Selling To Corporate

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!

3 important sales actions to complete before summer starts 06/12/2026

3 important sales actions to complete before summer starts 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 catch-up that so many entrepreneurs experience every autumn. Who this episode is for Coaches, consultants, trainers, speakers, and done-for-you service providers selling services to corporate clients Anyone who wants to take time off over summer without coming back to an empty pipeline Business owners who have been putting off reviewing their revenue and sales activity Anyone who regularly finds themselves scrambling in September, wondering why Q4 never gets off to a strong start Those relying on referrals or inbound leads and wondering whether that will hold in the second half of the year Questions this episode answers What should I do before summer to make sure I have a strong September? How do I know whether my current outreach strategy is actually working? What does a revenue recap involve, and how do I use it to plan my sales activity? How should I analyse my half year sales process, and which activities should I be reviewing? When is it too late to book corporate sales calls before the summer break? What is proven outreach, and why does experimenting with outreach in June and July carry real risk? Key takeaways Start your proven outreach now: the summer window is closing fast The episode is released on 12 June, and the viable window for booking corporate sales calls before the summer slowdown closes around 21 to 22 July which gives you roughly five to six weeks. In the UK, decision makers are largely unavailable from mid-July through to the end of August, which means that if you want sales calls booked for that window, your outreach needs to land now and produce responses within four weeks. Jess is clear that this is not the time to experiment with new or unproven outreach approaches. Proven outreach, for the purposes of this episode, means targeted, specific outreach with clear, measurable metrics that has an established track record of results. If what you have been using has not been booking five or more qualified sales calls per month, it is not yet proven, and it needs changing before you invest more time in it. If you are happy to be booking calls into September rather than July, you still need to start now so that responses arrive in time to set up your September calendar before Q4 begins. Do your revenue recap: know exactly where you stand before you head into summer A revenue recap means sitting down, reviewing your numbers objectively, and answering three questions: How much revenue have you made this year? What was your original target? What revenue is still confirmed or expected to arrive? Using this client example, a solo higher education consultant who had reached 78% of their annual revenue target by May. That number gave them genuine options: Stretch the target Relax their sales activity over summer Use the headspace to plan a stronger Q4, depending on what their pipeline looked like. The revenue recap is not a stick to beat yourself with. It is a planning tool. Looking at both invoiced revenue and pipeline revenue together tells you whether you can afford to ease off, whether you need to intensify your outreach, or whether you need to focus on closing existing proposals before the summer. If your pipeline is slim, go back to the outreach piece and act now. Analyse your half year sales process: find out which specific activities to improve The half year sales process analysis is the most granular of the three actions, and it is the one most likely to show you where you can win more contracts without doing more work. Rather than simply asking whether you made the revenue you wanted, Jess recommends drilling into the individual activities that make up your sales process. Has your lead generation been producing five or more qualified sales calls per month, with decision makers who have access to budget and are relevant to your specialism? If not, that is the activity to address. Have your sales calls been converting into proposals and revenue at a rate of 50% or higher? If not, the issue may lie in call structure, the questions being asked, or the calibre of the people on those calls. Have you been relying heavily on referrals or warm inbound leads in the first half of the year? If so, how confident are you that those sources will continue to perform at the same level in the second half? Asking these specific questions, rather than looking only at the revenue total, shows you precisely where to direct your time and energy before summer, rather than working harder on the wrong things. Key quotes "Now is not the time for more experiments. Now is the time to do proven outreach." "It takes 90 days to see a cold contact convert into a corporate client. If you are not running a proven process, it might take you longer. So you cannot afford to miss these opportunities to control the variables." "This is not just looking at your numbers and going, oh gosh, I have got to beat myself up about this. It is also looking at what pipeline you have built and what is still to come." Resources + links Join the Selling To Corporate® B2B Sales Edit. A weekly newsletter for coaches and consultants sharing the real B2B sales techniques to build a balanced, profitable business. The Expert Services Directory A curated directory that proactively markets your services to corporate decision makers every month. Standard listings reach 1,000+ decision makers per month; Directory Plus listings reach 2,000+. Only 10 suppliers per specialist category. Use code PODCAST for a special bonus. Cold to Closed The self-paced B2B sales experience for coaches, consultants, speakers, trainers and done-for-you service providers who want scalable, sustainable sales from brand new corporate clients in 90 days or less. If you’ve enjoyed listening to xxx then check out the following episodes. STC133 - Why your B2B revenue is stalling this summer (and what to do about it!) STC154 - How to make the next 6 months of your sales strategy EPIC STC158 - Sharing insights: 2025 B2B sales trends for the second half of the year 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. /episode/index/show/sellingtocorporates/id/41618745

The most important skill professional salespeople have (and how you can use it!) 05/29/2026

The most important skill professional salespeople have (and how you can use it!) 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, underestimate or quietly choose to ignore. This episode explains exactly what it is, why it matters more than any tactic or technique and what happens to your sales process when you don’t use it. Who This Episode Is For Coaches, consultants, trainers, speakers, and done-for-you service providers selling to corporate clients Anyone who has invested in a sales strategy or programme and felt it ‘didn’t work’ Business owners who find themselves constantly tweaking, adjusting, or second-guessing their sales process Those who are great at selling one offer or to one type of client, but struggle to replicate that success elsewhere Anyone who suspects their sales process isn’t producing consistent results but isn’t sure why Questions This Episode Answers What is the most important skill in B2B sales? Why does a sales strategy that worked stop working over time? How do professional salespeople create replicable results across different industries and offers? What’s the difference between buying a sales strategy and actually executing one? Why does tweaking a sales process - even slightly - make results impossible to measure or replicate? Key Takeaways 1. The Most Important Sales Skill Is Following Instructions The single most important skill professional salespeople possess is the ability to follow instructions precisely and consistently. Not prospecting. Not objection handling. Not closing. Following instructions. Jess is direct: in her experience working with thousands of professional salespeople and thousands of coaches, consultants, speakers, trainers, and done-for-you service providers, the difference in results almost always comes down to this. Professional salespeople follow a proven process exactly as written. Most coaches and consultants - however intelligent and however well-intentioned - don’t. This isn’t a criticism of intelligence. In fact, Jess argues that high intelligence can be a liability here. Smart people are more likely to spot what feels ‘wrong’ about a set of instructions, more likely to rationalise a small adjustment and more likely to believe their version of the process is ‘good enough’. It usually isn’t. 2. Any Proven Strategy Has the Ability to Work - If It’s Executed Properly Jess teaches seven different methods of B2B lead generation. She has clients who generate all of their corporate revenue from cold email outreach. She has clients who generate all of their revenue from networking alone - a method she personally dislikes. The method is not the determining factor. Execution is. The two reasons a sales strategy fails are almost always the same: The strategy being used is not proven. It was built in an AI tool, borrowed from a B2C context or sold by someone without hands-on B2B sales experience. The strategy is proven but it is not being followed correctly. Steps are skipped, wording is changed, volume is reduced or the process is quietly adjusted whenever something feels uncomfortable. If your sales process is not producing results, the first question to ask is not ‘what strategy should I try next?’ It is ‘am I executing my current proven strategy exactly as intended?’ 3. Small Changes to a Sales Process Create Big Problems One of the most common patterns Jess sees with experienced clients is a gradual drift away from the original process. It rarely starts as a conscious decision to change strategy. More often it starts with a lost deal, a knock to confidence, and a small adjustment made under pressure to ‘save’ the next opportunity. That one small change leads to another. The language shifts. The attachment changes. The objection handling softens. The reassurance given increases. None of it feels significant in the moment. But cumulatively, the process becomes unrecognisable - and critically, it becomes impossible to measure, troubleshoot or improve. Standardisation is not a constraint on creativity. It is what makes it possible to know whether your sales process is working, identify where it is breaking down, and fix the right thing. When every part of the process is slightly different, there is nothing consistent to evaluate. 4. Sales Should Be Boring - Creativity Comes in the Conversation Jess uses the analogy of Picasso: before he painted eyes on the sides of heads, he spent years learning the rules of perspective, line and composition. The creative leaps came after the foundations were mastered, not instead of them. The same principle applies to B2B sales. Your lead generation process, your outreach approach, your proposal structure, your pricing framework - these should be repeatable, measurable and consistent. They should feel a little boring, because boring is what makes them scalable. The creativity, the consultative problem-solving, the bespoke solution-building - all of that happens in the sales conversation itself, and in the delivery of the work. That’s where you get to be brilliant and distinctive. Your process is what gets you to that conversation in the first place. 5. Following Instructions Builds the Confidence That Creativity Cannot When a sales process is followed precisely, it produces predictable metrics. Those metrics tell you what is working and what is not - early enough to make useful adjustments rather than emergency ones. That predictability is what gives professional salespeople confidence, even in difficult markets. When a process is modified and the results decline, the person executing it has no way of knowing which change caused the problem. That uncertainty erodes confidence and often leads to further changes, making the situation worse. Following instructions is therefore not just a technical requirement - it is the foundation of sustained confidence in your own sales ability. 6. Replicatable Success Requires Transferable Process, Not Transferable Luck Jess draws on her own sales career across jewellery, recruitment, tech, and sales training - including becoming the top diamond salesperson in her region at 16, and a top performer within her first year at a company operating across 30 countries - to make a specific point: success that can be replicated across industries, offers, and client types is built on process, not personality. If you are excellent at selling one particular offer but cannot replicate that success with other offers or other types of decision maker, it is a signal that your results are not yet built on a transferable process. They are built on familiarity, repetition or relationship - which are not scalable. A proven, correctly executed process is what creates results that transfer. Key Quotes “The most important skill professional salespeople have in their arsenal is following instructions.” “Literally any proven strategy has the ability to work if it’s being done properly. The problem is that most people aren’t using proven strategies - or they’re not following the instructions for the ones they have.” “Your sales process shouldn’t be where you feel creatively satiated. It should be where you are able to replicate a clear process and be given consistent metrics so you know what is working and what isn’t.” Resources + Links Mentioned in This Episode Cold -> Closed The self-paced B2B sales experience for coaches / consultants / speakers / trainers and done-for-you service providers who want scalable, sustainable sales from brand new corporate clients in 90 days or less. Join the B2B Sales Edit: Busyness to Business Weekly newsletter for coaches and consultants; sharing the real B2B sales techniques that have taken over 30,000 sales processes from busy -> balanced and profitable. Episode Sponsored by The Expert Services Directory Access The Expert Services Directory here and use code PODCAST for a special bonus. A curated directory that proactively markets your services to corporate decision makers every month. Standard listings reach 1,000+ decision makers per month; Directory Plus listings reach 2,000+. Only 10 suppliers per category. Standard listing: 1,000+ decision makers per month Directory Plus listing: 2,000+ decision makers per month Application required — not all applications are accepted If You've Enjoyed Listening to The Most Important Skill Professional Salespeople Have, Check Out These Episodes STC159 - Mindset Wobbles That Stop Your B2B Sales Progress (and How to Fix Them!) STC162 - 3 Things That Will Help You Maximise Any Sales Training You're Embarking On STC171 - The Simple Sales Technique I Use to Sign Corporate Clients Every Month 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. /episode/index/show/sellingtocorporates/id/41461145

Two types of B2B lead generation that coaches + consultants need to use! 05/15/2026

Two types of B2B lead generation that coaches + consultants need to use! 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 the gaps before September. Who this episode is for A coach, consultant, trainer, speaker, or done-for-you service provider selling services to corporate clients Currently relying on warm referrals or introductions to generate B2B sales leads Experiencing the feast-and-famine cycle in your business - busy with delivery, then suddenly with nothing in your pipeline Unsure whether your lead generation is failing, or whether the problem lies elsewhere in your sales process Planning your B2B sales strategy for Q3 and Q4 2026 Questions this episode answers What is B2B lead generation and how is it different from just ‘doing outreach’? Why isn’t my lead generation converting into sales? What’s the difference between active lead generation and passive visibility? When should I use active lead generation vs passive lead generation in my business? How do I stop the feast-and-famine cycle in my B2B sales pipeline? How are corporate decision makers searching for external suppliers in 2026? Key takeaways 1. Lead Generation has one job - and it’s not to close sales One of the most common mistakes coaches and consultants make is judging their lead generation by whether it produced a sale. Jess is clear: the job of lead generation is to book qualified sales calls, not to close contracts. When you blend the two, you end up blaming your lead generation for problems that might actually live elsewhere in your sales process - such as your offer, your pricing, or your proposal. 2. Active lead generation: The strategy you control Active lead generation is any lead generation strategy that works while you are implementing it, and stops when you stop. Examples include: Cold email outreach LinkedIn outreach Any proactive, volume-driven outreach to decision makers Active lead generation is entirely within your control. You set the metrics, monitor the results, and can troubleshoot what’s working. This makes it the right approach when you are not yet fully booked with corporate clients - because you have the time, energy, and capacity to execute it consistently. The risk: if you become too busy with delivery to keep it running, it stops. Which is exactly when many coaches and consultants find themselves with an empty pipeline. 3. Passive visibility: Lead generation that works without you Passive visibility is Jess’s term for lead generation strategies that build brand awareness, visibility, and inbound leads over time - without requiring you to execute them week in, week out. Examples include: Speaking on internal company podcasts Being featured in a curated directory with proactive marketing (such as the Expert Services Directory) Activities that help you rank in AI search tools (GEO - Generative Engine Optimisation) and Google Presenting at awards events or industry panels Passive visibility strategies are compounding: they build over time. They are not designed to produce a sales call every single week, but they ensure that when a corporate decision maker goes looking for an external supplier, you show up. In 2026, decision makers are actively searching for external suppliers online. If you are not visible in those searches, you are invisible to them. The risk: passive visibility alone is not enough if you have no clients yet. You need to understand your messaging and what works before you can hand it off or systematise it. 4. You need both - at different stages of your business Active lead generation and passive visibility are not either/or. They serve different purposes at different stages: Not yet fully booked with clients? Prioritise active lead generation. Use the time and capacity you have now to fill your pipeline before it’s too late. About to be fully booked or in a heavy delivery period? Start building your passive visibility now so your brand continues to generate leads while you’re delivering. Relying only on warm referrals? You are not in control of your lead generation - and your business is more vulnerable than it looks. 5. The summer window is closing If you are based in the UK, you have roughly until the second week of July before corporate decision makers become significantly harder to reach. For those in Central Europe or the US, that window closes around mid-June. If you do not have a pipeline of qualified leads generating sales calls now, you need to act before that window shuts. Key Quotes “The job of lead generation is to book qualified sales calls, not to make sales.” “Decision makers are searching actively for external suppliers. If you’re not doing anything on that passive visibility front, you’re not going to show up in search.” “Active lead generation is completely within your control. And there are times in your business when you have the time and energy to be able to implement it - use them.” Resources + Links Mentioned in This Episode Join the B2B Sales Edit: Busyness to Business Weekly newsletter for coaches and consultants; sharing the real B2B sales techniques that have taken over 30,000 sales processes from busy -> balanced and profitable. Episode sponsored by The Expert Services Directory: Access The Expert Services Directory here and use code PODCAST for a special bonus. A curated directory that proactively markets your services to corporate decision makers every month. Standard listings reach 1,000+ decision makers per month; Directory Plus listings reach 2,000+. Only 10 suppliers per category. Standard listing: 1,000+ decision makers per month Directory Plus listing: 2,000+ decision makers per month Application required - not all applications are accepted Cold -> Closed The self-paced B2B sales experience for coaches / consultants/ speakers / trainers and done-for-you service providers who want scalable, sustainable sales from brand new corporate clients in 90 days or less. If you've enjoyed listening to Two types of B2B lead generation that coaches + consultants need to use, check out these episodes. STC173 - B2B Sales Trends for Q2: Which One Are You Actioning? STC169 - Why ‘Normal’ Communication Is Stopping You Feeling Confident with Sales Communication STC167 - Are You Speaking to Decision Makers or Influencers (and Why It Matters) 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. /episode/index/show/sellingtocorporates/id/41304385

Why bids + tender processes are a complete waste of time 05/01/2026

Why bids + tender processes are a complete waste of time 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 and Distinctions Learn what preferred supplier agreements, bids, and tenders actually are 14:14 Differentiates between: Preferred supplier agreements (agreements to be a first point of call, often at a discount) 15:07 Tenders (organisations inviting suppliers to quote for a specific value/project) 17:20 Bids (suppliers’ direct response/proposal to tenders) 19:15 Where to Find Bids, Tenders, and PSAs Understanding of public sector portals, government and council websites for sourcing 20:16 Explains why a business model built solely on price-cutting and competitive bids often fails to scale 21:21 Challenges and Realities of Bids and Tenders Highlights the extreme competitiveness of the environment 23:15 Explains that not all organisations use their PSAs or tender lists exclusively-sometimes specialist suppliers are needed 25:02 Notes that organisations use tender/bid processes for benchmarking, sometimes wasting suppliers’ time 26:36 Points out how established relationships and proactive business development often influence selection 27:21 Lack of Control and Time Investment Describes the lengthy, uncertain, and often frustrating processes for suppliers 29:44 Emphasises the value of control in one’s sales process versus passive, unreliable pipeline building 30:20 Explains the restrictions of PSA agreements (e.g. often cannot proactively contact decision makers) 31:02 Surprising Complexity vs. Perceived Ease Discusses the hidden work involved and misconceptions perpetuated both by proponents and internal procurement teams 32:41 Describes frequent delays, shifting requirements, and unpredictability 33:41 Strategic Perspective for Coaches, Consultants, Speakers, and Trainers Advises listeners to approach bids and tenders with eyes wide open 35:12 Explains why controlling the sales process is more stable, consultative, and ultimately preferable 36:19 Endorses using bids/tenders as a bonus, not a core sales strategy-unless there’s an established relationship 37:04 Encourages proactive business development over reliance on tenders/PSAs 38:17 Key Quotes “Just because those organisations have preferred supplier lists... doesn’t mean that that is always who they end up using.” 24:45 “If you don’t have that relationship, prior knowledge... it’s really, really difficult to get that signed off.” 30:28 “Go in eyes wide open... treat unsolicited bid submissions like a lottery ticket-a possible bonus, but not a reliable strategy for predictable income.” 38:08 In some cases, being on a preferred supplier agreement even restricts your ability to network internally within an organisation, limiting future opportunities and risking removal from the agreement if rules are broken 32:04. The “easy win” of PSAs or tenders is usually an illusion; substantial effort, little control, high competition, and unpredictable returns are the norm 33:41. Key Resources Mentioned in this Episode: Join the B2B Sales Edit Episode sponsored by The Expert Services Directory: A key resource for coaches / consultants / trainers and done-for-you service providers to generate inbound leads. Check out The Expert Services Directory here If you've enjoyed listening to Why bids + tender processes are a complete waste of time check out these episodes. How to pep up your B2B sales before the summer slump! - How to create more sales opportunities (and get your sales process moving before summer) - 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. /episode/index/show/sellingtocorporates/id/41071160

B2B sales trends for Q2: Which one are you actioning? 04/17/2026

B2B sales trends for Q2: Which one are you actioning? 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 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. 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 Focus on relationship-driven sales strategies and lead generation, not just content and marketing activity. Emphasise your genuine expertise and track record; companies are looking for proven external suppliers. Prepare for unpredictability in referrals and be proactive in building visibility with your target corporate clients. Leverage upcoming resources like the masterclass to stay at the forefront of industry shifts. 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 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 and use code PODCAST for a special bonus. If you've enjoyed listening to XXXX check out these episodes. 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. /episode/index/show/sellingtocorporates/id/40894390

Racing to the bottom' (and what does that mean for revenue in Q2?) 04/03/2026

Racing to the bottom' (and what does that mean for revenue in Q2?) 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 proven sales process and refuse to compromise on quality or value. If you’ve been caught up discounting offers or overwhelmed by noisy trends, use this as your cue to reset. While the market is changing, there are significant risks in adopting a 'herd mentality' without a clear strategy. Focus on what really works and set your business up for a standout year ahead. Key takeaways for you: Stop waiting for change: The old “wait and see” approach isn’t working anymore. Set boundaries around your sales process and dedicate time for consistent sales activities or risk being left behind. Don’t compete only on price: Lowering your fees or creating cheaper offers can create a damaging market feedback loop. Instead, focus on quality, credibility, and premium transformation to stand out and win repeat business. Double down on proven processes: Relying on shiny new marketing tactics or AI quick fixes isn’t a substitute for a robust sales process. The best results come from consistent lead generation, expert-led sales conversations, and strong proposals. If your Q1 has plateaued or declined, now is the time to reset and rethink your approach. You still have nine months to turn things around in 2026 - but only if you take action now. Key Quotes; Race to the Bottom in Coaching: "What we are seeing is that as a result of this race to the bottom mentality where people are cutting their prices, they're trying to do everything at discounted rates, they are, you know, working often without or in unregulated areas." 00:26:3600:26:53 Quality Over Price: "I have always openly said to my corporate clients, look, I'm not the cheapest resource. But the reason that I'm not is because I'm really, really good at what I do and I've got a really good success rate." 00:33:4900:34:02 The Race to the Bottom in Pricing: "If you have lowered your prices, tried to create cheaper offers in the hope that companies will buy them, or avoided increasing your rates in the last 612 months, that is a way that you're being impacted by the race to the bottom and by public feeling around companies only wanting to buy things that are cheap." 00:46:0200:46:20 The Race to the Bottom in Online Education: "Essentially the online space has entered a race to the bottom and that means that people have compromised quality of service, they have lowered their pricing, they have compromised regulations and standards. In some places they're even compromising Core beliefs that I think are really serious around equality, around diversity, around discrimination that is exactly representative of what race to the bottom looks like, if you consider the online space as its own entity." 00:24:2900:25:12 The Hidden Risks of Relying on AI for Corporate Training: "They're paying for you to be able to go in and use your expertise and lived experience to deliver transformation. Again, fine, to use for inspiration, but I wouldn't be planning out client work using it. That is a contribution to some of those points we talked about earlier around lack of due care and quality and service provision, you know, because we don't know where that information goes and a lot of us don't know what anyone else is plugging into these models and whether they're naming companies, whether they're talking through difficult situations that they're experiencing, you know, outside of the sales process. That could be considered confidential information that then is available for somebody with a good prompt and a lot of time to get access to." 00:54:4100:55:38 Key Resources Mentioned in this Episode: Join the B2B Sales Edit 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 and use code PODCAST for a special bonus. If you've enjoyed listening to Racing to the bottom' (and what does that mean for revenue in Q2?) check out these episodes. 5 important things to remember when creating an offer to sell to corporate clients Creating your best B2B sales mindset (and generating more revenue!) 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. /episode/index/show/sellingtocorporates/id/40720025

The simple sales technique I use to sign corporate clients every month 03/20/2026

The simple sales technique I use to sign corporate clients every month 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 sales activity until we’re running on fumes, promising ourselves we’ll tackle it “tomorrow.” Before you know it, there’s no new pipeline… and the cycle starts over. Why? Three key reasons: Pricing: Are you charging enough to justify your time, or is every new client eating into space you should use for business development? Forgetting Your Real Job: You’re not just a consultant/coach/trainer—you’re also the lead salesperson in your business. Reactive, Not Proactive: You spend your best energy on client delivery, leaving sales for when you’re already exhausted (and it shows). The Simple Technique That Changes Everything Ready? Here it is: 10 Before 10. Every day, before 10am, complete 10 meaningful sales activities. That’s it. I started doing this in my very first corporate role - and have continued ever since: It puts your pipeline first, not clients’ urgent requests. You build the habit and “sales muscle” by practicing daily, not just when the panic sets in. By focusing on true sales activities (not just tinkering with your LinkedIn profile!), you consistently generate leads and stay visible. What counts as a “sales activity”? Proactively reaching out to new contacts or decision makers Sending follow-ups or chasing invoices Writing or sending proposals Anything that promotes direct sales action - NOT just passive content posting How to Make It Work for You Block an Hour Each Morning. No emails, no delivery work - just you and your pipeline. Define Your Sales Activities. Treat Sales Like Your Most Important Client. Because it is. The activities you stack up today will create clients and cash flow 90 days from now. You deserve a business that’s predictable, impactful, and sustainable - not one that leaves you drained or dreading another quarter. Key Quotes; Overcoming Sales Overwhelm "People are often feeling quite overwhelmed by their own sales process and particularly how they manage that with delivery." 00:08:0700:08:16 Viral Productivity Hack: "If I can do 10 sales activities every day before 10 AM, then my pipeline will always be building because I'm actively choosing to do sales activity first, which means I'm actively prioritising my pipeline first thing in the morning." 00:19:3500:19:52 "This should be a busy time for your sales process, and you should be making conversations with corporates happen now." 00:05:3200:05:40 "And that's something I've really tried to keep in my own business, is this idea of having definite decompression time where I'm just not working and not thinking about work." 00:01:0400:01:14 "The problem is, a lot of people think about, well, I'm just going to focus all in on this delivery, and then I'm going to do business development when I have the energy. That is really difficult because unfortunately, if you are in that pattern - and you'll recognise it instantly if you are - when that happens, you operate in this feast-famine cycle because your business has to." 00:09:3100:10:04 "There are so many things that fall under sales activities that do not involve any social media platform or any content creation that you absolutely should be prioritizing each day." 00:20:4600:20:57 Avoiding Burnout in Business: "It is a recipe for A, hating your sales activity forever, and B, burning out you know, and actually not enjoying the business that you've spent so much time and energy to create." 00:23:0900:23:22 Key Resources Mentioned in this Episode: Join the B2B Sales Edit 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 and use code PODCAST for a special bonus. If you've enjoyed listening to The simple sales technique I use to sign corporate clients every month, why don’t you check out this episode. Are you speaking to decision-makers or influencers (& why it matters!) 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. /episode/index/show/sellingtocorporates/id/40549930

3 reasons that peer led accountability could be costing you more business than its winning 03/06/2026

3 reasons that peer led accountability could be costing you more business than its winning 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 professional support in today’s podcast. While having a solid network of peers is essential for any entrepreneur, there is a growing trend of relying on these circles for the wrong reasons which is why I’m breaking down the distinction between accountability and expert advisory, and why confusing the two can stall your progress. I’m also highlighting how to ensure your inner circle supports - rather than hinders - your sales growth. There are also some exciting updates for my newsletter subscribers, I’ve made some changes to my newsletter and, if you’d like to keep up with my latest thoughts, for the link to The B2B Sales Edit In this episode I’m sharing; A Personal Update: Reflections on moving past last year's hurdles, a major health victory, and why I’m leaning further into my writing and the new B2B Sales Edit newsletter. The Power (and Limits) of Peers: Why a community of like-minded founders is vital for your mindset, but why they shouldn't be your primary source of strategic business advice in a tough economy. Accountability vs. Advisory: Understanding the distinction between someone who cheers you on and someone who has the expertise to troubleshoot your sales process. The "Fear Mirror": How peers often unknowingly project their own business anxieties onto your strategy, whereas an objective advisor remains focused on your specific goals. Protecting Your Professional Friendships: Why the "free advice" dynamic can create an imbalance that eventually erodes valuable relationships. The Sales Safety Net: Why you need a robust system and the internal skills to troubleshoot your own sales, rather than crowdsourcing your most critical business decisions. Key Quotes; "I believe that having a peer network who genuinely understand what you're trying to achieve, understand why you're doing the things that you do, understand how to help you stay accountable to your goals and who can help challenge you in those moments where you're having those mindset wobbles around, can I really do this, and who can motivate you to take action even when you don't really want to. I think that is invaluable, I really do." - 00:20:0400:20:36 "I think there's always a lot of guilt around investment in self, and that's before the economy changed. As disposable income gets less, there's also this almost fear, “what if I make the wrong investment?" - 00:23:4100:23:57 "It's also good to be busy with sales activity. So if you're somebody who has found that your motivation and your accountability has maybe been a little low, drop me a line, get yourself onto the newsletter list, get yourself a little, I don't know, a pep up a couple of times a week just to make sure that you're actually doing the right things for your business." - 00:01:3100:01:53 "It can also be really difficult to consistently be the smartest person in the room, or the person who feels like they're giving the most, you know, the person who feels like they're always organizing the co-working, or the person who feels like they're always the one giving out the referrals, or the person who feels like they're always the one sharing tips and advice but not ever getting it back, or certainly not to the degree that they're putting in. That becomes really hard, and sometimes that can actually break down friendships and things." - 00:35:5800:36:31 "Accountability and having accountability and motivation from your peers is wonderful, but it's absolutely not the same as advisory, and it shouldn't be used as such." - 00:39:0900:39:21 Key Resources Mentioned in this Episode: Join the Newsletter: Want the link to The B2B Sales Edit? Email me at and I’ll get you added to the list. 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 and use code PODCAST for a special bonus. If you've enjoyed listening to 3 reasons that peer led accountability could be costing you more business than its winning, why don’t you check out this episode. Are you speaking to decision-makers or influencers (& why it matters!) 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. /episode/index/show/sellingtocorporates/id/40336995

Why 'normal' communication is stopping you feeling confident with sales communication 02/20/2026

Why 'normal' communication is stopping you feeling confident with sales communication 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 what you do and how you help, decision-makers will tune out. Worse, they might feel “stupid” and avoid engaging altogether. Are you making sales too complicated? From job titles to lead generation to elevator pitches, Jess shares real examples where entrepreneurs are unintentionally alienating potential buyers: Job titles that sound clever but are confusing. Lead generation messages stuffed with buzzwords but lacking clarity. Elevator pitches packed with expertise but out of touch with what buyers actually care about. The simple truth? Clarity wins. You don’t have to prove you’re the smartest person in the room - just make it easy for decision-makers to understand what you do. Jess’s Sparkling Sales Advice: Wear your intellectuality subtly. Make your messaging accessible. Help buyers feel comfortable enough to ask questions and start conversations. If your 5-year-old godson wouldn’t get it, it’s probably too complex! Practical Takeaways Simplicity Wins: Whether through your job title, outreach, or elevator pitch, keep your messaging clear. Make It Accessible: The best salespeople can explain complex solutions in ways anyone can understand - and that’s what builds trust and opens doors for meaningful dialogue. Invite Conversation, Not Intimidation: When people feel comfortable, they ask questions and engage. If you make them feel stupid, they’ll simply opt out. Key Quotes; Are You Making It Harder for Decision Makers to Buy? 00:10:1100:10:23 "Am I actually making it easy and simple for decision makers to buy from me, or am I unwittingly making this so much harder than it needs to be?" Why Confusing Messaging Kills Sales 00:26:4800:27:05 "And that is a big sales problem, because when we put other people into that position where they don't understand something, A, it's impossible for them to buy anything, and B, they feel stupid. And when people feel stupid, they don't buy, right?" The Gift of Simplicity in Sales 00:33:3200:33:51 "The most gifted salespeople are the ones who can take something that is so incredibly complex and make somebody who doesn't have that same level of technical expertise or capability understand, and understand why it's relevant to them, that is a gift." The Power of Simplicity in Networking 00:40:1600:40:45 "It's not that I don't do all the things, it's that there is no point in saying all of the things to people who won't know what they are and won't be interested. And that's the same for you, you know. Think about the difference between all of the things that you can do and the things that actually give people the ability to have a conversation with you, that give them the ability to ask questions without feeling dumb." Key Resources Mentioned in this Episode: Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year’s inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) . 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 and use code PODCAST for a special bonus. If you've enjoyed listening to 4 focus areas to smash your sales goals in the first 90 days of 2026 check out this episode. Sales planning season is here... what do you need to consider? If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/40172105

Is being a great networker costing you B2B sales? 02/06/2026

Is being a great networker costing you B2B sales? 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 of "picking your brain" coffee chats that never turn into revenue, this episode is for you. In this episode, we cover: The "Network" Myth: Why relying only on warm contacts is limiting your growth in the current B2B landscape. The Free Consulting Trap: How to stop doing busy work and start focusing on revenue-generating activities. Cold vs. Warm Leads: Why you need a balance of both to build a sustainable pipeline. Setting Boundaries: Practical advice on how to retrain your network to support your business goals (without being rude!). Tools for Growth: How resources like the Expert Services Directory can boost your visibility to both warm and cold prospects. Make this your "Sales New Year." It’s time for some tough love, honest stories from the frontlines, and actionable strategies to get you booked. Key Quotes; "We are five weeks into this year. And I know that it seems like we've got endless infinite time and possibilities to do whatever we like, but we actually don't. Most people will work 48 weeks of this year, which means that if you're somebody who's working 48 weeks this year, you only have 43 left to create the sales results that you're looking for this year. And if you work fewer than 48 weeks in the year because you are doing other excellent things like taking summer holidays off or traveling or spending time with family, you have fewer than 43 weeks left of this year to be able to create the sales results that you want. And I think that's motivational /terrifying." 00:02:0600:02:55 Defining Your Network "And for the purpose of today's episode, I'm going to define network as being your social or professional contacts. And I think that's really important because over the years I've realised that, you know, sometimes people can be unclear about definitions." 00:15:3600:15:53 "Essentially, as business owners, we've been kind of conned into the mentality that if we just give real free value all of the time, that people buy from us, but it's not happening." 00:28:4200:29:03 The Real Reason Businesses Dipped: "I think that actually it was a really good demonstration of the fact that people had not implemented sales skills, techniques and or processes into their business last year." 00:04:1700:04:29 The Limits of Warm Networks in Business "Warm contacts and warm networks will only get you so far." 00:06:2100:06:26 The Real Danger of Ignoring Cold Leads "Because if you do not, the risk is not that you might end up in a position where you don't have any cold leads and you don't have any sales calls and you don't have any pipeline because all of your warm leads have been used up. You will experience that issue and when it hits, you will be in a position in your business where you are quite likely to already be investing in expensive kit or where you may have brought associates on to do some delivery who you need to pay." 00:07:5800:08:31 Maximising Lead Generation with the Expert Services Directory "When you join and list yourself on the directory or list your business on the directory, we do proactive marketing to decision makers around the UK so that they can get in touch with you about your services." 00:13:1600:13:16 Key Resources Mentioned in this Episode: Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year’s inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) . 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 and use code PODCAST for a special bonus. If you've enjoyed listening to ‘Is being a great networker costing you B2B sales?’ check out these episodes. Three things you can learn about the B2B sales process... from my wedding Three exciting ways to optimise your B2B sales process (and land more corporate clients!) If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/40016030

Are you speaking to decision-makers or influencers (& why it matters!) 01/23/2026

Are you speaking to decision-makers or influencers (& why it matters!) Wondering why your lead generation efforts aren’t landing sales? In this episode, I’m sharing the key difference between decision makers and influencers in corporate organisations - and why targeting the right people will transform your business. Consistency matters and so does knowing who truly holds the budget and sign-off power. Build relationships, but be strategic. You'll learn why consistency trumps any "magic" lead generation method, and how focusing your energy on the right contacts can be the difference between wasted time and revenue growth. Whether you're a coach, consultant, speaker, or trainer looking to supplement your lead generation, this episode goes deep into practical strategies—and offers actionable advice to help you build relationships that truly move the needle for your business. Ready to unlock the secrets to better B2B sales and start this year off strong? Tune in, get inspired, and learn how to have more impactful conversations (and more closed deals) with the people who count. Key Takeaways: Qualified Lead vs. Influencer: Decision makers are those with the job title, remit, and budget autonomy to actually buy your services. Influencers may champion you internally or help you understand organisational needs—but without buying power, your efforts might not convert to sales. Volume and Consistency Matter: Lead generation isn’t about finding a single “magic bullet” strategy. Whether you use email, LinkedIn, networking, or speaking gigs—consistency in executing your method and clear targeting are what drive results. Don’t Get Stuck on Dead-End Relationships: If you’re spending hours on calls with people who love your insights but never have purchasing authority, it may be time to re-evaluate your prospect list. Pouring energy into non-reciprocal relationships is wasted time (and money). How to Qualify a Decision Maker: Ensure your contacts tick these boxes: Their job title aligns with responsibility for your expertise. They hold autonomous budget. They have sign-off power for purchases. Influencers Still Matter—Just Differently: Influencers can introduce you to decision makers or champion your offer internally. But remember, if a relationship isn’t productive or mutually beneficial, set boundaries so your focus stays on revenue-generating prospects. Key Quotes; The Real Challenge of Lead Generation "One of the major challenges is that people aren't always generating the right kind of leads." 00:03:0100:03:05 Why Your Outreach Isn’t Getting Results "If you haven't worked on the quality and volume and targeting pieces of whatever, whatever outreach strategy you employ, whether it's email, whether it's LinkedIn, whether it's speaking, whether it's networking, whether it's any executive effort, you are not going to see the result you want." 00:17:2300:17:41 The Hidden Pitfall in Sales Strategies Quote: "Most people are not doing that in their sales process and as a result, it means their sales process is stalled. And it means that they're, I'm going to use the phrase wasting time because they're spending lots and lots of time and energy on cultivating relationships with influencers who are not going to be able to push them up the chain to the, to the actual sale." 00:23:5100:24:16 The Importance of Building Relationships Across All Levels "Even junior employees are important to know because one day they will get jobs that are in leadership positions where they are a decision maker. So it's important to create relationships with everybody." 00:37:5200:37:54 Key Resources Mentioned in this Episode: Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year’s inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) . 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 and use code PODCAST for a special bonus. If you've enjoyed listening to Are you speaking to decision-makers or influencers (& why it matters!) check out these episodes. Generating Corporate Leads How to find the right decision maker in corporate organisations If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/39846375

4 focus areas to smash your sales goals in the first 90 days of 2026 01/09/2026

4 focus areas to smash your sales goals in the first 90 days of 2026 Kicking off 2026 with fresh energy, strategic focus, and real results! If you’re tired of 2025’s energy (or sugar overload), feeling fired up or easing yourself in and want to actually MOVE the needle in your business, your first 90 days of 2026 can pave the way for your best year in business yet. Rather than letting last year’s challenges linger, now is the moment to reassess, refocus, and apply some simple, strategic changes that will actually move your business forward. Here’s the four-step crash course, straight from this week’s episode: 1. Assess What Worked (and What Didn’t) in 2025 Pause before diving headfirst into new strategies. Objectively look back at the activities that generated results for you last year—and just as importantly, the ones that didn’t. No self-criticism, just honest reflection. If you need help being objective check out the podcast episode “Sales planning season is here” to help you map out and analyse your sales activities without falling into the self-doubt trap. Link to podcast is in the key resources section. 2. Let Go of Wasted Time and Ineffective Activities It’s not just about what didn’t work, but also those things that sapped your energy without any ROI. Sometimes, we continue with activities simply out of habit or uncertainty. If something isn’t bringing you leads, revenue, or joy, give yourself permission to stop for at least 90 days. There are plenty of ways to generate leads; don’t get stuck on the “shiny object” that isn’t serving your goals. 3. Supercharge Your Lead Generation The secret sauce for a breakthrough year is consistent, high-quality lead generation—with corporates, not just anyone. Jess explains why Q1 is especially crucial: Many decision makers change jobs in January, so old contacts may have moved on. Relying on last year’s leads can leave you stuck if you realise too late that your pipeline has dried up. Most people pause for major holidays and during the summer, making now the ideal time to load your pipeline for the calendar year. Choose a lead generation method that fits your strengths and priorities, become proficient at it, and above all, be consistent. 4. Hone Your Sales Call Skills After all, leads only become revenue if you can handle the sales conversation. Jess stresses the need to build “muscle memory” for running effective, structured sales calls. Many salespeople—both new and experienced—fail here by not preparing well enough or treating every call as just another friendly chat instead of a targeted conversation. Mastering calls in Q1 not only boosts your conversions but sets up a pattern of confidence and competence for the rest of the year. Practical Takeaways Audit last year’s efforts with compassion and objectivity. Cut out energy-draining activities—even if “everyone” else is doing them. Get serious about proactive lead generation NOW. Sharpen your sales call skills so you don’t lose out on hard-won opportunities. Key Quotes; Maximising Your First 90 Days 00:16:2700:16:50 "It's really, really important that when you think about making the most of your first 90 days of 2026, you look at, well, what actually prod result it was supposed to last year and how can I make that better rather than how can I just overhaul my complete sales process because it actually might not need it." The Lead Generation Mistake Most Entrepreneurs Make 00:25:3800:26:08 "If you are looking to improve your lead generation this year and you fancy me taking some of the load off of you, then definitely check out . Enter the code PODCAST at the checkout, you get a special free gift. But if you're thinking, actually, no, Jess, I want to do it myself, that is also fine. But I would encourage you to find a way to do it. This quarter of the year is one of the most important for lead generation." Mastering Sales Calls for Higher Conversions 00:40:0200:40:15 "You need to develop that skill structure and muscle memory for building out brilliant sales calls this year and doing that in the first quarter of the year, like I say, will give you the right foundations to take it forward." Why Motivation Alone Isn't Enough for Sales Success 00:10:0500:10:37 "Whilst that energy is good and that commitment to doing something new and having a positive attitude is brilliant and helpful, if it's not backed up with the strategic activity that you need to do, it's really, really quick for you to get disheartened and it's really, really easy to stop feeling so motivated and start looking at the harsh reality of why am I not getting the results that I want." Key Resources Mentioned in this Episode: Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year’s inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) . 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 and use code PODCAST for a special bonus. If you've enjoyed listening to 4 focus areas to smash your sales goals in the first 90 days of 2026 check out this episode. Sales planning season is here... what do you need to consider? If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/39669855

A quick 2025 wrap up and 2026 update 12/26/2025

A quick 2025 wrap up and 2026 update As 2025 wraps up, I’ve been reflecting on the lessons learned—both the challenges and the wins. This year brought huge personal and professional shifts, from moving into what feels like our “forever home,” navigating unexpected family bereavements, and making some big strategic choices in my business. After six incredible years, The C Suite ® will see its final cohort in 2026. Why? Two big reasons: Capacity: Major new projects (like the Expert Services Directory and growing corporate consulting commitments) need the kind of focus and energy the C Suite once did. Copyright: After increasing issues with plagiarism and protecting intellectual property, it’s time to wind down this program with intention and integrity. But don’t worry! There will still be opportunities for in-person training (like Converting Corporates in March) and smaller, targeted courses. The Expert Services Directory is Thriving If you’re aiming to sell to organisations in the UK next year, now’s the time to get listed. The Directory is driving real, qualified inbound leads and partnerships—and will soon be subject to VAT (so grab your spot before the price goes up!). The Podcast Remains! Great news: the Selling to Corporate® podcast isn’t going anywhere. Expect more tour episodes, actionable sales tips (think: choosing CRM systems, proposal templates, and more), and a brand-new sponsor you’ll recognise. I also wanted to share a few key takeaways that might help you as you think about your own direction for the coming year: Embrace Change, Even When It’s Hard: Whether it’s personal upheaval or shifting business models, leaning into transitions can reveal what matters most—and push you to make braver decisions. Protect Your Genius: Intellectual property is hard-won and worth defending. This year, I chose to sunset the C Suite to focus on new projects and safeguard my work from plagiarism—a reminder for all creators to stand firm in honoring your expertise. Community & Consistent Action Matter: I’m grateful for the incredible support network—professionally and personally—that’s made all the difference this year. Consistency in sales activity, not just marketing, drives results and opens doors for growth, even in tough times. Whatever 2026 holds for you, I hope you’re able to recognise your own growth, set bold new priorities, and keep taking consistent action! Wherever you are—may your festive season be filled with rest, reflection, and readiness for an amazing 2026. Thank you for being here and cheers to the next chapter! 🥂 Key Quotes; Key Resources Mentioned in this Episode: Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year’s inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) . : Start getting found by clients searching for your skills. (If you aren’t listed, you’re missing leads!) Click here: Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/39525555

Two integral sales strategies you must focus on for winning sales in 2026 12/12/2025

Two integral sales strategies you must focus on for winning sales in 2026 As we gear up for Christmas and wind down the year, now is the time to assess your 2025 performance and plan your B2B sales strategy for 2026. While some clients have had their best financial year ever, others have seen dips or plateaus, often feeling that revenue has become harder to generate. In this episode, Jess breaks down the difference between short-term (non-ideal) and long-term (ideal) revenue, why so many entrepreneurs get stuck chasing quick cash injections, and what it really takes to build a resilient, predictable pipeline. You’ll hear practical insights on how our current market has changed, why accidental revenue is disappearing, and what you can do to avoid the dreaded feast-and-famine cycle in your corporate sales journey. Plus, hear about exciting opportunities like the Expert Services Directory and upcoming events designed to help you take your sales process to the next level. Whether you’re celebrating the holidays or taking some well-deserved downtime, grab your headphones, and let’s get set to make 2026 your best year yet in corporate sales! Here’s what you’ll find in this episode: Are You Riding the Revenue Rollercoaster? Jess addresses the feast-or-famine cycle many entrepreneurs face, sharing why relying solely on those “quick cash injection” sales is keeping you stuck and stressed—and what you need to do instead. Short Term vs. Long Term Revenue—What’s Your Strategy Missing? Get to grips with the difference between non-ideal (short term) and ideal (long term) revenue. Jess explains why building a consistent, sustainable pipeline is the only way to create real freedom and flexibility in your business. Why 2026 Will Be Different for B2B Sales The easy wins of past years won’t cut it next year. Jess details how to adapt your sales approach to thrive in a tougher market, and why mastering both long and short-term sales tactics is key. If you want steady, predictable revenue (and less stress in 2026), now’s your moment to shift from “panic selling” to a deliberate, data-driven sales process. Key Quotes; "I think that the reason that most people have felt 2025 has been harder is because we have seen a shift in the quality of sales processes out there and the accidental revenue that they used to provide dropping off." 00:03:0100:03:16 "It's a massive skill to be able to generate short term revenue or non ideal revenue successfully." 00:11:0400:11:10 "And unfortunately, without having a long term sales process in place and developing that, you will never get to that point where you feel like revenue is easy, where you feel like it is steady, where you feel like you can take, you know, six weeks off and completely racks, because you know you're coming back into sales calls, to deals, to closing out your pipeline on things." 00:16:2400:16:46 "You kind of go from this place where you're like Scrabble, Scrabble, Scrabble, run around, do the things to get short term revenue, make deals, have lots of delivery, you're at a peak, you're buzzing, you're doing all the things that you need to do to deliver a great experience, and then suddenly you have no revenue and you have no deals in the pipeline and you don't know what to do again because now you're in the dip." 00:18:2300:18:45 "You start to run out of short term revenue offers that quote unquote work and that generate revenue. And instead you're going to be feeling really panicked and like, and like nothing is working for you. You'll see revenues dip, you'll see plateaus and you'll also feel more stressed and like you've worked harder than ever before." 00:22:1800:22:39 Key Resources Mentioned in this Episode: Cold & Sold Bundle: Secure your spot at Converting Corporates 2026, get a year’s inbound leads, plus access to the popular Cold to Closed course (8 sales calls in 4 weeks, anyone?) . : Start getting found by clients searching for your skills. (If you aren’t listed, you’re missing leads!) Click here: If you've enjoyed listening to Two integral sales strategies you must focus on for winning sales in 2026 check out these other episodes that may be of interest. Updating the market: Making sales process integral for your best results How to make the next 6 months of your sales strategy EPIC Why bother with forward selling? Predictable revenue or scary sales strategy? Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/39378450

Trends & Insights: How 2025 is changing the way you need to sell in 2026 11/14/2025

Trends & Insights: How 2025 is changing the way you need to sell in 2026 2025 was a challenging year for many entrepreneurs selling to corporate clients—but there’s so much hope for 2026. The sales landscape is shifting: AI and social media aren’t silver bullets, and relying on content won’t cut it. What really matters now is having a best-practice sales process, accountability, and meaningful human connections. Companies are spending more on external providers, and there are huge opportunities ahead. If you want consistent B2B sales next year, it’s time to ditch shortcuts and focus on proven, proactive strategies. 2026 has the potential to be your best year yet if you adapt and take action now! November is here but before you switch off for Christmas, let’s talk about how you can turn 2026 into your best year for landing corporate clients—no matter how turbulent 2025 has felt. Why Was 2025 So Tough? This year threw lots of curveballs - personal challenges, market surprises, and a general sense that everything took more effort than ever. Sound familiar? You’re not alone. But here’s the good news: there are real reasons behind the difficulties, and knowing them lets you make smart moves for next year. Big Market Shifts You Need to Know The Complacency Trap: If you coasted on strategies that worked in previous years, you may have hit a plateau. The trick for 2026? Higher accountability, renewed motivation, and getting back to best practice sales activities. It’s not about fancy advanced strategies-it’s about consistency and nailing the basics. The AI Dilemma: AI was meant to make life easier, but in sales, it’s created more problems than it solved-damaging communication skills, critical thinking, and even self-confidence. Companies want real people who offer real expertise, not just AI-generated solutions. For next year, human connection is a premium asset. Social Media Fatigue: LinkedIn reach is down and content alone isn’t landing corporate deals. It’s time to ditch content-first approaches and embrace proactive, measurable sales activities. If you're tired of posting for engagement that doesn't convert-this is your sign. B2C Burnout & Revenue Squeeze: Selling to individual consumers is harder than ever, especially with incoming tax changes (like the UK’s rumored VAT threshold drop). Smart entrepreneurs are moving toward B2B and corporate sales, which means more competition-but also more opportunity for those with the best processes. Here’s the Hope for 2026 Permanent headcount in organisations is down, but spend on external providers is up. More companies are looking for outside consultants, trainers, and service providers than ever before—and paying them higher average deal values. Repeat business is rising, and if you can master your sales process now, 2026 has the potential to be your best year yet. What Should You Do? Drop the haphazard stuff and shortcuts. Embrace a best practice sales process—focus on accountability, motivation and measurable lead generation. Be direct and clear in your communications. No more vague networking “chats”- every interaction should demonstrate your value. Don’t rely on AI for sales conversations or strategy. Build your expertise and confidence. Get ready for increased competition from B2C entrepreneurs jumping to B2B. The winners will be those who stand out with credibility and process. Need support getting your sales process in shape? Check out the - three essential handpicked resources to help you overcome this year’s challenges and win big next year. Key Resources Mentioned in this Episode: Click here for the direct link to Cold + Sold: If you want to learn more about The Expert Services Directory, click here: If you've enjoyed listening to Trends & Insights: How 2025 is changing the way you need to sell in 2026 check out these other episodes that may be of interest. Top B2B Trends and Insights to set yourself up for success 4 key trends and insights for selling to corporate clients (without overwhelm) The #1 2025 trend that has secretly stopped your sales growth (and what to focus on instead!) Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/39030910

#3 things that will help you maximise any sales training you're embarking on 10/31/2025

#3 things that will help you maximise any sales training you're embarking on Happy Halloween – and happy spooky season! As we are at the end of October, I wanted to share some essential advice to maximise any sales training you’re embarking on. Also, if you’ve been waiting for “next time,” there won’t be one: today is the FINAL chance to join the last-ever round of . Registration closes at 5pm UK on the 31st October, for good! I know it’s hard to believe after nearly seven years, but I’ve got big projects ahead in 2027 - like my corporate consultancy and the that’ll need my full attention. So, if you want all the support, in-person training, and results The C Suite ® offers, this is it! Whether you’re considering The C Suite ® or any other sales development, this episode is full of practical advice to help you actually see results from sales training. Here are the top takeaways: 1. Invest in the Right Training Don’t chase the latest “popular” online course or viral marketing hack. If your goal is selling to companies, pick a training (likeThe C Suite ®) that’s built for B2B—not B2C tactics like funnels, TikToks, or nurture sequences. 2. Sales is NOT a “One and Done” Skill Consistent, long-term sales results don’t come from a single course or quick win. Professional salespeople (and successful founders) are always learning, updating their strategies, and practicing their skills—even after years of experience. 3. Mindset is Key Great sales training stretches your comfort zone. If you want results, come open-minded, ready for new approaches, and prepared to adapt when things feel uncomfortable. Growth happens outside your comfort zone. 4. Implement Exactly as Taught Follow the instructions to the letter—don’t tweak, half-do, or try to mix-and-match other strategies. Those who succeed fastest are the ones who trust the process, implement fully, and seek support when they hit questions. 5. Give It Your All If you’re only half-in, expect little-to-no results. Dedicate at least two hours a week to implementation, and you’ll start to see the shift (and the wins!) much sooner. Bottom Line: Your Sales Success = The Right Training + Mindset + Action If you’re struggling with sales, unsure what to try next, or stuck in “testing” mode—investing in quality sales training is what’ll move the needle. And if The C Suite ® has been on your wish list, it’s now or never. To maximise the value of any sales training you must: 1) approach with a flexible, adaptive sales mindset, 2) implement instructions exactly as taught, and 3) ensure you select the right training for your goals. [00:23:33 – 00:38:31] Investing in good sales training and regular skill development is the most significant factor for ongoing business success—more than branding, websites, or marketing automation tools—as only you or a qualified salesperson can actively sell your services. [00:17:40 – 00:20:45] This is the final opportunity to join the C Suite 2026 program—doors close for good at 5pm UK time today, and there will be no future intakes. [00:00:02 – 00:03:21] Key Quotes; "When you embark on good sales training, it will push you out of your comfort zone and it will ask you to do things that maybe you haven't experienced before, maybe you have a lot of resistance to." 00:23:5400:24:08 "If your business doesn't have a sales strategy and isn't making money, you have a very expensive hobby, you don't have a business." 00:18:1000:18:18 "Worryingly, anyone can sell themselves. And worryingly, perhaps in this economy, anyone can sell their own business and their own services and they can do it relatively well, but it doesn't mean that they are qualified in any way to teach you how to sell." 00:05:0400:05:21 "It's not having a seven day nurture sequence that a corporate decision maker is literally never going to read. It is knowing how to do best practice lead generation to be able to target, identify and approach the right decision makers who actually are qualified to buy from you because they are responsible for your area of specialism and they do control the budget to pay you." 00:36:5500:37:18 "If you implement to the letter, if you are somebody who doesn't and you spend all of your time questioning constantly the strategy, tweaking things when they've been set out in a way that's been tested and proven and spending lots of time in self doubt and oh gosh, it's not going to work for me, there's no way I can do this. It's all right for everybody else because they've got X, Y and Z, that makes it easier. That journey to maximising your sales training investment is going to be longer, it's going to be more complicated and you are going to be more frustrated." 00:32:2300:32:59 Key Resources Mentioned in this Episode: Click here for the direct link to The C Suite ® 2026: If you want to learn more about The Expert Services Directory, click here: If you've enjoyed listening to #3 things that will help you maximise any sales training you're embarking on check out these other episodes that may be of interest. Why organising your sales activity is central to your success when selling to corporate How to ensure your B2B sales process is set up for success How you can create a top performer sales mindset Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/38854745

How to choose the best CRM system to sell your services to corporate clients. 10/17/2025

How to choose the best CRM system to sell your services to corporate clients. Autumn is officially here! If you’re anything like me, you’re loving the changing leaves, cosier jumpers, and maybe even a new cardigan (thanks, Facebook recommendations). But aside from sweater weather, this season brings something else that’s just as important for your business: the ideal time to get serious about your CRM. If you’ve ever found yourself wondering, “What’s the BEST CRM system out there?”—you’re not alone. I've had this question tossed my way every month for the past five years, and it’s finally time for a real, practical answer. So, why is autumn the perfect time to tackle your CRM setup? Simple: December in the B2B world is slow. Corporate clients are winding down, so your best bet is to use that lull to choose, set up, and actually populate your CRM. Trust me, you want to enter the New Year with your sales process locked and loaded. Let’s get clear: What is a CRM? Put plainly, a CRM (Customer Relationship Management system) helps you record every activity you do to build and nurture customer relationships—and then report on those activities. It’s not just a glorified email list, it’s not a marketing tool masquerading as a sales system, it’s about tracking real sales moves and seeing what works (and what doesn’t), so you can stop guessing and start growing. Who needs a CRM? If you want repeatable, predictable, consistent sales—you do. If you’re genuinely invested in refining your sales process—you do. But if you’re dabbling, or not sure you want to run your business long-term? Save your time and money. Why do so many people avoid them? The honest truth: CRMs require you to record and review data consistently. It’s less fun than getting likes on social media, but infinitely more profitable. If you hate the idea of tracking your calls, deals, and targets then you’re not harnessing the full money-making power of a CRM. The pros and cons (no sugarcoating): Pros: Relationship tracking, standardised customer experience, no missed invoices, faster deal cycles, instant troubleshooting and clear data for future opportunities. Cons: If you don’t use it, it’s a wasted expense. It requires effort to set up and maintain and yes, you’re at the mercy of software updates and price changes. So… what’s the BEST CRM? Here’s the twist: There IS no universal best. The best CRM for you depends on your unique needs and sales process. Before signing up, ask yourself: Do I have a proven sales process to record and report on? How much am I willing to invest? What information do I need to record, and what other features do I want (email, SMS, etc.)? What kind of user interface will I actually enjoy using? Take those free trials. Book the demos. Be choosy! The right system will motivate you to take action and help you grow—not gather dust in your toolkit. And one final reminder: If you want live support and game-changing sales training for 2026, this is your LAST call for . Doors close 31st October 2025 at 5pm UK, for good. Once it’s closed, it’s closed. Don’t miss out. Make autumn count—wrap yourself in a new business habit, not just a new cardigan. Key Quotes; Last Chance to Join The C Suite ® "I am most importantly super excited to run it one last ever time and to get to support our new participants and getting to support people who are re enrolling for life support to really make a change to their corporate sales process next year and see them skyrocket, streamline, expand and enjoy their B2B sales processes." Why Serious Business Owners Need a CRM: "Certainly everybody who wants to be a genuine business owner who is actually interested and invested in creating a sales process that works in monitoring existing sales processes so they can continue to work in troubleshooting sales processes effectively so that they can make them more efficient. Those people should have, use and rely on a CRM system, without a doubt." How to Choose the Best CRM System: "There are questions that you should be asking yourself before you choose a system, right? So any piece of software or most pieces of software that you'll see on the Internet, whether it's a CRM system or an email marketing system or, I don't know, any other platform that you want to use, all of them will give you free trials." Why a CRM is Useless Without a Proven Sales Process "It doesn't matter if your sales people are making money, if they don't know metrics, if they don't know their key performance indicators, if they don't know what activities are supposed to produce what type of results, there is no point having a CRM system that is all bells and whistles because at that point you're just recording any data and hoping that it gives you some insights." Key Resources Mentioned in this Episode: Click here for the direct link to The C Suite ® 2026: If you want to learn more about The Expert Services Directory, click here: If you've enjoyed listening to How to choose the best CRM system to sell your services to corporate clients check out these other episodes that may be of interest. What are the best broadcast platforms to generate corporate clients Why organising your sales activity is central to your success when selling to corporates Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/38614425

The #1 2025 trend that has secretly stopped your sales growth (and what to focus on instead!) 10/03/2025

The #1 2025 trend that has secretly stopped your sales growth (and what to focus on instead!) Happy October! If you’ve been following recent episodes of the Selling to Corporate ® podcast, you’ll know I love a good trend prediction—and this year, one big shift has arrived faster than expected. So… what’s stopping B2B sales growth right now? The #1 Hidden Trap: Negativity + Lack of Strategy Despite a booming B2B market (yes, companies ARE spending more, hiring external suppliers, and booking high-value engagements!), I’m seeing more consultants and sales professionals struggle to hit their revenue targets. Why? Here’s what’s happening: Negativity Echo Chambers: There’s an overwhelming focus on everything feeling hard—market uncertainty, global events, peer groups venting frustrations. If your daily rhythm starts with news or LinkedIn doom-scrolling, your sales mindset takes a major hit before you even begin working. Peer-Led Accountability (Used Wrong): While supportive networks are great for encouragement, relying on peers for strategic decision-making or troubleshooting technical sales problems simply doesn’t work anymore. You wouldn’t ask your best friend to diagnose your heart problem, right? The same thinking applies to your sales process. Mistaking Knowledge for Results: Just knowing how sales “should” work isn’t enough. The market is changing fast. What brought you success last year may fall flat this year. Continuous accountability, real strategy, and expert guidance keep the needle moving. The Good News: There’s Huge Opportunity if You Shift Focus Even in this wild year, our podcast community has been sharing wins: Clients having their best month ever 30K speaking engagements secured 6-figure contracts signed with new clients in under 6 weeks High conversion rates for those who stay focused on actionable strategy It’s not about ignoring the hard stuff—it’s about how you show up for your business before the negativity sets in. Strategic action, consistent outreach, and real accountability are your best friends right now. What to Do Next If you want 2026 to look radically different (and better!) for your business: Get strategic support that’s built for where you are and where you want to go, not just trending advice from peers or influencers. Consider how you’re really spending your “sales” time each day. Are you letting outside noise dictate your results? Take a look at your goals for next year. Are they clear—and matched with a sales strategy that aligns? Opportunities Not to Miss: The Expert Services Directory is almost full in some categories. If you coach execs in London, we have just TWO spots left for the next 12 months. The final ever round of The C Suite ® program is open for enrolment until 31st October or until all 45 remaining spots are taken (whichever comes first). This is the program with a 96% market success rate, and it’s created millions in revenue for participants in 20+ countries. Don’t miss out—this is your final chance. Stay tuned—upcoming podcast episodes will feature case studies, breakthrough sales stories, and practical planning tips you won’t want to miss. Let’s make the most of what’s left of 2025—and plan for a phenomenal 2026! Key Quotes; Who Should Teach You B2B Sales? 00:00:4500:01:03 "If somebody has not worked in a business development and specifically a new business development management or new business development sales director type position in a corporate company, then they have no business giving you any advice on how to sell to companies." The Importance of Qualified Strategic Advice 00:29:5600:30:24 "But when we're not taking strategic advice from somebody who is qualified in their field to troubleshoot that advice, who's qualified in their field to be able to make changes and make appropriate and educated changes, rather than just telling them to do the same thing repeatedly without, you know, checking anything, that person continues to get lower results." The Panic Trap—Why More Content Doesn't Always Fix Your Business 00:38:4000:39:06 "So this is where people really panic and they're like, oh my gosh, well, if it's not working, if the market's awful, I'm going to start posting on social media every day. I'm going to create 10 hours worth of content a week. I'm going to be doing free webinars and I'm going to do a three part newsletter sequence with, you know, some kind of tech funnel that drips them into a paid product for 99 pounds or whatever it is. And that doesn't work and they don't see results." The Pitfalls of Peer-Led Environments 00:32:4900:33:21 "In a peer led environment, there is this vacuum of knowledge and motivation and innovation and ability to troubleshoot. So the negativity that can be there, combined with the lack of strategy and consistent application of that strategy and ability to troubleshoot it in the right way, that's caused real issues because it has created these kinds of echo chambers of "oh, well, everyone's doing badly." The Power of Celebrating Success 00:48:1700:48:39 "What really makes me sad is that there are people who've had an amazing year this year who don't want to talk about it. They don't want to say it publicly because they don't want to make other people who are in the weeds feel bad. And that's really awful because actually, if we don't start talking positively about, you know, this person's done this amazing thing, this person's achieved this awesome goal, this person's still standing at this level. All we hear is that negativity. So we assume everything's bad, and so they miss out on the opportunity to inspire a whole bunch of people." Key Resources Mentioned in this Episode: Click here for the direct link to The C Suite ® 2026: If you want to learn more about The Expert Services Directory, click here: 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. Top B2B Trends and Insights to set yourself up for success Why content doesn't work to sell to corporate clients Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/38450635

Mindset wobbles that stop your B2B sales progress (and how to fix them!) 09/19/2025

Mindset wobbles that stop your B2B sales progress (and how to fix them!) September is crunch time for B2B sales, and Jess is on hand to remind you of the importance of building your pipeline and setting the stage for Q4 and the new year. If you’re feeling overwhelmed, behind on your lead generation, or stuck in a bit of a sales rut, Jess dives deep into the common “mindset wobbles” that can really sabotage your B2B sales progress—no matter how experienced you are. Jess covers the six most frequent mindset roadblocks she’s observed over 18 years in sales: from worrying about being a burden to clients, to feeling desperate or pushy when you follow up, questioning whether you’re “allowed” to use specific outreach strategies, and wrestling with the fear of rejection or failure. She’s not claiming to be a mindset guru, but Jess combines real-world experience and practical advice to help you recognise when you’re stuck in your own head—and how to overcome it with the right strategies, a solid plan, and a bit of resilience. Whether you’re new to selling your services to corporates, feel stuck in a sales plateau, or routinely find your confidence drained by ghosting, fear of follow-ups, or rejection, this episode is packed with wisdom, compassion, and motivation to help you move forward. The Six Mindset Wobbles That Sabotage Progress (and How to Handle Them): "Am I a burden?" This common fear often crops up during follow-ups, whether after outreach, proposals, or when leads go silent. Jess explains that internalising others’ lack of response is a trap: adults are responsible for their own communication, and follow-up—done consultatively—is respectful, not intrusive. "Do I look desperate?" The fear that multiple follow-ups or transparent expressions of interest make you look needy is pervasive—even among seasoned professionals. Jess reframes this: actively selling and wanting clients who align with your values is not desperate; it’s professional, and focusing on earning money is a legitimate business goal. "What if they think I’m pushy?" Many worry about coming across as pushy, especially after being ignored. Jess shares that how you follow-up—courteously, transparently outlining your process—matters more than how often. Being clear and thoughtful in communication removes the ‘pushiness’ from proactive sales. "Is it okay to...?" (The Permission Problem) For newer salespeople, uncertainty can cause procrastination—should you send another email, try a different approach, raise your prices? Jess argues that recurring doubts usually indicate a lack of robust sales strategy, not a deep-seated mindset issue. Get the right strategy, and the second-guessing subsides. "What if it doesn’t work?" This mindset block arises from a fear of failure but paradoxically guarantees failure by causing analysis paralysis and inaction. Jess encourages listeners to focus on data and evidence—what works for others can work for you if you commit to the right strategy and take action consistently. Handling Rejection ("No" as a Trigger) Jess dispels the fear of rejection, reminding us that "no" is inevitable in B2B sales, and resilience is a muscle built through experience. A rejected proposal or ignored email isn’t a personal failure—it may just be the timing or fit. Actionable Takeaways: Prioritize sales activity now to reap rewards in the coming months—don’t wait. If you feel stuck in your process, reach out for targeted advice (including Jess’s offer to recommend episodes tailored to your current stage). Consider external tools like the Expert Services Directory to supplement your lead generation, especially if you struggle to keep it consistent yourself. As Jess reminds us, the more you take action with a proven sales strategy, the more normal these “wobbles” will feel—and the less they’ll hold you back. Mindset matters, but activity and resilience matter more. Don’t let another quarter slip by—listen, take action, and watch your B2B sales process transform. Summary of Top Tips and Tough Love from Jess: You’re not a burden: Adults in corporate roles are responsible for their own responses. Your job is to be professional and consistent in your follow-ups—period. You don’t look desperate for wanting the sale: Selling is your job. Wanting to be paid for your expertise is healthy—and necessary for business! Pushy or just clear? The difference comes from being transparent, courteous, and up-front about your process. Constant “is it okay...?” or “what if it doesn’t work?” Those are usually signals of a strategy gap—not a flaw in you as a salesperson. Rejection is a normal part of the process: The more “no’s” you get, the closer you are to hearing more “yes’s.” Don’t let a single “no” stop your momentum. Action beats overthinking: The more sales activity you commit to, the less power these mindset wobbles hold over you. Want regular, qualified corporate leads handled for you? Don’t forget—the Expert Services Directory categories and locations are filling up fast. If you need your pipeline rocking for the next 12 months, before your niche fills. Key Resources Mentioned in this Episode: Click to check out The Expert Services Directory. If you want to learn more about The Expert Services Directory, click here: 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. Creating your best B2B sales mindset (and generating more revenue!) Surprising ways your 30 day sales mindset is impacting your revenue What to do when you get ghosted by corporate stakeholders The Art of Follow Ups when selling to corporate companies Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. /episode/index/show/sellingtocorporates/id/38274575

Sharing insights: 2025 B2B sales trends for the second half of the year 09/05/2025

Sharing insights: 2025 B2B sales trends for the second half of the year It’s September, Jess’s favourite month of the year as it’s her birthday and historically, it’s the best time of year to sell to corporate companies. But, as 2025 continues to shape up as a tumultuous “year of chaos,” she’s taking a fresh look at whether this golden window for B2B sales still holds up in today’s market. In this episode, Jess gets real about the trends and challenges you can expect in the final sales quarter, including everything from shifting B2C strategies and income-grabbing tactics to the impact of economic and political changes on the corporate buying landscape. She’ll also share why having a strong, adaptable sales process is more critical than ever—and how the rise of external suppliers, increased market competition, and changing budget cycles could affect your ability to land corporate clients. Jess also reveals the launch of the brand new Expert Services Directory—a proactive marketing platform connecting coaches, consultants, and service providers with over 16,000 decision-makers across the UK. So pour yourself a cup of coffee and join Jess as she unpacks what it REALLY takes to succeed Selling to Corporate this September, and how you can position yourself for success during the most pivotal quarter of the year. Here’s what you need to know: 1. Why B2C Turbulence Impacts B2B Sales The entrepreneurial online space is, frankly, a bit wild right now. Between income grabs, desperate sales tactics, and people pivoting into new offers, the B2C market is flooded. But when solopreneurs can’t make it B2C, they turn to Selling to Corporate — which means more competition (and, sometimes, less trust) in our B2B world. 2. Your Sales Process Matters More Than Ever Luck-based B2B sales? That’s so 2019. This year, decision makers are wary and more selective about external suppliers—thanks to past overpromises and under-deliveries. The result: if your sales process isn’t dialed in, you’re set up for feast-and-famine revenue or worse, no results at all. Ask yourself: Are you consistently booking 5 (or more) qualified sales calls a month? Are you closing at least 3 out of every 5 calls? Does it take you more than 90 days to go from cold lead to signed client (for deals under 100k)? If you’re not hitting those marks, it’s time for a tune up. 3. The Opportunity Is Still Massive – IF You’re Positioned Right Despite the uncertainty, over 58% of companies are more likely to hire external suppliers this year. Projects are unfinished, budgets need spending, and corporate resources are at their limits – they want outside help, and now’s your chance. But, you need to stand out from the surge of new “consultants” and “coaches” sliding in from the struggling B2C arena. September still holds enormous potential for selling to corporate clients – but only for those with a strong sales process. This isn’t the time to rely on word-of-mouth or dabble half-heartedly. Commit, get strategic, and focus on genuine lead generation and relationship-building. Key Resources Mentioned in this Episode: Click to check out The Expert Services Directory. If you want to learn more about The Expert Services Directory, click here: 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. STC053 Why September is your best time to sell to corporate organisations - STC107 How you can create a top performer sales mindset - Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. Disclaimer: Some of these links are for products and services offered by the podcast creator. /episode/index/show/sellingtocorporates/id/38097610

How educating decision makers is screwing your sales process 08/08/2025

How educating decision makers is screwing your sales process 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: 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. How to price your services like a pro when working with corporations - 5 awkward myths about selling to corporate companies - 6 biggest breakthrough moments from Converting Corporates - Join the waitlist here - Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 202 click If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click 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. Disclaimer: Some of these links are for products and services offered by the podcast creator. /episode/index/show/sellingtocorporates/id/37726315

Top ways to tell if you're being pushy in your sales process 07/25/2025

Top ways to tell if you're being pushy in your sales process 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. 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: 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. Join the waitlist here - 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. 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. Disclaimer: Some of these links are for products and services offered by the podcast creator. /episode/index/show/sellingtocorporates/id/37542895

How improper use of AI is hurting your B2B sales process MASSIVELY 07/11/2025

How improper use of AI is hurting your B2B sales process MASSIVELY 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! 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? Make content creation simple and successful when selling to corporate companies - Is corporate jargon your biggest problem when selling to corporates - Join the waitlist here - Converting Corporates is the B2B sales event of the year for service based entrepreneurs, use the following link to join the waitlist for 2026! Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques. 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. Disclaimer: Some of these links are for products and services offered by the podcast creator. /episode/index/show/sellingtocorporates/id/37369645

How to make the next 6 months of your sales strategy EPIC 06/27/2025

How to make the next 6 months of your sales strategy EPIC 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. 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 if you want to stay in touch with the latest B2B sales tips and techniques - https://sellingtocorporate.com/newsletter /episode/index/show/sellingtocorporates/id/37157355

5 important things to remember when creating an offer to sell to corporate clients 06/13/2025

5 important things to remember when creating an offer to sell to corporate clients 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 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 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! https://smartleaderssell.vipmembervault.com/cc2026waitlist Sign up to the Cold Email Outreach Conversion Course https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/ 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 now. 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 /episode/index/show/sellingtocorporates/id/36965590

The big switch: social media marketing for strong sales activity 05/30/2025

The big switch: social media marketing for strong sales activity 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 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. In this episode I’m sharing; 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 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 now. 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 /episode/index/show/sellingtocorporates/id/36763930

Updating the market: Making sales process integral for your best results 05/16/2025

Updating the market: Making sales process integral for your best results 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 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 Key Resources Mentioned in this Episode: Click for Cold -> Closed. Click to join the waitlist for the Converting Corporates Event 2026! Click for the Cold Email Outreach Conversion Course. Grab your Sales Tracking Spreadsheet . Click to watch my video on how to troubleshoot your sales process.! 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 now. Take the and find out what the best offer is that you could sell to corporate. Sign up 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. and start getting quality information from your prospects. Connect with me on If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to Click if you would like to listen to my TEDx talk. /episode/index/show/sellingtocorporates/id/36558300

Top 3 things to change if you want sustainable, predictable revenue 05/02/2025

Top 3 things to change if you want sustainable, predictable revenue 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! 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. Key Resources Mentioned in this Episode: Get on the Cold to Closed waitlist . Click here for the Cold Email Outreach Conversion Course Grab your Sales Tracking Spreadsheet . Click to watch my video on how to troubleshoot your sales process.! 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 now. Take the and find out what the best offer is that you could sell to corporate. Sign up 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. and start getting quality information from your prospects. Connect with me on If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to Click if you would like to listen to my TEDx talk. /episode/index/show/sellingtocorporates/id/36383550

State of the union: super sales insights to smash your targets 04/18/2025

State of the union: super sales insights to smash your targets 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. 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 Grab your Sales Tracking Spreadsheet . Click to watch my video on how to troubleshoot your sales process.! 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 now. Take the and find out what the best offer is that you could sell to corporate. Sign up 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. and start getting quality information from your prospects. Connect with me on If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to Click if you would like to listen to my TEDx talk. /episode/index/show/sellingtocorporates/id/36216775

Two positive buying indicators that people miss on B2B sales calls 04/04/2025

Two positive buying indicators that people miss on B2B sales calls 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. 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 Grab your Sales Tracking Spreadsheet . Click to watch my video on how to troubleshoot your sales process.! 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 now. Take the and find out what the best offer is that you could sell to corporate. Sign up 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. and start getting quality information from your prospects. Connect with me on If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to Click if you would like to listen to my TEDx talk. /episode/index/show/sellingtocorporates/id/35985675

Selling To Corporate

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