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!
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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.
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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.
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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.
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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
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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
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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
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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.
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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.
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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.
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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.
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90 day sales reset: Quickly analyse your sales process to create powerful results
03/21/2025
90 day sales reset: Quickly analyse your sales process to create powerful results
If you're ready to rock your cold outreach and start converting more leads into qualified sales calls, then visit and use the code PODCAST for your special listener discount! Ready to analyse the first 90 days of 2025 from a sales perspective? In this episode we're not about pointing fingers or dwelling on what could have been done differently. Instead, it's about helping you make objective, data-driven decisions to set a successful course for the rest of the year. We're having an in-depth discussion on ninety-day analysis—what it is, why it's effective, and how it can provide critical early insights into your sales trajectory. Jess shares her excitement about recent events and highlights the positive impact that in-person interactions have on strategy and support, specifically praising her boardroom event and the Converting Corporates session. She talks passionately about how being in a room filled with like-minded entrepreneurs and business professionals, sharing common goals and energies, can significantly boost your motivation and clarity. These events showcase the power of collaboration and community in driving individual success. Transitioning into the core content, Jess emphasizes the importance of using data to assess your current path realistically. With a mix of humor and practicality, she introduces the key troubleshooting questions you need to ask: How many leads have you engaged in a lead generation cycle this quarter? How many qualified sales calls have occurred? What is the number of qualified proposals you've sent out? How many sales have you successfully closed? What's your average transaction value? These critical questions are designed to provide a clear picture of your sales funnel's effectiveness and highlight areas needing refinement. Jess explains that these metrics can pinpoint where your sales process might be faltering, whether it's the lead generation stage, conversion to calls, or closing deals. Moreover, Jess shares insights into what separates the most successful salespeople, stressing the importance of focusing on the right activities. Successful individuals in sales don't chase after trends or engage in comparison with others; instead, they maintain unwavering focus on their strategies and execution. Jess believes that implementing a proven strategy with full accountability, alongside honing specific skills, is pivotal for consistent success. We're also looking at the collective anxiety about trying new things or fear of failure, which is a barrier for many. Jess reassures listeners by encouraging a mindset shift—from fearing negative outcomes to leveraging data-driven decisions to fuel confident actions. Toward the episode’s end, Jess urges listeners to evaluate their own sales processes—do you have a strategic approach, are they implementing effectively, and is there accountability from knowledgeable peers? If any of these elements are missing, it might be time to seek out support structures that can provide these missing pieces. In the spirit of continuous improvement, Jess invites the audience to send their sales numbers for an analysis if they are unsure about where their process might be falling short. This gesture not only offers practical help but also reinforces the community aspect she champions throughout the episode. Whether you're already seeing success or searching for ways to improve your Q2 performance, this episode serves as a comprehensive guide to refining your sales strategies for sustained success. Tune in to transform how you approach your sales activities and enjoy a fuller, more rewarding path to your business goals. Key Resources Mentioned in this Episode: Click here for the Cold Email Outreach Conversion Course Use PODCAST for your special discount. 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 recent TEDx talk.
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Surprising ways your 30 day sales mindset is impacting your revenue
03/07/2025
Surprising ways your 30 day sales mindset is impacting your revenue
If you're stuck in a reactive sales cycle, feeling overwhelmed every new month with zero sales on the board, then this episode is perfect for you! Discover the secrets of the 'thirty day sales mindset' - and learn how to set the right sales foundation for growth. Whether you're struggling with lead generation, sales call conversions, or are finding that your content isn't bringing the results you need, Jess breaks down the necessary steps to troubleshoot your sales process and prioritise revenue-generating activities. So, if you are one of those people who have just realised that you are IN the year but haven’t managed to take full action yet? Then now is the time to get your outreach done before you get left behind. You can grab my proven Cold Outreach Course by heading to: and say goodbye to revenue roller coasters and hello to predictable sales results! In this episode I’m sharing; 1. What is a real 30 day sales mindset? This is actually designed to be 30 days of sales focus where trained salespeople set the right sales foundations for moving into new markets/ setting themselves up for success. 2. What is it in the entrepreneur world? Unfortunately, it's the focus that most people have because they start at 0 sales every month. So instead of actually taking a step back to set the right foundations / give themselves time to really learn, set the sales stage and do... they just bounce reactively from month - month revenue and never progress their results. 3. What's the impact? Less growth in your sales (year on year) reactive/ rollercoaster revenue, high pressure delivery months + overwhelm, selling at discounted rates to just get sales through the door, no pipeline development/ lead generation so stalls your sales later down the line even if you're not seeing it now. Basically when used without a strategy like my cash injection for corporate strategy, it's just a dangerous hand - mouth way of running your business as a coach/ consultant/ speaker / trainer/ DFY and ends up with burnt out service providers who struggle to sell. 4. What to do instead? If you're already seeing this impacting your business OR recognise the signs? You need to do something now. You can absolutely set good foundations in place if you know how to manage setting foundations and balance that with critical sales activities. If you don't? You need to get the cold outreach course now and start putting that outreach plan in place OR message me to find out where your gaps are and start fixing them properly. Remember, in a changing market + challenging economy, the worst thing you can do is ignore early signs... it'll cost you more later. Key Quotes; The Pitfalls of the Thirty Day Sales Mindset: "I'm seeing more people than ever being super burnt out and overwhelmed because they're bouncing reactively month to month." 00:23:3400:23:41 "Reassess and Refocus for Real Revenue: This is a perfect time at the end of your first ninety days of 2025 to be reassessing what your actual sales numbers are and what your real revenue generating activity has been like." 00:03:5200:04:07 "The Key to Consistent Revenue": "Putting those foundational pieces in place, having that laser focus sales mindset and actually doing the right things, troubleshooting your sales process and fixing the right gaps, it's going to make you way more money, way more quickly than doing something fancy." 00:53:3800:53:55 The Revenue Roller Coaster: "And all of this combined means that from a revenue perspective, we end up on this reactive roller coaster feast and famine revenue cycle, where we bounce around from doing lots and lots and lots of short term sales activities that are designed to generate short term revenue." 00:32:4700:33:04 Listen in for exclusive tips, actionable insights, and a special offer on the Cold Outreach Conversion Course to help you reach your sales goals with confidence and clarity. Head to using the coupon code PODCAST. Key Resources Mentioned in this Episode: Click here for the Cold Email Outreach Conversion Course Use PODCAST for your special discount. 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 recent TEDx talk.
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The #1 piece of content you'll ever need to convert corporate clients
02/21/2025
The #1 piece of content you'll ever need to convert corporate clients
Are you struggling to convert your corporate leads into clients? In our latest Selling to Corporate ® podcast episode, I reveal the number one piece of content you truly need: a corporate newsletter. Instead of getting lost in the endless cycle of social media posts, focus on a well-crafted newsletter to book sales calls and engage decision makers. It's a game changer in the B2B world! Whether your list is big or small, this strategy can transform your sales pipeline. Tune in today and discover why content on LinkedIn won't pay your bills—but the right newsletter strategy just might! In this episode I’m sharing; Why corporate newsletters are your best tool to book sales calls How to avoid content traps and leverage corporate newsletters for sales conversions Common misconceptions about corporate newsletters The importance of content in corporate sales Why you should attend this year’s Converting Corporate Event Key Quotes; "A corporate newsletter done well is actually one of the best sales tools that you can have in your business B2B." 00:17:4800:17:54 "Your list size is irrelevant when you're thinking about your corporate newsletter because these are people who are actively engaged in your area of specialism and who are most likely to pay you." 00:24:4000:24:54 "Having a newsletter, however you choose to create, is integral for your business. It's absolutely integral for booking sales calls with people who have not yet converted." 00:35:2600:35:38 "No; creating endless amounts of content is not going to help me make cash." 00:16:0300:16:08 "You are never going to have to post again on LinkedIn if you don't want to. And you're going to do something else that is much, much better and actually going to book you sales calls with qualified stakeholders." 00:03:4600:03:56 "If you are not booking five or more qualified sales calls a month with prospects in the corporate space, you, a, need a newsletter, and, b, really need to be working on improving your sales strategy." 00:27:2700:27:40 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Should you hire a salesperson to build your B2B revenue?
02/07/2025
Should you hire a salesperson to build your B2B revenue?
I was so excited to record today’s podcast on whether you should be hiring a salesperson to build your B2B revenue! It may be a slightly controversial topic but stick around to learn about the practical reasons why hiring a salesperson might not be the right move for your business at this stage, the high costs and risk factors involved, and how to ensure a successful onboarding process if you do choose to hire. If you’ve been considering adding a salesperson to your team or have already done so with less-than-stellar results, then tune in. I’ll also be addressing the frustrations many business owners felt last year about generating revenue and the challenges of building out a sales process and helping you to understand the key considerations you need to take into account before making the decision as to whether you should hire a salesperson to build your B2B revenue! Plus, I’ll share how and when to invest in your own sales skills through resources like The C Suite ® to build a proven, metrics-driven sales process that sets your business up for scalable success. In this episode I’m sharing; Should you hire a salesperson to boost your B2B revenue in 2025? The pros and cons of hiring salespeople for small business success Is hiring a salesperson the right move for your growing B2B business? Key considerations before hiring a salesperson for your coaching or consulting business Building a proven sales process before hiring and essential tips When to hire a salesperson and when to train yourself instead Common pitfalls in hiring salespeople for small businesses Why you might want to rethink hiring a salesperson right now The high stakes of hiring salespeople for a small business under 150k revenue Effective sales process training: Your path to hiring success Key Quotes; "When coaches and consultants and service-based business owners generally are thinking about hiring a salesperson, they can be so caught up in the fact they just don't want to do sales activity, or they just hate sales and want to get rid of that job, that they don't necessarily, prepare in the best way for having a salesperson." 00:14:1900:14:40 "So if you're somebody who is generating less than 150 k a year in revenue yourself for your own business, then a salesperson probably shouldn't be top of your list for hiring." 00:03:5800:04:10 "It doesn't matter what you call a salesperson, whether you're saying that you want a closer or a new biz development exec or an account manager, unless you know what skills are required in those roles and how to interview to find out whether those people have those skills, it's going to be a very, very time consuming lengthy process." 00:29:1100:29:39 "What you will find is that the best salespeople out there are usually the most expensive. So unless you've got something that is going to help set them up for success right from the beginning, you could end up paying a very, very high salary, a very high monthly cost for somebody who arguably could have been absolutely phenomenal, when working for a large company where they were adequately supported." 00:34:2900:34:58 "Most companies will actually give salespeople, new salespeople, a grace period where they don't actually have to bill or they don't expect them to bill." 00:18:2700:18:37 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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How The C Suite ® is changing for 2025: New ways to build your B2B revenue
01/24/2025
How The C Suite ® is changing for 2025: New ways to build your B2B revenue
In this episode, I’m sharing the significant changes coming to The C Suite ® and what this means for your sales strategy. I'll also be sharing how the changes to The C Suite ® can help you future-proof your business. Whether you're a coach, consultant, speaker, trainer or a done-for-you service provider, this episode is packed with actionable advice to help you navigate the shifting landscape and ensure your sales process is set up for success in 2025. So tune in and get ready for some valuable sales lessons and tips for your business! In this episode I’m sharing; Sales Process Insights: Learn the key aspects of your sales process that need attention. The importance of future-proofing your business, are you prioritising the right aspects to sustain and grow your B2B revenue? Changes in the C Suite ® for 2025 and boosting your B2B sales revenue Companies cut staff, hire external suppliers Building a strategic sales mindset Key Quotes; "To inspire, to see people motivated and engaged and excited about trying new sales activities and seizing opportunities and doing the right things for their business, for their revenue, for their families. Right? That's why most of us start businesses."00:10:4500:11:01 "The market has shifted politically and economically which means that, with more redundancies come more people who are freelancing or going into freelancing and will be trying to sell their own consulting coaching services back into companies they already worked with. Which will mean more competition for people like you, who have been trying to sell to corporate." 00:23:5400:24:18 "If you're somebody who is incredibly self motivated, driven, knows that once you've got the strategies and techniques, you're really, really good at making that time to implement, then the self study is absolutely for you.” 00:34:3500:34:49 “If you're somebody who is feeling overworked, overwhelmed and you want to be working with organisations in a strategic or a more long term, higher price point way, you want to be thinking about sales mindset and how you can create a more predictable pipeline so that you're not actually worried, or having that kind of fear around losing clients because you raise your rates or because you set boundaries with them. Instead work on that resilience piece and put in place practical pipeline driving methods that are going to help you sign sales on repeat where you don't have to worry about them." 00:45:4900:46:28 "So if your sales are taking longer than that to go through, particularly if they're lower than a 100k, you have a sales problem or part of your sales process isn't working as it should."00:41:4600:41:57 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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New year, new sales process: How to start your sales year in a positive way for 2025
01/10/2025
New year, new sales process: How to start your sales year in a positive way for 2025
Welcome to 2025! If you want to start the new year with a new sales process, tune in and start your sales year in a positive way for 2025! So, say goodbye to the negativity surrounding sales and social media comparisons—2025 is the time to focus on creating the best outcomes for our clients. I’m sharing how to become more strategic and efficient with sales activities, including my goal to achieve a 20-hour work week by setting realistic, SMART goals, taking accountability for our actions and mindset and adding valuable yet simple practices like maintaining a gratitude journal. Plus, I’ll touch upon some exciting upcoming events and new trends in B2B sales, share my personal goals, and offer a free "new year sales audit" to help you identify your strengths and areas for improvement. So, let's gear up for a transformative year ahead and make 2025 our most successful year yet! In this episode I’m sharing; SMART goals and strategies for 2025 success Establishing clear, honest, and helpful communication to facilitate informed decisions for your prospects Strategic efficiency - Learn how to optimise your time while maximising results. Resilience against rejection - I’m sharing my strategies for building resilience and leveraging rejection as a stepping stone to success. Transparent communication Stay positive! Key Quotes; "Just set those SMART goals that are going to actually feel real, and that you can commit to for the year ahead." - 00:12:0600:12:12 "An important topic that I am going to be covering later in the quarter on the podcast is the trends that are going to be seen in the B2B sales space this year because it is going to be changing with the rise and influx of new people starting to realise that the corporate sales space is actually super lucrative and really, really impactful." - 00:02:5900:03:26 "I'm prioritising or continuing to prioritise transparent and empowering sales communication that helps my prospects make informed decisions." - 00:18:3600:18:47 "If you're listening and you're somebody who's maybe been a bit afraid of succeeding in the past because you're worried that if you succeed you'll end up with too many clients, too much overwhelm, just too much going on. Pair it back and start trying to flip the switch and think about how much you enjoy those experiences and how you can be more intentional about what you create, how you can run a sales process that allows you to create those experiences without overwhelm." - 00:24:2600:24:53 "I think a lot of people really had challenging experiences in 2024 when it came to sales, in general, whether that was B2B or B2C. I think that a lot of people had very difficult personal and professional challenges that they experienced in 2024, which really took their toll, mentally." - 00:05:4700:06:09 "Having goals and setting them in the way that works for you is an integral part of your sales journey. Because it's kind of like getting in a car without having a destination planned." - 00:07:4500:07:59 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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3 lessons learned from supporting corporate clients in 2024
12/27/2024
3 lessons learned from supporting corporate clients in 2024
As we wrap up another incredible year, I'm really excited to share the final episode of Selling to Corporate ®of 2024: 3 lessons learned from supporting corporate clients in 2024, the importance of a robust sales process, the joy of working on large customised projects and the benefits of consistent daily sales activities to avoid that feast-famine cycle. This year has been a journey filled with invaluable insights, high-impact projects, and the joy of seeing our community thrive. I want to thank each of you for your continued support and engagement. Your feedback is invaluable, please keep sharing your thoughts to help shape future podcast episodes. Wishing you a joyful holiday season and a prosperous New Year! In this episode I’m sharing; Insights and trends for 2024 sales success. Exciting new projects in business development coaching. Embrace effective sales processes for future success. The importance of consistent daily sales activities to avoid the feast-famine cycle. The importance of a solid sales process, particularly during market shifts. Consistent communication styles across different client types. Importance of adapting sales processes to market changes, especially with increasing competition in 2025. Key Quotes; "Part of my job and probably the biggest part of my job is to identify new trends and opportunities to companies so that they can support their sales staff in increasing their performance by a couple of percent." 00:08:4600:09:00 "As a business owner, it's very easy to fall into that feast famine sales cycle where you end up with a lot of work and a lot of delivery at one point, and then you're too burned out, tired and overwhelmed to do any kind of business development." 00:26:4000:26:56 The Hidden Danger of Ignoring Sales Training: "Over 80% of people said that they wanted to increase their revenue in 2025, but there was such a high percentage of people who said that they don't invest in sales training, that they haven't historically allocated budget for sales training for themselves, and that they have not set a sales training budget for themselves in 2025." 00:35:5900:36:15 Investing in Success: "There is a big difference between, for me, investment and expense. And I think a lot of people as new business owners or business owners that have been in less than 5 years, look at investments like expenses. And so if you're thinking about any investments, whether it's sales training or anything else into your business next year, you need to be thinking not in terms of the initial cost, but in terms of what you think you're going to get back, what skills you're going to bring in." 00:40:2200:40:34 "Love Your Sales Process in 2025": "So in 2025, regardless of what else you do, you need to learn to love your sales process. You need to learn to put something in place that's going to work for you, for your business, for your capacity, for your personality, so that you can get the results that you want." 00:49:2600:49:42 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Big reveal: The C Suite ® is getting an upgrade for the New Year
12/13/2024
Big reveal: The C Suite ® is getting an upgrade for the New Year
Today I’m hosting a festive, Christmas-themed special! I’m wearing my holiday jumper and eagerly awaiting my post-detox French wine treat and I can't wait to reveal the C Suite ® upgrade with you all! Market dynamics have been shifting so we’re adapting, which is the reason for the exciting new upgrade! The revamped "C Suite ®" program has been designed to cater to diverse learning styles - featuring a self-paced version and an enhanced, community-focused option. Plus,there are some special offers available until December 31st and bonuses to kickstart your success in Q1. So tune in if you want to stay motivated and prepare for a prosperous 2025 and don’t forget to join my email newsletter list for exclusive updates. In this episode I’m sharing; The C Suite ® revamps for 2025 revealed Enhanced learning and community focus for the New Year Future-proofing your sales Transform your sales strategy Key Quotes; "So the main reason that I've decided to change The C Suite ® is because over 2024, I've noticed that learning styles just aren't being catered to." 00:15:3100:15:43 "Some people are looking to be either completely self paced to be able to do things at their own speed and not have to be accountable to anybody else other than themselves, and other people want more accountability. They want more time in a room with me. They want taught implementation sessions where they are focused for days at a time on working on their business instead of being in the trenches in it and reacting to everything as it comes in." 00:23:2200:24:00 "Everybody who's been selling digital courses knows that it has become more and more difficult to get people to implement those digital courses." 00:13:2300:13:32 Exciting New Opportunity for 2025: "I am genuinely excited about it. It means I get to be in a room with a limited number of people next year to support those people who want more accountability, more community, to get more of my brain, and spend more time actually implementing and executing, feeling really confident." 00:26:5300:27:59 "The C Suite ® in the market has one of the highest completion and success rates of any course that I can find." 00:08:0100:08:08 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Sales planning season is here... what do you need to consider?
11/29/2024
Sales planning season is here... what do you need to consider?
As we’re heading into the critical sales planning season for 2024, I want to help you create a sales plan that genuinely works for you and your business. I'll be sharing the reasons why many entrepreneurs struggle with their annual plans, why many sales plans fail and how you can avoid these pitfalls. Whether you're overwhelmed with the thought of planning, struggling with metrics or simply lacking accountability this episode is designed to guide you through creating a plan that isn’t just pretty on paper but is also actionable and effective. Plus, I’ll give you a sneak peek at some exciting changes coming to The C Suite ® in 2025 so tune in and let's get your sales planning on the right track! In this episode I’m sharing; Essential sales planning tips for 2024 Why your sales plans fail and how to fix them The secrets to creating successful sales plans for 2024 Streamline your sales planning strategy for the 2024 season How to develop a sales plan that actually works Overcoming common challenges in sales planning for 2024 The key elements of a winning sales plan for 2024 Key Quotes; "The online education space has really done people dirty because it's talked about planning like it's something that is generic and doesn't need to be customized to you, to your personality, to your capacity, your time, and ultimately, your strengths." 00:05:2100:05:37 "If you're just creating a sales plan with little to no foundational understanding of how a B2B sales process works and little to no understanding of being able to troubleshoot your existing sales process, it can be really hard to create a plan that actually works." 00:08:0300:08:14 "I believe strongly in things like resilience, grit, being open to spotting opportunities, and actually a lot of things that are similar to money mindset. But you know what I don't believe in is increasing your sales goal by, like, a 1000%, without any kind of data to show that that has the capacity to happen, or that you have the capacity to execute a plan that would lead you to doing that." 00:12:1400:13:23 "We also have to consider the reality that for any plan, you need to know what numbers you're working with, what metrics you're working with and that's where people can go a little bit awry." 00:13:5000:14:05 "It's kind of like knowing that there's something wrong with your car and not being a mechanic. So you’re just pulling out a load of random wires and plugs and hoping for the best. That's what happens when people plan without any kind of foundational understanding of what a sales plan is designed to do and what they want specifically their sales plan to do." 00:06:0500:06:33 "If you are on our email list, you will have heard and seen signs that The C Suite ® is changing in 2025 so keep an eye out for an announcement in the next few weeks of how The C Suite ® is going to look in 2025!" 00:18:0400:18:21 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Who dares wins: The sales lesson you can take from the SAS
11/15/2024
Who dares wins: The sales lesson you can take from the SAS
"Who Dares Wins: The Sales Lesson You Can Take from the SAS!” What a great title and, no I am not even remotely thinking about joining any of our amazing Forces but I will be sharing an inspiring lesson from an SAS talk on perseverance and resilience and we'll navigate through personal and professional challenges from this year, reflecting on accountability and the shifts in the B2B market. I’ll also advise on how to not let a neglected sales process become a leaky bucket, draining your resources and potential. If you're grappling with pricing, sales consistency, or just trying to find a balance in scaling your business, this episode is packed with practical advice and support. Plus, I'll be offering a free gap analysis to help you pinpoint and address your sales process issues. I’ll help you to tackle any obstacles head-on and gear you up to make 2025 a year of growth and transformation! In this episode I’m sharing; How SAS lessons can transform your sales strategy Turning sales challenges into opportunities: Insights from the SAS selection process Overcoming sales hurdles: Lessons in resilience from the SAS Improve your sales process with the SAS mindset Why a Strong Sales Process is Your Business's Best Asset in 2024 Sales Success in 2024: What the SAS Can Teach Us Conquer Business Sales Issues with Strategies Inspired by SAS Resilience Elevating Your Sales Game: What Entrepreneurs Can Learn from SAS Training From Leaky Buckets to Solid Sales: Transformation Tips via SAS Lessons Actionable Sales Insights for 2024: Drawing Parallels to SAS Determination Key Quotes; "So the short thing to say is that if in 2024, you've experienced being fearful around making investments of time, energy and of course, money into your sales process, you need to figure out whether or not the fear of staying where you are with your current results is a better place to be than making a chosen investment into an area that you know needs support." - 00:18:4500:19:30 Leaky Bucket Syndrome - "The reality is that when it comes to sales, if parts of your process are broken then you will continue to leak more money out of them. You will continue to have more problems. And it's kind of like a leaky bucket, in that if you don't fix the first hole in your leaky bucket, the pressure of the water becomes so great that you spring more leaks." 00:21:0700:21:32 Work Life Balance Struggles: "I've been in that space where my business wasn't working like I wanted it to. I didn't have the work life balance that I set up my business for and I've been in a job where I wasn't massively valued, and I've been terrified to let go of that because, like most people, I value financial stability." 00:13:3400:13:55 "So from a professional perspective, I'm seeing lots of sales process gaps and sometimes a lot of fear around identifying those gaps and actually plugging them, which is leading to a lot of problems." 00:04:0100:04:17 Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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How Lucy standardised her sales approach to generate sustainable revenue
11/01/2024
How Lucy standardised her sales approach to generate sustainable revenue
Introducing our amazing guest Lucy Gordon on today’s episode ‘How Lucy standardised her sales approach to generate sustainable revenue.’ Lucy is a financial expert specialising in cash flow management and financial modelling for businesses of all sizes. With a rich background in real estate and a knack for turning complex financial strategies into practical solutions, Lucy shares her journey from struggling with inconsistent sales processes to mastering a standardised approach that has led to sustainable revenue growth. In this episode, we'll uncover why platforms like LinkedIn are more suited for corporate engagement compared to Instagram, the importance of joining supportive professional communities, and how personalising training can make a significant difference. Lucy also provides valuable insights into setting boundaries, improving client communication, and the key to successful negotiation—even when it means facing rejection. Whether you're looking to refine your sales pipeline, develop better proposals, or simply gain more confidence in your business dealings, Lucy's experiences and strategies offer a wealth of knowledge. So, join us as we explore the transformative power of standardising your sales approach and unlocking new opportunities in the corporate world. In this episode I’m sharing; How Lucy standardised her sales approach to generate consistent revenue and her sales methods explained. How to balance your workload and boundaries to maintain prospects. Learn to identify red flags early and improve the sales pipeline. How standardising reduces errors and the impact of over-personalising proposals on efficiency and evaluation. Being part of a qualified community such as The C Suite ® provides consistent, reliable guidance. Detaching personal feelings from rejections by focusing on fit and why rejection in sales isn't catastrophic. Key Quotes; Lucy Gordon - My issue was that I was not very good at the sales process, I can talk about myself and how amazing I am at financial modelling. But I just wasn't very good at getting consistent sales and setting up procedures properly. Jess - I think everyone who's an entrepreneur has heard the stat around, like, 90% of businesses fail within the 1st 5 years and most people think it's because their product wasn't good enough or their website didn't look great or something like that. But actually, it comes down to you didn't sell enough, and you didn't plan to have the right cash flow at the right points. Lucy Gordon - As a solopreneur you're waiting for someone to pay your invoice before you can actually pay yourself. But it's the same with companies, everyone has cash flow issues, and that's the reason so many companies fail. So you need to be able to try and predict when that money is coming in before you start being able to spend other money. Jess - I think it's really interesting when entrepreneurs realise that businesses look at cash flow too and prioritise that. And I think it's interesting because most people assume that businesses are just big corporations, they make money all the time so it’s really easy for them. Lucy Gordon - I had quite bad boundaries with everything that I was doing and that was the other reason for joining The C Suite ®. I needed to make sure that I was being more consistent with my business development and then also putting in those boundaries to say, no. You're not getting all of this time of mine for free. I can't have endless workshops and handover days and stuff because they all take up my time when I should be prioritising other clients and prioritising my BD. Jess - When we're newer to sales, I think standardising sales processes feel scary because people think, well, I have to make it as personal as possible so that they like me because people buy from people they know, like, and trust. And that just isn't the same in the corporate space, or they feel that personalising everything to within an inch of its life gives more credibility. When it doesn't, it just gives you a sales process ultimately that has a lot of potential leaky gaps that you don't know how to fix because you can't identify what's gone wrong. Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Insights from real sales teams: What you must do differently this quarter
10/18/2024
Insights from real sales teams: What you must do differently this quarter
As we approach the end of the year, it's the perfect time to fine-tune your sales strategies for a strong Q4 finish. In this episode we’re uncovering insights from real sales teams about what you must do differently this quarter. We'll explore how sales roles have evolved to accommodate diverse capabilities and lifestyles, the impact of technological advancements on standardised sales processes, and the shift from traditional cold calling to more effective lead generation methods. I'll share lessons learned from working with salespeople, highlight common pitfalls like focusing too much on negotiation over lead generation, and discuss the importance of tailoring sales strategies whilst sharing how to maintain motivation within sales teams. Plus, I'll give you a sneak peek into the upcoming changes to The C Suite ® and our "Converting Corporates" event in March 2025. Whether you're a seasoned salesperson looking to refine your techniques or you are new to the world of B2B sales, this episode is packed with actionable insights to help you close more deals and optimise your sales strategy. So, grab a notebook and get ready to revolutionise your approach—let's jump in! In this episode I’m sharing; Adapting sales strategies: Read insights from real teams to boost your quarterly performance. Effective lead generation and motivation tips for this quarter on how to transform your sales game. Personalised strategies for diverse teams and how to elevate your sales approach. Sales success secrets on implementing effective strategies and overcoming bad habits. Techniques for motivated sales teams and effective lead generation. Key sales lessons for a successful quarter and enhancing sales performance through tailored strategies. How to focus on revenue-generating activities this quarter. Overcoming sales challenges: Motivation, implementation and standardisation tips for quarter 4. Innovative sales techniques: Adapting to modern methods for higher conversion rates. Key Quotes; "The challenging economic period I talked about 2 years ago, 4 years ago, 6 months ago, is here. There is going to be a lot more focus on creating sustainable businesses and sustainable business practices, which is always a good thing." "You need to be thinking about approach, targeting, all these things. And people say ‘oh no that's scary’ and then they either won't do anything because they don't feel confident to implement it alone or they'll invest in a solution that teaches them how to do it." "And the default is always ‘it's probably my pricing.’ So then you end up in this weird spiral where people have something that was working really, really well but then suddenly isn't. They can't understand why they decide it must be the pricing so they lower the pricing and then experience further issues." Why Entrepreneurs Fail to Make Consistent Sales: "Most people are just learning, consuming, and maybe marketing, but they're not implementing." "So if you have been thinking about joining The C Suite ® for a little while, all I'm going to say is that it would be a good idea to join now or pre January 2025. There will be some exciting changes that are going to make huge amounts of exciting differences not only to our existing participants but also to people who join us in 2025." Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Why content doesn't work to sell to corporate clients
10/04/2024
Why content doesn't work to sell to corporate clients
Have you ever wondered if or why traditional content strategies are falling short in selling to corporate clients? In this slightly controversial episode "Why Content Doesn't Work to Sell to Corporate Clients," Jess shares the changing landscape of disposable income and consumer sentiments, highlighting how consumers are growing tired of low-quality content and becoming more cautious with their spending. Jess discusses the reasons behind consumer buying behaviour—emotional connection, aspirational content, FOMO, and urgency—and why these tactics are losing their edge in today's market. If you are interested in finding out the limitations of traditional content strategies and want to discover effective alternatives for securing corporate contracts then tune in to learn how to adapt to the ever-changing market. In this episode I’m sharing; - Rethinking Content Strategies for Corporate Sales Success - Why Your Content Isn't Converting Corporate Leads - The Ineffectiveness of Content Marketing for B2B Sales - Transforming Your Approach: From B2C Content to Corporate Sales - Why Traditional Content Falls Short in the Corporate World - Boosting B2B Revenue: Beyond Social Media and Content - Selling to Corporates: The Faults in Content-Driven Sales - How to Adapt Your Content Strategy for B2B Success - The Pitfalls of Relying on Content to Secure Corporate Clients - Effective Alternatives to Content Marketing in B2B Sales Key Quotes; The Pitfalls of Low Ticket Sales: "For every low ticket offer that you sell, that you deliver as a one off with a stakeholder who is not in control of bigger budgets and is not interested in commercial transformations, you are avoiding spending time on business development with those people who could actually work with you in a more premium way and who could be responsible for helping you support their organisation with a much bigger transformation at a much bigger price point, which would raise your average transaction value." The Changing Business Landscape: "So one of the things I've noticed over the last probably 4 months, maybe 5, since I came back from LA, however long ago that is, is that the business to consumer space has changed in a very fast and slightly terrifying way." "Inbound leads are not worth what you think they are in the B2B space, really think about what you are looking to get out of your content for B2B at the moment and whether or not it's likely to help you achieve those goals." The Real Decision-Makers: "Senior stakeholders often don't have the time in their day to day to go out and find content and then consume that content. So they task somebody else." "How Jennifer McDonald Nethercott used The C Suite ® for an hour a week between November and January increasing her revenue by 15% and her profit by 35%." Key Resources Mentioned in this Episode: Tickets are now on sale for the Converting Corporates Event 2025. 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 recent TEDx talk.
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Could you increase your profit by over 30% using best practice sales techniques?
09/20/2024
Could you increase your profit by over 30% using best practice sales techniques?
I’m sharing today’s Selling to Corporate ® episode with the amazing Jennifer Macdonald- Nethercott. Taking you on Jennifer’s inspiring journey as a Chartered Marketer and owner of Strath Communications, this episode is a treasure trove of insights for anyone looking to understand the art of blending marketing strategies with business objectives, maintaining financial stability, and effective sales-focused business growth. Tune in as Jennifer discusses her personal approach to building real relationships, the value of local insights, and how proactive outreach and tracking can lead to a 15% increase in turnover and a 35% rise in profit. Whether you’re considering joining the C Suite ®, looking for marketing support, or wanting to balance work and personal life, this episode is packed with actionable advice and real-life success stories. In this episode I’m sharing; The necessity of performing consistent daily sales activities. This practice is crucial for converting leads and sustaining business momentum. Discover how Jen plans her work schedules to achieve a harmonious balance between personal life and professional commitments, incorporating regular networking and strategic planning. Learn how the C Suite ® training program has transformed Jen’s sales processes, leading to consistent and impressive business results. Jen’s dedication to the training proves that trusting and following the process can yield spectacular outcomes. LinkedIn's effectiveness is waning for corporate clients. The Importance of Local Insight and Financial Planning in Marketing Key Quotes; Balancing B2B and B2C: "It's always interesting to me because it's one of the biggest questions that we get is, how possible is it to run a b to c and b to b business? And I always think, well, I do it, so it can't be rocket science." 00:02:1600:02:28 "Because when you are somebody who is qualified to a high level in your area, you can give companies very different strategic support than what we would normally think of as being strategy. When you are working with both coaches, consultants from that kind of solopreneur space to working on marketing campaigns, especially when they have more budget, there's a lot more strategic guidance that goes into that." 00:09:4500:10:28 It's that as a marketer, sales doesn't necessarily come naturally to you. But when you set up your own business, you have to become a salesperson otherwise you're not going to earn any money. Some of the smaller businesses I work with, you have to speak to them about what sales they're doing because, ultimately, like other coaches and consultants I work with, they need to be doing that one to one outreach as well to generate it because marketing is not going to provide all the leads they need for generating the income they want to. 00.27.33 - 00.28.36 Key Resources Mentioned in this Episode: Tickets are now on sale for Converting Corporates 2025, use code CELEBRATE for your special discount 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 recent TEDx talk.
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Why your B2B revenue is stalling this summer (and what to do about it!)
09/06/2024
Why your B2B revenue is stalling this summer (and what to do about it!)
In this episode, I’m covering the key reasons why sales can become a bottleneck in your business and sharing the importance of continuously developing your sales skills to avoid bad habits and scale effectively. We’ll explore the impact that lack of experience, confidence, and even a dislike of sales can have on both small business owners and larger corporate sales teams. Plus, I’ll share insights from a corporate client who discovered their own sales team was the bottleneck for their sales pipeline. In this episode I’m sharing; - Why your B2B sales are sluggish this summer and how to fix it - Unblocking your B2B revenue pipeline this summer: key strategies to implement - Summer Sales Slump? Diagnose and address your B2B revenue bottlenecks - How to Identify and overcome sales hurdles in your B2B business - Proven techniques to boost B2B sales and prevent summer revenue stalls - Is your B2B revenue stalled? Actionable steps to revitalise sales efforts - Combatting summer sales slowdowns: Essential B2B practices for consistent revenue - Re-energize your B2B sales process and avoid revenue stagnation - Overcoming B2B sales challenges in summer: Strategies for unblocking revenue - End your summer sales slump with these expert B2B revenue tips Key Quotes; "So if you're bottlenecking your business and your sales pipeline, you might find that that's down to a lack of understanding or a lack of measurement around metrics so that, actually, when you're thinking about making any time, energy, or financial investment into your sales pipeline and your development around sales, you're buying similar things rather than buying things that actually fix the problem." — Jess Lorimer 00:28:2300:28:34 "Put things in place, protect yourself, future proof your business, and ultimately give yourself more room to scale, to expand, to outsource, and deliver, most importantly, amazing client experiences, which are the whole point and the whole reason that you got into this crazy business ownership world in the first place." — Jess Lorimer 00:38:1700:38:38 “When they started their business, they started their business from a place of passion, of wanting to do really well, wanting to serve their clients really well, but with no foundational understanding of what it actually takes to create a new business development strategy.” — Jess Lorimer 00:07:0000:07:20 "We have to really make sure that we are learning and developing our sales skills at every stage in our business." — Jess Lorimer 00:16:4400:16:52 "Instead of focusing so much of the time on what I don't like, why don't I start focusing on what a good sales process looks like?" — Jess Lorimer 00:23:3900:23:47 "The biggest difficulty that most entrepreneurs see is that they don't know what they're doing right, but they also don't know what they're doing wrong." — Jess Lorimer 00:24:5600:25:04 Key Resources Mentioned in this Episode: 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 recent TEDx talk.
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How to change your sales outlook and activity in four months
08/23/2024
How to change your sales outlook and activity in four months
I’m very excited to share today’s podcast with a special guest, Jo Twiselton. As well as an expert facilitator and leadership coach Jo helps organisations and leaders transform and promotes positive corporate cultures through her 20-year journey with Twist Consultants. This episode delves deep into the ethical aspects of employee treatment, the powerful role of public perceptions, and the immense pressure on leadership in corporate decision-making. In this episode I’m sharing; Leadership pressures and navigating corporate ethical choices Building sales muscles and mindset shifts in corporate leadership Ethical employee treatment and public perception in leadership decisions Jo’s advice on adapting strategies and facing reputational challenges Jo’s networking strategies from slump to success! The role the C-Suite ® can provide in business mindset and structural changes Overcoming fear and embracing resilience in corporate decision-making Navigating change and organisational culture Key Quotes; "What I do is help organisations and the leaders in them to support positive organisational cultures when things are really changing so that people communicate better together." — Jo Twiselton 00:01:0000:01:12 "I've taken the perspective that the work that I do for my business is as important as the work that I do for clients, because I can't do that if I don't have business." — Jo Twiselton 00:34:3500:34:45 "If that strategy doesn't work, I'm not fundamentally changing what I do but I'm changing the way that I approach it." — Jo Twiselton 00:12:5100:12:58 "Consistency in following up, consistency in showing up repeatedly. It's not rocket science, but sometimes the emotional aspect of it can get in the way, so it's taking that away." — Jo Twiselton 00:16:1400:16:26 "What was interesting was, back in 2022 when I came to the converting corporate event, you talked to us about the changing market being on the horizon post COVID." — Jo Twiselton 00:06:3100:06:44 Finding Balance in Career Growth: "It's understanding a little bit and making sure that you recognize what really works for you and what really floats your boat at certain points in your life." — Jo Twiselton 00:23:5700:24:38 Key Resources Mentioned in this Episode: 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 recent TEDx talk.
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From solopreneur to CEO: How Ros built a successful leadership development company
08/09/2024
From solopreneur to CEO: How Ros built a successful leadership development company
I am delighted to introduce you today to Ros Audoin, the dynamic CEO of Future Edge Group which is a leadership development firm. Ros is a multilingual executive coach and is kindly sharing her transformative journey from B2C sales to thriving in the corporate arena. Ros discusses her personal and professional growth and shares her strategies on diagnosing client challenges, co-creating tailored solutions, and cultivating long-term relationships. Jess and Ros highlight the significance of foundational strategies, the power of effective questioning, and the importance of community and support in achieving lasting business transformation. In this episode I’m sharing; Decision-making, adhering to processes, and allowing space for transformation Understanding corporate dynamics and overcoming nervousness with corporate clients Learning to love sales and developing genuine intentions to assist clients Problem-solving for companies in business-to-business sales Diagnosing challenges and conducting assessments before providing solutions Evolving company cultures and initiatives like lunch and learns Importance of investing in personal growth for business success Key Quotes; The Foundation of Success: "These boring things that you do behind the scenes, they're actually the foundation for the big things that you celebrate later. Going back to that whole planting a tree situation, for example, there's not 400 ways, you sow the seeds, you water it, it grows. Right? If you want 400 trees, you have 400 seeds or more." — Ros Audoin 00:17:2400:17:31 00:42:4900:43:07 Letting Go of Corporate Stress: "I'm just going to let go of the stress and nervousness of this is corporate and just really focus on how can I help this organisation." — Ros Audoin 00:09:00:09:2434 Transformative Team Development: "So having a conversation around what they perceive the problems to be and really trying to help them see that a more immersive experience for their team would actually bring bigger transformations than just a training." — Ros Audoin 00:20:5000:21:09 The Power of Insider Insights: "The more information you have about the organisation from an insider, the better the experience you can create for your clients." — Ros Audoin 00:29:3100:29:38 Key Resources Mentioned in this Episode: 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 recent TEDx talk.
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STC130: Why celebrities sell to corporate clients (and why they should hire you instead)
07/26/2024
STC130: Why celebrities sell to corporate clients (and why they should hire you instead)
Have you ever wondered why celebrities are selling to corporate clients and why they might not be the best fit for corporate organisations? In today’s episode we’re questioning the qualifications of high-profile personalities who are delivering well-being services to businesses resulting in huge entrepreneurial successes. Leaving you to ask the question ‘what advantages can professionally certified experts bring to the table instead’ and why you need to develop a robust sales process to open corporate doors. Interestingly, we’ll be understanding the history of celebrity brand partnerships, the challenges faced by regular entrepreneurs in this space, and why authentic expertise should never be overlooked. Jess also shares tips on leveraging summer downtime to reflect on your goals, build quality conversations with key stakeholders, and generate valuable referrals. Plus, stay tuned for exciting updates about inbound lead generation, upcoming case studies, and special offers in the C Suite ® program. In this episode I’m sharing; Whilst celebrities might have star power, clients with professional certifications and genuine expertise offer greater value and tailored services to corporations. Developing a strong and effective sales process is crucial. Focus on quality conversations with the right stakeholders to build lasting influence and generate valuable referrals. How, by learning from both celebrities and industry experts, you can refine your personal and professional development strategies to seize corporate opportunities. As we approach the summer months, take this time to reflect on your sales strategies, client relationships, and your ambitions for Q4. Prepare for an engaging September sprint with dedicated support from Jess! Key Quotes; "I think we should have a bit of a conversation about celebrity culture and why celebrities are making that decision to move into more corporate partnerships rather than necessarily just being sponsored by companies to wear their clothes or being paid to endorse products." — Jess Lorimer 00:13:0900:13:27 "We have this rise in celebrities endorsing things or creating products and programs and services that are about their own lived experience and not necessarily because they have any other expertise." — Jess Lorimer 00:16:5000:17:04 "So, yes, there is an uneven playing field, because it is easy for organisations to buy from celebrities. They talk a lot more about what they're doing for a start, and they are usually quite happy to leverage any relationships that they may have themselves, that their publicist may have, etcetera, to get into organisations." — Jess Lorimer 00:18:4700:19:10 "I've had lots of conversations with people who have huge audiences but who want to create more reliable revenue streams, who are tired of some of the things and experiences that they're having in the online world." — Jess Lorimer 00:28:4000:28:56 "I've actually got a really, really cool newsletter planned in August for you about the way that you can focus on raising your prices and why you shouldn't be afraid to be a premium resource for corporate clients." — Jess Lorimer 00:02:2600:02:39 Key Resources Mentioned in this Episode: 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 recent TEDx talk.
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STC129: Top five reasons to join The C Suite ® this summer
07/12/2024
STC129: Top five reasons to join The C Suite ® this summer
If you’re still undecided about joining The C Suite ® or aren’t sure if the timing is right just now then today’s episode is specifically for you! I’m giving you the top five reasons why you should be joining The C Suite ® and more importantly why you should join before September this year! I’m sharing incredible results which have already been achieved by past C Suiters, discussing how the new UK Government pledges are reshaping corporate spending and how this can influence business opportunities. Also why September is the prime month for selling to corporate. So, whether you’re a small business owner or a seasoned professional, stay tuned for exciting updates on upcoming case study episodes and new content designed to help you build the most effective b2b sales process for Q4. If you're ready to take your corporate sales game to the next level, this is an episode you won't want to miss! In this episode I’m sharing; The top five reasons why you should join The C Suite ® before the September price increase. How to maximise your business and prepare for an epic Q4! The benefits included with The C Suite ® course such as templates, strategies, group hot seat and in-person events. The Importance of being prepared with a good sales process to capitalise on election pledges and industry changes Key Quotes; With any new government or any change in political party or any election season with pledges being made, there is money to be spent for organisations and they're also changing priorities for organisations. — Jess Lorimer The Power of Community in Business Growth: If you've ever felt isolated as an entrepreneur or isolated as a coach, consultant, trainer, service provider or a speaker sitting there thinking, “well, I just don't know how people are doing it. Is it really possible?” I’m here to tell you that it is! — Jess Lorimer See this for the opportunity that it is. It really is an awesome opportunity to get a phenomenal experience for the current price in a good market at a good time with excellent sprint tasks and accountability to really build the best business that you can possibly have in Q4. — Jess Lorimer The September Sprint is revolutionising C Suite Training! If you want to kick start your C Suite experience, that is going to be an epic way to do it. — Jess Lorimer If you are thinking of joining The C Suite ® then September is a great time to do it because the market is very, very interesting in September. Companies realise that projects that they thought they would start or head down as a priority haven't been started, haven't been finished, and they're also coming up to a good time of the year to spend their budget as well. — Jess Lorimer Key Resources Mentioned in this Episode: 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 recent TEDx talk.
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STC128: Why poor pricing strategies are keeping your sales stuck
06/28/2024
STC128: Why poor pricing strategies are keeping your sales stuck
Today’s episode is shedding light on why a poor pricing strategy could be the very reason that your sales have become stagnant, and also how a poor strategy can impact sales success in the corporate world. As well as sharing why companies need to invest in training, consulting and marketing to thrive in challenging economic climates, I’m also addressing the misconceptions around budget and pricing. Sharing the reasons why September is a prime time to fine tune your pricing and negotiation skills and why focusing on price only can be a red flag. So if you want to explore the importance of understanding client priorities and how to position your services, struggling with setting prices or want to ensure you stand out for delivering value, this episode is packed with actionable strategies you won't want to miss. In this episode I’m sharing; Why companies must invest in crucial areas such as training, consulting, coaching, and marketing to remain competitive across varying economic conditions. These investments help growth and transformation within the business. How you can set clear and realistic pricing by understanding your client’s expectations and priorities. Why September is a strategic time to sell to corporates and the chances of closing deals may be higher as companies are often preparing for new fiscal quarters. When sales revolve around price, the process tends to shift towards volume and convenience, detracting from the emphasis on quality and a more superior service. This shift can undermine your brand and long-term client relationships. Key Quotes; Good clients are not just focused on price. They are focused on those other qualitative and quantitative results that come as a result of hiring an external coach, consultant, speaker, trainer service provider. — Jess Lorimer 00:21:0900:21:28 Overcoming Pricing Anxiety in Business: And you think that price is the issue because price is the thing that you feel least confident about. So you don't feel confident in your own pricing or in your own negotiation skills. — Jess Lorimer 00:17:0100:17:10 What other people think of my prices or of your prices are none of your business! And I just want that to be super clear because I see people tying themselves in knots about what their price should be, and it's completely irrelevant to anybody else, and their opinion does not matter. — Jess Lorimer 00:06:0900:06:27 If companies don't spend on training or consulting or coaching or motivating their employees through speaking, or they don't invest in opportunities that would help them market better or communicate better internally and externally, then they know that they will struggle to thrive in good and bad economic periods. — Jess Lorimer 00:10:2100:10:48 It’s a common concern that there is this pervasive, school of thought that if you are an entrepreneur, you should be investing in high ticket luxury retreats, coaching masterminds... — Jess Lorimer 00:12:5300:13:09 Unlock Your Business Potential! We have 10 spaces only for a C Suite ® VIP experience, which includes not only the self study course, the portal, the resources within that which include the strategies, the templates; everything that you need to make your B to B sales process as efficient and as effective as possible. This is the process that hundreds of entrepreneurs have used to sell their own coaching, consulting, speaking, training services into corporates." — Jess Lorimer 00:01:1800:01:48 Key Resources Mentioned in this Episode: 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 recent TEDx talk.
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