How Lucy standardised her sales approach to generate sustainable revenue
Release Date: 11/01/2024
How educating decision makers is screwing your sales process
Selling To Corporate
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...
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Top ways to tell if you're being pushy in your sales process
Selling To Corporate
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...
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How improper use of AI is hurting your B2B sales process MASSIVELY
Selling To Corporate
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...
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How to make the next 6 months of your sales strategy EPIC
Selling To Corporate
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...
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5 important things to remember when creating an offer to sell to corporate clients
Selling To Corporate
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...
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The big switch: social media marketing for strong sales activity
Selling To Corporate
Ready to rethink your sales strategy? In this episode of Selling to Corporate, I sat down with , 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...
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Updating the market: Making sales process integral for your best results
Selling To Corporate
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...
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Top 3 things to change if you want sustainable, predictable revenue
Selling To Corporate
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...
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State of the union: super sales insights to smash your targets
Selling To Corporate
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...
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Two positive buying indicators that people miss on B2B sales calls
Selling To Corporate
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...
info_outlineIntroducing our amazing guest Lucy Gordon on today’s episode ‘How Lucy standardised her sales approach to generate sustainable revenue.’
Lucy is a financial expert specialising in cash flow management and financial modelling for businesses of all sizes. With a rich background in real estate and a knack for turning complex financial strategies into practical solutions, Lucy shares her journey from struggling with inconsistent sales processes to mastering a standardised approach that has led to sustainable revenue growth.
In this episode, we'll uncover why platforms like LinkedIn are more suited for corporate engagement compared to Instagram, the importance of joining supportive professional communities, and how personalising training can make a significant difference. Lucy also provides valuable insights into setting boundaries, improving client communication, and the key to successful negotiation—even when it means facing rejection.
Whether you're looking to refine your sales pipeline, develop better proposals, or simply gain more confidence in your business dealings, Lucy's experiences and strategies offer a wealth of knowledge. So, join us as we explore the transformative power of standardising your sales approach and unlocking new opportunities in the corporate world.
In this episode I’m sharing;
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How Lucy standardised her sales approach to generate consistent revenue and her sales methods explained.
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How to balance your workload and boundaries to maintain prospects.
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Learn to identify red flags early and improve the sales pipeline.
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How standardising reduces errors and the impact of over-personalising proposals on efficiency and evaluation.
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Being part of a qualified community such as The C Suite ® provides consistent, reliable guidance.
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Detaching personal feelings from rejections by focusing on fit and why rejection in sales isn't catastrophic.
Key Quotes;
Lucy Gordon - My issue was that I was not very good at the sales process, I can talk about myself and how amazing I am at financial modelling. But I just wasn't very good at getting consistent sales and setting up procedures properly.
Jess - I think everyone who's an entrepreneur has heard the stat around, like, 90% of businesses fail within the 1st 5 years and most people think it's because their product wasn't good enough or their website didn't look great or something like that. But actually, it comes down to you didn't sell enough, and you didn't plan to have the right cash flow at the right points.
Lucy Gordon - As a solopreneur you're waiting for someone to pay your invoice before you can actually pay yourself. But it's the same with companies, everyone has cash flow issues, and that's the reason so many companies fail. So you need to be able to try and predict when that money is coming in before you start being able to spend other money.
Jess - I think it's really interesting when entrepreneurs realise that businesses look at cash flow too and prioritise that. And I think it's interesting because most people assume that businesses are just big corporations, they make money all the time so it’s really easy for them.
Lucy Gordon - I had quite bad boundaries with everything that I was doing and that was the other reason for joining The C Suite ®. I needed to make sure that I was being more consistent with my business development and then also putting in those boundaries to say, no. You're not getting all of this time of mine for free. I can't have endless workshops and handover days and stuff because they all take up my time when I should be prioritising other clients and prioritising my BD.
Jess - When we're newer to sales, I think standardising sales processes feel scary because people think, well, I have to make it as personal as possible so that they like me because people buy from people they know, like, and trust. And that just isn't the same in the corporate space, or they feel that personalising everything to within an inch of its life gives more credibility. When it doesn't, it just gives you a sales process ultimately that has a lot of potential leaky gaps that you don't know how to fix because you can't identify what's gone wrong.
Key Resources Mentioned in this Episode:
Tickets are now on sale here for the Converting Corporates Event 2025.
Grab your Sales Tracking Spreadsheet 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.
Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.
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 here and start getting quality information from your prospects.
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