Mentioned in this Episode:

Get on the waitlist to 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.

Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you've been selling to large organisations but your revenue / deals closed ratio isn't where you'd like and you've been saying that you'll improve it soon? 

Today's episode is all about why 'soon' is finally here - and how September is your best time to sell into corporate organisations. 

We're focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that's GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.

This episode is for anyone who;

• Has been promising themselves that they'll 'get around' to selling to corporates once their website is finished/ branding is done/ they've created an entire curriculum etc. It's not to say that there aren't valid reasons to pace yourself… but in this episode, we'll be exploring why you need to take action now or miss the boat.
• Is currently selling their services to corporates but has a lower close rate percentage than they'd like and wants to take immediate action to have a great Q4.
• Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.

In today's episode, I'll be sharing;

• Why I'm so grateful for KemiRaw's five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48)
• How the market landscape is staying the same - and what we'd normally expect to see at this time of year that isn't being impacted by coronavirus. And what that means for you as an external supplier! (04:43)
• Which shifts we're seeing due to coronavirus and how they'll allow you to make more sales as an external supplier (13:44)
• How financial year end is a great opportunity for you to generate extra revenue (15:03)
• How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58)
• The timings you need to focus on so that you're able to plan ahead and land deals before anyone else (19:48)
• The difference between the areas that you might think are important to corporates - and the areas that they'll really be focusing on. (23:45)
• How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53)
• The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)

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 now: https://www.products.selltocorporates.com/jointhecsuite

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://www.products.selltocorporates.com/businessdevelopmentquestions

Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I've got you covered! Simply download my free Daily Corporate Sales Activities Guide and you'll be able to take strategic, successful action every day:https://www.products.selltocorporates.com/corporateactivitiesguide

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

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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.

A quick summer episode to answer one of the most common questions / objections I hear from people considering making the switch to B2B sales! Have you ever thought about selling to corporate organisations but got scared at the thought of having to sell to big banks / huge organisations/ household name brands? Maybe you've thought about selling into public sector/ not-for-profit organisations but decided that they're not 'corporate enough'? 

This episode is for you! There are a lot of misconceptions about the types of organisations that are actually 'corporate'... and the ones that aren't. So if you're already selling to organisations but worried that you're not 'selling to corporates' or if you're brand new to B2B sales and not entirely sure what a corporate organisation is, then take a listen to this super-quick episode.

I'll be sharing;

• Details for my new FREE 'Creating Proposals that Convert' Masterclass (being held live on Thursday 26th August at 2pm UK) If your current proposal conversion rate is lower than 80%, you'll want to get yourself signed up!
• The person types writing in and asking what corporate companies really are… (no names mentioned!) (03:24)
• How some entrepreneurs are diminishing their B2B sales efforts by dismissing them as 'not corporate enough' (03:55)
• A clear definition of what a corporate organisation really is. (05:17)
• Why I created my own definition of corporate organisations (05:47)
• The most common understanding of corporate organisations - and what that means for your sales process. (07:10)
• The biggest difference between B2C and B2C sales (07:28)
• A reminder to bolster your confidence around B2B sales and the company types you're targeting (09:19)
• Why people buy into a common misconception around the company types that are 'corporate' (10:12)
• How to move away from your preconceived ideas around what a 'corporate' is. (11:24)
• What is an industry - and what isn't. (12:36)
• Understanding how to break industries down into sub-categories - and the difference that makes to your B2B sales process. (14:01)
• The types of industries that are available to choose from/ sell to when you're targeting corporate organisations. (14:51)
• How to get the best advice on company types to target (17:08)

** Make sure you grab your seat on my FREE August Masterclass: Creating Proposals That Convert: https://my.demio.com/ref/BkWkK0WJH0kPXMGq ** to increase your proposal conversion rates simply, significantly and swiftly.

Key Resources Mentioned in this Episode:

** CREATING PROPOSALS THAT CONVERT MASTERCLASS ** If you're ready to increase your proposal conversion rates – and see them skyrocket to 80% + close rate, then it's time to register for the free masterclass: https://my.demio.com/ref/BkWkK0WJH0kPXMGq 

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/

Get on the waitlist to 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.

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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.

** Prices for Converting Corporates 2021 tickets go up at the end of July! Grab yours now using the link below **

Have you ever procrastinated when it comes to your B2B sales strategy? Perhaps you're starting out and thinking about all the things that you need to have in place… worrying about websites, busying yourself with branding and panicking about your positioning? Or maybe you've been selling to corporate companies for a while … but you're taking it up a gear and worrying that you need to have lots of other elements in place before you can progress?

It's totally normal to worry. And it's normal to have a whole bunch of fears when it comes to shifting your business and sales strategies. But - you don't want to be worrying about problems that aren't happening… or stressing over things that don't make a difference right now.

That's why I've recorded this episode - to break down exactly what the most common worries are when selling B2B - and whether or not you really need to spend your time stressing about them!

In this episode, I'm sharing;

• The one thing that every business owner worries about (and why it infuriates me!) (08:19)
• What your website really means to prospective corporate clients (09:22)
• Why business courses are steering you down the wrong path when it comes to B2B sales priorities (10:48)
• Why inexperienced salespeople see the same objection time and again - and why it's not real! (13:58)
• Whether SEO really forms a part of your B2B sales strategy (15:45)
• The most effective sales tool in my business - and why you should be prioritising it right now (17:30)
• Why everyone needs to work on their foundational sales processes. (19:03)
• Whether pitching is really going to be a problem for you - and how you can overcome your concerns (20:52)
• The two types of pitching that you should be preparing for to sell to corporates. (21:30)
• How practise genuinely does make perfect when it comes to your sales process. (23:57)
• Why pitching isn't where the sale really happens - and what you need to think about instead. (25: 08)
• How clarity can help you get more B2B clients, quickly. (27:03)
• Why you shouldn't ever tell a client 'what you offer' - and how it's losing you sales each week. (29:48)
• How generic solutions are keeping your revenue stuck. (32:10)
• Why 'build it and they'll come' doesn't work for corporate clients. (36:16)
• How expensive mistakes are made when it comes to corporate course creation - and how you can avoid it. (37:49)
• Why it's always integral to get opinions from qualified, external sources - and avoid working in a vacuum. (39:09)
• How to know which offers will work… and which won't! (40:43)
• Why corporate clients are happy to wait for services that work. (42:33)
• How experienced business owners are working with incomplete foundations - and how it's keeping them stuck. (46:22)

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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

Are you spinning your wheels when it comes to selling your services to corporate companies? Perhaps you're waiting to get all your eggs in a basket… and you're constantly thinking about what you should sell, which products/ services to offer, how you're going to approach companies… and not actually moving forward and landing corporate deals?

Or maybe you've been selling your services for a while… and you've been trying to scale but it's not happening in the timeframe you want?

Spoiler: If you're experiencing those things, then clarity - or lack of it - is definitely one of the reasons that you're in a muddle. So grab a cup of coffee and take a listen because in this episode, I'm sharing how gaining clarity is nothing to do with theory and the ways that you'll be able to use it to make more sales, more quickly… 

In this episode, I'm discussing;

• Why sales 'experts' have been getting it wrong when they tell you that sales strategy has to come first. (06:51)
• How sales trainers typically get a bad rap in the corporate sales world - and the difference that makes for you. (08:12)
• Why you need to be a salesperson first and a business owner second. (20:00)
• The secret signs that indicate you're avoiding the B2B sales process - and why it's hindering your growth. (21:11)
• How making sales is nothing to do with the buyer… and why you have much more control over the sales process than you think. (23:10)
• Why you're overthinking clarity - and what you can do to change that so that you get better results. (25:24)
• The vicious cycle that lack of clarity brings. (26:32)
• Why theory is keeping you from getting any kind of clarity - and holding up your sales cycle. (28:17)
• Why thinking too far ahead is stopping you from making progress right now. (30:58)
• The two areas of clarity that you need in order to start taking action and seeing immediate changes in your business. (33:30)
• How mapping out theoretical products and offers are keeping you stuck. (35:36)
• How getting clarity will stop you worrying about your elevator pitch - and help you improve all of your negotiations. (37:34)
• How your messaging isn't just your written content - and the difference it makes to your close rate. (38:46)
• The biggest business investment I ever made - and why the first part benefitted me most. (40:11)
• When you need to revisit getting clarity in your B2B sales process. (41:37)

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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

Have you ever worried that you're being perceived as 'pushy' in your sales process? I'm sharing today how self-aware individuals, ironically, often overcompensate for fear of being pushy, leading them to avoid effective sales processes altogether.

It's a topic that I know many people have been concerned about and it's a conversation I've had countless times with both seasoned professionals and budding entrepreneurs throughout my 18 years in sales. 

This episode is all about helping you understand the fine line between effective B2B sales strategy and practices that can inadvertently push potential corporate clients away. We'll explore what "pushy" really means in the context of sales, particularly when you're aiming for significant business development, and how to ensure your corporate sales process is built on transparency and genuine support, not pressure. 

Ultimately, the key point from this episode is to help you to run a sales process that serves both you and your clients effectively. It's about giving your prospects all the information they need to make the best decision for themselves, efficiently and transparently so, whether you're working on client proposals or refining your sales proposals, this episode is for you!

As the summer 'lull' approaches it's time to plan your B2B sales strategy for September, and for those of you looking to generate more qualified leads from real decision-makers in the UK, I share exciting news about my new Expert Services Directory, which is specifically designed to help coaches, consultants, and service providers connect with organisations actively seeking their expertise.   

Here are some key takeaways from this episode:

• Understanding "Pushy": We define pushy sales not as specific activities, but as forcing a decision onto a buyer for your benefit, rather than focusing on their needs.  
• The Buyer's Role: Buyers also have a responsibility to be clear and transparent about their needs and expectations within the sales process, helping to avoid misunderstandings.  
• Standardisation Isn't Pushy: Standardising parts of your B2B sales strategy, such as sales call structures or follow-up processes, doesn't make you robotic; it enhances customer experience and allows for better troubleshooting and predictability.  
• Attitude Over Activity: The effectiveness of your sales activities, like follow-ups or discussing commercial terms in client proposals, hinges on your attitude, tone, and language, not the activities themselves.  

And here are four ways that improper sales practices can hurt your B2B sales process:

• Forcing Decisions Over Diagnosing Needs: When you attempt to force a decision that primarily benefits you as the salesperson, onto a buyer who doesn't want it, you come across as desperate and uninterested in their actual problems.  
• Assuming Sales is Just a Numbers Game: Relying solely on putting "as many pictures in front of decision makers as possible" without focusing on quality input often leads to inadvertent mistakes that make you appear inattentive, or pushy.  
• Lack of Standardised Processes: Over-personalising every sales interaction due to a fear of being pushy can lead to a lack of structure, making it incredibly difficult to troubleshoot your sales process, standardise results, manage buyer expectations, and can even hurt your overall service delivery.  
• Poor Attitude, Tone, and Language: While sales activities like following up on sales proposals or making cold outreach calls aren't inherently pushy, a negative attitude, harsh tone, or aggressive language can immediately alienate potential corporate clients and damage your brand.  

Tune in to gain a more profound understanding of these concepts and refine your approach to business development. You'll gain valuable insights into conducting effective B2B sales, ensuring you build trust and long-term relationships with your clients.

Key Resources Mentioned in this Episode:

If you want to learn more about The Expert Services Directory, copy and paste this link: http://bit.ly/4f3ch1I

If you've enjoyed Top ways to tell if you're being pushy in your sales process

check out these other episodes that may be of interest.

Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist

Join our weekly newslettr if you want to stay in touch with the latest B2B sales tips and techniques. 

https://sellingtocorporate.com/about/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.

Have you been thinking about attending the Converting Corporates event this September? If you've thought that it might be the right fit for you - but you have a few unanswered questions about how it could help you to build your corporate revenue stream and scale your B2B sales in the final quarter of 2021, then this episode is for you!

I'm pulling back the curtain so that you can understand exactly who Converting Corporates 2021 is for - and how it can help you have the most profitable quarter in your business this year. It'll walk you through the sessions that we're running - and how they can help you to define your B2B sales USPs, learn and practice your consultative sales skills and make sure that you're able to confidently and competently sell more to corporate clients.

In this episode, I'll be sharing;

• Why dragging prospects through the sales process doesn't work - and what to do instead. (03:36)
• Why Converting Corporates 2021 will be an in-person event, based in London. (07:01)
• The key difference between business training events - and the Converting Corporate workshops. (09:41)
• Who should be attending the Converting Corporate 2021 event. (11:00)
• The ARQ framework - and why I'll be teaching it for the first time ever outside of The C Suite ® and my private clients so that you can confidently navigate every client interaction in the best possible way. (11:54)
• Who isn't the right fit to attend Converting Corporates this year - and what you can do instead. (12:55)
• Why we focus on immediate action taking at Converting Corporates - and how we make it simple for you to implement, practise and see fast results. (20:01)
• Understanding when/ why you need to practice your business development calls. (22:19)
• Why pitching shouldn't be the main focus of your B2B sales strategy. (27:05)
• Session overviews and how they'll support you to make more B2B sales in the final quarter of 2021. (28:44)
• The types of organisations you can apply these sales techniques to. (32:19)
• Why these sales techniques are used by both our small business owner clients and large scale sales teams. (35:34)
• How we'll be ensuring a Covid-secure event environment. (36:37)
• What to do if you're worried about attending the event as a solo participant. (38:36)
• Socialising at Converting Corporates 2021 and how it can benefit your business. (41:23)

As always, if you have any questions about the event, please feel free to email Jessica@JessicaLorimer.com and I'll be more than happy to answer your questions personally. And if you're ready to grab your ticket? You can grab one of our last places here: https://selltocorporates.com/converting-corporates-2021/  

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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

Most entrepreneurs who are getting stuck selling their services to corporate, tend to get stuck for two reasons. 

1. Because they're missing a key component in one (or more) sales areas.
2. Because they don't know how to accurately diagnose their sales issue and therefore don't end up fixing it correctly.

One of the biggest problems I see entrepreneurs make, is self-diagnosing their B2B sales issues… because it often means that they end up mis-diagnosing the issue and causing more problems than they originally were trying to solve.

That's why I've finally recorded this diagnostics episode - so that you can more accurately diagnose your B2B sales issue - and start using the correct resources to improve your results.

(And yes… I do caveat in the episode that if you need tailored diagnostics, to get in touch. It really is important to get the right advice so that you don't cause extra problems. So if you need my eyes / ears to help you diagnose, email Jessica@JessicaLorimer.com with the headline mentioned in this episode!)

In this episode, I'm sharing;

• How to know if you've got a sales issue in the first instance (and finding an accurate way to measure!) (02:10)
• Why time off/ rest time is integral to avoiding B2B sales issues (05:19)
• Why this episode should not be used as general business advice (and what to use instead!) (09:31)
• The skills you'll need to rely on for accurate B2B sales diagnostics (11:17)
• How companies and courses are failing service based entrepreneurs with poor sales diagnostics (13:04)
• How entrepreneurs can often get caught up in fixing the wrong issues… and how your comfort zone is stopping you from accurately diagnosing your B2B sales issues (15:13)
• A key reminder: Why diagnostics alone will not help you fix your sales struggles. (16:47)
• The immediate results you see with accurate sales diagnostics in place (19:19)
• How often you should be reviewing your B2B sales process for best results (21:00)
• The first indicator that you need to troubleshoot your B2B sales process (21:57)
• Why it's business critical to diagnose sales issues swiftly - so that you can avoid the painful consequences of 'head-in-the-sand-itis'. (24:13)
• How you can use the proven 5 Step Selling to Corporate ® framework to support your sales diagnostics. (25:08)
• Understanding how to find the real issue at play. (27:24)
• Avoiding self criticism when diagnosing your sales issues - and why it'll help you. (28:42)
• How to find out which sales phase is failing your B2B process. (30:09)
• Qualifying your sales issue to understand if it's the most pressing problem to solve (31:14)
• Using your diagnostic results to fix your sales issue (33:08)
• The three areas you need to focus on / use in order to fix your sales problems. (35:44)
• Understanding the real consequences of delaying your sales diagnostics/ troubleshooting. (39:17)

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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

If you've ever wondered why it takes forever for corporate clients to understand what you do or how you can help them? Then this is the episode for you! This episode is for anyone who's struggling to choose their niche, who feels like they lack clarity around their industry or discipline or who is waiting on taking action to sell to corporate companies because they feel like they're missing those all-important, foundational decisions.

Simply put, if you're someone who has an elevator pitch that needs 28 storeys to successfully explain what you do - and who for? Then this is the podcast episode that is going to help you get that quick clarity so that you can start taking fast action on your corporate / B2B sales plan.

** LIMITED TICKETS ARE CURRENTLY STILL AVAILABLE FOR CONVERTING CORPORATES 2021: https://selltocorporates.com/converting-corporates-2021/  **

In this episode, I'll be sharing;

• Why being able to nail your corporate niche isn't enough - and how communication around your niche is going to be key for seeing big sales successes. (00:53)
• What really stops people from choosing their corporate niche - and why it's holding your sales process back. (04:51)
• Whether it really matters if 'corporates would buy that' or whether you need to think about niching differently. (06:25)
• The real differences between 'niche' and 'industry' and why confusing the two is losing you sales. (07:31)
• Whether external validation on your corporate niche is necessary to see a successful B2B sales process. (09:15)
• How to know whether you need to pick a 'forever' niche right now. (10:42)
• How to choose a corporate niche if you're a generalist/ multi-talented (12:46)
• The one thing that will ruin your business if you choose the incorrect niche. (14:12)
• The ways that corporate companies are changing - and how that's impacting the ability for small business owners/ entrepreneurs to choose different niches and avoid stereotypes. (18:26)
• Why troubleshooting your own sales process is challenging - and how it can stop you effectively selling your services (21:08)
• Why your niche is destined to fail… unless you fix your messaging for corporate clients. (24:41)
• How sounding 'smart' makes it much more difficult to sell your services to corporate organisations (26:15)
• Why it's important to make sure our stakeholders never feel 'stupid' when hearing about our products/ services… and how to improve our elevator pitches so that they convert. (29:42)
• How to avoid 'word vomit' - and overloading your prospect with information that doesn't help them buy from you. (33:00)
• How your messaging can make your corporate stakeholder feel educated, valued and make them want to buy from you. (35:40)

Plus, I'm also sharing the exclusive sessions that I'll be teaching at our Converting Corporates live workshop in London this September! If you haven't grabbed your ticket yet and want one of the final spots, click here: https://selltocorporates.com/converting-corporates-2021/  

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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

Most people think that it's only sales activity that leads to making the sale. But the reality is, that most business owners feel 'lucky' to get a B2B sale… because they don't have a systemised, strategic process in place to give them the best opportunities to land the sale every time. 

Whilst talking about organisation isn't necessarily sexy… it's a simple and easy way to increase sales, plug process gaps and give your prospective clients a better service during your B2B sales process.

If you're ready to create a predictable B2B sales process that gives you the ability to accurately forecast your sales… this is the episode for you!

In this episode, I'll be sharing;

• Why I've felt sorry for people who've worked for me in sales teams before (05:53)
• The simple reasons we avoid mapping out our sales activity - and how it impacts your profits. (07:22)
• Peter Drucker; how a management consultant made me fall in love with metrics. (09:27)
• Why we struggle to plan our sales activity - it's not all practical. (10:50)
• How B2B sales activity differs from B2C sales activity - and why it makes your life so much easier. (12:18)
• How your sales activity (and planning) will change exponentially after your first year in business. (14:10)
• How to schedule effective sales activities that generate results (15:57)
• Why we shouldn't confuse 'interesting' sales activities with 'successful' (18:54)
• Variety in sales activities - and where you'll be able to find new sales activities that challenge you. (21:40)
• Specifically arranging your diary / calendar to make your sales activities profitable and easy to execute. (22:45)
• How to set effective sales targets that stretch you and make your B2B sales process simpler and more successful. (25:40)
• How to avoid beating yourself up about unmet sales targets and expectations. (27:30)
• Budgeting your time realistically for sales activities to ensure they take place. (28:14)
• Giving yourself clear expectations of tasks and managing them. (29:45)

And of course, we have some final tickets left for Converting Corporates 2021! Make sure you grab your ticket below if you haven't already.

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

Get on the waitlist to 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

One of the most common questions small business owners ask me is whether they can just 'hire a salesperson to do it for me' - or whether they can hire me directly to implement their B2B sales process! If you've been thinking about hiring a sales professional to start working on your B2B sales process - and wondering what you should watch out for - then this episode is for you!

So if you've been thinking that you don't have the time to do the sales work in your business/ are ready to expand and build a team that can do the heavy lifting or you just want some clarity on whether or not your business is ready to hire a sales professional? Take a listen.

In this episode, I'm sharing;

• How Q2 differs from Q3 - and why it'll be impacting your sales process (0:32)
• Why 'quicker' and 'easier' sales solutions are entering the market - and what that really means for your progress. (04:11)
• How this episode has been designed for you to get an unbiased view of B2B sales professionals and why it may / may not be right for your business. (05:02)
• Understanding who is responsible for troubleshooting processes in your business - and why it matters. (07:40)
• The common stages small business owners usually start to consider hiring a salesperson for their business. (09:39)
• The key elements you need to consider when making a decision about expanding/ building your sales team. (11:51)
• Why recruiting B2B sales professionals needs serious thought - and what your recruitment process should look like. (12:51)
• How a good salesperson can challenge your interview process - and encourage you to make a faster than normal hiring decision. (13:57)
• Do billings matter? And can you really make a salesperson show you 'proof of billings'? (15:18)
• Why other people cannot make sales recruitment decisions for you (16:44)
• Why hiring a salesperson isn't just an important decision for your profit margins (18:26)
• Can industry/ discipline specialism really be a problem for experienced B2B salespeople? (19:53)
• How to avoid mixing up sales roles and 'vocation focused' employees. (21:26)
• How to establish practically, whether your business could hire and manage a salesperson right now. (22:03)
• Sharing comments from my own appraisal… understanding the expectations on new business development executives. (23:15)
• How to know what motivates a salesperson - and whether or not, you're able to performance manage them correctly. (25:22)
• The pitfalls of performance management (27:14)
• The three things you must have in place before you hire a B2B sales professional. (28:43)
• How metrics will help you (and your sales person!) make money. (31:40)
• Compensation expectations - and what you need to look out for. (34:25)
• Understanding the difference between sales skill sets - and hiring what you need! (35:07)
• Should you really pay a salesperson 'what they want'? (39:19)
• Why you can't 'just hire me' … and how you can apply that logic to your own business. (41:40)
• How to understand the wider impact and implications of hiring a salesperson in all areas of your business. (43:23)
• How (and when!) I made the decision to hire sales professionals in my business - and the difference it can make if you get it right. (47:23)
• How to know if you're bottle-necking your business from a sales perspective. (49:11)
• What to do if it's not the right time for you to hire a sales professional. (52:20)

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

The C Suite ® is open for one more participant 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

** Tickets for Converting Corporates 2021 are now on sale! Check out the Key Resources section for ticket information **

Have you ever thought that certain personality types do better than others when it comes to B2B sales? You're not alone… in fact, there are differences in the ways that certain personality types show up in their sales activity… and they can help and hinder your success. But instead of trying to change your personality, I've decided to share the most common personality types that I've seen whilst training over 12,000 people - and how you can maximise your personality to make more sales.

After all, we can't all sell in exactly the same way… so if you're interested in finding out the part that your personality plays in your sales process, how it helps you and how it could be holding you back (plus focus areas for improvement!) then take a listen now.

In this episode, I'll be sharing;

• A quick overview of why there are four key personalities - and how to know if you're a rare combination or not! (04:38)
• Whether it's problematic to have a personality (and show it to stakeholders) when you're selling your services to corporate companies. (05:55)
• Why we have to stop letting our personality type be the obstacle that stops us from selling successfully to corporate organisations. (07:16)
• Are you a 'Wanda' overview (09:26)
• Why 'Wanda's' can get stuck with proposal writing and creating clear sales opportunities. (10:41)
• The best sales skill for a 'Wanda' - and how you can use it to your advantage in the B2B sales process. (12:25)
• How developing your consultative sales skills can give 'Wanda's' the biggest advantage over their competitors. (14:47)
• Why 'Olga's' are a classic sales personality type (17:29)
• Why theoretical sales concepts will keep you stuck and stop you making the sales you need. (18:10)
• The area that 'Olga's' excel - and why it'll give you an added edge over your competition. (20:17)
• How best practice business development skills will really bring an 'Olga' to the top of their potential close rates. (22:03)
• How 'Olga's' can overcome their overthinking tendencies and take immediate action (24:01)
• What is a 'Dan' personality - and why I'm a very clear 'Dan' (26:00)
• How 'Dan's' can often be misconstrued or misunderstood in the sales process - and how to work on it (27:23)
• Where 'Dan's' excel… and why they're more likely to close proposals quickly. (30:43)
• Why 'Dan's' need to work on gaining multiple internal champions - and how to make that happen. (32:07)
• How to know if you're a 'Kieran' - and why it's super common in salespeople. (33:45)
• Why 'Kieran's' will often use optimism to predict their B2B sales outcomes (34:53)
• Fast action plus foundational strategy - and how it can help 'Kieran's' outperform their competition. (36:30)
• How metrics will save a 'Kieran' from missing out on sales opportunities. (38:50)
• Why your personality doesn't have to hold you back - and using the sales strategies from today's episode to help you win more business. (42:03)

Plus - an exciting announcement about Converting Corporates 2021. Make sure you grab your ticket below to access workshop sessions on; Selling to FTSE 500 companies, the ARQ Framework ™ and more...

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

We have one space left in April to 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

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

If you've ever wanted to sell to corporate organisations but just don't feel confident enough? This episode is just for you! It can be easy to fall into comparisonitis or to feel confused about the process - and those things lead to you feeling under confident and awkward about selling your services to corporate organisations. 

That's why, in today's episode, we're exploring whether you really need to be super confident to sell to corporate organisations - and how you can build genuine confidence to make more B2B sales!

This episode has come directly from the questions that we get every single day from our podcast listeners… and I'm really excited to finally be answering it properly!

In this episode, I'm going to be sharing;

• Which areas are most commonly impacted by a lack of confidence in the B2B sales process. (07:04)
• Why small business owners feel under confident when trying to implement or improve their B2B sales process. (08:12)
• Why saying that you're under confident about 'everything' isn't an honest answer for yourself. (09:18)
• How I was once an under confident salesperson… and how I got over it! (10:31)
• How you can use your lack of confidence as a secret sales superpower (13:18)
• Why you need to troubleshoot your lack of confidence so that you can overcome it quickly and stop it sabotaging your sales process. (14:31)
• Defining confidence as part of your sales process and how you can make it work for you. (15:51)
• Whether or not you really need to be extroverted to successfully sell to corporate companies. (18:08)
• Why confidence isn't always a natural talent… and how you can use that to your advantage. (19:12)
• How we can practice being confident without 'faking it' until we 'make it'. (21:13)
• Why training environments are so important for building your B2B sales confidence. (22:33)
• How to troubleshoot your lack of confidence - and improve your gaps. (24:59)
• The most common areas that most people need to build their confidence in during the B2B sales process. (26:30)

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

Gatekeepers often get a bad rap for 'stopping' salespeople getting to the stakeholder or decision maker they want to talk to. But is that the reality? Or are there better ways of communicating with gatekeepers that can help you get in front of the decision maker that you want to talk to more easily?

This episode is for anyone who's tired of getting pushback from front of house/ reception staff and not being able to get directly in touch with their ideal stakeholder. And by the end of it? You'll have tried and tested approaches to be able to confidently and competently navigate the gatekeeper crisis!

In this episode, I'll be sharing;

• What a gatekeeper actually is - and where they sit within an organisation (09:15)
• The primary role(s) of a gatekeeper and why they're not solely out to stop you getting on calls with stakeholders (10:00)
• How other salespeople have made it harder for genuinely consultative salespeople to build relationships with front of house staff. (11:11)
• The easiest way to 'get around' the gatekeeper if you're not a cold calling fan or get nervous on the phone. (12:02)
• How to adjust your timings to avoid getting caught out. (12:38)
• How you can use cold calling to your advantage if you want to bypass potential gatekeepers (13:29)
• Why direct communication can support your cold calling goals. (14:28)
• Understanding the value of great gatekeepers and how they can help you make contact with a decision maker. (15:22)
• Why your manners matter when it comes to getting a gatekeeper on your side. (16:53)
• How decision makers can make it harder for gatekeepers to introduce you and how to overcome that hurdle. (18:10)
• How to focus on the transformation in order to get the introduction that you want. (18:54)
• Why (and how!) empathy is the key to developing a solid, mutually beneficial gatekeeper relationship. (19:51)
• Why you need to avoid hard pitching to stand out in a sea of crappy salespeople. (20:51)
• How a great gatekeeper relationship can help you progress difficult sales processes/ other challenges. (21:58)
• How to ensure that your purpose is interesting and relevant when calling (22:50)
• A simple strategy to circumvent gatekeepers entirely (23:58)
• How you can implement lead generation processes that don't involve gatekeepers but do get you warm relationships with decision makers. (25:41)

Plus, it's the final couple of weeks to grab the Converting Corporates Virtual Bundle before the price goes up! You can use the bundle to create your corporate market map, identify your ideal stakeholders, learn how to use a proven lead generation strategy, handle your business development calls AND hear from real-life hiring managers about what really works when it comes to cold-pitching. Grab it here: http://bit.ly/convertingcorporatesbundle

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

We've got a lot of success stories within The C Suite ® from participants - and we're starting to bring them to the podcast so that you can learn from their key breakthrough moments and the strategies that they've implemented in order to see huge results selling their services to corporate organisations. 

Our guest for this episode (and first ever Selling to Corporate podcast guest!) is Kay Fabella. Kay is a Diversity, Equity and Inclusion expert - and is sharing her 12 month journey inside The C Suite ®, going from working primarily with 1:1 clients - to developing a name as the go-to DEI expert for household brands. 

If you've ever wondered what it really takes to have a six figure month when selling your services, or how you can build a successful B2B sales stream as a solo practitioner or consultant - then this episode is for you!

In this episode, we're sharing;

• Why Kay is appearing on the show and how we're celebrating her milestone monthly revenue achievement (0:30)
• Kay's diversity, equity and inclusion specialism and the specific problems she helps organisations to solve (03:18)
• How Kay decided to join The C Suite ® and why that was a milestone decision for her business (05:00)
• Why Kay had resisted working with corporate organisations (in a primary capacity) for so long before joining The C Suite ® (06:36)
• How the anti-racism movement in 2020 impacted diversity, equity and inclusion within organisations - and what that meant for Kay from a sales perspective and a practitioners perspective (08:21)
• Why big name brands like Phillips, the IMF and PepsiCo are partnering with Kay in 2020/21 (10:02)
• The 'Why would [BIG BRANDS] want to hear from little old me' objection (13:40)
• Proactive outreach and the core difference between B2C and B2B sales processes (15:15)
• How metrics have made the biggest difference to scaling Kay's business (18:21)
• How using The C Suite ® roundtable strategy skyrocketed Kay's connections (21:16)
• Why generosity works inside The C Suite ® and how it opens up room for growth (25:23)
• Why 'easy' industries don't exist - and how we carve out new niches that we can own (30:00)
• How diversity, equity and inclusion partners need to show up to fully support organisations in 2021 and beyond (34:31)
• Designing bigger solutions for corporate organisations in the DEI space (37:55)
• Why (and how!) we price based on transformation and how that's helped Kay 10X her prices (40:00)
• How the mindset shift from 'selling' to 'relationship building' has impacted Kay's bottom line profit (43:29)
• How The C Suite ® network has brought massive value to Kay as a practitioner and a salesperson (46:40)

Key Resources Mentioned in this Episode:

You can find Kay Fabella at http://www.KayFabella.com or on her Inclusion in Progress Podcast.

Get on the waitlist to 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

2020 put a real strain on businesses - and for many small business owners, it felt like a year where growing their business wasn't an option. But as we head into a financially turbulent time where we'll see rapid change, growth and recession, is it really the right time to put your business on hold? Or is it a great time to generate more sales, gain more market share and use this time as an opportunity to grow your business beyond your previous goals?

Throughout this episode, I'm using examples from my corporate background, client case studies and lessons from the corporate world to show you the core framework that can sustain and grow your consulting business during recessive / economically challenging periods.

In this episode, I'm sharing:

• Our exciting, free live masterclass on Wednesday 24th February at 1pm UK (http://bit.ly/4hourmasterclass ← sign up here.) (02:04)
• Come and connect with me on LinkedIn for my new sales series (https://www.linkedin.com/in/jesslorimer/) (04:59)
• What is a consulting business - the definition we're using for today's episode (07:24)
• Types of commonly seen consulting businesses in the current market (08:40)
• The core ways that a recession/ economic downturn impact upon businesses (and what that means for external consultants) (10:05)
• How smaller businesses tend to be impacted differently by recessions and what you need to consider (12:32)
• How you can decide to be a disruptive or growing business during an economic downturn - and the core lessons you could learn from IBM and Uber (15:48)
• The unexpected benefits of being an external supplier for corporate companies during a recession. (17:28)
• How losing permanent resources can increase the need for external suppliers within corporate organisations. (18:30)
• The two different areas / specialists that organisations look for during economic downturns. (18:58)
• Why historic areas of popular external supply are irrelevant now (and why you should stop worrying about them!) (20:47)
• How recessions give consultants the ability to grow their businesses and market share. (21:43)
• The three step strategy you need to be using in order to see your business survive, thrive and generate more corporate clients during recessions/ economic downturns. (25:03)
• Why investing aimlessly isn't enough - and what you really need to focus on in order to see your B2B sales soar. (27:57)
• How sales strategies have changed dramatically in the last twelve months - and why operating 'as normal' isn't working in the current environment. (28:48)
• Why implementation will be the not-so-secret success secret for anyone looking to grow their consulting business in 2021. (31:08)
• Case study and real life examples from our C Suite ® participants and how they've used the programme to generate both immediate and long term revenue opportunities that have saved and scaled their businesses rapidly. (33:03)

So if you're ready to start adopting a new sales process in your consulting business so that you can grow and scale during any financial crisis, make sure you get yourself signed up to my free, live masterclass on Wednesday 24th February at 1pm UK (Replay available for 24 hours only.) http://bit.ly/4hourmasterclass 

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 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

If you're curious about how AI is truly shaping B2B sales, whether it can—or should replace human interaction, then this is an episode you won't want to miss. 

From her extensive experience in the tech and sales world, Jess takes us through the realities of AI in corporate sales—what works, what doesn't and provides you with a clear perspective on how artificial intelligence, when misused, can hinder your efforts to sell to corporate clients and undermine your overall corporate sales process.

What's Inside This Episode:

• Why AI is unlikely to replace human salespeople due to the inherent human desire to buy from people.  

• An over-reliance on AI can lessen critical thinking and problem-solving skills which are essential for effective B2B sales.  

• Practical risks of using AI can lead to lower performance levels in outreach, sales calls, and proposals due to generic or inaccurate AI advice

• Using AI for proactive outreach can lead to breaches of terms of service and lower conversion rates in your corporate sales process, affecting client proposals and sales proposals. 

The big question to ask yourself is, "Will AI replace salespeople?" And Jess's answer is a resounding "No!" Why? Because people buy from people, and until AI can truly replicate unique personalities, we're safe! 

However, there is potentially a massive danger with open-source AI according to a Microsoft report that found consistent use of generative AI can negatively impact critical thinking, problem-solving, and even self-confidence – all vital sales skills! Basically, relying on AI too much is diminishing our ability to think critically, objection-handle, and negotiate.

Another huge red flag is confidentiality. Top salespeople aren't plugging their entire sales strategies, negotiation tactics, or objection-handling techniques into open-source AI because it would be "career suicide." Companies, especially in the tech sector, are banning employees from using open-source AI on company devices and Wi-Fi to protect proprietary information, this means the "best and brightest" sales insights aren't what you're getting from AI; you're getting information from "whoever else has plugged it in," and that information isn't filtered for quality or accuracy. So beware, AI can even give you wrong information.… repeatedly!

The Bottom Line

AI-generated content is becoming increasingly recognisable, making it harder to distinguish real, personalised interactions from automated ones, leading to lower conversion rates from calls to sales, proposals to closed deals, and outreach messages to booked calls.

Jess's advice? Ultimately, unless you have a lot of expertise in both AI and B2B sales strategy, she strongly advises against relying on AI for your proactive sales process or to formulate your core B2B sales strategy and to be very cautious regarding custom GPTs, given concerns about them "going rogue" and the potential for intellectual property vulnerability.

So, use AI wisely, lean on proven strategies, and stay tuned for new ways to generate quality leads, like the brand new Expert Services Directory. Want to level up your sales game? Listen now!

Key Resources Mentioned in this Episode:

If you've enjoyed understanding how improper use of AI is hurting your B2B sales process MASSIVELY why not check out other episodes that can help? 

Make content creation simple and successful when selling to corporate companies - https://podcasts.apple.com/gb/podcast/make-content-creation-simple-and-successful-when/id1469526548?i=1000467412701

Is corporate jargon your biggest problem when selling to corporates - https://podcasts.apple.com/gb/podcast/is-corporate-jargon-your-biggest-problem-when-selling/id1469526548?i=1000493327069

Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, use the following link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist

Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques. 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.

Do you ever wonder if you're focusing too much on content creation without seeing a huge return on investment? Perhaps you feel like you're on every social media platform to garner visibility and build a viable presence… but it's just not paying off in attracting corporate / B2B clients?

We all know that I'm not a huge fan of social media platforms - but they can have a part to play in developing your B2B sales strategy. So in this episode, I'll be candidly sharing how you can choose to employ social media platforms in your sales process to support you in generating more leads, having better credibility in your space and signing more clients.

I'm sharing;

• Why Quarter 1 of 2021 isn't looking too shabby on the corporate sales front (and why you shouldn't be stopping your sales activities or waiting for the 'right' time to sell!) (01:03)
• The simple reason that social media is killing businesses - and how you can avoid it. (04:20)
• Whether stakeholders really use social media - and what they're looking for when they scroll (06:12)
• The top two platforms you want to be using to generate visibility, leads and support your sales strategy. (08:13)
• How (and why!) you can avoid social media altogether if you want to successfully sell to corporate organisations. (10:05)
• Which top sales film demonstrates that social media is an unnecessary B2B sales tool. (12:04)
• Four quick alternatives to using social media as part of your corporate / B2B sales strategy. (14:48)
• How we make proactive sales strategies harder than they need to be - and why we choose not to reframe them. (17:02)
• The importance of self-quarterly performance reviews and why you need to implement them. (19:00)
• The core difference between brands who sell to consumers/ individuals and the brands who sell to other organisations (20:37)
• Why it's more important to dial down on using platforms that your ideal clients use. (22:51)
• The major difference between LinkedIn and any other social media platform (and why it makes a better supportive sales tool) (24:28)
• How we've been taught to dilute our content for the masses - and why that's problematic to sell our services to smart stakeholders. (29:11)
• How Google can support your inbound B2B lead generation. (31:01)
• The four things you really need to be considering if you decide to create social content for corporates. (33:33)
• Why information doesn't help you sell (and what really does!) (36:09)
• How the way you engage on social media platforms can ruin your opportunities of making the sale - and what to watch out for in your own online behaviour. (39:09)

Plus, you'll get to hear about some of our awesome C Suite ® participants and how they're using (or completely avoiding!) social media to see their best business results.

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 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

Episode 27: How to Know If The C Suite is right for you: https://selltocorporates.com/episode-27-how-to-know-if-the-c-suite-is-right-for-you/ 

Episode 12: Make Content Creation Simple and Successful: https://selltocorporates.com/episode-12-make-content-creation-simple-and-successful/

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

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.

Tender processes to secure large corporate contracts can be challenging. And yet, when people think about selling their services to corporate organisations, they naturally assume that they'll end up having to navigate tender/ bid processes at some stage. 

But do you really need to bid for large contracts? And if you want to win high ticket sales, do you need to go through large tender processes? In fact, if you're newer to selling your services to corporate organisations, you might be wondering what a tender process even is - and what it requires. 

That's why I've popped this episode together; to make sure that you're able to decide if you want to work on tender / bid contracts, what you'll need to understand about those sales processes and the way to navigate them correctly if you decide that it's the best option for you.

In this episode, I'll be sharing;

• Why tendering for projects or corporate contracts is a global topic of discussion. (05:18)
• The definition of 'tendering' - and what it means for external suppliers who are thinking about selling their services to corporate organisations. (07:42)
• What the tender process looks like for external suppliers. (08:06)
• Industry types that use tender processes (and whether it will impact your sales process) (09:10)
• What benefits a tender process has for an organisation who are looking to outsource/ hire external contractors/ hire external suppliers for specific projects. (09:28)
• The two best areas that tender processes are focused to get the best opportunities (10:06)
• Common reactions to the tender process and deciding which group you fit into. (10:31)
• What a tender document is and what you'll need to think about in order to successfully navigate a bid/ tender process. (13:55)
• Documents provided by the organisation during a tender process and what you can expect. (14:47)
• How your internal champion/ key stakeholder can support you in your tender process. (16:04)
• The one, simple thing to remember to help get a successful outcome. (17:41)
• How the mainstream media are responding to tender requests and how that impacts your own bidding. (18:34)
• The importance of references, case studies and testimonials during the tender process. (19:44)
• Company financials and how they relate to the tender process. (20:52)
• Why you need to check the key requirements before deciding to put in your bid. (22:36)
• The evaluation process and what you can expect. (23:00)
• Using the evaluation scorecard to support your future sales processes. (25:03)
• Whether or not you need to participate in tender processes to win six figure contracts. (26:04)
• Considerations that you'll need to make if you work outside of a preferred supplier list/ process. (27:50)
• Retrospective preferred supplier processes and paperwork that you might need to consider if you win contracts outside of tenders/ bids/ PSLs. (30:23)
• Pros and cons to working with tender processes and contracts. (32: 05)

Plus, we have two spots left to join The C Suite ® in January where you can be celebrating signing huge contracts without using tender processes.

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

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.

As we head into 2021, it's a good time to start thinking about managing different types of selling situations. One of the most common situations that occurs as we start to sell more and submit more proposals, is that we can end up seeing more rejections - and often, salespeople will avoid looking at why proposals have been rejected and move onto the next deal.

But is that really what you should be doing?

And could avoiding the issue actually be ensuring that you lose out on more deals?

This episode is for you if; 

• You have recently started or are regularly submitting sales proposals to corporate organisations.
• You've started seeing rejections or you've noticed that your 'close rate' is lower than 60%
• You want to know what you can do to increase your opportunities after a sales proposal has been rejected.
• You want to understand how to handle proposal rejection in a clear, consultative way that helps you close the deal next time!

In this episode, I'm sharing;

• A brief overview of the new UK / world coronavirus restrictions and what that means for external suppliers who are selling B2B in 2021. (01:57)
• Why you might be experiencing an influx of proposal rejections - and why that's a good thing. (07:42)
• The average close rate for proposals at Selling to Corporate HQ - and what that means for your business/ metrics. (08:22)
• The reason that it's important to acknowledge and normalise failure - and how it can help your future close rate. (10:06)
• How deal pipelines can contribute to your weekly metrics and how you can use them to increase your proposal close rates. (12:04)
• The most common (and little known!) reason that salespeople get stuck in a 'no sale' cycle and how you can avoid hitting the wall. (13:36)
• Understanding why your proposal was rejected - and know how to appropriately define where the core issues lie. (16:24)
• The core difference between self assessment and self flagellation - and how one will be more beneficial when it comes to improving your proposal creation process. (19:17)
• Why asking for proposal feedback is an integral part of understanding why your proposal was rejected… and why you shouldn't be afraid to ask for feedback or constructive criticism from a stakeholder. (20:27)
• Learning from a hiring manager; how being open-minded can ensure that you're the first choice next time. (21:48)
• Key things to remember and consider when you're asking for constructive feedback on your proposal. (23:04)
• Understanding and building the best proposal follow up process to ensure that you get the best opportunity to set yourself up for success after a rejected proposal. (24:06)

Plus, the doors are about to open for three new participants to join The C Suite ® in January and have their BEST B2B sales year yet! Make sure that you get yourself on the waitlist for doors to open next week..!

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

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.

** Happy Christmas STC Listener! If you're feeling full of festive cheer and want to leave a review, then now is the perfect time..! **

And if you're ready to get your head back into business, then today's episode is here to help. 

Have you ever thought; 'Why would corporates really need 'little old me' to help with [PROBLEM]?' Then this episode is for you! Over the last twelve months, I've had a lot of listeners who've jumped into my email inbox feeling like they might be too 'small fry' to successfully sell their products/ services into corporate organisations… and whilst it's normal to feel a little overwhelmed about adding a corporate revenue stream… it's also not the best attitude to create more corporate sales in 2021 and beyond.

In order to make sure you head into 2021, equipped with the knowledge and ability to know your value with corporate organisations (even if they have internal resources in your area of specialism) I'm making it super easy to understand why corporates need you - and how you can help show them that too.

In this episode, I'm sharing;

• What we're really asking when we want to know if corporates want to work with smaller/ solo suppliers (03:56)
• How the landscape has changed; what did organisations used to prioritise when buying from external suppliers? (06:00)
• Why awareness is about marketing… and sales is only about sales activities. (11:29)
• Why agility is important for corporate organisations - and how you can bring that to the table as a smaller/ solo supplier (14:37)
• How smaller suppliers can win the negotiation game. (17:21)
• How corporate organisations are learning to love customised offerings and the difference they'll make to your bottom line. (20:19)
• The key difference between internal resource and specialist resources (and how it impacts your sales process) (21:43)
• How to effectively 'back yourself' as the preferred supplier for corporate organisations (26:40)

So if you've been thinking about how you can position yourself favourably - regardless of whether or not a corporate organisation has internal resources? Then make sure you listen to this episode and start implementing in the New Year!

And of course, we'll be opening up three spots to join The C Suite ® in January 2021 - so make sure you scroll down to grab that waitlist link and get your spot in order to have the best sales year in your business!

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

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.

Do you ever end up on business development calls with stakeholders feeling excited to talk about possible solutions for their organisation (and sales!) only to discover that, rather than being a decision maker, they're actually not the most useful person for you to talk to? Business development calls can be tough enough without having to spend a lot of your time trying to qualify that the person you're talking to is a real decision maker.

That's why in this week's episode, I'm diving in to share the quickest and easiest ways to identify if the stakeholder that you're approaching really is a decision maker - and how to make sure that you're using all of your sales time productively.

In this episode, I'm sharing;

• Why it's so important to be spending your business development and sales time talking to decision makers vs employees. (02:00)
• Why it can be difficult to spot the differences between an employee and a decision maker in the current market. (05:03)
• The core differences between an employee and a decision maker - and why one is more helpful than the other on business development calls. (06:03)
• A simple identification strategy that you can use to immediately tell whether you're prospecting an employee, rather than a decision maker. (06:03)
• How to use the first decision maker identification strategy - and which platforms will best support that. (06:47)
• Why you'll still need to qualify their suitability on a sales call. (07:05)
• When a decision maker isn't really a decision maker… and what you can do to leverage that instead. (07:39)
• How roles and remits give core indicators that our prospect is a viable decision maker. (09:24)
• How to develop situational fluency (and the questions to ask!) when you want to pre-qualify a decision maker. (10:02)
• How we can identify decision makers by their focus on commercial viability. (11:06)
• Core elements to remember when you're navigating the sales process and have access to the correct decision maker. (12:32)
• How the sign off process can impact your sales pipeline. (12:45)

And if you've listened to this episode and now need support to find the right stakeholder to discuss your solutions with, make sure you go back to our Selling to Corporate 22nd July 2020 episode on; How to find the right decision maker.

If you've enjoyed listening to the Selling to Corporate podcast this year, please make sure to leave a review on iTunes so that we can support more salespeople in 2021. 

Key Resources Mentioned in this Episode:

Get on the waitlist to 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

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

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.

Have you ever wondered what it's like when two salespeople get together to discuss upcoming sales trends?

Perhaps you're wondering what's on the cards for 2021 and want to hear the different ways that stakeholders will be responding to sales pitches?

Or maybe you want to strategise early - and make sure that you've planned for the landscape ahead?

Today I'm bringing our Selling to Corporate Head of Business Development, Rob Cutler onto the show to discuss the upcoming trends that we're predicting we'll see in the B2B sales world in 2021 and what you'll need to prepare for when creating your B2B sales strategy for the new year.

So if you've been wondering what's ahead and how salespeople always seem to know what to do?

Listen now because in this episode, we're diving in.

In this episode, we'll be sharing:

• The changes that the sales world has seen over the last ten years - and how that impacts the way that you can start to predict trends and insights moving forward (02:00)
• The reasons that sales really is a skill that you need to learn in order to be successful (and why most graduates fail in sales firms.) (06:23)
• The two types of salespeople you'll see - and why they need different skill sets to be successful (09:07)
• How industries have changed, adapted and boomed during 2020 (13:34)
• The importance of metrics - and how they'll help you forward project your income (17:35)
• Why you're missing out if you're not mapping out markets correctly (20:05)
• The simple reasons that email (alone) won't make you money when you're selling B2B (21:32)
• How resilience is keeping the best salespeople moving during challenging economic periods (24:42)
• Stereotypical sales tactics and why they're no longer working (27:04)
• Why instant rejection doesn't have to happen to you - and how you can avoid it at all costs! (29:54)
• Whether 'old school' sales styles are dying out - and what we're replacing them with (31:34)
• How active listening skills will make you money forever (34:56)
• The lack of accessibility to stakeholders that is hitting the market - and the importance of having a proven follow up strategy (36:27)
• Why salespeople struggle to be self motivated (and how that can benefit external suppliers this year!) (41:57)
• How attitude can keep you stuck AND broke as a salesperson - and how to shift it quickly. (46:39)
• The easy way to be a successful salesperson (and it's not what you think!) (54:18)
• The common misconceptions around B2B vs B2C sales and how those beliefs might be keeping you stuck (56:41)
• Business critical sales boom predictions for 2021 (59:59)

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 before our prices go up then click here to join now!

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!

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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.

Have you ever wondered what makes it 'easy' for some people to get fast results when selling their services to corporate organisations? Working in a silo/ in isolation as an entrepreneur or business owner can be tough - and it's not always easy to get that objective perspective for yourself (or to generate new business development and lead generation ideas.)

It can often be more challenging to have to build your entire strategy for business development, implement it and troubleshoot it alone… that's why I've recorded this episode to show how four people inside The C Suite ® have navigated their way through an exceptional year - and the ways that they've managed to keep moving forward with their lead generation, business development and been able to get results.

In this episode, I'll be sharing:

• The common misnomer about selling to corporates; why there's no 'one size fits all' model - and why you need to be running a process that fits your personality and sales style. (03:50)
• Why a consultative sales style benefits you as the seller and the company as the purchaser (and how Emma Waltham has used consultative selling to dominate her niche this year. (08:29)
• Why setting clear revenue targets and being kept accountable will help you generate revenue and exceed your targets (12:06)
• How tweaking your messaging can help you land more business development calls without having to work harder or for longer (14:40)
• Focusing on the business development foundations and how that can expedite your ability to produce premium sales (23:34)
• How Tom Manning used the power of feedback to improve his conversions and get into bigger companies (27:34)
• Why you need to be focusing on improving your proposals so that you're able to convert more prospects into clients (30:51)
• Why shifting one part of the B2B sales process, means looking at your sales cycle differently and how to manage your own expectations for success (33:29)
• The mindset shift from selling B2C to B2B and how Anna Pinkerton used proactive outreach to get fully booked in just three months (35:24)
• How to ask stakeholders to explain concepts that you don't understand without taking away from your expert status (38:20)
• How to use business development calls to get stakeholders to self identify the issue and drive desire for a solution (41:56)
• Improving your confidence around pricing (and how Bahee Van de Bor successfully raised her rates in a recessive period!) (50:51)
• Why it's important to follow the correct process and tailor it to YOU (1:07)

Podcast Reviews:

Huge thanks also goes to Jill Leake from https://www.jlcommunicationsconsulting.co.uk/about for their fab five star podcast review! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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 before our prices go up then click here to join now.

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.

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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.

People often worry that in order to sell to corporates, they should have a background working with corporate organisations. But is that really the case? 

When people leave corporate careers to set up a business, they'll often go one of two ways; creating a business that immediately sells back to corporate companies because they know the area/ industry and demographic or having not enjoyed their corporate career, avoiding seling to organisations for as long as possible (and trying to become an internet marketing influencer in order to avoid selling!)

But is it necessary to have had a previous corporate career in order to successfully sell business to business? Or are there other things that are more important to stakeholders and companies overall?

In this episode, I'm digging deep and sharing;

• Whether corporate companies really need suppliers who've worked for organisations before (and why some of my answers might surprise you!) (01:36)
• What having a 'corporate background' means - and how the different definitions might impact your abilities to sell to corporate organisations. (06:04)
• If you really need to have had a sterling corporate career (and what to do if you didn't!) (08:51)
• The two choices that ex-corporate employees have to make when they leave corporate jobs to set up a business - and how it impacts their sales. (09:52)
• Where business owners often get stuck, frustrated and stop their sales processes (11:56)
• The reasons that internet marketing makes genuine experts feel awful about selling their services (17:04)
• Whether it's integral to have a corporate background when it comes to selling B2B (19:28)
• The things business owners focus on that corporates don't care about (24:03)
• What companies really care about when they're choosing external suppliers to buy from (25:47)
• Why your continued professional development is important to corporate organisations (and for your own business benefit!) (28:32)
• How passionate you are will equal how much profit you're able to make (32:41)
• Why humble pie doesn't need to be your default mode when selling your services to corporate organisations. (34:11)
• The real pros and cons of having a corporate background when selling B2B and the pros and cons of selling to corporates if you've never worked with corporate organisations before (36:38)
• How to identify whether or not you need support - and what you need to do if there's something you need help with (39:59)

Plus, sharing the recent podcast reviews from Julie Dennis, Menopause Consultant and Trainer from https://juliedennis.net/ and an update on The C Suite ® and our closing 2020 doors.

Podcast Reviews:

Huge thanks also goes to Julie Dennis from https://juliedennis.net/ for their fab five star podcast review! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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 before our prices go up then click here to join now.

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.

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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.

Have you been thinking about lowering your prices due to the recession? Perhaps you're hearing from stakeholders that there isn't any budget? So you're thinking about discounting your rates and service charges in the hope that it'll help you to win more business?

As we navigate the current recessive period, the common objections that are being faced by external suppliers are going to continue to revolve around price - and how companies can get even better deals for their organisations.

But is it really necessary to discount simply because it's a recession? Or are there other (more important) factors to consider? 

In this episode, I'm going to be diving into what the recession really means for your pricing so that you can make key decisions about your profit margins and prices as we head through Q4 and into 2021.

I'll be sharing:

• The objections you might be coming up against in your business development calls - and whether you really need to worry about them (10:33)
• Why pricing is an awkward topic to discuss (and how money conversations can cause problems for us and our stakeholders) (11:26)
• The simple reason that stakeholders assume that recessions mean they'll get a 'better deal' from external suppliers, contractors and consultants. (13:38)
• Core objection handling techniques to help you manage pricing and budget objections from key stakeholders and decision makers. (15:19)
• The number one sales strategy that will help you get more proposals over the line and close more corporate deals. (22:16)
• Simple events that can impact/ support changes to your pricing structure and strategies for corporate deals. (24:56)
• Whether or not discounting should ever be part of your strategy (and how to formulate it so that you're not diminishing the value of what you have to offer!) (27:27)
• When it's okay (and preferable!) to say no to stakeholders who want pricing changes or discounts (28:54)
• How you can emulate the successes of our premium priced, C Suite sellers! (32:22)

I also shared insights and trends about the upcoming quarter and how you can navigate the current landscape in the best way for your business.

Podcast Reviews:

Huge thanks also goes to Jen Hall of www.marketleaderleague.com  and Adele Stickland from www.get-gorgeous.com  for their fab five star podcast reviews! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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 now.

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.

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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.

Have you ever wanted to have great business development conversations or successfully sell your services to corporate companies… only to feel awkward because you know that the key stakeholders will be using jargon you're not totally sure on?

One of the most common questions I hear from people who are contemplating selling to corporate organisations is, 'What do I say if I don't understand what they're talking about/ how can I look like I know what they're discussing?'

And in this episode, I'm going to be revealing all - and sharing;

• Whether corporate jargon is something that 'everyone' who has worked in a corporate environment before just 'gets' - spoiler… nope! (05:41) 
• The official definition of jargon - and the key difference between learning to understand jargon and understanding the abbreviations that are used. (08:08)
• How to tell the difference between the two - and use them to your advantage! (09:23)
• Why learning that 'jargon doesn't matter' skyrocketed my career (and how you can use it to do the same for your sales process.) (14:17)
• The most important thing you need to understand about business development calls and what you must take away from them. (16:21)
• How to appropriately respond (and still sound like an expert!) if you're not sure what the terminology means (17:59)
• Why talking to everyone will help you become better acquainted with specialist terminology and help you get confident with business development calls (18:57)
• How to use your lack of technical knowledge to learn more (and become a completely disarming and non-threatening salesperson in the process) (22:04)
• Why it doesn't really matter if you understand corporate jargon or not… and how you can still win the business regardless. (28:21)
• How your own jargon can impact business development calls and why you need to be careful when dropping it into the conversation. (30:09)
• Where you can find my own 'Corporate Jargon Dictionary' (32:47)

I also talked about the extra TWO live trainings being run inside The C Suite ® this month - so if you want access to the incredible resources that have supported participants to achieve £30,000 months, £10,000 weeks and making their first ever corporate sales in September, PLUS a fabulous live training on successfully selling retainer packages to corporate organisations and a legal contracts session so that your business is protected? Join us now!

Podcast Reviews:

Huge thanks also goes to Ros Audoin of www.flatoutsocial.com and Kate Davies from www.YourFertilityJourney.com for their fab five start podcast reviews! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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 now!

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.

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!

Episode 24: How to get started: Immediately start selling to corporates

Episode 9: Is there a money-making, corporate niche?

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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.

Have you felt like you're hitting the mid-year point and you're not happy with your B2B sales revenue so far and want to improve it moving forward? Perhaps you've got to June and actually feel pretty happy with your sales progress and want to keep your motivation going for the second half?

Then you're in luck - because How to Make the Next 6 Months of Your Sales EPIC is exactly what you need to assess your mid-year performance so far and understand exactly what you need to prioritise so that you can start landing corporate clients consistently throughout the year.

This episode is helping you to assess your sales performance so far - and figuring out how we can make it even better during the second half of the year. So whether you're happy / unhappy with your current performance, you'll be able to use this episode to guide your next steps to get your best B2B sales results!

Introducing her brand new EPIC framework, it's been designed to help you gain clarity on your existing sales strategy, assess your performance from the first half of the year and lay a solid foundation for a healthy end to the year. Whether your first six months were triumphant, challenging, or just plain stagnant, this framework provides the structure you need to get back on track.  

The main thing to get focused on is a "Half-Year Reset". Jess advises listeners to detach emotionally from their business for a moment and objectively look at the numbers, allowing you to ask yourself: "Do I want to create more of this or not?". This self-assessment is the springboard for building a resilient B2B sales strategy. It's about figuring out your plan for the next six months because, as Jess puts it, "that's really where you're going to be tested and that's really where you're going to find out do I have what it takes to nail this year, regardless of how it has started". 

Jess also shares her own experience of prioritising business development and that consistent effort, even in limited time and 'personal shenanigans', will get positive results thus achieving your sales goals and encourages you throughout on how to effectively prep your B2B sales process for a powerful September and take actionable steps taken during the summer months that will set you up for success when September arrives.

Being part of a network of business friends and peers provides much needed accountability, constructive criticism and a shared motivation to achieve your sales goals. So, whether you've overachieved, felt stuck, or just need a nudge to get back on track, this episode is packed with practical advice, a few laughs and of course, Jess's straight-talking encouragement!

Grab your notetakers and get ready to make the rest of your year absolutely EPIC!

In this episode, you will learn:

• How to build a resilient B2B sales strategy for the second half of the year 

• How to prep your B2B sales pipeline for a powerful September

• The EPIC Framework: Your blueprint for a profitable second half of the year

• Summer Sales Planning: Actions now for a game-changing September

• Why consistent implementation beats social media for corporate sales

• How to leverage the most profitable time of the corporate calendar

Key Quotes;

 "The first thing we have to do with any kind of half year analysis is step back emotionally, you know, detach yourself from the business for a second and start looking at your numbers and start looking at your results and saying, do I want to create more of this or not?" 00:35:1600:35:33

Quitting Social Media Without Losing Business: "But when I started looking at my numbers, posting on social media hadn't brought me any qualified sales calls with companies, so what's the point in doing it?" 00:36:0200:36:11

Half-Year Reset Motivation: Figure out what you're going to do for the next six months because that's really where you're going to be tested and that's really where you're going to find out do I have what it takes to nail this year, regardless of how it has started? 00:08:1100:08:27

Key Resources Mentioned in this Episode:

If you've enjoyed understanding how you can change the second half of your sales year to be more profitable, why not check out other episodes that can help?

 Why September is the best time to sell to corporate companies

Why organising your sales activity is central to your success when selling to corporate companies

How to pep up your B2B sales before the summer slump!

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, copy this link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist

Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques - https://sellingtocorporate.com/newsletter

It's bonus time on the Selling to Corporate podcast - and I've got something extra special today! People have been asking some great questions about joining The C Suite ® over the last year - and I'm opening the curtains today to share some of the most frequently asked questions with you, transparent answers and some client stories so that you can know by the end of the episode whether The C Suite ® is the right programme for you and how to know when the best time is for you to join. (Spoiler alert: I'm not going to simply sell you something that you don't need!)

So grab a coffee and take a listen so that you can understand why The C Suite ® is the BEST 12 month programme out there to successfully help you sell your services to corporates, how it's helping other people and why you should get on a call with me! Remember, you can use the link at the bottom of these shownotes to book a C Suite Exploratory Chat directly with me whilst spots still last.

In this episode, I'm going to be sharing;

• Why The C Suite ® isn't for everyone - and how many people we really turn away (04:22)
• The person type who's most successful inside The C Suite ® and how they make it work for them (04:54)
• How long will it take you to make your first sale (and what are the key factors to making that happen?) (18:16)
• How will you be making a return on investment - and what could that look like? Plus, how to get in touch if you want specifics on your situation! (21:45)
• What access you really get to me (and how well I'll honestly get to know your business and situation!) (27:21)
• Whether or not you need to have worked in the corporate word before joining The C Suite and learning how to sell B2B (31:51)
• How diverse The C Suite ® is - and whether or not you'll 'fit'. (Spoiler: we love our C Suiters and all of the unique lenses that they see the world through!) (33:53)
• How we know that The C Suite ® works - and is genuinely the most phenomenal resource for service based business owners who are looking to learn (and implement) best practice business development, make more sales and keep more profit. (36:27)
• The way that information is delivered and the types of modules you can expect to see (40:00)
• How the live Business Development Days work - and what you can achieve in just one short day! (43:33)
• What you can really achieve inside The C Suite ® and why it's so important for me to accept the right people into the programme (45:35)
• And of course, I'll be sharing results the entire way through; how one of our C Suiters signed a £27,000 corporate contract, the results that our C Suiters have achieved throughout Covid-19 and how it could be you winning at BD days soon...

If you've listened to this episode and want to check out The C Suite ® or have a call with me / my team to watch The C Suite ® walkthrough video and ask questions about your business specifically, could benefit from joining The C Suite ®, then use the links below to grab your free C Suite Exploratory Chat. 

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 now.

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.

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.

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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.

Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you've been selling to large organisations but your revenue / deals closed ratio isn't where you'd like and you've been saying that you'll improve it soon? 

Today's episode is all about why 'soon' is finally here - and how September is your best time to sell into corporate organisations. 

We're focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that's GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.

This episode is for anyone who;

• Has been promising themselves that they'll 'get around' to selling to corporates once their website is finished/ branding is done/ they've created an entire curriculum etc. It's not to say that there aren't valid reasons to pace yourself… but in this episode, we'll be exploring why you need to take action now or miss the boat.
• Is currently selling their services to corporates but has a lower close rate percentage than they'd like and wants to take immediate action to have a great Q4.
• Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.

In today's episode, I'll be sharing;

• Why I'm so grateful for KemiRaw's five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48)
• How the market landscape is staying the same - and what we'd normally expect to see at this time of year that isn't being impacted by coronavirus. And what that means for you as an external supplier! (04:43)
• Which shifts we're seeing due to coronavirus and how they'll allow you to make more sales as an external supplier (13:44)
• How financial year end is a great opportunity for you to generate extra revenue (15:03)
• How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58)
• The timings you need to focus on so that you're able to plan ahead and land deals before anyone else (19:48)
• The difference between the areas that you might think are important to corporates - and the areas that they'll really be focusing on. (23:45)
• How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53)
• The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)

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 now.

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.

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.

Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I've got you covered! Simply download my free Daily Corporate Sales Activities Guide and you'll be able to take strategic, successful action every day.

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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.

Have you ever wanted to generate fast revenue from corporate organisations? Perhaps you've been wanting to sell your services to corporate companies for a while but you're not able to make the leap because you're concerned that you'd need to generate immediate revenue (and you're not able to guarantee that will happen)? In today's episode, I'm changing the way that we think about corporate revenue generation and explaining how you can generate immediate revenue / create corporate cash injections and how it's possible for you to start taking action straightaway!

We're focusing on the importance of categorising your corporate leads - and how it relates to immediate revenue generation so that you can create immediate revenue and get your final quarter revenue predictions created!

This episode is for anyone who;

• Has wondered how to find corporate decision makers and categorise them to generate immediate revenue
• Wants to understand the difference between the leads/ prospects they have (and how to convert them into sales in the quickest and easiest way)
• Want to hear the myth busting reasons that creating corporate cash injections is not only possible - but how people inside The C Suite ® are doing it regularly.
• Is interested in understanding the simplest and easiest ways to generate quick revenue from corporate organisations.

In today's episode, I'll be sharing;

• Awesome podcast reviews from two Selling to Corporate podcast listeners (and if you're enjoying the podcast and haven't left your review yet? Please take five minutes to!) (0:42)
• The common myths around creating corporate cash injections and whether or not they really exist (04:18)
• How the recession will impact your revenue streams and why you need to be implementing a corporate cash injection strategy right now. (05:18)
• The common myths and misconceptions about generating fast revenue from corporate organisations - and the common elements people prioritise before sales. (05:24)
• How many sales processes you'll really have in play when you're selling your services to corporate companies - and why short term sales is not a lifetime strategy. (06:30)
• What creating corporate sales really looks like; how sales are made and the exact formula and psychology for generating revenue. (08:02)
• Why categorising your corporate leads is the one thing that will immediately move the sales needle in your business. (10:31)
• The different lead/ prospect types involved in your corporate sales process - and how they matter! (11:42)
• How being the specialist is going to help you categorise and create revenue! (14:49)
• The most overlooked (but important!) reason that corporates will keep buying from you after an entry point offer (18:27)
• How many strategic points of contact you need to assess the offer that is going to help you sell more services (20:58)

And if you're interested in learning how to create your own corporate cash injection and navigate the corporate landscape throughout 2020 and beyond, make sure you join The C Suite ® now. We're celebrating clients who've had £43K sales weeks, made their first sale, booked a lot of BD calls in one month and more this week. Get strategic support, guidance and templates to make this your BEST quarter yet!

Key Resources:

Join The C Suite ® now! We have just two spaces left to join in September. Make this your very best quarter of the year by clicking here to join: https://bit.ly/join-the-c-suite to grab your spot

Talk to me about The C Suite ®: If you want to ask questions about The C Suite ® and whether or not it's the right investment for you? Grab a spot in my diary here to discuss and I'll give you my honest feedback on whether or not The C Suite ® is the best option for you: https://jessicalorimer.as.me/?appointmentType=12012999   

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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.