3 lessons learned from supporting corporate clients in 2024
Release Date: 12/27/2024
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_outlineAs we wrap up another incredible year, I'm really excited to share the final episode of Selling to Corporate ®of 2024: 3 lessons learned from supporting corporate clients in 2024, the importance of a robust sales process, the joy of working on large customised projects and the benefits of consistent daily sales activities to avoid that feast-famine cycle.
This year has been a journey filled with invaluable insights, high-impact projects, and the joy of seeing our community thrive. I want to thank each of you for your continued support and engagement. Your feedback is invaluable, please keep sharing your thoughts to help shape future podcast episodes.
Wishing you a joyful holiday season and a prosperous New Year!
In this episode I’m sharing;
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Insights and trends for 2024 sales success.
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Exciting new projects in business development coaching.
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Embrace effective sales processes for future success.
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The importance of consistent daily sales activities to avoid the feast-famine cycle.
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The importance of a solid sales process, particularly during market shifts.
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Consistent communication styles across different client types.
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Importance of adapting sales processes to market changes, especially with increasing competition in 2025.
Key Quotes;
"Part of my job and probably the biggest part of my job is to identify new trends and opportunities to companies so that they can support their sales staff in increasing their performance by a couple of percent." 00:08:4600:09:00
"As a business owner, it's very easy to fall into that feast famine sales cycle where you end up with a lot of work and a lot of delivery at one point, and then you're too burned out, tired and overwhelmed to do any kind of business development." 00:26:4000:26:56
The Hidden Danger of Ignoring Sales Training: "Over 80% of people said that they wanted to increase their revenue in 2025, but there was such a high percentage of people who said that they don't invest in sales training, that they haven't historically allocated budget for sales training for themselves, and that they have not set a sales training budget for themselves in 2025." 00:35:5900:36:15
Investing in Success: "There is a big difference between, for me, investment and expense. And I think a lot of people as new business owners or business owners that have been in less than 5 years, look at investments like expenses. And so if you're thinking about any investments, whether it's sales training or anything else into your business next year, you need to be thinking not in terms of the initial cost, but in terms of what you think you're going to get back, what skills you're going to bring in." 00:40:2200:40:34
"Love Your Sales Process in 2025": "So in 2025, regardless of what else you do, you need to learn to love your sales process. You need to learn to put something in place that's going to work for you, for your business, for your capacity, for your personality, so that you can get the results that you want." 00:49:2600:49:42
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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Click here if you would like to listen to my recent TEDx talk.