There has never been a better time to sell high quality services to corporate organisations. In a time when the corporate world are spending over a trillion dollars per year on external vendors and suppliers, I want to show you how you can be creating, selling and delivering high ticket, high transformation offers to corporate organisations. So if you're a service based small business owner who is ready to learn the power of consultative selling to corporates, now is the time to hit that subscribe button and learn how you can increase your profits!
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How educating decision makers is screwing your sales process
Season 1 · Episode 157
Friday, August 8, 2025 • Duration 33:15
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.
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.
Top ways to tell if you're being pushy in your sales process
Season 1 · Episode 156
Friday, July 25, 2025 • Duration 37:54
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.
How improper use of AI is hurting your B2B sales process MASSIVELY
Season 1 · Episode 155
Friday, July 11, 2025 • Duration 45:03
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!
Content Disclaimer
How to make the next 6 months of your sales strategy EPIC
Season 1 · Episode 154
Friday, June 27, 2025 • Duration 54:54
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.
5 important things to remember when creating an offer to sell to corporate clients
Season 1 · Episode 153
Friday, June 13, 2025 • Duration 42:08
Are you struggling to create the perfect offer for corporate clients before you even start selling?
In today’s episode I’m sharing the 5 important things to remember when creating an offer to sell to corporate clients so that you don’t waste your time perfecting your offers, creating fancy sales pages, or posting endlessly on social media.
The real key to landing corporate deals is focusing on lead generation and your sales call skills. Corporates buy transformation—not the prettiest PDF or the catchiest program name. Take action, have real conversations, and tailor your solutions to what companies actually want.
Here’s some of the things that really matter:
Start your sales process FIRST—talk to real corporate decision makers, find out what they actually need, and build your offer with them.
Corporates aren’t scrolling for your offer on social media. Forget endless posts and sales pages. Focus on real conversations!
And no, you don’t need to stress about being a limited company or having bonuses—what matters is the transformation you deliver.
Ready to stop overthinking and start selling to corporates the smart way? Tune in today - and if you want more tips like these,sign up to my free newsletter at www.sellingtocorporate.com
Key Quotes;
Cracking the Corporate Offer Code: "So when we're talking about offers today, we are talking specifically about the solution that you are going to provide to corporate clients that is paid for." 00:06:4300:06:56
The Biggest Roadblock to Selling to Corporates "I have heard people say to me, Jess, I want to sell to corporate companies, but I don't have an offer yet. So I need to wait and figure out what my offer is gonna be before I can start my sales process." 00:04:3600:04:51
The Importance of Targeted Lead Generation in B2B Sales: "But what happens if we don't start a sales process, meaning if we don't target a particular industry, meaning if we don't do appropriate lead generation to generate qualified leads who actually are interested in our area of specialism and who hold the budget to pay us." 00:13:5200:14:14
The big switch: social media marketing for strong sales activity
Season 1 · Episode 152
Friday, May 30, 2025 • Duration 43:20
Ready to rethink your sales strategy? In this episode of Selling to Corporate, I sat down with Kirsty Smith, founder of Natural Rays, a well-being consultancy specialising in menstrual and menopausal health in the workplace to hear how she switched from exhausting social media marketing to impactful B2B sales.
Kirsty reveals how focusing on corporate clients transformed her business, boosted her confidence, and gave her more freedom—without the burnout of the Instagram algorithm.This episode is packed full of practical wisdom for anyone considering – or already navigating – the transition from selling to individuals to targeting organisations. Jess and Kirsty dig into the nuances of social media marketing, the realities of supporting women’s health at work, why B2B sales can offer more stability and impact, and how finding the right sales process can revolutionise your business (and mindset).
If you want to make your expertise go further, have stronger boundaries, and actually enjoy selling, this conversation is packed with insights you don't want to miss.
Learn how organisations supporting menstrual and menopausal health see significant ROI—not only does it affect over half the workforce directly, but it also impacts colleagues and families. Kirsty highlights the importance of shifting conversations from personal discomfort to broader workplace support, positioning this work within diversity, equity, and inclusion (DEI) initiatives.
Kirsty describes her transition from selling B2C to selling to B2B, identifying social media marketing as significantly exhausting compared to the clearer strategies and boundaries she’s now able to set with B2B clients. She notes that B2B sales allow for more direct and open budget conversations, leading to greater confidence and more sustainable business practices.
Kirsty shares how joining The C Suite ® provided her with a streamlined, metrics-driven sales process that replaced the unpredictable nature of B2C marketing. She also emphasizes the motivation and practical insights gained from being part of a supportive peer community, which helps her refine and optimize her business continuously.
Updating the market: Making sales process integral for your best results
Season 1 · Episode 151
Friday, May 16, 2025 • Duration 46:36
Today I’m sharing why updating your B2B sales process is crucial right now. The market is rapidly changing—referrals aren't enough anymore, and only a best-practice, proactive sales approach will help you land those high-value corporate clients. I’m talking about the importance of reviewing your metrics, getting honest about what you want from your business, and why taking action before the summer slowdown is essential. If you want sustainable, predictable results in 2025 and beyond, now's the time to make those smart changes. If you’re a coach, consultant, trainer, or service provider selling to companies, you need to harness best practices—nothing “sleazy or gross”—and create a predictable, sustainable revenue stream, no matter what’s happening in the consumer market.
Tune in for honest advice, market insights, and your nudge to step things up!
In this episode I’m sharing;
The B2B market is changing—fast. Are you updating your sales process to match?
Why midyear is a pivotal time to review your pipeline. Sales slowdowns are coming: If you don’t close opportunities before mid-July, expect long delays due to summer decision-maker holidays.
The B2B opportunity is bigger, but only for the prepared.
Is your sales process designed for today’s reality—or stuck in 2015?
Why referrals are no longer sufficient in B2B.
Cold -> Closed - specifically created for this market to fast-track your outreach, objections and closing before the summer slowdown.
Best-practice, proactive sales processes are more important than ever, especially as referrals dry up.
Key Quotes;
The Shifting Coaching Market: "And over the last few months, I've been talking quite openly on the podcast about how the business to consumer market has really shifted. And in some cases, the bottom is completely falling out of it." 00:03:1500:03:27
Entrepreneurial Focus Shifts in a Changing Market: “I very consciously moved my business to be focused on maximum revenue generation from corporate clients. And that's been really fun and really interesting.” 00:15:5300:15:54
Top 3 things to change if you want sustainable, predictable revenue
Season 1 · Episode 150
Friday, May 2, 2025 • Duration 45:11
In episode 150, “Top 3 things to change if you want sustainable, predictable revenue,” Jess takes an honest look at what’s actually driving revenue in the B2B sales world right now. If you’re a coach, consultant, trainer, or any kind of service provider who dreams of reliable income, switching off for the summer, and still signing corporate clients… this is the episode you can’t afford to skip.
As May ushers in a critical sales window before the quiet summer months, Jess kicks off by sharing how she uses this quarter to finalise deals and take the summer off - focusing on making sure business is set up for success so she (and you!) can unplug without worrying about finances.
But while she’s going to be relaxing, she wants you to be equally strategic—especially given growing misconceptions in the business world about what actually works for B2B sales in 2025.
Key Takeaways in This Episode
1. What corporates actually are—and why this matters. Jess clarifies what counts as a “corporate” for the purposes of this podcast: organisations that are not solopreneur-run, have permanent employees, a board or higher structure, and operate in both private and public sectors. If you’re targeting founder-led micro-businesses, the B2B tactics you hear about online likely won’t work for true corporates.
2. The dangers of misguided sales activities. Too many business owners are spending hours posting on LinkedIn, engaging in comment pods, building elaborate funnels, or writing books—believing these are “sales activities.” Jess is blunt: these are NOT going to land you corporate contracts. HR managers are not scrolling LinkedIn newsfeeds to find their next coach or consultant. Corporate buyers aren’t signing up for your webinar funnel or being wowed by your ebook. If you’re getting engagement but not deals, this is likely why.
3. The real reasons for B2B revenue plateaus (or dips). Jess unpacks why those revenue highs expected in the new year often fail to materialise—energy fizzles, pipelines aren’t as full as predicted, and sales plateau. Many fall for the myth that it’s “just the market” or their pricing, when in fact, they are simply not spending time on the right actions. She stresses that clutter, complexity, and intelligent overthinking can get in the way of simple, repeatable sales behavior that actually converts. Don’t get stuck in learning more, consuming content, or trying to prove your worth with more certifications!
State of the union: super sales insights to smash your targets
Season 1 · Episode 149
Friday, April 18, 2025 • Duration 01:01:53
After a challenging 2024 filled with global changes,today’s episode is reflecting on how the business environment is shifting and what it means for entrepreneurs, coaches, consultants, and other service providers focused on selling to corporate organisations.
Jess breaks down the key trends and insights that will shape the corporate market this year, offering strategies to help you navigate the complexities of today’s economic climate. From understanding the increased use of external consultants by organizations to identify growth sectors like AI and ESG, Jess provides a roadmap for building a stable sales pipeline.
With economic challenges ahead, it's vital to focus on building a stable B2B sales pipeline and enhance your sales skills. Companies are set to spend billions, and external consultants will be in high demand. Whether you're exploring new corporate revenue streams or adjusting strategies, understanding these trends is key for navigating success.
This episode is a must-listen if you're looking to adapt your business strategies for success in 2025 and beyond. So, whether you're a seasoned pro or new to the corporate sales game, this episode is sure to provide some much-needed inspiration and direction.
In this episode I’m sharing;
Navigating Economic Challenges: Building a Stable Sales Pipeline for 2025 and Beyond
Selling to Corporate in 2025: Insights and Strategies for Success
How Economic Changes Impact B2C and B2B: Lessons for Small Business Owners
The Current Landscape: 2025 is brimming with potential, despite the economic challenges. UK corporates alone are expected to spend £15.7 billion on external consulting, which includes diverse opportunities for coaches, consultants, trainers, speakers, and service providers.
Corporate Opportunities: Companies are dynamically adjusting to global changes, and more than half intend to increase their use of external consultants over the next year. This is your chance to step in with the right sales skills.
Two positive buying indicators that people miss on B2B sales calls
Season 1 · Episode 148
Friday, April 4, 2025 • Duration 33:24
Spring is here, the sun is shining, and it's the perfect time to revamp your B2B sales strategies. With the new financial year underway, we have three crucial months to maximise our corporate sales efforts before the summer relaxation kicks in.
In our latest episode of Selling to Corporate ®, we've tackled an often-overlooked topic: buying indicators on B2B sales calls. Many of us may not even realise we're missing these, and it's costing us potential revenue. I am looking into the world of buying indicators and how they play an essential role in enhancing your B2B sales process. As we kick off the new financial year, it's crucial to identify these indicators and navigate sales calls with confidence.
In this episode I’m sharing;
Buying Indicators Explained What are buying indicators? These are verbal or nonverbal cues that show a prospect's interest in progressing with a sales process. Jess emphasises the importance of recognizing them to avoid missing opportunities.
Handling Practical Questions and Objections Jess touches on how questions about terms and conditions, or potential objections like the need for cancellation clauses, are often positive buying indicators rather than signs of disinterest. They're part of the prospect considering the practicalities of working with a supplier.
Objections as Positive Indicators Jess assures us that objections during sales calls should be seen as positive indicators. These conversations are vital as they are opportunities for deeper engagement and understanding, potentially leading to successful conversions.
As we move into April with its fresh start to the financial year, it’s the prime time to hone your sales strategies before the summer relaxation mode sets in.
We’re exploring a critical aspect of the sales process that many, even seasoned sales professionals, tend to overlook: buying indicators. These are the subtle cues, both verbal and non-verbal, that signal a prospect’s interest in progressing further. Understanding these indicators can make the difference between a stagnant sales pipeline and one that flourishes with corporate contracts.
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.
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.
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.
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?
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.
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?
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
Why Your Offer Isn't Selling "If you haven't gotten all of the results that you wanted in the first half of this year, it's really important to understand why. And if that is, you've been spending lots and lots of time on creating offers and then feeling like it's really hard to sell them and you don't have anyone to sell them to, this is your problem." 00:38:0900:38:27
The Real Reason Your Offer Wasn’t accepted
"A lot of the time, in fact, in over 90% of occasions, price isn't the reason that companies didn't go with your offer. A lot of the time, it is about the diagnostic skill you have on the sales call and whether you presented the solution that met the need and got the buyer required to actually go ahead with it." 00:40:3700:40:38
Key Resources Mentioned in this Episode:
Join the waitlist for the Converting Corporates Event 2026!
If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then Join The C Suite ® 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 and start getting quality information from your prospects.
Supporting women’s health at work is not just about inclusion – it’s key to business ROI and wellbeing for all.
Transitioning to B2B offers scale, higher impact, and the chance to build stronger business boundaries.
Ditching algorithm-dependence for a proven sales process brings confidence, consistency, and (best of all) mental space.
Community matters – being surrounded by others on the same journey keeps you inspired, grounded, and proactive.
If you’re on the fence about investing in your business development skills, consider the long-term impact and support you’ll gain.
Key Quotes;
The Ripple Effect of Struggles at Work: "It's not just the direct ROI in terms of the person that's experiencing the symptoms. It's like, who are the people around them that are also being impacted by that person experiencing the symptoms." 00:05:1200:05:24
Social Media Fatigue: "That's why I've wanted to kind of move away from marketing solely on social media because it doesn't make me feel good. When I show up there, it takes away from you know, it takes my brainpower away from other things, which is another reason why when I came into the c suite and I knew what I needed to do, I jumped into it and I followed it." 00:24:3200:25:32
Work and Wellbeing in the Modern Era: "We cannot look away from the fact that our employment, how we work, where we work, has an impact on our health." 00:10:3700:10:47
Setting Boundaries in Business: "Oh, we don't pay for that. And I've said, oh, I don't actually do that for free." 00:17:0300:17:08
The Power of Consistency in Business Development: "So what I loved about the process that you talk us through in The C Suite ® is that, you know, there are many different ways to do business development, but you pick the one that you want to and you follow it through. And there's a strategy and you stay consistent, and it was really clear what needed to be done, the metrics that we were following." 00:14:3800:14:57
Key Resources Mentioned in this Episode:
Join the waitlist for the Converting Corporates Event 2026!
If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then Join The C Suite ® 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 and start getting quality information from your prospects.
Why Reviewing Your Numbers Feels Different This Year: "So for some people, you might be reviewing your numbers in June thinking, actually, this has been my best year to date. You know? Actually, this has been the year where I've made the most revenue, where I've set the best boundaries in my business, where I have, you know, worked on things that were actually meaningful to me, and impactful to organisations that I work with." 00:27:3500:28:44
Boosting B2B Sales This Season "If you want to spend the next six weeks building out your B2B sales for the next ninety days so that you are actually getting better outreach results, higher response rates, more calls being booked with you, more proposals going out of the door before the summer hits, then you need to go ahead and check out the Cold -> Closed link again. "00:44:3600:45:03
The Reality of Wanting High-Paying Clients Quote: "If you're somebody who's saying, yes. I absolutely want companies to pay me £5,000, 10 thousand pounds, 20 thousand pounds, 50 thousand pounds per engagement, but you are not willing to put in the time that it takes to do proactive outreach to book sales calls that are going to be worth tens of thousands of pounds, then you need to take a real look at whether you are saying you want something, but you're not indicating that you are willing to do the work or invest the time, energy, and money required to get that result." 00:27:3500:28:44
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
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 hereand 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 TEDx talk.
4. The reality of the current B2B market. Ignore the chatter from non-practitioners who claim “corporates aren’t buying.” Jess’s proven strategies, used by over 20,000 clients (with a 90%+ success rate), continue to deliver wins—even in a tough market. The companies succeeding are the ones focused on proactive, not passive, behaviors.
5. Proactive sales strategies that work. Replace endless marketing with smart, measurable, sales-focused actions:
Direct, well-researched outreach to decision makers.
Tracking metrics and troubleshooting what actually moves the sales pipeline.
Using proven scripts, strategies, and templates grounded in years of corporate sales experience.
Jess’s clients are still landing deals—even their biggest months ever—by ditching content for conversation and focusing on relationship-based sales approaches.
6. Your opportunity: The Cold to Closed Live Sales Experience Jess announces an exciting, brand new live sales experience: Cold to Closed. If you want to sign corporate clients in 90 days or less (and you’re not quite ready for her C Suite ® program), this is for you. Join the waitlist (link in the show notes), as this will be the only live sales training outside C Suite ® in 2025.
Final Words of Wisdom
Get honest: are you working on actions that drive cash, or just chasing likes and ego boosts? Your summer of freedom starts with what you do now. If you want predictable revenue and genuine business joy, switch from content creation to conversion.
Next Steps
Get on the Cold to Closed waitlist (link in show notes!)
Revisit previous episodes, especially State of the Union — Super Sales Insights to Smash Your Targets. It’s a game-changer full of actionable market insights.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
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 hereand 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 TEDx talk.
Key Quotes;
Redefining Work-Life Balance: "I have cut my working week down significantly, by a day and a half a week, which is something that I never thought I would be able to do because I'm obsessive about work." 00:01:5700:02:09
"Those companies who are selling anything high ticket to consumers will already have plans in place and they will already have the data around in recessive or economically difficult environments. And they already have risk departments and very very experienced financial professionals who will predict these kind of things and that company will have been gearing itself up to make it through these kinds of environments, which is why it's much easier for them as large organisations who've been through this kind of thing before to predict how they are going to survive and thrive through an economically uncertain environment rather than you or me." 00:37:0600:37:51
"Now what was really interesting during my period of research for this episode was the fact that 58% of companies say that they are going to be using external consultants more in the next twelve months than they have previously. In fact, only 1% of companies said that they would use external consultants less." 00:39:2600:39:51
Investing in Sales Strategy: "And if you don't invest in your sales strategy... you are going to struggle this year." 00:56:5900:57:02
Key Resources Mentioned in this Episode:
Click here for the Cold Email Outreach Conversion Course here.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
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 hereand 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 TEDx talk.
Jess breaks down the concept of buying indicators, starting with the fundamental question, “What is a buying indicator?” Simply put, it’s any sign that suggests a potential client is interested in advancing the sales process. This could be as overt as a prospect leaning in with enthusiasm during a meeting or as nuanced as a thoughtful question about your service terms and conditions.
But why are these indicators often missed? Jess points out that many people, including those with a strong understanding of sales theory, don’t actively look for these cues in real-time interactions. This episode doesn’t just define what these indicators are but also guides listeners on how to navigate them effectively, particularly when they don’t seem obviously positive.
If you're struggling to convert more in your sales calls, Jess suggests focusing on not just recognising buying indicators but also refining your overall sales strategy. By aligning every step of your sales funnel—from lead generation to the final closing—you can maximise every opportunity and keep your pipeline active and robust.
Sales is not just about outcomes but the journey. Recognising the two positive buying indicators—enthusiastic engagement and thoughtful objections—can provide you with the competitive edge needed in today’s corporate sales environment. So, take these insights, apply them, and see how they transform your approach, leading to more dynamic sales conversations and successful closings.
Key Resources Mentioned in this Episode:
Click here for the Cold Email Outreach Conversion Course here.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
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 hereand start getting quality information from your prospects.
