3 important sales actions to complete before summer starts
Selling To Corporate
What this episode is about Summer is closer than you think, and if you want a spectacular September and a strong Q4, the work starts now. In this episode of the Selling to Corporate® podcast, Jess Lorimer shares the three essential sales actions that every coach, consultant, trainer, speaker, and done-for-you service provider needs to complete before UK decision makers head off on their summer holidays. Whether you are hoping to book sales calls before mid-July or planning ahead for a September pipeline, Jess gives you the clear, practical framework to get it done, without the chaos and...
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The most important skill professional salespeople have (and how you can use it!)
Selling To Corporate
What This Episode Is About You’ve invested in a sales strategy. You’ve done the training. So why aren’t you getting the results you expected? In this episode of the Selling to Corporate® podcast, Jess Lorimer reveals the single most important skill that professional salespeople use to create consistent, replicable results - and it’s almost certainly not what you’d expect. Jess makes the case that the gap between coaches, consultants and professional salespeople isn’t intelligence, experience or even strategy. It’s one surprisingly simple skill that most business owners overlook,...
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Two types of B2B lead generation that coaches + consultants need to use!
Selling To Corporate
What this episode is about If you’ve been relying on warm referrals and introductions to bring in corporate clients, this episode is your wake-up call. Sales strategist Jess Lorimer breaks down the two distinct types of B2B lead generation that every coach, consultant, trainer, speaker, and done-for-you service provider needs to understand - and crucially, which one to prioritise depending on where you are in your business right now. With the summer window for reaching corporate decision makers closing fast, Jess explains why now is the time to audit your lead generation approach and plug...
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Why bids + tender processes are a complete waste of time
Selling To Corporate
In this episode Jess explores the complexities of procurement, including bids, tenders and preferred supplier agreements. If you’ve been looking at these as a shortcut to big contracts Jess shares the competitive realities of these processes and why they are rarely the 'easy win' they appear to be. With many decision makers often out of the office throughout the summer months it’s vital to prioritise the right business development activities and tighten up your sales strategy so tune in to learn why a sharp strategy in May is your best defense against a quiet July Key Topics Definitions...
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B2B sales trends for Q2: Which one are you actioning?
Selling To Corporate
April is buzzing with opportunity! Companies are hiring more external suppliers than ever, thanks to rising costs for permanent staff and a shifting economy. But here's the catch - decision makers are changing how they search for experts. It's all about referrals and real expertise, not just flashy marketing or big followings. External suppliers are in high demand due to increased costs of hiring permanent staff, particularly in the UK, Central Europe, and America. Companies are scaling with interim, freelance, or project-based resources rather than permanent hires. The biggest trend...
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Racing to the bottom' (and what does that mean for revenue in Q2?)
Selling To Corporate
As we wrap up Q1 (and look ahead to Q2!), I’ve been taking stock of market trends and what’s impacting business for coaches, consultants, and experts selling to corporates. This quarter, I’ve seen incredible client wins - like proposals accepted at £31,000 and larger scale training projects signed off. But I’ve also noticed some worrying shifts in the wider landscape. A phenomenon I’m seeing play out is the "race to the bottom" - companies and entrepreneurs slashing prices, reducing standards and chasing quick wins. Now’s the time to stop panic selling; double down on a...
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The simple sales technique I use to sign corporate clients every month
Selling To Corporate
Do you ever feel like you’re hustling non-stop just to keep up with your current delivery—and then, suddenly, your sales pipeline dries up? Or maybe you go from feast to famine: booking lots of work, then radio silence, then panic? I’ve been there. In fact, it’s something I hear a lot from consultants and coaches so today I’m sharing the straightforward sales technique I’ve used for the last 10 years to sign new corporate clients every single month - even when things get busy. Most of us get stuck in a cycle: when we’re flush with delivery, we go all-in for our clients, leaving...
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3 reasons that peer led accountability could be costing you more business than its winning
Selling To Corporate
Like so many of you, this past year brought about a series of incredibly heavy personal trials. From the grief of a painful family loss and the almost constant and unexpected challenges of finally moving into our ‘forever home,’ it felt as though the floor was constantly shifting. On top of that, I faced a cancer scare that put everything into a different perspective. I’m sharing this now because I believe in being transparent about the reality of the ‘uphill battles’ we face behind the scenes; it has been an exceptionally tough road. I’m focusing on the delicate balance of...
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Why 'normal' communication is stopping you feeling confident with sales communication
Selling To Corporate
Today Jess tackles the surprisingly overlooked issue that’s stopping entrepreneurs and sales professionals from landing corporate clients: a communication gap that’s causing more trouble than you think. Forget “mindset.” It’s all about how you communicate. After working with thousands of entrepreneurs and professional salespeople over 18 years, Jess has noticed a universal fear: nobody wants to come across as “salesy, sleazy, or pushy.” But here’s the breakthrough - this isn’t a mindset problem, it’s a communication one. If your messaging doesn’t make it crystal clear...
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Is being a great networker costing you B2B sales?
Selling To Corporate
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...
info_outlineApril is buzzing with opportunity! Companies are hiring more external suppliers than ever, thanks to rising costs for permanent staff and a shifting economy. But here's the catch - decision makers are changing how they search for experts. It's all about referrals and real expertise, not just flashy marketing or big followings.
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External suppliers are in high demand due to increased costs of hiring permanent staff, particularly in the UK, Central Europe, and America. Companies are scaling with interim, freelance, or project-based resources rather than permanent hires.
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The biggest trend change in Q1: decision makers are shifting how they look for suppliers due to an influx of unqualified or marketing-savvy but under-skilled entrants into the B2B market. This is impacting how companies find and select external experts.
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Recommendations and referrals remain the primary method for organisations to find suppliers, which presents challenges for those new to the corporate market. If you’re not already known or top-of-mind with decision makers, you’re less likely to get referrals, emphasising the importance of strategic business development over content creation.
We’ll also explore the challenges posed by an influx of unqualified suppliers and strong marketers, and how that’s reshaping corporate buying behavior. If you’re aiming to land corporate clients without relying on cold outreach or a big following, stay tuned for practical advice and an invitation to a game-changing masterclass that promises to help you navigate these new opportunities.
Key Topics
Data-Driven Insights for Entrepreneurs
Instead of looking at just a few sales calls, this episode analyses thousands of data points - from finding leads to closing deals. This gives entrepreneurs a proven, data-backed plan for growth that actually works in today’s market.
The Importance of Sales Strategy vs. Marketing Activity
Don't mistake marketing for sales. While many business owners spend their time on content creation and social media, these activities have a limited impact in the B2B space. If you want to land corporate clients, you need to move beyond general marketing and build a specific sales strategy designed to close deals.
Market Trends: External Suppliers in Demand
Companies are shifting away from permanent hiring. Due to the high cost of recruitment and a shaky job market, businesses in the UK and abroad are now scaling up using external suppliers and freelancers. For independent consultants, this is a huge opportunity: organisations are actively seeking outside experts to fill the gaps and have the budget to pay for it.
Shift in How Companies Search for Suppliers
A major trend from the start of the year is that corporate bosses are becoming much more cautious about who they hire. Because the market is flooded with 'influencers' who have big social media followings but little experience, companies are now more skeptical.
While these famous names grab attention, they often take spots away from more qualified experts who simply aren't as well-known. We expect to see more of these 'influencers' moving into the business world as they look for new ways to make money.
Key Takeaways
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Focus on relationship-driven sales strategies and lead generation, not just content and marketing activity.
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Emphasise your genuine expertise and track record; companies are looking for proven external suppliers.
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Prepare for unpredictability in referrals and be proactive in building visibility with your target corporate clients.
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Leverage upcoming resources like the masterclass to stay at the forefront of industry shifts.
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Avoid quick-win trends and resist lowering your prices just to compete with newcomers - quality wins in corporate sales.
If you’re serious about landing consistent corporate clients, focus on genuine lead generation and proven skills. Stop racing to the bottom and start standing out where it counts.
Want to know how?
Sign up for my masterclass on ‘How to Get in Front of Corporate Clients Without Cold Outreach or Having a Big Following.’ The session is based on the latest data and will help you develop lead-generation strategies that work in the current environment.
Spaces are limited - secure your place by clicking the link in the show notes now!
Key Resources Mentioned in this Episode:
Click below to register for the ‘How to get in front of corporate clients without cold outreach or a big following’ webinar on Friday 24th April at 12 Noon.
https://my.demio.com/ref/OP47ZXbEtzvVOlWq
Join the B2B Sales Edit https://magic.beehiiv.com/v1/988ac64b-5875-4924-9d10-50faad2aa4ad?email=%EMAIL%
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.
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Content Disclaimer
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.