The big switch: social media marketing for strong sales activity
Release Date: 05/30/2025
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_outlineReady 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.
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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.
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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.
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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.
In this episode I’m sharing;
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Supporting women’s health at work is not just about inclusion – it’s key to business ROI and wellbeing for all.
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Transitioning to B2B offers scale, higher impact, and the chance to build stronger business boundaries.
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Ditching algorithm-dependence for a proven sales process brings confidence, consistency, and (best of all) mental space.
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Community matters – being surrounded by others on the same journey keeps you inspired, grounded, and proactive.
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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!
https://smartleaderssell.vipmembervault.com/cc2026waitlist
Sign up to the Cold Email Outreach Conversion Course
https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/
Contact Kirsty -
If you want to track your sales and set targets, check out my sales tracking spreadsheet
https://smartleaderssell.thrivecart.com/sales-tracker-spreadsheet/
Watch my video on how to troubleshoot your sales process!
https://www.loom.com/share/a2de63c2c7354a7a86335b79ef94497e?sid=60cdc100-9f2b-49b5-a5db-aee7de17596d
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.
https://sellingtocorporate.com/the-c-suite-self-study/
Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.
https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c
Sign up for the webinar on Five Simple Steps to Landing Corporate Clients.
https://sellingtocorporate.com/webinar-registration/
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.
https://sellingtocorporate.com/top-5-business-development-question-guide/
Connect with me on LinkedIn.
https://www.linkedin.com/in/jesslorimer/
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.
https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/
Listen to my TEDx talk.
https://youtu.be/VGN4_nmg-tE?si=2ttyacPfCbBPYyRG