Dive into the complete episode list for Selling To Corporate. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
Rows per page:
50
1–50 of 148
Pub. Date
Title
Duration
22 Jan 2020
STC009 Is there a money-making, corporate niche?
00:28:00
Ever wondered what niche will make you the most money if you sell to corporates? Or maybe you’re struggling to know how to niche? In this episode of the Selling to Corporates podcast, I answer a question I’m always being asked ‘Is there a specific corporate niche that will make money?
I break down the steps you need to take when deciding on how to choose your niche if you’re selling to corporates - why you should niche and why corporates love specialists as they really want someone that understands their specific industry.
I also explain why you shouldn’t overthink your niche and worry about choosing the wrong niche as it doesn’t have to be a forever niche.
Plus why you should definitely choose a niche in an industry that you genuinely know and like and why you shouldn’t rely on just one type of industry to make you money.
If you’d love to understand how to figure out your business niche and why niching your business if you sell to corporates will make you more money rather than trying to appeal to everyone, then it’s essential listening.
It’s always great to get feedback so pleasetake a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.
Podcast shownotes
About my Facebook group - Selling to Corporates (3:22)
Why should you actually niche your business? (5:23)
Why corporates love specialists and people who have a niche (7:42)
How to choose a niche for your business by looking at the industry and discipline (9:46)
Why it’s easier to get clients when you have an industry and discipline niche 10:29)
Why corporates love people with industry-specific knowledge (13:44)
Why you shouldn’t worry about choosing the wrong niche for your business (15:00)
Why you should choose a niche that you like or are interested in (17:18)
How to go about getting business in your niche and leveraging your contacts (17:24)
Why you should choose a niche in an industry that you genuinely know or like (19:20)
What questions you should ask yourself when choosing your niche (22:05)
Why there are no guarantees on what niche will make the most money (22:53)
Why you should dominate your market and own your industry (25:09)
How to work with me and book a complimentary call (27:09)
Click here if you would like to listen to my recent TEDx talk.
22 Sep 2020
STC027 How to know if The C Suite is right for you
00:51:57
It’s bonus time on the Selling to Corporate podcast - and I’ve got something extra special today! People have been asking some great questions about joining The C Suite ® over the last year - and I’m opening the curtains today to share some of the most frequently asked questions with you, transparent answersandsome client stories so that you can know by the end of the episode whether The C Suite ® is the right programme for youandhow to know when the best time is for you to join. (Spoiler alert: I’m not going to simply sell you something that you don’t need!)
So grab a coffee and take a listen so that you can understand why The C Suite ® is the BEST 12 month programme out there to successfully help you sell your services to corporates, how it’s helping other peopleandwhy you should get on a call with me!Remember, you can use the link at the bottom of these shownotes to book a C Suite Exploratory Chat directly with me whilst spots still last.
In this episode, I’m going to be sharing;
Why The C Suite ® isn’t for everyone - and how many people wereallyturn away (04:22)
The person type who’s most successful inside The C Suite ® and how they make it work for them (04:54)
How long will it take you to make your first sale (and what are the key factors to making that happen?) (18:16)
How will you be making a return on investment - and what could that look like? Plus, how to get in touch if you want specifics on your situation! (21:45)
What access youreallyget to me (and how well I’ll honestly get to know your business and situation!) (27:21)
Whether or not you need to have worked in the corporate word before joining The C Suite and learning how to sell B2B (31:51)
How diverse The C Suite ® is - and whether or not you’ll ‘fit’. (Spoiler: we love our C Suiters and all of the unique lenses that they see the world through!) (33:53)
How we know that The C Suite ® works - and is genuinely the most phenomenal resource for service based business owners who are looking to learn (and implement) best practice business development, make more sales and keep more profit. (36:27)
The way that information is delivered and the types of modules you can expect to see (40:00)
How the live Business Development Days work - and what you can achieve in just one short day! (43:33)
What you can really achieve inside The C Suite ® and why it’s so important for me to accept the right people into the programme (45:35)
And of course, I’ll be sharing results the entire way through; how one of our C Suiters signed a £27,000 corporate contract, the results that our C Suiters have achieved throughout Covid-19 and how it could beyouwinning at BD days soon...
If you’ve listened to this episode and want to check out The C Suite ® or have a call with me / my team to watch The C Suite ® walkthrough video and ask questions about your business specifically, could benefit from joining The C Suite ®, then use the links below to grab your free C Suite Exploratory Chat.
Key Resources Mentioned in this Episode:
Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now.
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
05 Feb 2021
STC037 Which social platforms help you to attract corporate clients?
00:41:26
Do you ever wonder if you’re focusing too much on content creation without seeing a huge return on investment? Perhaps you feel like you’re oneverysocial media platform to garner visibility and build a viable presence… but it’s justnotpaying off in attracting corporate / B2B clients?
Weallknow that I’m not a huge fan of social media platforms - but theycanhave a part to play in developing your B2B sales strategy. So in this episode, I’ll be candidly sharing how you can choose to employ social media platforms in your sales process to support you in generating more leads, having better credibility in your space and signing more clients.
I’m sharing;
Why Quarter 1 of 2021 isn’t looking too shabby on the corporate sales front (and why you shouldn’t be stopping your sales activities or waiting for the ‘right’ time to sell!) (01:03)
The simple reason that social media is killing businesses - and how you can avoid it. (04:20)
Whether stakeholdersreallyuse social media - and what they’re looking for when they scroll (06:12)
The top two platforms you want to be using to generate visibility, leads and support your sales strategy. (08:13)
How (and why!) you can avoid social media altogether if you want to successfully sell to corporate organisations. (10:05)
Which top sales film demonstrates that social media is an unnecessary B2B sales tool. (12:04)
Four quick alternatives to using social media as part of your corporate / B2B sales strategy. (14:48)
How we make proactive sales strategies harder than they need to be - and why we choosenotto reframe them. (17:02)
The importance of self-quarterly performance reviews and why you need to implement them. (19:00)
The core difference between brands who sell to consumers/ individuals and the brands who sell to other organisations (20:37)
Why it’s more important to dial down on using platforms that youridealclients use. (22:51)
The major difference between LinkedIn and any other social media platform (and why it makes a better supportive sales tool) (24:28)
How we’ve been taught to dilute our content for the masses - and why that’s problematic to sell our services to smart stakeholders. (29:11)
How Google can support your inbound B2B lead generation. (31:01)
The four things you really need to be considering if you decide to create social content for corporates. (33:33)
Why information doesn’t help you sell (and what really does!) (36:09)
How the way you engage on social media platforms can ruin your opportunities of making the sale - and what to watch out for in your own online behaviour. (39:09)
Plus, you’ll get to hear about some of our awesome C Suite ® participants and how they’re using (or completely avoiding!) social media to see their best business results.
Key Resources Mentioned in this Episode:
Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
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.
14 Jun 2024
STC127: How to sign 19 corporate deals in 6 short weeks (and other data-based insights!)
00:36:33
Today we're diving deep into how you can sign an impressive 19 corporate deals in just 6 short weeks. If you're feeling overwhelmed and overworked, particularly from managing a B2C business, this episode is for you. I'll be sharing my journey from feeling responsible for others' results to setting clear boundaries and enjoying client delivery again.
In this episode, I'll highlight the importance of balancing both short and long-term revenue strategies for a sustainable business model. We'll discuss the extraordinary outcomes of The C Suite ® Sprint, where participants managed to book 116 business development calls and send out 33 proposals, resulting in 12 sales, despite challenges like holiday interruptions. Not to mention, I'll be giving you insights into the benefits of data-driven sales processes and my move to a new house, which tested my resilience in more ways than one.
We'll also cover the various perks of joining The C Suite ® program before August 31st, including hot seat sessions and access to an exclusive in-person day. Get ready to unlock secrets to generating predictable revenue streams and avoiding the feast and famine cycle. Plus, stay tuned for upcoming episodes featuring case studies, B2B sales trends, and sales psychology tips. So grab a notepad, and let's get started!
In this episode I’m sharing;
How by setting clear boundaries and focusing on group interaction can help in managing personal and professional balance in a B2B business.
Why it is important to balance both short-term cash injections and long-term revenue strategies for sustainable business growth.
The key benefits of tracking and using data insights in your sales processes.
How programs like The C Suite ® enhance a business's profitability, and what critical sales skills are necessary for success in corporate sales.
Corporate Sales Success: Booking 116 Calls and 33 Proposals in 6 Weeks.
Elevate Your Sales Game: Data Insights and Corporate Deal Strategies
Key Quotes;
Maximise your data usage: "A lot of the time, we don't use the insights. We just track the data almost out of habit, and then we end up not using it."
Data driven success: "Data driven sales processes make more money, in a much simpler way and are much better at preventing your own burnout as a business owner."
"Maximising sales potential": "You want to have a B2B sales process that works, that is efficient, that you don't have to think about but you can scale using team members as and when you want to."
Self-Worth and confidence in sales: "But it is also quite shocking to me the amount of people that I see who would rather spend 6 months to a year trying to figure it out, failing because they're not qualified salespeople, diminishing their self worth and confidence, and then thinking, I don't know whether I can do this."
Finding the right business tools: "Sometimes you have to take a little step back and go, what is it that I want to achieve in my business? Am I investing in the right tools or the right resources or the right support to get there?"
The importance of longevity in motivation: "About 90 days after being the most motivated version of themselves that they can possibly be, it becomes more difficult to hold yourself accountable and keep doing the things. Because the reality of B2B sales is that it is about progress and following a very clear process and just doing the things consistently."
Focus on immediate solutions to prevent overwhelm: “People can fall into this trap of I'm only focusing on long term revenue. That means I'm only going to present the biggest solution ever to prospective clients, and that can be quite overwhelming for the client."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
03 Sep 2021
STC052 How to take your business from five figures to multiple five figure corporate contracts with Ngozi Weller
00:36:44
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
15 Apr 2020
STC015 Why 'always be closing' is the wrong advice for your B2B sales strategy
00:37:55
Wondering if you should always be closing? A classic sales quote that’s been used for years in some great films is ‘always be closing’. But while films like the ‘The Wolf of Wall Street’ and ‘Glengarry Glen Ross’ are absolute cinematic film classics - the sales advice in them is probably wrong for YOUR business!
So take a listen to this podcast episode I share my three top pieces of advice and practical tips that you can use to sell to corporates organisations that are more beneficial than ‘always be closing’ and why you should be using them.
I explain why you should always be human and you must remember that people do business with people and why this will help you build better more meaningful relationships than closing ‘at all costs’.
Discover why terms and conditions aren’t just a nice-to-have but why they are essential for your business, your sanity and how they will help you manage clients expectations and stop boundary creep.
Find out why you have to ditch the excuses and get out of the mindset that everyone else has better leads and a golden goose. And why you need to think about your proactive business development.
Plus why you should always be selling and thinking about what you are doing every single day in your business that will position you to sell your products and services.
Don’t forget toSign up for my FREE webinaron 17 April at 12:30 BST. Where you can discover the Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month.
Podcast show notes
Podcast reviews and shout outs (1:29)
About this podcast episode and how it relates to classic sales films (5:05)
About that phrase ’Coffee’s for Closers’ and ‘always be closing’ (8:13)
Why I realised that ‘always be closing’ is the wrong advice to sales people (9:23)
About this podcast episode and the advice I will be giving (10:59)
Why you must be human and remember that people buy from people (11:19)
Why you must always have terms & conditions to protect yourself and your client (19:32)
Why having terms and conditions will help manage client expectations (24:26)
Why you have to ditch the excuses and just get on with sales (27:29)
Why you need to make time to sell every day (32:47)
How you can track your sales activities that you do (35:06)
Questions to ask yourself about your proactive business development (36:20)
What your primary role in your business is (and it’s not just CEO) (36:54)
Why you always need to be selling in your business every single day (37:29)
Click here if you would like to listen to my recent TEDx talk.
08 Jul 2020
STC021 How to measure the success of your business development strategy for corporates
00:32:44
Do you put off doing business development because you’re worried that you won’t get the results you want? Perhaps it’s become a task you dread - and you just feel like you’re not good at business development and struggle to want to make time for it? Don’t worry - you’re not alone!
In fact, most people actually HAVE the tools and skills to be successful when it comes to business development… but because they don’t measure the success of their business development properly, they can start to feel like they don’t know how to do it/ that their business development skills aren’t effective - and they can end up avoiding it altogether. (Which we know isn’t going to help us make more profit right?!)
In this episode, I’m sharing the metrics that you *really* need to focus on when it comes to business development (and you’ll be pleased to hear that it’s not all tracking LinkedIn connection requests and endless spreadsheet-ing!) Instead, we’re focusing on the key areas that you need to focus on and that are crucial to the success of your business development.
We’re going to be covering:
The FIVE core metrics that you need to focus on in order to see maximum results from your business development. We’ll be looking at these key areas in detail so that you know exactly what you need to be tracking to get the fast results you want! (And I’ll be sharing the things that you can avoid tracking forevermore too!)
The psychological reasons that we avoid tracking our numbers, why it’s totally normal - and how you can motivate yourself to start… even if you think that your numbers are low/ small/ not worth measuring! If we can understand why we don’t take action/ monitor our activities, it makes it much easier to understand our triggers and start moving past them.
How to use your metrics to create easy and simple analysis of what is actually working in your business - and where you can ‘let go’. I’m sharing the top secrets used by real salespeople so that you can start measuring your metrics effectively AND enjoy using them to skyrocket your sales.
Alongside all of this gold, I’ll also be sharing;
The real definition of metrics and the clearest ways to use them so that you can create predictable, consistent and scalable sales results.
Why selling on social media has been distracting you from the real metrics that you need to be focusing on in order to generate business to business (B2B) sales - and how to refocus your attention.
The next steps for metrics tracking; why they become pointless if you don’t use them to create clear plans of action - and how to do that in quick and simple ways.
** If you’ve enjoyed today’s episode, please take the time to LEAVE A REVIEW ** I read every single one personally - and shout you out on the show too. Not sure how to leave a review? Check out our simple ‘Leaving a Review Guide’ here: http://bit.ly/howtoreviewmypodcast
Resources mentioned in this episode:
Join The C Suite ® now! We have just two spaces left to join in September. Make this your very best quarter of the year by clicking here to join:https://bit.ly/join-the-c-suiteto grab your spot
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
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.
12 May 2023
STC099 Stop using social media: Build a best practice B2B sales process like Kassy Marsh
00:28:51
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
23 Feb 2024
STC119: How my clients get paid 3K + for 45 minute workshops
00:46:21
Are you ready to unlock the secret to securing lucrative deals for your workshops? In the latest episode of Selling to Corporate ®, "How my clients get paid 3K + for 45-minute workshops", our fearless host Jess Lorimer sits down to unveil the remarkable journey of Hannah, who conquered the corporate landscape and started charging £3000 for just 45 minutes of her expertise.
Dive into Hannah's story - a tale of transition from a travel-heavy career to mastering the craft of selling to corporate ®. Find out how, with absolutely no previous experience, Hannah managed to navigate corporate sales calls like a pro using top-notch objection handling techniques and transparent discussions about return on investment and was able to charge 3K + for 45-minute workshops! We break down the three key factors that catapulted Hannah to success. From her effective cold outreach strategy to an unwavering commitment to providing clear commercial value, tune in and you'll get all the insights needed to replicate her success.
Jess also extends an exclusive invitation to join her at the March "Converting Corporates" event in Central London. With a spotlight on honing your budget conversations, outreach strategies, and offer creation, this event is a goldmine for anyone looking to break into or improve their position in the corporate market.
In this episode I’m sharing;
The significance of having a mentor with proven results and why you should choose qualified, resonating sales experts for success.
Prioritising sales over perfecting corporate offers.
Sales calls should focus on transparency, not persuasion.
The use of objection handling techniques to navigate budget discussions
addressing budget objections, increasing confidence, and improving sales.
How to achieve sales success through process improvement and training.
Submitting a proposal that highlights the discussed transformations and securing a positive ongoing working relationship after acceptance of the proposal.
The power of asking purposeful questions during sales calls, listening and identifying your client needs rather than delivering a pitch.
Trust in Your Sales Process: Embrace a 5-step process for consistency in winning corporate clients and understand why specificity in your offers can make or break your success.
Key Quotes;
Post-Pandemic Business Philosophy: "I would rather have loads of competitors in the market because like I say to my clients all the time about selling to corporate companies, the more competitors you have, the easier it is to stand out for being good."
— Jess Lorimer [00:06:43 → 00:08:08]
Corporate Sales Strategy Advice: "Lots of people are now moving to teach other people how to sell to corporate companies, which I think is great because I think you should absolutely buy from who you resonate with and people who've got proven results and all of that good stuff. And as I've said over the last, I don't know, 5 years of this podcast, I don't care if that's me or if that's somebody else. What I care about is that you buy from somebody who can actually get your results and that you resonate with and that you know you're going to take the advice and actually implement it from and also that you buy from somebody who knows what they're talking about."
— Jess Lorimer [00:08:55 → 00:09:31]
Overcoming Self-Doubt in Sales: "It's really sad, you know, because, unfortunately, sometimes people have the best of intentions and they really want to help people sell to corporate companies, but they just don't have the skills, strategies, and training ability to help people in more niche areas or in areas that they don't understand."
— Jess Lorimer [00:12:47 → 00:13:09]
Corporate Sales Strategy: "And I frequently say that you don't and shouldn't really focus on having a corporate offer before you start your sales process."
— Jess Lorimer [00:34:52 → 00:35:04]
Transparency in Sales: "When we look at sales calls and how sales calls work with corporate stakeholders, we come into this world where we have to operate with transparency. I think that's really interesting because what most people think sales is, particularly from a B2B perspective, is this art of persuasion. How do we convince somebody to buy our service, or how do we convince somebody that they need what we are offering? Or worse, how do we sell without being salesy? When we start talking about things like persuasion, convincing, how to sell without being salesy, What we're actually doing is saying, how can we remove transparency?"
— Jess Lorimer [00:36:40 → 00:37:37]
Converting Corporates Event: "To those of you who haven’t been, I would urge you to come to Converting Corporates because this is the first time live that I will be teaching how to create an offer that converts to corporates even if you haven't sold to corporate companies before."
— Jess Lorimer [00:02:57 → 00:03:12]
Key Resources Mentioned in this Episode:
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.
Click here to watch my video on how to troubleshoot your sales process!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
29 Sep 2023
STC109 How to go from 'I'm not good at sales' to enjoying calls and closing deals quickly
00:35:06
We are thrilled to introduce you to a truly inspiring guest - Merrisha Gordon. As a seasoned leadership coach, consultant, and trainer, Merrisha shares her incredible journey of conquering their fear of sales and finding success in the world of business development.
Merrisha's unique journey of stepping into the corporate space without a job title resonates with so many of us who have transitioned from traditional employment to selling business to business. The challenges are highlighted which are experienced by professionals with extensive knowledge and expertise in the B to C world, illustrating the need to adapt to new strategies.
Content doesn't always build relationships; focus on delivery [00:13:23]
Following process, scripts, proposals. Great sales results [00:25:56]
Podcast gave structure, boosted confidence, improved efficiency [00:18:37]
Unexpectedly left the NHS and became an accidental entrepreneur [00:03:40]
Merrisha delves into the power of effective follow-ups and the value in creating organic sales conversations debunking the misconception that sales has to be pushy or demanding.
Moreover, Merrisha's ability to shape her work around her life is truly inspiring. Balancing her coaching and training with dedicating time for herself and her family serves as a reminder of the importance of finding a harmonious work-life integration.
In this episode I’m sharing;
Overcoming Challenges in Business Development
Mindset challenges regarding approach to social media
Content Creation and Building Relationships
Challenges faced by experienced professionals in the B to C world
Key Quotes;
Improving Sales Conversations: "But also through one phase of work I've been able to identify a problem and then to say, actually, this is what's coming out. I've got this solution and have a really comfortable conversation about it, which is a sales conversation, but isn't a sales conversation. It just flows."— Merrisha Gordon 00:26:3100:26:50
Work-life balance: "So it's really interesting because I said to somebody recently, I feel like I've got the life that I dreamt of that I never saw possible."— Merrisha Gordon 00:30:2000:30:29
Overcoming Fear of Social Media in the Corporate Space: "And so there was a lot of mindset, stuff that I really had to overcome... because these people actually really know me. Like they've really worked with me."
— Merrisha Gordon 00:12:1500:12:22
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
06 Jan 2023
STC090 Three top ways to connect with corporate clients
00:37:18
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now!If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick herenow.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
13 May 2022
STC070 How to make the switch from a B2C to B2B business in less than 6 months with Bea Kabutakapua
00:42:32
If you still have a B2C (business to consumer) business and are wondering about the practicalities of adding a corporate revenue stream (or even making it your primary revenue source!) then today’s episode is for you!
In today’s episode, I’m talking to Beatrice Kabutakapua - a Storytelling Expert who joined The C Suite ® almost twelve months ago and who has gone from running a B2C business to packaging and selling her skills to some of the worlds biggest technology companies. If you’ve been thinking about leveraging your skills and turning them into corporate revenue, then Bea is sharing her experiences on the podcast - and giving the ‘behind the scenes’ info on what itreallylooks like to shift your sales focus (and how it’s helped her generate more revenue, working way less!)
In this episode, we’re discussing;
What business storytelling reallyisand how Bea supports technology companies around the world to engage their employees differently around core brand values, diversity equity and inclusion initiatives and more. (00:51)
The benefits that companies experience when they work with Bea to communicate their values differently. (02:16)
How Bea uses her storytelling framework to support her corporate clients. (02:52)
How Bea worked before she started selling to corporate clients; supporting Women of Colour entrepreneurs with their story. (04:35)
Why Bea feels that the transformation / impact of her work is bigger now that she’s selling to corporate clients. (05:13)
How large, global corporate companies have been impacted by Bea’s work. (06:47)
Why internal resources within companies aren’t always able to generate the same results. (07:53)
The psychological impacts of business storytelling for corporate companies and how Bea supports key business targets. (09:21)
How Bea is using research in her business to support technology companies in engaging their employees - and generating more corporate clients for herself. (10:54)
Repeat business and why it’s been integral to Bea’s business strategy. (11:53)
How the follow up strategies inside The C Suite ® have improved Bea’s B2B sales pipeline. (12:47)
Why sales funnels made Bea want to quit her B2C business. (13:50)
How Bea has been able to get more fulfilment and build real relationships in the B2B space and now enjoys her business more. (15:27)
Why tracking her sales metrics has helped to skyrocket Bea’s sales and made it easier for her to successfully sell to corporate organisations. (17:10)
How selling to corporate companies is helping Bea fulfil her personal travel goals and embrace flexible working. (19:27)
How the structure and simplicity of The C Suite ® sales process has helped Bea to work less and generate more revenue. (20:32)
The importance and power of the accountability and support network inside The C Suite ®. (24:19)
How valuable the community inside The C Suite ® is for learning, growth, overcoming obstacles and gaining the confidence to celebrate wins transparently. (27:16)
Whether big companiesreallywant to work with small businesses - and how Bea has surprised herself and surpassed her sales goals. (29:33)
How business development calls have informed Bea’s corporate sales strategy and made it easier for her to sell successfully. (32:59)
How to set appropriate goals - and hit them using the sales strategies I teach. (36:12)
Why asking questions isalwaysworth doing! (37:02)
And a whole lot more!
Key Resources Mentioned in this Episode:Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
11 Jun 2021
STC046 Why your B2B sales process is stuck (and how to fix it!)
00:42:20
Most entrepreneurs who are getting stuck selling their services to corporate, tend to get stuck for two reasons.
Because they’re missing a key component in one (or more) sales areas.
Because they don’t know how to accurately diagnose their sales issue and therefore don’t end up fixing it correctly.
One of the biggest problems I see entrepreneurs make, is self-diagnosing their B2B sales issues… because it often means that they end up mis-diagnosing the issueandcausing more problems than they originally were trying to solve.
That’s why I’ve finally recorded this diagnostics episode - so that you can more accurately diagnose your B2B sales issue - and start using the correct resources to improve your results.
(And yes… Idocaveat in the episode that if you need tailored diagnostics, to get in touch. It reallyisimportant to get the right advice so that you don’t cause extra problems. So if you need my eyes / ears to help you diagnose, emailJessica@JessicaLorimer.comwith the headline mentioned in this episode!)
In this episode, I’m sharing;
How to know if you’ve got a sales issue in the first instance (and finding an accurate way to measure!) (02:10)
Why time off/ rest time is integral to avoiding B2B sales issues (05:19)
Why this episode shouldnotbe used as general business advice (and what to use instead!) (09:31)
The skills you’ll need to rely on for accurate B2B sales diagnostics (11:17)
How companies and courses are failing service based entrepreneurs with poor sales diagnostics (13:04)
How entrepreneurs can often get caught up in fixing the wrong issues… and how your comfort zone is stopping you from accurately diagnosing your B2B sales issues (15:13)
A key reminder: Why diagnostics alone willnothelp you fix your sales struggles. (16:47)
The immediate results you see with accurate sales diagnostics in place (19:19)
How often you should be reviewing your B2B sales process for best results (21:00)
The first indicator that you need to troubleshoot your B2B sales process (21:57)
Why it’s business critical to diagnose sales issues swiftly - so that you can avoid the painful consequences of ‘head-in-the-sand-itis’. (24:13)
How you can use the proven 5 Step Selling to Corporate ® framework to support your sales diagnostics. (25:08)
Understanding how to find therealissue at play. (27:24)
Avoiding self criticism when diagnosing your sales issues - and why it’ll help you. (28:42)
How to find out which sales phase is failing your B2B process. (30:09)
Qualifying your sales issue to understand if it’s the most pressing problem to solve (31:14)
Using your diagnostic results to fix your sales issue (33:08)
The three areas you need to focus on / use in order to fix your sales problems. (35:44)
Understanding the real consequences of delaying your sales diagnostics/ troubleshooting. (39:17)
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
22 Jul 2020
STC022 How to find the right decision maker in corporate organisations
00:30:44
Trying to do good business development can be tough - and it’s made more difficult when you’re not sure who the right decision maker or key stakeholder actually is (or how to find them!)
In fact, most people who are contemplating selling their services to corporate organisations (and haven’t started) tell me that it’s because they’ve no idea who they need to talk to in the first place… and no idea how to find them either!
Let’s face it; the corporate world has become more complex… and a wealth of brand new job titles have arrived in the last five years too. That can make it more challenging to find the correct stakeholder (and to understand what exactly they’re responsible for within the company.)
That’s why in this episode of the Selling to Corporate podcast, I’m digging deep into ‘find the stakeholder’ and sharing;
Whether or not you really need to worry about talking to the ‘wrong’ person… and whether or not, you can convert the ‘wrong’ stakeholder into the correct conversation (10:35)
How you can avoid the assumption trap - and the things you might be telling yourself about decision makers that are stopping you making good business development decisions (and progress!) (12:00)
Whether or not, we really need the ‘right’ decision maker to help us navigate best practice business development inside an organisation (13:45) and why getting the wrong stakeholder means that we run the risk of ruining our relationship with an organisation.
Why opportunities are created by having the correct conversations - and how you can make sure that you always create opportunities with confidence. (14:05)
How ‘business critical’ decisions can help you find the best stakeholder to support your business development process (18:00)
When your ‘sweet spot’ comes into play; how it can help you identify the best stakeholder to talk to so that you never have to worry about ‘getting it wrong’ (20:40)
The key characteristics of core stakeholders/ budget holders (and why you’ll never have to worry about job titles again!) (21:36)
Each of these elements is critical for helping you identify decision makers on your own - and having the confidence to hold business development calls that convert!
Key Resources:
The C Suite ® is now OPEN - and our extended payment plan is available for the final time! If you’re interested in joining, make sure that you click here:https://bit.ly/join-the-c-suiteto grab your spot
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
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.
26 Jul 2024
STC130: Why celebrities sell to corporate clients (and why they should hire you instead)
00:32:14
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."
Click here to watch my video on how to troubleshoot your sales process!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
18 Feb 2022
STC064 Do cold emails still work when selling to corporate companies?
00:35:06
Are you struggling to convert corporate / B2B leads on LinkedIn? Perhaps you used to besupersuccessful at selling to corporate companies on social media but have seen a steady decline in responses over the last few months - and you’re wondering whether you’re doing something wrong… The worldischanging and we’re seeing more stakeholders take decision making away from social media and focus on curating mutually beneficial relationships with external suppliers instead.
If you’ve been noticing a decline in activity and want to see whether there are better sales approaches and opportunities, then exploring a new method of B2B lead generation might be the right way to go - so that you can curate the best results over the rest of 2022!
Why email marketing has been the highest success generator for our C Suite participants over the last six months for B2B lead generation. (02:49)
The common issues that we see with B2B cold email marketing - and why it’s been problematic in the past. (03:46)
When emails shouldnotbe used for B2B sales communications. (06:42)
Why solopreneurs/ entrepreneursandcorporate sales teams are reluctant to use cold email marketing to generate B2B sales leads. (07:45)
Spammy email marketing and the problems it causes for B2B salespeople. (08:17)
Why cold email marketing demonstrates a higher barrier to entry - and can help you sign more corporate clients. (08:59)
The common challenges entrepreneurs/ solopreneurs face when getting started with cold email marketing to corporate companies. (09:57)
Key results from our Selling to Corporate ® poll of stakeholders and their sales communication preferences. (10:34)
Why cold calling has also increased in popularity to generate more B2B leads. (12:11)
The serious caveat you need to consider if you decide to switch to a cold email marketing strategy for corporate companies. (13:34)
Key conditions of cold email marketing to companies and how to do it well. (16:37)
Front end workload with cold email marketing for the B2B sales space. (17:37)
How to find the correct stakeholder email addresses for your cold email marketing strategy. (18:35)
Considerations to make around email marketing and timelines so that it’s most effective. (21:34)
Positive qualities that cold email marketing demonstrates (if done correctly!) to corporate stakeholders and decision makers. (22:55)
How specific should you be in your cold email marketing for corporate decision makers? (23:53)
What your first cold email marketing message should say to a corporate stakeholder. (24:51)
Targeting your cold email marketing to the right types of stakeholders. (26:50)
Your cold email marketing follow up strategy - and why it’s so important to your sales success. (27:28)
The changes we need to make when moving a prospect from cold email marketing communication to having a business development call. (30:08)
Key differences in response rates between LinkedIn and cold email marketing. (31:47)
Key Resources Mentioned in this Episode:
Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We’re covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2022/
Have you taken the Selling to Corporate ® offer quiz yet? Find out what the best offer is that you could sell to corporates by clicking here:https://bit.ly/STCOfferQuiz
Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully then click here to join the waitlist now:https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
29 Oct 2021
STC056 How long does it really take to make a corporate sale?
00:38:03
The one question thateveryoneasks me is how long it’ll take them to make a corporate sale - or successfully sign a corporate client. So if you’ve ever wondered how long itreallytakes to sign your first corporate client… or how you can accurately predictwhenyou’ll be able to sign your first corporate client, then this episode is for you!
In this episode, I’ll be sharing;
My personal experience of wanting to predict accurate sales pipelines (01:26)
Why you need to take ownership of your B2B sales process early - especially in October. (03:13)
The signs of the B2B economy changing - and what that means for your B2B revenue stream. (05:19)
How to understand whether or not your sales foundations are set up correctly - and how that impacts your prediction. (09:04)
Whether or not your stakeholder targeting will make a difference to your sales timeframe. (10:30)
How stakeholders affect the impact of your service - and your sales timeline. (11:49)
Defining whether you’re offering a specialist service and increase your predicted revenue. (13:43)
How contract types affect your B2B sales timeline. (15:07)
The types of offers you can focus on to increase the speed of your sales process. (16:06)
How a company’s scoping process will impact your sales pipeline. (20:29)
Yourprimaryrole in your business to ensure your sales pipeline is fullandspeedy! (23:02)
The common denominators of entrepreneurs who are fully booked by corporate clients. (25:31)
How to objectively measure your B2B sales process so you can make it more effective and efficient. (27:36)
Why troubleshooting your corporate sales process is integral for improving your pipeline. (29:52)
The average sales stats for salespeople (and calls!) that you need to know and monitor your process by. (32:21)
Core consultative sales activities that make a clear difference to the speed at which you close B2B / corporate sales. (37:41)
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
25 Jun 2021
STC047 How to know if Converting Corporates is right for your business this year
00:44:22
Have you been thinking about attending the Converting Corporates event this September? If you’ve thought that itmightbe the right fit for you - but you have a few unanswered questions about how it could help you to build your corporate revenue stream and scale your B2B sales in the final quarter of 2021, then this episode is for you!
I’m pulling back the curtain so that you can understandexactlywho Converting Corporates 2021 is for - and how it can help you have the most profitable quarter in your business this year. It’ll walk you through the sessions that we’re running - and how they can help you to define your B2B sales USPs, learn and practice your consultative sales skillsandmake sure that you’re able to confidently and competently sell more to corporate clients.
In this episode, I’ll be sharing;
Why dragging prospects through the sales process doesn’t work - and what to do instead. (03:36)
Why Converting Corporates 2021 will be an in-person event, based in London. (07:01)
The key difference between business training events - and the Converting Corporate workshops. (09:41)
Who should be attending the Converting Corporate 2021 event. (11:00)
The ARQ framework - and why I’ll be teaching it for thefirst time everoutside of The C Suite ® and my private clients so that you can confidently navigate every client interaction in the best possible way. (11:54)
Whoisn’tthe right fit to attend Converting Corporates this year - and what you can do instead. (12:55)
Why we focus on immediate action taking at Converting Corporates - and how we make it simple for you to implement, practise and see fast results. (20:01)
Understanding when/ why you need to practice your business development calls. (22:19)
Why pitching shouldn’t be the main focus of your B2B sales strategy. (27:05)
Session overviews and how they’ll support you to make more B2B sales in the final quarter of 2021. (28:44)
The types of organisations you can apply these sales techniques to. (32:19)
Why these sales techniques are used by both our small business owner clientsandlarge scale sales teams. (35:34)
How we’ll be ensuring a Covid-secure event environment. (36:37)
What to do if you’re worried about attending the event as a solo participant. (38:36)
Socialising at Converting Corporates 2021 and how it can benefit your business. (41:23)
As always, if you have any questions about the event, please feel free to emailJessica@JessicaLorimer.comand I’ll be more than happy to answer your questions personally. And if you’re ready to grab your ticket? You can grab one of our last places here: https://selltocorporates.com/converting-corporates-2021/
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
05 Aug 2020
STC023 Qualified? The Top 3 Things You Need to Be Qualified to Sell to Corporates
00:29:34
Have you ever wondered if you’re qualified (enough) to sell your services to corporate organisations?
Perhaps you worry that big organisations won’t buy from ‘little old you’ because you’re not a limited company/ don’t have thousands of credentials/ haven’t worked with corporate companies before/ don’t ever want to stop wearing your jeans or ‘suit up’ to work with large companies?
Today’s episode is for anyone who’s wondered whether they are really ‘good’ or ‘qualified’ enough to sell their services into corporate organisations - and by the end of it, you’ll have;
The top three criteria that you need to assess yourself with - and how you can use the criteria to understand whether or not, you’re able to sell your services to corporate organisations.
The ability to self assess and define whether or not, now is the right time for you to sell your services into corporate organisations.
And the confidence to move forward with selling your services into organisations consistently and competently.
In this episode, I’m also discussing;
Experience - and whether or not, it’s the same as expertise. (Spoiler: gained experience can be even more valuable!) How you can use it in order to generate a steady stream of corporate clients and whether or not, experience needs to have been gained in a corporate environment for them to take you and your services seriously. (10:24)
Whether qualifications are the be all and end all… and whether or not you need to overcompensate for NOT having them - or show them off when you do! (12:35)
How professional accreditations can help and hinder your corporate sales experience (and what you really need to do to make yourself stand out to stakeholders.)
Regulated industries and how they differ when it comes to qualifications. Whether or not, there’s anything that you’ll need to change/ reassess about your sales process if you’re trying to sell to a regulated industry. (16:27)
The real ways that we demonstrate expertise; why showing is more powerful than telling (and how to do both successfully!) (19:08)
Competence and having the confidence to demonstrate it; the ways in which you can do it and ensure that a stakeholder feels comfortable with the sales process and reassured of your expertise. (25:43)
Each of these areas is critical for giving you the self confidence and competence to assess your corporate qualifications (and how you can successfully navigate any questions around your areas of expertise!)
Key Resources:
The C Suite® is now OPEN – and our extended payment plan is available for the final time! If you’re interested in joining, make sure that you click here to grab your spot!
Talk to me about The C Suite®: If you want to ask questions about The C Suite® and whether or not it’s the right investment for you? Grab a spot in my diary here to discuss and I’ll give you my honest feedback on whether or not The C Suite® is the best option for you.
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.
29 Nov 2024
Sales planning season is here... what do you need to consider?
00:21:48
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
10 Jan 2025
New year, new sales process: How to start your sales year in a positive way for 2025
00:36:11
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
29 Apr 2022
STC069 The steps to take when raising your rates with corporate companies
00:36:44
Have you ever wanted to raise your rates when working with corporate companies but felt worried or anxious about the change? Perhaps youknowthat you’re undercharging - and you’re even feeling resentful about the amount of work you’re doing vs the amount that you’re being paid but you’re panicking that if you change your rates, you’ll lose clients and revenue?
It’s totally normal to feel that way - and it’s something that I hear alotfrom clients and community members who’ve started selling to corporate companies and realised that they’re undercharging for their expertise but don’t feel confident to raise their rates just in case they start to lose clients or see a reduction in revenue.
This episode shares the exact strategies that I use to change my prices - so that you can learn in real-time how to identify if you need to raise your ratesandfeel confident about changing them.
In this episode, I’m sharing;
Why my friends avoided telling meanythingabout my upcoming hen weekend… (01:09)
The conversations we had about pricing at the Converting Corporates event and how they informed this episode. (01:49)
The timeframes I usually use to sense-check (and raise!) my prices for B2B and B2C clients. (02:57)
Why raising prices with corporate clients feels more ‘normal’. (03:34)
Why I felt uncomfortable about raising my prices during the pandemic - and what you can learn from it. (05:58)
How I started The C Suite ® in 2019 - and my pricing strategy on launching it. (06:51)
Why the popularity contest on social media is stopping entrepreneurs from successfully selling their products and services. (07:24)
How we celebrated a client who’d had a £148,000 quarter at our Converting Corporates event this year. (08:45)
How other Converting Corporates participants had raised their pricesandtheir revenue since the last event. (09:37)
Our launch numbers for the first iteration/ cohort of The C Suite ® in November 2019. (10:48)
How the pandemic affected the April 2020 launch - and how we supported our participants to generate quick revenue. (11:52)
The incredible entrepreneurs who joined mid-pandemic and how they grew their businesses quickly despite losing corporate contracts overnight. (12:35)
How my mindset determined my price point between 2019 and 2022 for The C Suite ® (14:32)
The importance of avoiding ‘false urgency’ in my pricing strategy. (15:32)
How our focus on results and genuine testimonials supported our pricing strategy. (16:10)
The extra levels of support my team offered to our participants during the pandemic so that they could thrive and sell successfully to corporate companies. (17:19)
Practicalities behind reassessing (and changing) my pricing. (18:45)
The differences and evolution of the live support aspects inside The C Suite ® since 2019. (19:40)
The importance of pricing based onallof the practicalities and work you’ll be delivering for corporate companies. (23:02)
Assessing the value of the transformation that you’re creating for your corporate clients. (23:55)
How creating a results focused product supports the future pricing strategy. (25:20)
How generating consistent revenue impacted our clients and their ability to take time out of their business during holiday periods. (26:17)
The clear transformations that participants have experienced and how it influences pricing. (27:27)
How to start using this pricing process in your own business. (30:51)
Addressing why we feel awkward about the pricing conversation with corporate clients. (31:27)
Why we don’t judge anyone’s pricing / budgets for learning and development investments at Selling to Corporate. (34:58)
And lots more!
Key Resources Mentioned in this Episode:
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
15 Oct 2021
STC055 How to sell your specialism in a saturated market to corporate organisations with Julie Dennis
00:31:36
Have you ever felt like corporates won’t be interested in the services you provide? Or that they won’t want to purchase your services because they’re not traditional corporate-type offers? I’m so proud to bring Julie Dennis onto the Selling to Corporate ® podcast today - because over the last three years, she’s transformed her business; moving from selling B2C to solely B2B and becoming fully booked as a Menopause Consultant and Trainer.
The wellness niche (selling wellness services to corporate clients) has become more popular over the last 18 months or so… but Julie built her B2B business when companies trulydidn’tunderstand why they needed to support their employees through menopause… and in this episode, she’s sharing the key breakthroughs she’s experienced to build a thriving business, carve out a nicheandbecome the go-to expert for big brands.
In this episode, we’ll be discussing;
How Julie supports organisations with key transformations around menopause (01:31)
What it was really like to sell a service that corporate clients didn’t understand (02:32)
Why building relationships is integral to successfully selling to corporate clients (04:00)
How corporate companies deal with topics that have historically been surrounded by stigma and why it’s so important to continue selling (05:25)
Why implementing policy isn’t enough for organisations to support employees (08:31)
How celebrity endorsement can help and hinder company progress (09:37)
How to determine whether you want to be selling practical services or inspirational talks. (11:20)
When the bell curve of business starts to change; getting epic inbound leads. (13:25)
How to make non-sexy sales processes work for you (15:04)
Why keep in touch processes are integral to your sales pipeline (16:15)
Julie’s favourite part about The C Suite
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
06 Aug 2021
STC050 Having in-house capability? Will that really stop you selling your services to corporates?
00:28:31
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
03 Feb 2023
STC092 Three exciting ways to optimise your B2B sales process (and land more corporate clients!)
00:36:59
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now!If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick herenow.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
03 May 2024
STC124: How to create more sales opportunities (and get your sales process moving before summer)
00:24:38
In today’s episode Jess brings a fresh perspective straight from her transformative journey in Los Angeles, sharing candid insights about the importance of creating opportunities for oneself and how a change in mindset can drastically impact your approach to sales and business growth.
Jess discusses her personal experiences and interactions during her time in LA, reflecting on the entrepreneurial spirit that thrives there and how it contrasts with attitudes in the UK. She dives into practical strategies for reinvigorating your sales process, shedding light on how innovating your tactics and embracing a positive, proactive mindset can lead to remarkable results in any market condition. Tune in to discover how you can redefine your approach to selling in the corporate world, feeling rejuvenated and ready to tackle new challenges head-on!
In this episode I’m sharing;
How to actively create opportunities and the insightful lessons I learned in Los Angeles and how they inspired proactive selling!
Harnessing the energy of LA to transform your sales approach and a new perspective.
Selling with the Spirit of LA: Building opportunities in every market.
The entrepreneurial and proactive nature of people in L.A.
The mindset and practical approaches to creating opportunities and the necessity of being proactive in challenging economic conditions.
Key Quotes;
Expanding Networks as an Introvert: "I think one of the things that I realise about myself quite often is that I'm very introverted. I find spending time with a lot of people really difficult, and I need a lot of recharge time afterwards. And so that can often mean that I don't build networks and connections as easily as other people because I just hate the idea of going to events."
Reinventing Post-Pandemic Connection: "It is time to get back on the wagon after the pandemic and go and sign up for something where you're going to meet new people and have new experiences and hear new perspectives."
Overcoming Sales Stigma: "Because if you're like me and you were the overachiever at school who everyone kind of bullied a bit for being keen and enthusiastic, then it's normal that you probably don't want to put your head above the parapet right now. But also, it's difficult because if you don't, you won't get what you want."
Navigating Economic Change: "There is a lot of opportunity out there for the people who are willing to do the work and take the action to make it happen. And selling to corporate is cool. It's going to finally be cool!"
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
.
05 Apr 2024
STC122: How to avoid being ghosted by corporate decision makers
00:19:56
Are you tired of being ghosted by corporate decision makers and frustrated being ignored by stakeholders?
In today’s episode Jess discusses the concept of ghosting and provides actionable strategies to avoid being ghosted, whether it's at the proposal stage, during follow-ups or when setting your next steps.
Learn the three key reasons stakeholders ghost and get insights on sending qualified proposals, setting clear follow-up actions and learn how to handle the lack of responses.
It's time to take control of your sales process and build stronger relationships with corporate decision makers. So, if you're tired of being left in the dark this episode is a must-listen for essential advice on maintaining productive business relationships.
In this episode I’m sharing;
Facing ghosting: its impact and response strategies
Consider buyers' feelings and how to address your own frustrations privately.
How to define and recognise ghosting in relationship communications.
Overcoming Ghosting: Essential tips for interacting with corporate decision makers
How to prevent ghosting by corporate decision makers
Key Quotes;
Understanding Sales Ghosting: "So from a sales perspective, ghosting is when you are not getting replies or responses from stakeholders that you have a relationship with."
Reasons Stakeholders Ghost: "The first and most common reason is that stakeholders hate giving bad news. So if they have to tell you that something isn't happening, if they have to tell you that they suddenly can't give you a testimonial or that your payment's going to be delayed, if it's bad news, they hate giving it. That’s when you will often find that stakeholders will ghost you - if it's bad news."
Understanding Client Priorities in Business Proposals: "It can also be that we haven't defined whether or not they've got sign off or whether they've actually identified a time frame for delivering the project. So sometimes we'll get ghosted because we didn't think to ask when would this actually start?"
Building Better Business Relationships: "How are you making your prospective buyers feel? And if you're not making them feel great or you're shaming them, is that really going to be the kind of relationship that they want to enter into?"
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
19 Aug 2022
STC077 The industries that Converting Corporates will help most in Q4 2022
00:32:22
Have you thought about attending Converting Corporates but you’re just not sure whether it would benefit you? Perhaps you’re wondering what it’s really all about - and whether your specialism is a good fit for attending? Or maybe you’ve heard people raving about it but you just don’t know how it could support your business and growing your B2B sales…
That’sexactlywhy I’ve recorded this episode - so that you can understand more about ourfinal everConverting Corporates event - and whether or not it makes sense for you to attend!
The key dates for Converting Corporates (20/21st September 2022) and our location. (00:15)
What people have been asking; who Converting Corporates is really for and how can it help their B2B sales process? (01:11)
Why it’s important to have a small event in September and add more 121 time. (01:36)
Why most events are targeted at specific revenue levels - and why Converting Corporates isn’t. (02:36)
The real purpose of Converting Corporates for entrepreneurs looking to sell / improve their B2B sales process. (03:09)
Core actionable workshops that we’re hosting at Converting Corporates this year and how they’ll benefit your B2B sales process. (04:07)
Why youmustattend if you didn’t work in a sales role during the last recession. (04:37)
The current recession timelines as given by the Bank of England and how your business can still thrive during recession. (05:20)
How one of our participants used the Corporate Cash Injection campaign that I’m teaching at Converting Corporates to land a £44K deal. (06:14)
Announcing our bonus B2B foundations workshop so that you can create sales and onboarding processes that support your business growth. (06:59)
What you’ll actually walk away with from the Converting Corporates event. (08:04)
Who is the right personality type to attend Converting Corporates this September? (09:21)
The importance of a safe learning environment for practising your B2B sales skills. (10:15)
Unknown / little known industries or specialisms that have done really well from attending previous Converting Corporates events. (12:30)
How Health and Wellness professionals have benefited from attending Converting Corporates events. (12:46)
How Converting Corporates has helped Health and Wellness professionals to raise their rates and sign longer term pieces of work with corporate clients. (14:41)
Referring back to our Case Study episode with Kate Davies, Independent Fertility Nurse Consultant. (15:31)
The specific sessions at Converting Corporates that will benefit Health and Wellness professionals who want to sell to corporate clients. (17:39)
How Converting Corporates can support Mental Health practitioners to grow their B2B sales process and revenue. (18:31)
Why mental health doesn’t fall under general health and wellness offers. (18:51)
How Covid-19 impacted Mental Health practitioners and their sales. (20:04)
Why awareness sessions caused more harm than good in companies during the pandemic. (20:51)
Why it’s going to be integral to build a commercial business case for mental health support in the workplace. (21:50)
How one of our previous Converting Corporates attendees used the event to skyrocket her B2B sales as a Mental Health practitioner. (23:18)
Specific Converting Corporates sessions to benefit the B2B sales process of Mental Health practitioners. (24:41)
How Project and Change Management professionals benefit from Converting Corporates. (25:21)
How redundancies will impact Project and Change Management suppliers. (25:51)
Specific Converting Corporates sessions to benefit Project and Change Management professionals. (26:43)
Understanding the ‘traditional’ business areas that benefit from attending Converting Corporates events. (28:04)
How the reduction of permanent resource can support revenue growth in traditional business areas if done correctly. (28:41)
The difference between fixed cost and the budget that is available for external supply. (29:23)
Why change is important to avoid working harder for less profit in 2023. (30:14)
Specific Converting Corporates sessions that will benefit those working in traditional business areas. (31:13)
And more!
Key Resources Mentioned in this Episode:
If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
05 Mar 2021
STC039 The journey to £100k months from selling to corporates with Kay Fabella
00:51:30
We’ve got alotof success stories within The C Suite ® from participants - and we’re starting to bring them to the podcast so that you can learn from their key breakthrough moments and the strategies that they’ve implemented in order to see huge results selling their services to corporate organisations.
Our guest for this episode (and first ever Selling to Corporate podcast guest!) is Kay Fabella. Kay is a Diversity, Equity and Inclusion expert - and is sharing her 12 month journey inside The C Suite ®, going from working primarily with 1:1 clients - to developing a name as the go-to DEI expert for household brands.
If you’ve ever wondered what it really takes to have asix figuremonthwhen selling your services, or how you can build a successful B2B sales stream as a solo practitioner or consultant - then this episode is for you!
In this episode, we’re sharing;
Why Kay is appearing on the show and how we’re celebrating her milestone monthly revenue achievement (0:30)
Kay’s diversity, equity and inclusion specialism and the specific problems she helps organisations to solve (03:18)
How Kay decided to join The C Suite ® and why that was a milestone decision for her business (05:00)
Why Kay had resisted working with corporate organisations (in a primary capacity) for so long before joining The C Suite ® (06:36)
How the anti-racism movement in 2020 impacted diversity, equity and inclusion within organisations - and what that meant for Kay from a sales perspectiveanda practitioners perspective (08:21)
Why big name brands like Phillips, the IMF and PepsiCo are partnering with Kay in 2020/21 (10:02)
The ‘Why would [BIG BRANDS] want to hear from little old me’ objection (13:40)
Proactive outreach and the core difference between B2C and B2B sales processes (15:15)
How metrics have made the biggest difference to scaling Kay’s business (18:21)
How using The C Suite ® roundtable strategy skyrocketed Kay’s connections (21:16)
Why generosity works inside The C Suite ® and how it opens up room for growth (25:23)
Why ‘easy’ industries don’t exist - and how we carve out new niches that we can own (30:00)
How diversity, equity and inclusion partners need to show up to fully support organisations in 2021 and beyond (34:31)
Designing bigger solutions for corporate organisations in the DEI space (37:55)
Why (and how!) we price based on transformation and how that’s helped Kay 10X her prices (40:00)
How the mindset shift from ‘selling’ to ‘relationship building’ has impacted Kay’s bottom line profit (43:29)
How The C Suite ® network has brought massive value to Kay as a practitioner and a salesperson (46:40)
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
15 Sep 2023
STC108: Why you shouldn't be creating offers before you have sales conversations
00:19:24
Tackling the common misconception of creating offers before having sales conversations, Jess explains why this approach may not be the most efficient use of time and offers alternative strategies for selling to corporate organisations.
Creating offers without sales calls is risky. Offers are based on your perception and experiences, which may not align with client needs [00:09:44]
The fear that stakeholders will ask how you can help them without a mapped-out offer (00:07:12).
Spending time creating offers before sales calls is not the most efficient use of time (00:08:35).
Many of us feel the need to have our offers perfectly crafted before we even start reaching out to potential clients. We believe that knowing our offers in advance will make sales calls easier because we have a clear pitch. But the truth is, spending time creating offers upfront can actually hinder your progress and efficiency. Join us as we explore the three key reasons to rethink your corporate sales strategy for the final quarter of the year.
In this episode I’m sharing;
Reasons why September is a good time to sell to corporate organisations
Efficient use of time: Preparing elaborate offers can be time-consuming. Instead, focus on lead generation and having meaningful sales conversations.
How you’ll feel more prepared on sales calls by knowing your offers upfront.
Key Quotes;
The Importance of Selling Consultatively: "The best sellers, the people who are the most consistent in their sales achievements and revenue, and the people who are most consistently winning clients, winning bigger deals are the people who are selling consultatively."
— 00:19:3500:20:52
The Importance of Qualified Sales Calls: "And actually having qualified sales calls is one of the most important parts of creating sellable premium priced offerings because it's on those sales calls that we learn the nuances and the language that we would use or that our client would most importantly use to help sell it in."
— 00:16:4300:17:05
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
28 Jun 2024
STC128: Why poor pricing strategies are keeping your sales stuck
00:29:09
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."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
01 Apr 2020
STC014 How to stop coronavirus killing your corporate revenue stream
00:48:07
Are you in panic mode? Wondering how to stop Coronavirus from killing your income stream?
In this podcast episode I give you clear no nonsense strategies for navigating your business through the current global pandemic and how to get out of panic mode and back into action mode.
If you already sell to corporate organisations I share my insights how to stop Coronavirus from killing your corporate revenue stream and if you aren’t selling to corporate yet - why now is the BEST time to start.
I explain the reasons why there has never been a better time to sell to corporate organisations and how you can use this time to generate opportunities - and why you need to stay away from social media news feeds.
I share my strategies on how to get creative with what you offer corporate organisations. And why you need to focus your business development on what your business needs to thrive - and why it’s different for everyone. Plus why you mustn’t just rush out and massively pivot your business (just because everyone else is) and why you should focus on your existing customers.
I explain why in the current market it’s going to be much easier and quicker for you to make a profit selling B2B rather than B2C. And why you must handle objections as you would normally and why you need to forget worrying about being told ‘no’.
I tell you why you MUST get a plan and take action to invest in your business now. So that your business is as solid as possible for when things rebound (and they will) so that you don’t miss out.
Want to know Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month? Then sign up for my FREE webinar on 17 April at 12:30 GMT.
Podcast shownotes
Why it’s hard to make strategic decisions when you’re in fear mode (5:20)
Why I’ve stayed away from social media news feeds during Coronavirus (7:21)
What the UK government is doing to support business during Coronavirus (08:59)
Why this is a great time to be selling to corporate organisations (18:40)
Why organisations will now be prioritising and planning ahead (23:16)
Why there’s a disparity between selling B2B and B2C in the current market (24:27)
Why it’s going to be harder selling B2C at the moment rather than B2B (27:24)
Where you need to focus your time, effort and energy at the moment (29:04)
Why you need to focus on existing customers and look after them (29:53)
Why you need to think creatively to help corporate organisations (32:15)
Why you must focus on your business development for Q3 and Q4 (34:44)
Why there are more opportunities for you during Coronavirus (37:12)
Why no means the same as it did before Coronavirus and you shouldn’t panic (39:23)
Why you need to get a plan together for you and your business priorities (40:11)
Why you need to think about what you need to invest in your business (44:15)
Why you should take action now to invest in your business so you don’t miss out (45:47)
Resources
Free Webinar Three Simple Steps to Adding a Profitable, Corporate Revenue Stream in less than FOUR hours per month
Click here if you would like to listen to my recent TEDx talk.
15 Apr 2022
STC068 How to triple your turnover in one year selling to corporate companies with Paul Holbrook
00:43:49
Creating a corporate revenue stream and consistently growing it year on year can be achallenge- and our guest for this episode, Paul Holbrook, is a leadership expert who wanted to experience rapid growth with his corporate revenue. Twelve months after joining The C Suite ®, Paul hadtripledhis turnover from the previous year and is now working with global organisations to support better quality management in leadership teams and to encourage high levels of performance and productivity.
If you’re interested in seeing serious revenue growth in your business - or applying high performance working techniques, then this episode is for you!
During this podcast, we’re discussing;
The frustrations Paul had when working for large Financial Services firms that led him to setting up his business. (00:54)
The biggest objection Paul heard from prospective stakeholders that made him shift his business focus. (01:14)
More productive ways to colour code diaries in order to genuinely achieve more. (02:56)
How changing colour codes can help you to reflect on successful business activities. (03:41)
How we can avoid living in the gaps between work - and prioritise it instead! (05:43)
How the pandemic changed the way that corporate companies think about time management for their employees. (07:46)
What corporates have recognised as being the ‘real’ problem now. (09:54)
How planning ahead for key holiday periods helps to support business planning. (10:32)
The power of accepting the true costs of your commitments and what that means for managing corporate client expectations. (11:37)
How to tell the difference between over-delivery and consistently working outside of your scope with corporate clients. (13:12)
Colour coding your calendar to support more productivity. (14:05)
How companies like The Wellcome Trust are using productivity techniques to move employees to a four day week and why other organisations are looking to do the same. (21:20)
How Paul knew that joining The C Suite ® was a no brainer decision for his business. (24:44)
The ways that Paul used the live support inside The C Suite ® to triple his sales turnover. (26:02)
How to make the most of the experience if you’re going to invest in The C Suite ®. (29:23)
Why Paul joined The C Suite ® even though he has a sales director in his family! (31:26)
How Paul is handling sales objections differently now from corporate clients - and how it’s converting into more closed deals. (34:55)
Paul’s biggest breakthrough inside The C Suite ® and how it’s helped change his corporate sales process entirely. (37:37)
Plus a whole lot more!
Key Resources Mentioned in this Episode:
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
11 Dec 2020
STC033 How to know if your stakeholder is a real decision maker
00:15:20
Do you ever end up on business development calls with stakeholders feeling excited to talk about possible solutions for their organisation (and sales!) only to discover that, rather than being a decision maker, they’re actually not the most useful person for you to talk to? Business development calls can be tough enough without having to spend a lot of your time trying to qualify that the person you’re talking to is a real decision maker.
That’s why in this week’s episode, I’m diving in to share the quickest and easiest ways to identify if the stakeholder that you’re approaching reallyisa decision maker - and how to make sure that you’re using all of your sales time productively.
In this episode, I’m sharing;
Why it’s so important to be spending your business development and sales time talking to decision makers vs employees. (02:00)
Why it can be difficult to spot the differences between an employee and a decision maker in the current market. (05:03)
The core differences between an employee and a decision maker - and why one is more helpful than the other on business development calls. (06:03)
A simple identification strategy that you can use to immediately tell whether you’re prospecting an employee, rather than a decision maker. (06:03)
How to use the first decision maker identification strategy - and which platforms will best support that. (06:47)
Why you’ll still need to qualify their suitability on a sales call. (07:05)
When a decision maker isn’treallya decision maker… and what you can do to leverage that instead. (07:39)
How roles and remits give core indicators that our prospect is a viable decision maker. (09:24)
How to develop situational fluency (and the questions to ask!) when you want to pre-qualify a decision maker. (10:02)
How we can identify decision makers by their focus on commercial viability. (11:06)
Core elements to remember when you’re navigating the sales process and have access to the correct decision maker. (12:32)
How the sign off process can impact your sales pipeline. (12:45)
And if you’ve listened to this episode and now need support to find the right stakeholder to discuss your solutions with, make sure you go back to our Selling to Corporate 22nd July 2020 episode on; How to find the right decision maker.
If you’ve enjoyed listening to the Selling to Corporate podcast this year, please make sure to leave a review on iTunes so that we can support more salespeople in 2021.
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
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.
30 Apr 2021
STC043 Is hiring an external salesperson your best option to make more corporate sales
00:50:42
One of the most common questions small business owners ask me is whether they can just ‘hire a salesperson to do it for me’ - or whether they can hire me directly to implement their B2B sales process! If you’ve been thinking about hiring a sales professional to start working on your B2B sales process - and wondering what you should watch out for - then this episode is for you!
So if you’ve been thinking that you don’t have the time to do the sales work in your business/ are ready to expand and build a team that can do the heavy liftingoryou just want some clarity on whether or not your business is ready to hire a sales professional? Take a listen.
In this episode, I’m sharing;
How Q2 differs from Q3 - and why it’ll be impacting your sales process (0:32)
Why ‘quicker’ and ‘easier’ sales solutions are entering the market - and what that really means for your progress. (04:11)
How this episode has been designed for you to get an unbiased view of B2B sales professionals and why it may / may not be right for your business. (05:02)
Understanding who is responsible for troubleshooting processes in your business - and why it matters. (07:40)
The common stages small business owners usually start to consider hiring a salesperson for their business. (09:39)
The key elements you need to consider when making a decision about expanding/ building your sales team. (11:51)
Why recruiting B2B sales professionals needs serious thought - and what your recruitment process should look like. (12:51)
How a good salesperson can challenge your interview process - and encourage you to make a faster than normal hiring decision. (13:57)
Do billings matter? And can you reallymakea salesperson show you ‘proof of billings’? (15:18)
Why other people cannot make sales recruitment decisions for you (16:44)
Why hiring a salesperson isn’t just an important decision for your profit margins (18:26)
Can industry/ discipline specialism really be a problem for experienced B2B salespeople? (19:53)
How to avoid mixing up sales roles and ‘vocation focused’ employees. (21:26)
How to establish practically, whether your business could hireandmanage a salesperson right now. (22:03)
Sharing comments from my own appraisal… understanding the expectations on new business development executives. (23:15)
How to know what motivates a salesperson - and whether or not, you’re able to performance manage them correctly. (25:22)
The pitfalls of performance management (27:14)
The three things youmusthave in place before you hire a B2B sales professional. (28:43)
How metrics will help you (and your sales person!) make money. (31:40)
Compensation expectations - and what you need to look out for. (34:25)
Understanding the difference between sales skill sets - and hiring what you need! (35:07)
Should you really pay a salesperson ‘what they want’? (39:19)
Why you can’t ‘just hire me’ … and how you can apply that logic to your own business. (41:40)
How to understand the wider impact and implications of hiring a salesperson in all areas of your business. (43:23)
How (and when!) I made the decision to hire sales professionals in my business - and the difference it can makeifyou get it right. (47:23)
How to know if you’re bottle-necking your business from a sales perspective. (49:11)
What to do if it’snotthe right time for you to hire a sales professional. (52:20)
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days workingonyour business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket:https://selltocorporates.com/converting-corporates-2021/
The C Suite ® is open for one more participant now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions
10 Jun 2022
STC072 How to sell keynote talks to corporate companies
00:36:56
If you’re someone who has been in love with the idea of doing keynote talks for corporates, but haven’t been sure as to whether or not they would be worth the effort, this is a great episode to listen to.
I’m sharing insights and data explaining why corporate keynotes are valuable, how much speakers are getting paid, and what to focus on if you’re thinking about selling a keynote talk B2B.
I also share a few examples of speakers insideThe C Suite ® who are having great success, what kinds of deals they’re closing, and why it’s happening for them. If you’ve been considering adding keynote talks to your offerings, listen in.
In this episode, we’re discussing;
Keynote speaking is going to be a huge topic covered at September's Converting Corporate event, so be sure to get early bird pricing! (05:12)
Are keynote talks really a big deal in the corporate market? (07:20)
How companies use keynotes to create a positive result within their organisation. (08:20)
Are keynote talks actually worthwhile as a corporate revenue stream? (12:17)
Why it’s crucial to be an engaging speaker, and why it’s not enough to be just a well informed one. (15:02)
How much are keynote speakers getting paid? (18:00)
How much access are the keynote speakers within The C Suite ® having this year? (19:12)
What is the standard to measure up to when it comes to delivering valuable and well paid keynote talks? (22:00)
Why you may want to take business development into your own hands instead of hiring an agent or someone else to pitch for you. (25:27)
How selling keynote talks to corporate companies differs from other corporate sales processes. (28:28)
Why it’s crucial to be speaking to the right people and generating qualified leads. (30:26)
How to identify if a speaking solution is the right offer to make. (32:36)
Why keynote speaking can be an unpredictable revenue source. (34:20)
Key Resources Mentioned in this Episode:
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
28 Oct 2022
STC085 Podcast Mini Series: The big change: Shifting your sales strategy for epic results
00:31:38
Learning how to put together an effective B2B sales strategy is alotof work. That’s why over the course of the Selling to Corporate ® podcast mini series, we’ve worked together to help you set new goals, analyse your existing performance and identify key sales skills to improve so that you can finally create a B2B sales strategy that you’re able to implement in your business before the busy season hits!
In this episode of the Selling to Corporate ® podcast mini series, I’m guiding you through what it looks like to pull all the right information together in order to start a sales plan that feels achievable and simple to implement so you can focus on taking action and seeing your best B2B sales results.
In this episode, I’ll be sharing:
How we’re pulling together all our learns from the mini series in today’s epic episode. (00:45)
Why you’ll re-learn some of the golden nuggets we’ve already discussed to put them into a wider plan. (01:08)
How the feast/ famine B2B sales cycle happens - and what you can do to stop that. (02:20)
Why youmustconsider The C Suite ® Self Study if budget has been a barrier to entry for my other resources. (03:02)
Why it would be irresponsible of me not to give you a clear warning before silly season hits. (05:39)
An incredible testimonial from one of our The C Suite ® Self Study participants on how it’s changed their business in just three weeks. (07:09)
Understanding the importance of creating an annual B2B sales plan. (12:06)
How your annual B2B sales plan will tie your revenue, work/ life balance and other goals together. (13:00)
How seasonal changes might impact our target corporate clients. (13:38)
How you can plot your annual B2B sales plan around your area of specialism. (14:06)
Why certain times of year make a difference to budget availability from your corporate decision makers. (14:51)
The importance of identifying key sales and delivery times in our industry/ specialism. (15:11)
How your annual B2B sales plan stops you being reactive and keeps you focused on the right activities. (16:00)
Why you need to plug your current gapsbeforenext year so that you don’t get stuck in procrastination or left behind in the market. (16:48)
How to use your B2B sales performance assessment to identify the key gaps that need to be plugged. (16:52)
Why your activities now will pay off in three months time - and why you need to focus quickly on solving the right problems. (17:34)
Why the economic landscape is going to remain in a state of flux - and how it impacts your B2B sales. (19:35)
Where you can put your faith in difficult economic periods. (20:06)
Why companies focus on improving sales skills in tough economies - and how you can learn from their example. (21:13)
The key questions organisations ask themselves to thrive through recessive periods. (21:16)
How you can ‘lean out’ during recessive periods to ensure higher profit margins. (21:58)
Identifying and fixing specific sales issues before January. (23:36)
Why it’s important to plug sales gaps before we head into an ‘easy objection’ market. (24:22)
Knowing the difference between integral sales activities and nice to have’s. (25:04)
Why it’s integral to focus on changing/ fixingonearea of your B2B sales process at a time. (26:37)
Why it’s better to do a sales job properly… so you can see your best results quickly. (27:04)
How we can realistically allocate time periods to the areas we want to change/ improve in our B2B sales process. (27:34)
How we can plug all the information we’ve learnt into our wider sales plan. (28:43)
How my clients are using this exact process to get to six figure years and six figure months signing corporate clients. (28:51)
How we can customise our activities depending on our available time and personality type. (30:00)
How to use the proven Selling to Corporate ® framework to create and implement your B2B sales plan. (30:20)
Why the ‘sexy’ sales activities don’t matter as much as the proven techniques. (31:49)
How you can empower yourself to execute your own B2B sales strategy in 2023. (32:27)
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
06 Sep 2024
Why your B2B revenue is stalling this summer (and what to do about it!)
00:39:18
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
- 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."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
23 Aug 2024
How to change your sales outlook and activity in four months
00:39:10
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."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
09 Aug 2024
From solopreneur to CEO: How Ros built a successful leadership development company
00:51:18
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."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
10 Jun 2020
STC019 Why now is the right time to run virtual trainings for corporate companies
00:38:30
Want to sell a virtual learning course to corporate organisations? Listen to this episode and discover why now is the perfect time to be selling virtual learning to corporate organisations and what you need to do to make sure corporate organisations want to buy from you.
Find out how Coronavirus has made shifts in the corporate world and what it means for any training that you are providing and why it’s not just just CPD and traditional training that firms are looking for now.
I share tips to creating good virtual training and what you need to think about when you are creating your training.
Plus why one size doesn’t fit all and what you must make sure you do before you come up with a solution for a corporate organisation. And why being realistic about what can be achieved in your training sessions is key to managing expectations and upselling.
I’m opening two places on my C Suite® programme for June - if you’d like to know more then please get in touch.
Podcast shownotes
About the diversity in my business and the C Suite programme (1:25)
How Coronavirus has made shifts in the corporate world (5:39)
About the C Suite® and what it can do for you moving forwards (8:01)
How virtual training has evolved over the last few years (10:10)
Why this is a great time to be selling virtual learning to corporates (13:54)
Why you need to focus on the outcomes and transformations (17:13)
What you need to think about when planning your virtual training offering (18:15)
Why you need to demonstrate that you understand the challenges that people face (21:01)
Why you need to consider pain points and transformations when planning virtual learning (22:50)
Why it’s easier to sell your learning if you understand the transformation (25:00)
Why it’s important to still have business development conversations (28:24)
Why you need to be open to co-construct solutions with corporations (30:21)
Why it’s easier to upsell once you’re onboard (32:40)
Why you mustn’t over promise with your training and it has to be achievable (34:07)
Why you need to be able to measure the success of your training (36:37)
Click here if you would like to listen to my recent TEDx talk.
08 Jul 2022
STC074 Top 3 ways a recession will impact your B2B sales
00:32:38
Are you worried about your business as we move into a recessive period?
There are lots of positive things that can occur as we move into recessive periods and today's episode is all about the ways that a recession will impact B2B sales, not just for small business owners, but also for large companies that you might be working with too.
I’m sharing how, by being equipped with the correct information you can mitigate some of the negative things and what you should be focusing on if you want your business to survive and thrive during a recession.
In this episode, I’m discussing;
Are we moving into a recessive period? (2:00)
What should you be focusing on if you want your business to survive and thrive during a recession? (3:10)
What was the impact on consumers during the 2011 economic crash? (8:10)
Who will likely see a drop off of customers and clientele during a recessive period? (10:10)
The key way that big companies will get around periods of economic downturn. (12:45)
How subscription based companies and sport teams come out on top during times of consumer drop off. (13:15)
How the media portrays economic downturn and how companies are more resilient than people think they are. (17:25)
Recessive periods do not have to be doom and gloom. It is within your power to change the outcome for your business. (22:30)
What are companies looking for and purchasing during recessive periods? (27:00)
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
09 Jul 2021
STC048 Why clarity is the secret element that's stopping you making B2B sales
00:40:34
Are you spinning your wheels when it comes to selling your services to corporate companies? Perhaps you’re waiting to get all your eggs in a basket… and you’re constantly thinking about what you should sell, which products/ services to offer, how you’re going to approach companies… and not actually moving forward and landing corporate deals?
Or maybe you’ve been selling your services for a while… and you’ve been trying to scale but it’s not happening in the timeframe you want?
Spoiler: If you’re experiencing those things, then clarity - or lack of it - is definitely one of the reasons that you’re in a muddle. So grab a cup of coffee and take a listen because in this episode, I’m sharing how gaining clarity isnothingto do with theory and the ways that you’ll be able to use it to make more sales, more quickly…
In this episode, I’m discussing;
Why sales ‘experts’ have been getting it wrong when they tell you that sales strategy has to come first. (06:51)
How sales trainers typically get a bad rap in the corporate sales world - and the difference that makes for you. (08:12)
Why you need to be a salespersonfirstand a business owner second. (20:00)
The secret signs that indicate you’re avoiding the B2B sales process - and why it’s hindering your growth. (21:11)
How making sales isnothingto do with the buyer… and why you have much more control over the sales process than you think. (23:10)
Why you’re overthinking clarity - and what you can do to change that so that you get better results. (25:24)
The vicious cycle that lack of clarity brings. (26:32)
Why theory is keeping you from getting any kind of clarity - and holding up your sales cycle. (28:17)
Why thinking too far ahead is stopping you from making progress right now. (30:58)
The two areas of clarity that you need in order to start taking action and seeing immediate changes in your business. (33:30)
How mapping out theoretical products and offers are keeping you stuck. (35:36)
How getting clarity will stop you worrying about your elevator pitch - and help you improve all of your negotiations. (37:34)
How your messaging isn’t just your written content - and the difference it makes to your close rate. (38:46)
The biggest business investment I ever made - and why the first part benefitted me most. (40:11)
When you need to revisit getting clarity in your B2B sales process. (41:37)
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
30 Oct 2020
STC030 Do you really need an awesome corporate background for B2B sales?
00:42:10
People often worry that in order to sell to corporates, they should have a background working with corporate organisations. But is that really the case?
When people leave corporate careers to set up a business, they’ll often go one of two ways; creating a business that immediately sells back to corporate companies because they know the area/ industry and demographicorhaving not enjoyed their corporate career, avoiding seling to organisations for as long as possible (and trying to become an internet marketing influencer in order to avoid selling!)
But is it necessary to have had a previous corporate career in order to successfully sell business to business? Or are there other things that are more important to stakeholders and companies overall?
In this episode, I’m digging deep and sharing;
Whether corporate companies really need suppliers who’ve worked for organisations before (and why some of my answers might surprise you!) (01:36)
What having a ‘corporate background’ means - and how the different definitions might impact your abilities to sell to corporate organisations. (06:04)
If you really need to have had a sterling corporate career (and what to do if you didn’t!) (08:51)
The two choices that ex-corporate employees have to make when they leave corporate jobs to set up a business - and how it impacts their sales. (09:52)
Where business owners often get stuck, frustrated and stop their sales processes (11:56)
The reasons that internet marketing makes genuine experts feel awful about selling their services (17:04)
Whether it’s integral to have a corporate background when it comes to selling B2B (19:28)
The things business owners focus on that corporates don’t care about (24:03)
What companiesreallycare about when they’re choosing external suppliers to buy from (25:47)
Why your continued professional development is important to corporate organisations (and for your own business benefit!) (28:32)
How passionate you are will equal how much profit you’re able to make (32:41)
Why humble pie doesn’t need to be your default mode when selling your services to corporate organisations. (34:11)
The real pros and cons of having a corporate background when selling B2Bandthe pros and cons of selling to corporates if you’ve never worked with corporate organisations before (36:38)
How to identify whether or not you need support - and what you need to do if there’s something you need help with (39:59)
Plus, sharing the recent podcast reviews from Julie Dennis, Menopause Consultant and Trainer fromhttps://juliedennis.net/and an update on The C Suite ® and our closing 2020 doors.
Podcast Reviews:
Huge thanks also goes to Julie Dennis fromhttps://juliedennis.net/for their fab five star podcast review! It’s hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.
Key Resources Mentioned in this Episode:
Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully before our prices go up then click here to join now.
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
17 May 2024
STC125: Why bother with forward selling? Predictable revenue or scary sales strategy?
00:41:04
Have you ever wondered if you could secure future revenue by selling your services now for delivery in the months ahead?
In this episode, we’ll break down the concept of forward selling and why it's not just for B2C markets. We’ll discuss how to manage client expectations, the importance of understanding seasonal trends, and the necessity of building a robust sales pipeline.
Join me as we dive into the nuances of this sometimes misunderstood sales strategy, and learn how forward selling can lead to predictable and scalable revenue. We'll also tackle common objections from clients and sellers, and I'll share practical tips on tracking and measuring your sales performance. Whether you have been selling to corporate clients for years or are relatively new to the game, this episode is packed with insights to help you think creatively and strategically about your sales approach.
Plus, stay tuned for a special discount code for our recommended sales tracking spreadsheet tool and hear what we have planned for upcoming episodes, including lessons from the C Suite ® and insightful case studies. So, get comfortable and get ready to transform your sales strategy with forward selling!
In this episode I’m sharing;
Enhance Corporate Sales with Forward Selling Techniques
Addressing Objections in Forward Selling for Corporate Sales Success
Future-Proof Your Sales Strategy with Forward Selling
Understanding transformation and timing for effective sales.
Understanding, confidence, and competence in successful forward selling.
How a clients' limited expertise can lead to problems.
Worries about forward selling and client management.
Forward selling maintains predictable and scalable revenue. Boost Revenue Predictability in Corporate Sales
Addressing Objections in Forward Selling for Corporate Sales Success
How to Predict Corporate Sales Revenue
Key Quotes;
How to Track Your Revenue Accurately: "Make sure you do. You can still purchase the spreadsheet in the link below. It is a fantastic resource for making sure that you're tracking your revenue accurately and making sure that next year you'll be able to go back and look at your data and figure out exactly what's gone well, what hasn't, what's been the most profitable, what has needed additional work that perhaps you didn't expect."
Effective Client Engagement Strategies: "You can forward sell to anybody, but you must have that understanding of what the transformation is that you're adding and also those topical and seasonal understandings so that you're selling the right things at the right time."
"Mastering Forward Selling": "Making sure that you have developed the confidence and competence to manage client expectations and adjust them when necessary, making sure that you are confident in your own sales values."
**The Best Time to Forward Sell in Corporate Sales**: "If you are somebody who's been selling and delivering consistently to corporate clients for 1 to 2 years, you’ll have a good understanding of the transformation that you provide to corporate clients and the seasonal or topical reasons that they usually look to buy. You should absolutely be forward selling and should be improving your skills in those areas."
**The Challenges of Forward Selling in B2B Sales**: "A lot of business owners who are selling to corporate do not have enough in their pipeline so it's completely normal to worry. What if they go away and find somebody else who can do it quicker because I'm not available?"
"The interesting thing about forward sales in the B to B space is that the people who have objections around forward selling are the people that we wouldn't expect to which is us as sellers."
"I would absolutely encourage you to go away from this episode feeling super inspired and motivated to do forward sales activity and also think about some of the triggers that may stop from doing so or that may cause obstacles for you."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
24 Nov 2023
STC113: Tricky to change? Three major differences selling B2B vs B2C
00:34:25
In our latest episode, titled "Tricky to change? Three major differences selling B2B vs B2C," we unravel the unique challenges and strategies involved in selling to businesses versus selling to consumers. Brace yourself for a deep dive into the fundamentals of B2B and B2C selling, as Jess sheds light on the divergent approaches, time investments, and control factors.
Jess also tackles common misconceptions about selling to corporate clients, the impact and reach of B2B sales, and the changing corporate landscape in the wake of the pandemic. She shares valuable insights on how companies are adapting to meet the evolving demands of employees and the new generation entering the workforce.
‘Selling B2B vs B2C, the key to successful B2B selling lies in targeting the right decision makers and providing tailored solutions. It's about quality over quantity!’
‘B2B Marketing, in B2B marketing, building relationships and making direct connections are crucial. Forget mass marketing to a broad audience - focus on targeted outreach to qualified leads.’
‘B2B vs B2C: The Major Differences, time, energy, and strategies differ in B2B and B2C selling. Learn how to navigate the world of corporate sales and unlock new opportunities.’
In this episode I’m sharing;
Navigating the key differences selling B2B vs B2C
Unlocking the secrets to selling successfully in the corporate world
Differentiating B2B and B2C strategies for success
Understanding the unique challenges of B2B vs B2C sales
B2B marketing focuses on targeting qualified leads and building direct connections
Offer focus limits sales and relationships and how they can lead to missed opportunities.
Key Quotes;
"Generating More Revenue from Corporate Clients in Q1 and Q2: It is going to be jam packed with actionable workshops that you can use to generate more revenue from corporate clients in Q1 and Q2."
B2B vs B2C Marketing: "The big difference between B2C marketing and B2B marketing is that, obviously, with B2C, we're looking for volume. With B2B, we move over to what I call that pyramid model, and that is about targeting, identifying, and approaching qualified leads who are most likely to be interested and responsible for the area of specialism that we have, and who control the budget for it."
The Changing Landscape of Corporate Companies: "Companies are changing as a result of the environment around them, for example, the pandemic, and the issues that brought up with health, safety, workplace behaviour, culture, and more."
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
11 Sep 2019
STC004 The Art of Follow Ups when selling to corporate
00:32:26
Have you ever had to write a follow up email... and been stumped for inspiration? Perhaps you've felt awkward about reminding your prospect that they were supposed to give you a decision - and you're not sure how to phrase it so that you don't sound anxious for the sale?
We've all been there. And in today's episode, I'm going to be sharing my tried and tested follow up techniques so that you can approach your contacts with confidence and get the right result every time!
Attend Converting Corporates: The Event - the only 'selling to corporates' event that teaches you the practical prospecting skills you need to sign more deals. Click here:http://bit.ly/SelltoCorporates-TheEvent
In this episode you’ll learn:
My proven follow up structure - to avoid having to follow up in the first place!
The exact emails/ conversations you need to be having to make you and your prospect feel comfortable and ready to make a decision.
What you need to be saying and doing at each stage of the process so that you can get the best result.
“ So sometimes we end up doing a lot of following up because we don't necessarily qualify the prospect or the opportunity properly in the beginning. “
“ Just setting those new lines of communication, those new expectations around what that organisation needs to do, and how regularly you're going to be communicating with them. “
“ If you are checking in to see what's going on with a proposal to see what's going on with a timeline, It's much better to just be clear about what you actually want.“
Click here if you would like to listen to my recent TEDx talk.
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.
04 Apr 2025
Two positive buying indicators that people miss on B2B sales calls
00:33:24
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 here.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my TEDx talk.
28 Apr 2023
STC098 How to pep up your B2B sales before the summer slump!
00:23:10
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
27 Dec 2024
3 lessons learned from supporting corporate clients in 2024
00:52:54
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
07 Mar 2025
Surprising ways your 30 day sales mindset is impacting your revenue
01:02:03
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?
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.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
19 Feb 2020
STC011 Offer types that give the best client experience - and add profit
00:25:58
Thinking of selling to corporate or adding a corporate revenue stream to your business but you’re not sure about going back to corporate and you definitely don't want to be treated like a full-time employee or contractor? Or worse end up feeling like a sell-out?
Then listen to this episode of the Selling to Corporate podcast where I bust some very commonly held myths about selling to corporate including the one about the ‘laptop lifestyle’. And why if you do sell to corporate you’re much more likely to be creating the lifestyle-focused business that you crave and thought you’d have when you set up your online business.
I share three of the most common offers sold to corporates from my client base, and how to actually create offers that don’t cost you tons of time and money. I will tell you exactly how to make it work for you and what you need to consider when putting your offer together.
Plus how you can be far more profitable selling to corporate than any of the people that are successful in the online space AND have a better work-life balance with time off at the weekends.
I also explain why you must do your business development first before making an offer and why you have to sell corporates what they want (and not what YOU think they want).
It’s always great to get feedback so pleasetake a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.
Click here if you would like to listen to my recent TEDx talk.
13 May 2020
STC017 Three simple ways to sell more effectively to corporate companies
00:29:45
Think there’s just one way to sell to corporate organisations? Think again.
Listen to this podcast episode and discover why there’s more than one way to successfully sell to corporates and where you could be going wrong with your Business Development calls when you're selling.
I share three simple ways to sell more effectively to corporate organisations.
I explain how to ask permission to sell before you start your sales conversations and I give examples of how to do this effectively and how you could come across as an arrogant know it all without meaning to.
Find out what you must never tell a corporate and how you can find their pain points and establish yourself as an expert at the same time.
And why transparency is key when it comes to talking about next steps. Plus how to make a corporate want to work with you and how you can get an edge over your competition.
As ever I love getting your feedback so If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
Book your free Corporate Strategy Call - if you’d like eyes on your business I have three FREE calls a month if you’d like to have my brains on your corporate business plan where we can set actions and strategies together.
Podcast Shownotes
About the C Suite and how you can join (01:25)
About this podcast episode (03:50)
Why there are many different ways to sell to corporates (04:21)
Why a good business development calls will give you the edge over your competition (05:29)
Why you need to ask permission before you start a conversation (and how to do it) (07:40)
Why you need to ask the right questions (to be seen as an expert) (11:07)
How to share your expertise without being arrogant (11:59)
How to make a corporate organisation want to work with you (14:01)
Why you need to avoid making sweeping statements in broadcast content (15:34)
Why you must avoid telling a corporate they have a problem (16:25)
Questions that you need to ask a corporate to find out what their problem is (18:17)
Why you mustn’t be dismissive of what a corporate is doing (21:20)
How to acknowledge what corporates are doing without being negative (23:05)
Why you need to educate about the impact of the problem (24:07)
Why you have to get used to having the sales conversation (24:30)
Why transparency is really important (26:09)
How to follow up about next steps at the end of a conversation (27:32)
Resources
STC 14 How to stop Coronavirus from killing your corporate revenue stream
STC041 Do you need to be super confident to sell to corporate companies?
00:29:59
If you’ve ever wanted to sell to corporate organisations but just don’t feel confident enough? This episode is just for you! It can be easy to fall into comparisonitis or to feel confused about the process - and those things lead to you feeling under confident and awkward about selling your services to corporate organisations.
That’s why, in today’s episode, we’re exploring whether you really need to be super confident to sell to corporate organisations - and how you can build genuine confidence to make more B2B sales!
This episode has come directly from the questions that we get every single day from our podcast listeners… and I’m really excited to finally be answering it properly!
In this episode, I’m going to be sharing;
Which areas are most commonly impacted by a lack of confidence in the B2B sales process. (07:04)
Why small business owners feel under confident when trying to implement or improve their B2B sales process. (08:12)
Why saying that you’re under confident about ‘everything’ isn’t an honest answer for yourself. (09:18)
How I was once an under confident salesperson… and how I got over it! (10:31)
How you can use your lack of confidence as a secret sales superpower (13:18)
Why you need to troubleshoot your lack of confidence so that you can overcome it quickly and stop it sabotaging your sales process. (14:31)
Defining confidence as part of your sales process and how you can make it work for you. (15:51)
Whether or not you really need to be extroverted to successfully sell to corporate companies. (18:08)
Why confidence isn’t always a natural talent… and how you can use that to your advantage. (19:12)
How we can practice being confident without ‘faking it’ until we ‘make it’. (21:13)
Why training environments are so important for building your B2B sales confidence. (22:33)
How to troubleshoot your lack of confidence - and improve your gaps. (24:59)
The most common areas that most people need to build their confidence in during the B2B sales process. (26:30)
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
22 Mar 2024
STC121: 6 biggest breakthrough moments from Converting Corporates
00:42:41
It’s been a couple of weeks since the 'Converting Corporates' event and I am literally buzzing to share the transformative experiences of attendees in this episode. From securing £10,000+ proposals within days to implementing actionable strategies I’ll also be highlighting the 6 biggest breakthrough moments from the event - packed with strategies that left attendees, and now our listeners, raring to jump into Q2 with both feet!
If you're ready for transformative sales insights, this is the episode you can't afford to miss, it’s a goldmine for those looking to elevate their corporate sales game.
We're also diving into the critical moments that became turning points for attendees, these breakthroughs are not just insights; they are actionable steps that our participants used to achieve astounding results. Plus, I'll be giving you a heads-up on the exclusive resources available if you sign up to The C Suite ® before the April 1st deadline.
And if you’re ready to make a real impact in the corporate world you won't want to miss our 6-week sprint starting April 2nd, tailored to harness the financial new year with direct weekly support from me. Tune in for more information!
In this episode I’m sharing;
Top 6 game-changing takeaways from Converting Corporates event.
Mastering corporate conversions – 6 crucial moments you need to hear.
The major breakthroughs that redefine sales success.
6 pivotal corporate sales strategies unveiled at the event.
6 Breakthrough Corporate Sales Strategies – revitalise your approach now.
The importance of signing up forThe C Suite ® before April 1st and information of resources available including strategies, templates, and sales techniques
Upcoming 6 week sprint program starting April 2nd
Focus on leveraging the financial new year with organisations and creating a strong plan of action for Q2
Key Quotes;
Converting Corporates Success: "I am super, super pumped to share the key takeaways from converting corporates with you today so that you can learn from all the amazing breakthroughs and key takeaways that our participants had at converting corporates."
Converting Corporates Insights: "Proven actions work, and what I mean by that is that a lot of us spend a lot of time thinking and worrying about what we should do and how and when we're going to do it. What we're going to say and how the stakeholder on the end of the cold outreach campaign is going to react, or how the stakeholder who's being chased to say yes or no to a proposal is going to take it. And unfortunately, overthinking and putting yourself in a position of procrastination doesn't help to generate revenue."
C-Suite Accountability and Results: "If you've been thinking about joining The C Suite ® for a while and you haven't been sure but know you want that extra accountability, support and Q&A sessions now is really the time to jump in. You will also have a cohort of people to go through this live experience with to keep you motivated, accountable and to make sure that you can have your very best Q2."
Overcoming Business Case Challenges: "It's not about worrying endlessly about the one word in your emails that's going to make the biggest difference. It is about taking consistent action and just doing it so that you can see what happens and improve it if you need to for next time."
Evolving Hiring Practices: "One of the big things that did come up was that hiring managers are trying to change. They're trying to become more commercially focused themselves and are trying to be much more proactive about the problems that they're identifying and how it's impacting them and why they should be solving those issues."
Effective Outreach Strategies: "Best practice, proactive outreach really does work. It takes less effort and much less time than posting tons of content and hoping that the right people will see it or hoping that something will go viral and bring in qualified leads."
Effective Business Development Strategies: "I always say to my clients, you want to be targeting 3 to 5 stakeholders in each organisation because it's going to help you, not only in your sales process in terms of multiple people having access to multiple budgets and multiple projects and priorities. But also further down the line in creating a great experience, in being able to get case studies and testimonials and in case something goes wrong. In case the stakeholder ghosts you after a proposal has been sent, and you need somebody else to follow it up and figure out what's happened."
Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
27 May 2022
STC071 Top three mistakes people make in business proposals for corporate companies
00:22:05
Have you ever gone through your sales process only to get to the proposal stage and not know what to put in it? Or have you sent along what you thought was a great proposal only to have the company who requested it change their mind?
Today's episode is about proposals, because there are tons of mistakes that people tend to make with them. I've picked out the top three mistakes that cause the most issues when trying to actually close off sales with corporate companies.
In this episode, we’re discussing;
The reason why now is a great time to focus on proposals. (3:30)
The best way to spend your time as we move into summer. (5:05)
What purpose does a proposal actually serve within the sales process? (6:35)
To use a slide deck, or to not use a slide deck, that is the question. (8:25)
The language you use in a proposal is extremely important for a few reasons, and one of them is clarity. (12:50)
Are you communicating the right things? Are you communicating everything you need to? (15:35)
Are you using your proposals to communicate boundaries? (17:20)
The risk you take by writing and submitting a vague proposal to a potential client (20:05)
Key Resources Mentioned in this Episode:
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
17 Jul 2019
STC002 Generating Corporate Leads
00:26:08
It can be challenging to think about generating leads when you're trying to work with corporate companies. After all, line managers are less susceptible to social media advertising - especially on their own time!
That's why in this episode, I'm breaking down the common mistakes people often make when trying to generate new corporate leads and some of my top tips and techniques for making lead generation easy and interesting for you and your prospective client!
In This Episode:
Lead Generation
Decision Making
Relationships
Business Development
Mapping your Market
“The first thing that we have to think about when it comes to corporate lead generation is actually who we are targeting. ”
“ Mapping your market is about anything and you can decide how you want to do that you can decide to do it by geography or industry. “
“Creating our target list of companies is really important and it's all about relationship building. “
“Corporate companies recognise that they have to fulfil their employees when it comes to helping them be more productive, helping the workplace be a better environment, making sure that they can be more profitable. “
“Conversations is this third part of lead generation. “
Click here if you would like to listen to my recent TEDx talk.
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.
18 Mar 2022
STC066 How to find time for business development activities when you're busy delivering to corporate clients
00:24:46
Being busy with client delivery is a problem that lots of us wouldloveto have… but the reality of having lots of client delivery work is that often, your business development activities can take a backseat. And as we all know, when we have a break in business development activities, we see the consequences ninety days later when we have a sales famine.
Finding time for business development is business-critical… regardless of whether you’re in a high delivery period or not. If you want a steady stream of corporate clients then it’s integral to make sure that you’re operating a consistent B2B lead generation and sales process… so we have to find ways to make that happenevenwhen times are busy.
In this episode, I’ll be covering;
Our popular December episode and how you can help the growth of the Selling to Corporate ® podcast! (00:25)
Understanding how my most successful clients are balancing business development and client delivery. (03:35)
How you can grab one of the remaining tickets for the Converting Corporates April event. (04:25)
Why the feast/ famine B2B sales cycle happens - so that we can avoid it moving forward. (05:24)
Defining our own priorities and how they factor into your business development plan. (06:21)
Why avoiding setting boundaries with clients leads to a feast/ famine B2B sales cycle. (07:18)
How ‘diary squeezing’ trainings lead to poor business development practice. (07:48)
The problems that come with successful sales cycles (and how it can scupper your motivation!) (08:55)
The three simple steps it takes to generate consistent clientsandhave time for regular B2B business development. (10:08)
How protected calendar management can solve your feast/ famine sales cycle problems. (10:44)
How I use protected calendar time to always complete my business development tasks - and what you can learn from it! (11:13)
Why early morning reactivity feels tougher - and the reason I prioritise clientsafter11am. (11:41)
How avoiding reactivity made my clients more confident in their own B2B sales skills. (13:00)
Why setting client boundaries allows you to be 100% present in client delivery. (14:45)
How protected calendar management means that you always have consistent time for business development activities. (17:15)
The ways that pricing your products/ services impacts your consistency with business development. (17:42)
How undercharging leads to feast/ famine B2B sales cycles. (18:34)
How managing prospective clients expectations can support you building out better business development time (and manage your delivery workload!) (20:25)
Finding your own rhythm for client delivery and managing your B2B sales process. (21:14)
How to understand when you’re really at your ‘tipping point’ and require additional business development support. (22:36)
How our C Suite participants start to bring additional business support into their company. (23:08)
The different ways that C Suite participants are scaling their processes for B2B sales and how it’s helping them to grow. (23:41)
How / why you might feel awkward about actioning some of these strategies - and why they’ll benefit you moving forward. (24:17)
Key Resources Mentioned in this Episode:
Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We’re covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2022/
Have you taken the Selling to Corporate ® offer quiz yet? Find out what the best offer is that you could sell to corporates by clicking here:
Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully then click here to join the waitlist now:https://selltocorporates.com/the-c-suite/
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!https://selltocorporates.com/corporate-bundle/
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://selltocorporates.com/top-5-business-development-question-guide/
Click here if you would like to listen to my recent TEDx talk.
04 Aug 2023
STC105 How Laura is helping big companies have positive impacts on local communities
00:38:50
In this episode we are joined by Laura Bryan, an award winning Nutritional Therapist, certified Master Mindset Coach and founder of Mind Nourishing who has successfully utilised a structured sales process to make a significant difference in her business and local communities.
Laura's inspiring journey showcases her ability to secure bigger contracts, challenge traditional expectations, and collaborate with organisations that were initially considered to have no budget for her services. Using her sales process, Laura has been able to identify untapped opportunities and create positive changes in deprived communities highlighting that success is not just about the industry you sell to, but how effectively you leverage your sales techniques.
Nutrition education at work encourages healthy habits [00:08:28]
Lack of structure led to an ineffective approach [00:12:09]
Improved lead generation process transforms business success [00:16:49]
Transitioning from hobby to business owner, feeling confident in expertise, enjoying building relationships and having work come to them. Expanding into delivering social value through corporate organisations [00:21:17]
Passionate about helping deprived communities with wellbeing [00:26:13]
Success achieved through an effective sales process [00:29:38]
Investing in oneself and following a structured process leads to success and resilience in business [00:31:56]
With the proven success of her C-Suite ® journey, Laura has developed resilience by separating personal feelings from business interactions, making her business more sustainable and robust. The demand for consistent, ongoing wellness programs is on the rise, with businesses now investing in various areas, including nutrition.
Throughout the episode, Laura outlines the importance of a structured approach to business development, being persistent, and effectively following up to maximise opportunities. Her inspiring journey encourages listeners to be proactive in their business strategies and embrace possibilities for growth.
The episode also delves into the significant impact of mental health on organisations and how companies often limit their involvement to mental health first aid or medication referrals. Laura believes that empowering employees to take actions that improve their overall well-being can have a profound influence on their performance and contribute to a healthier workplace environment
In this episode I’m sharing;
- The importance of utilising a strong sales process
- Working with organisations assumed to have no budget
- Personal growth and development as a business owner
- Transformation through the C Suite ® program
- Shifting from random lead generation to a structured approach
- Finding top organisations and getting leads
- Feeling like a business owner rather than just having a hobby
- Enjoying meaningful business development calls
Key Quotes:
Scaling a Balancing Act: "But at the moment, I'm kind of then developing, like, a program that can be delivered that I don't necessarily need to deliver myself. So I have now got that vision in terms of being able to scale. Whereas before, I just didn't have any kind of idea how that would have been possible."
The Power of Structure: "It just gave me the structure which I desperately needed. I was 100% a magpie chasing shiny things, and the kind of structure around The C Suite ® just gave me that focus of the core business things I needed to work on."
The Importance of Clear Structure in Communication: "Having that clear structure takes less brain power because I used to create big fluffy emails to try and just be really friendly. And now it's like, I can still be friendly, but not spend hours sending an email. So just get into the point and and making it as easy as possible for that stakeholder to just know what I'm asking, really."
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
21 Jun 2019
STC001 Creating a business development strategy to sell to corporates
00:29:40
Have you ever wondered how to do better business development with corporate organisations? Typically, business development gets a bad rap - but there are ways of doing it well - so that you have more productive conversations, generate better leads and sign more contracts!
In this episode, you'll learn;
- How to create your business development process to generate more revenue.
- Why questions are so important - and what information you really need when it comes to business development.
- The importance of transparency; and how you should be doing proactive outreach to get the best results for both parties.
Click here if you would like to listen to my recent TEDx talk.
22 Jul 2022
STC075 How to set yourself up for a successful Q4 of B2B sales
00:38:43
Is your business set up for an excellent sales experience in Q4 this year, despite the looming recessive period ahead?
If the answer to that question is “no” for you, then this episode will be a great one to listen in on as I’m sharing the 3 things every business owner should be doing as we move into what promises to be a very challenging quarter for people who aren’t prepared for it.
Recessive periods do not have to be scary or doom and gloom. They can be an amazing time to make sales and revenue, and this Q4 has the potential to be your best quarter yet!
In this episode, I’m discussing;
How do people end up ruining the biggest potential sales period for their business every year? (2:55)
How can Converting Corporates help you recession proof your business? (4:20)
Whether you are paying someone to help you, or doing it yourself there are steps you must be taking to ensure your business makes sufficient revenue during periods of economic challenge. (8:00)
One beautiful thing about selling to corporates is that Summer can be a time for relaxation and time off, just as your clients use it, so long as you set yourself up in advance. (14:20)
What is the first key thing to focus on to ensure that your business doesn’t experience feast or famine revenue periods? (18:07)
Do you have qualified leads in your pipeline for September? (21:16)
Do you have a plan in place to recession proof your business? (24:35)
What will you be doing during Q3 in terms of learning and development that will assist you in making Q4 an amazing sales quarter? (31:32)
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
12 Nov 2021
STC057 Setting your B2B sales goals for 2022 (and why you need to do it now)
00:36:59
Waiting until the New Year to set your B2B sales goals isso2017 - and that’s why I’ve created a podcast episode for those of you who want to plan your B2B sales strategy early so you can relax into 2022!
If you’ve ever felt like sales planning is something that can be left until January, or that B2B sales planning doesn’t need to take precedence before Christmas then this episode is going to show you why it’s best to start early (and how you can reap those benefits in Q1). This will be part of a two-part B2B sales planning series - so make sure you take notes and get ready for the next instalment!
In this episode, I’ll be sharing;
Brief 2020/1 review - and the ways that Selling to Corporate ® HQ supported our clients and community throughout the pandemic. (0:24)
Our 2020 November intake and how they’ve changed their businesses through the pandemic. (0:36)
How work/life balances will impact your B2B sales planning for 2022. (07:17)
Why business owners are creating ‘jobs’ for themselves, rather than functional businesses. (09:30)
How to consider both personal and professional fulfilment in your B2B sales goal setting. (11:25)
Why goal setting in January causes B2B sales plateaus for Q1. (13:25)
The importance of setting realistic B2B sales goals - and why goals are not just about revenue! (16:52)
The biggest difference between B2C sales goal setting and B2B sales goal setting. (18:54)
Simple and easy ways to set strategic B2B sales goals. (21:53)
How your monthly, quarterly and annual metrics will impact your B2B sales goals. (24:33)
The information that you can get from stakeholders to inform your B2B sales goals. (27:52)
B2B peak sales periods - and how you can factor your sales goals around them. (29:41)
The absoluteworsttimes of the year to try and book business development calls. (32:51)
How to set sales goals that give you more holiday/ rest periods than ever. (35:07)
Homework: What you need to bring to the next episode to set your best B2B sales goals. (38:23)
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! We’re out of November spaces but if you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
03 Mar 2023
STC094 How to build your B2B sales process around family life (and massively increase your revenue!)
00:41:15
Key Resources Mentioned in this Episode:
Do you want to generate more corporate clients with less stress and finally create that predictable revenue you’ve been looking for?
Then sign up here for a limited edition podcast mini series on optimising your sales process.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
11 Nov 2022
STC086 How you can create your best revenue year alongside incredible work/ life balance with Lucy Orton
00:43:06
Key Resources Mentioned in this Episode:
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
12 Jan 2024
STC116 Four elements to consider to smash your B2B sales goals this year
00:22:06
Happy 2024, my fellow B2B sales enthusiasts!
It's a new year, and I'm feeling the sales energy shift! This year, let's move past the hangover from the pandemic and refocus to make 2024 your best sales year yet!
It’s time to get ready to conquer your B2B sales goals and consider using these four essential elements to smash your sales targets and power up your B2B revenue stream.
This year the focus is on dedicating specific time for B2B sales activities, being clear and intentional with your plan, concentrating on one method of lead generation and avoiding premature outsourcing.
In this episode I’m sharing;
How to dedicate specific time for B2B sales activities in your calendar. This includes generating leads, setting up sales calls, and writing proposals. Doing this work now will impact your sales in 90 days.
Be clear and intentional about your plan for 2024. Define your main business, revenue, learning and development, visibility, and personal goals. Regularly assess and align your actions with these priorities.
When considering outsourcing sales activities, ensure you have a good understanding of your B2B sales process before hiring salespeople. This understanding will help you set metrics, understand commonalities, and train salespeople to sell your services effectively.
Key Quotes;
Setting Clear Goals: "I sit down at, like, once a month, and I look at, what am I doing and how is that helping me progress my goals? And that really helps my squirrel brain to process things and be like, oh, I'm doing all this stuff and spending a load of hours on building out this great slide deck or whatever, but it's not helping me meet one of my main priority goals. So should I be doing that?"
— Jess Lorimer [00:14:21 → 00:14:46]
Hiring Salespeople: "But what you should do is have a good understanding of your B to B sales process before you start hiring salespeople, and there's a reason for that."
— Jess Lorimer [00:20:01 → 00:20:11]
Outsourcing Pitfalls: "Don't be tempted to hit 2024 hard and assume that that just happens by outsourcing because it doesn't, and it can really be an expensive and painful mistake."
— Jess Lorimer [00:22:18 → 00:22:30]
B2B Sales Strategy: "What is gonna build your B to B revenue stream is taking a couple of hours a week to really focus on B to B time specific sales activities."
— Jess Lorimer [00:08:52 → 00:09:03]
Key Resources Mentioned in this Episode:
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
05 Aug 2022
STC076 Could you triple your turnover and sign six figure deals like Andy? (Andy Storch Case Study episode)
00:47:34
It’s great to bring Andy Storch, one of my epic C Suite clients onto the show today to share his journey selling his services into corporate organisations. If you (like Andy) have had a history in the corporate world - or have been consistently selling to corporate clients over the years but have been wanting to exponentially increase your sales? Then this is the episode for you.
Andy has kindly come onto the podcast to share his journey inside The C Suite ® and why, as a seasoned professional, he decided to join (and rejoin!) the programme - and how he’s implemented it over the last six months to sign six figure deals and have his best business quarterever!
In this episode, we’ll be discussing;
Andy’s area of specialism; retention and talent development with global technology companies. (00:52)
Why corporate companies would want to teach their employees to own their careers. (01:45)
The impact of the ‘Great Resignation’ on corporate companies. (03:30)
How remote working has impacted corporate company culture. (04:30)
Andy’s background working for a consulting firm and why he decided that he wanted further support with his own B2B sales strategy. (06:47)
How Andy decided to write his book and create his own B2B sales strategy. (07:28)
Andy’s background as a successful reseller and trainer for leadership development. (08:03)
How Covid-19 changed the sales landscape - and what Andy got from being inside The C Suite ® when the world stopped. (09:00)
How Covid-19 changed the way Andy built relationships with corporate stakeholders. (10:06)
Why Andy decided it was integral to rejoin The C Suite ® to achieve his B2B sales goals. (12:19)
How ego got in the way of Andy’s B2B sales success in 2019. (12:53)
How Andy’s journey through surviving cancer led to him wanting even more business success. (13:40)
How Andy’s wife was onboard with him rejoining The C Suite ® - and the importance of having productive conversations with your significant other. (14:41)
The importance of going ‘all in’ on the right activities. (14:51)
How important it is to learn from the specialist - and how that’s helped Andy skyrocket his results this year. (15:21)
How important it is to recognise that setbacks don’t have to be permanent. (16:36)
Andy’s first top tip to generate more B2B sales with corporate companies. (18:02)
The importance of consistency when selling your services to corporate clients. (18:21)
Being able to overcome imposter syndrome and achieve confidence in yourself. (19:06)
How to become an expert in your industry quickly. (19:31)
Overcoming the challenges of dialling down into one niche. (20:02)
Why Andy initially resisted working with one industry/ niche - and how his results changed when he focused. (20:31)
Whether or not you’re turning business away by specialising in one industry/ with one focus for corporate clients. (21:21)
The insights you’re able to offer prospective corporate clients when you’re a specialist. (21:35)
How to avoid being ‘friend-zoned’ by corporate clients. (22:19)
How The C Suite ® helps you to troubleshoot your own B2B sales process - and why that’s so valuable. (25:11)
How Andy has been raising his rates with the help of The C Suite ®. (25:50)
How being in The C Suite ® has helped Andy to improve his work/ life balance by travelling less, charging more and enjoying his work. (27:41)
The feedback Andy got at our Converting Corporates event to raise his speaking rates successfully. (29:43)
What to do if you want to offer a discount to a corporate client/ organisation. (30:27)
How Andy signed12 corporate clientsin Q2 2022. (30:51)
How Andy closed his first six-figure corporate sale in Q2 2022. (31:50)
The key difference that discipline made to Andy’s B2B sales process. (32:29)
How personal touches make a difference to the B2B sales process. (33:27)
Why overhauling Andy’s entire sales process was the best thing he could have done for his business in 2022. (35:13)
Why Andy thinks it’sintegralto go to the Converting Corporates events live in London. (36:15)
How implementation and accountability changed Andy’s business for the better. (37:19)
Why The C Suite ® and Converting Corporates have been the best investments Andy has made for his B2B sales process - and converting more corporate clients. (40:54)
How quickly Andy made his investment in The C Suite ® back tenfold. (43:07)
Andy’s top advice to people thinking about investing in The C Suite ® or Converting Corporates. (44:15)
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
04 Feb 2022
STC063 Do you need a LinkedIn Company Page to sell to corporate companies?
00:25:58
Have you noticed that LinkedIn has been changing over the last few months? Perhaps you’ve noticed that the reach on your content is going down… or that you’re not getting as much attention in the newsfeed as you once were? And maybe that’s started you thinking about whether or not you should get onboard the LinkedIn Company Page bandwagon… and how having a LinkedIn company page could help you to increase your reach, get in front of more stakeholders and see whether it can help you land more corporate sales.
Over the last few months, we’ve been trialling and testing company pages so that you can get real-time results and progress… and assess properly whether you really want to add another content channel… or whether you’d prefer to work on other sales activities instead.
But either way, by the end of this episode, you’ll know what decision is best for you - and for your B2B revenue stream!
In this episode, I’ll be sharing;
Why I’m not talking about how LinkedIn newsfeed content has diminished in quality (01:12)
Creating a business case to use LinkedIn company pages to engage corporate decision makers and get more visible. (04:30)
The common questions people ask when using LinkedIn to sell to corporate companies/ decision makers. (05:31)
Why the current changes are down to user error… rather than technical problems (and what that means for your business when you’re trying to sell to corporate organisations) (06:39)
Spammy sales tactics that are stopping stakeholders from wanting to participate on LinkedIn (07:56)
How we decided to promote our Selling to Corporate ® company page - and how that impacted our corporate audience. (09:27)
How LinkedIn company page metrics gave me an interest in the activity… and what we decided to do to scale it. (10:36)
Why smaller follower numbers are more valuable than huge email list numbers when selling B2B/ to corporate organisations. (11:21)
How you can create a six figure business selling to corporate companies with 100 or fewer contacts. (11:56)
Whatisa LinkedIn company page and how do you get one? (13:31)
Why I don’t advise that you follow our Selling to Corporate ® company page. (14:12)
Why corporate stakeholders find it more comfortable to connect / communicate with company pages on LinkedIn. (14:41)
The key differences between a LinkedIn professional profile and a company page (and how they benefit your B2B sales process!) (16:13)
Using LinkedIn company pages if you’re a focused content creator. (17:02)
Using LinkedIn analytics to see how corporate decision makers are reacting to our content. (17:44)
Our core demographics and how we’re using that information to support our B2B sales strategy. (18:40)
The biggest thing you’ll need to remember if you decide to create a LinkedIn company page. (21:15)
Why LinkedIn company pages arenotthere to drive immediate sales. (22:03)
The boundaries you’ll need to have (and how to manage your expectations!) with a LinkedIn company page. (23:15)
Why you donotneed a LinkedIn company page. (24:11)
Key Resources Mentioned in this Episode:
Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We’re covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2022/
Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully then click here to join the waitlist now:https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
08 Jan 2020
STC008 Create your best business model for 2020 when selling to corporate
00:33:43
Welcome to the first Corporate podcast of 2020!
In this episode I’m talking about different types of business models, what kind will suit you, what you need to consider when choosing one and how profitable they will be for you without you having to work every single hour of the day.
So to make the very best decision on business models we are discussing:
Master one area and diversify over time in order to make your business work
Licensing software and subscriptions: software/ lead generation services
Warby-Parker model (being the middleman) - usually something that consultants do when recommending a consultancy firm/ outsourced solution
Work out how you like to work, don’t recreate the 9-5 hours, find out when you are more productive and work around those hours
Bespoke services
Quotes:
“ Bespoke services to me is about people who are entrepreneurs and solopreneurs selling services that are designed to help the client get the best result they can with the time and budget that they have.“
Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!
Click here if you would like to listen to my recent TEDx talk.
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.
13 Oct 2023
STC110 How a 'word of mouth' sales strategy could be killing your B2B revenue
00:23:25
In this episode of Selling to Corporate, Jess shares her thoughts on the limitations of relying solely on inbound leads and word-of-mouth sales strategies. Whilst word-of-mouth and referral strategies are valuable, she highlights the importance of diversifying revenue generation methods to maximise B2B sales and revenue. Jess addresses common misconceptions about inbound leads and offers insights into why a well-rounded sales approach is crucial for sustainable business growth.
Inbound leads are not the only method of revenue generation for businesses. It's important to have a diverse range of lead generation avenues. [00:06:27]
Relying solely on word-of-mouth strategies can be detrimental to B2B revenue. While word-of-mouth is valuable, it should not be the only source for generating revenue. [00:09:28]
Having a strong referral strategy is important for every business owner, regardless of the size of the business. Word-of-mouth can be a valid part of the business, but it should be supplemented with other revenue generation methods. [00:09:28]
In this episode I’m sharing;
- Misconception that inbound leads are the holy grail of business building
- The need for a balanced approach to lead generation and revenue
- Emphasis on having a referral strategy
- Importance of having thoughtful conversations on LinkedIn
Key Quotes;
If we're always relying on word-of-mouth, business or generating business by referrals or inbound leads, we can develop really, really bad habits around questioning on calls and proposal writing and creating offers that actually meet the need for the client because we can get so close to those clients that we forget to ask the key questions.
— Jess Lorimer 00:12:0000:12:26
The Value of Building Relationships and Asking the Right Questions: "Because familiarity often breeds this false sense of security. And when we're not doing the right things, when we're not asking the right questions, we're not getting the right information to create the best solution."
— Jess Lorimer 00:14:4300:15:58
The Importance of Diversifying Revenue Streams: "And it is very, very important that we all remember that it is not the only method of lead, add revenue generation and that it shouldn't be the one that is solely relied upon."
— Jess Lorimer 00:09:2800:09:39
Key Resources Mentioned in this Episode:
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
14 Oct 2022
STC081 How to ensure your B2B sales process is set up for success
00:32:09
Have you ever wondered how a best practice B2B sales process actually works? Most people have been told about various elements of the B2B sales process… but we very rarely see it all broken down so that we can troubleshoot where our own sales process might be going awry (and understanding what we need to focus on to see the results that we actually want!)
I’m pulling back the curtain on today’s episode and showing youexactlywhat a best practice B2B sales process looks like - and how each element has an impact on your overall business success so that you can put the puzzle pieces together, analyse your own B2B sales process and start signing more deals with corporate companies.
And if you want any help with your sales process, The C Suite ® Self Study is now here to help!
How consumers are being hit by the recession - and why that means you need to have a clear focus on building a corporate revenue stream. (01:03)
Why social media marketing is saturated… and how it’s contributing to a lack of revenue generation (01:39)
A quick congratulations to those prioritising their growth and corporate revenue right now. (02:14)
Why you should attend the BONUS The C Suite ® Self Study Q&A calls. (02:56)
The areas that people focus on that donotcontribute to revenue growth when selling their services to corporate companies. (04:36)
How entrepreneurs and corporate salespeople have the same fears around new markets. (06:05)
Why you shouldn’t be applying the Selling to Corporate ® Framework in conjunction with any other B2B sales strategy. (07:44)
The five key stages of the Selling to Corporate ® sales process (09:29)
Why I’m not a fridge engineerbutcan apply logic to the strangest situations to create a result. (11:29)
Why it’s integral to use my B2B sales framework in the correct way. (13:36)
How this episode will support you to troubleshoot your gaps - and what you need to do once they’re identified! (15:19)
What clarity is in the B2B sales process/ Selling to Corporate ® framework… and why it’sintegralto your revenue growth. (17:39)
Why we spend 90 days focusing on a clear strategy - and how it benefits our sales figures. (19:02)
How your specialism will support you to generate more revenue with less work. (21:58)
How effective lead generation will always beat avolumeof low quality leads. (22:48)
The lead generation metrics you need to be looking at to generate consistent revenue each month. (25:02)
What best practice business development really looks like - and avoiding the friend zone with stakeholders. (26:26)
Why pricing doesn’t factor into your ‘no’s’ as much as you think it does. (27:06)
How most entrepreneurs waste time by sending speculative proposals (and why they’ll never close!) (28:58)
Why some offers are immediately sellable… and othersneversell. (29:33)
How delivery can be your best sales tool in a B2B sales process. (30:12)
Why it’s integral to manage company’s expectations for scopes of work during the B2B sales process. (31:02)
What you need to do now that you’ve identified your gaps - how to move forward with your B2B sales process and sell more services to corporate clients. (32:17)
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
10 Dec 2021
STC059 How to transition from a B2C business to a B2B revenue stream with Gemma Stow
00:30:25
It can be tough to transition yourentirebusiness from selling B2C to selling B2B. If you’re considering changing your primary revenue streamoradding a secondary B2B revenue stream and feeling nervous, confused or scared, then this episode is for you!
I’ve brought Gemma Stow, Self Promotion Expert, onto the Selling to Corporate ® podcast to share her journey; how she went from being a coach for individual women to successfully selling her self promotion services to corporate organisations so that they can reduce the gender pay gap and see more women in leadership roles.
In this episode, we’re discussing;
The transformations Gemma adds to Housing Associations (and their employees) (01:12)
What made Gemma decide to start selling her services to corporates (03:09)
The ways her B2C business meant she was ‘spreading herself too thin’ (04:24)
Why selling to corporate companies was a hard (and scary!) decision to make (06:07)
How your own employment background can impact whether or not you decide to sell your services to corporate organisations (07:06)
Whether the Public Sector counts as being a ‘corporate’ company. (07:42)
How selling to Housing Associations has aligned with Gemma’s core values - and allowed her to see the bigger impact of her work. (08:26)
How to prioritise company transformations so that they see the value in hiring an external supplier. (10:20)
Letting go a B2C business; how it feels to start closing down a big revenue source and make huge changes. (11:20)
How Gemma got started and the first services she sold to corporate organisations. (12:18)
Theexactnumber ofpaidtalks Gemma has delivered in 2020, despite a pandemic! (13:29)
How to balance your sales / business development activity and your delivery process. (16:00)
The interesting ways that selling her services to corporate organisations has streamlined Gemma’s social activity. (17:05)
Why selling to corporate organisations has made Gemma more confident about charging for the value she brings to companies and increased her confidence at negotiating too! (19:09)
How the pandemic affected Gemma’s business - and how she managed to continue building her B2B revenue stream whilst under the pressures of home-schooling! (20:17)
Creating change; using her platform to increase male allyship within organisations and how that’s going to be important in the Public Sector space next year. (22:08)
Sharing her biggest business / revenue milestone..! (24:35)
The final spaces for The C Suite ® for 2021 at the current pricing are available now! If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully then click here to join the waitlist now:https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
Click here if you would like to listen to my recent TEDx talk.
01 Nov 2024
How Lucy standardised her sales approach to generate sustainable revenue
00:37:46
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
19 Mar 2021
STC040 How to get past the gatekeeper and in front of the decision maker in a corporate company
00:28:13
Gatekeepers often get a bad rap for ‘stopping’ salespeople getting to the stakeholder or decision maker they want to talk to. But is that the reality? Or are there better ways of communicating with gatekeepers that can help you get in front of the decision maker that you want to talk to more easily?
This episode is for anyone who’s tired of getting pushback from front of house/ reception staff and not being able to get directly in touch with their ideal stakeholder. And by the end of it? You’ll have tried and tested approaches to be able to confidently and competently navigate the gatekeeper crisis!
In this episode, I’ll be sharing;
What a gatekeeper actually is - and where they sit within an organisation (09:15)
The primary role(s) of a gatekeeper and why they’re not solely out to stop you getting on calls with stakeholders (10:00)
How other salespeople have made it harder for genuinely consultative salespeople to build relationships with front of house staff. (11:11)
The easiest way to ‘get around’ the gatekeeper if you’re not a cold calling fan or get nervous on the phone. (12:02)
How to adjust your timings to avoid getting caught out. (12:38)
How you can use cold calling to your advantage if you want to bypass potential gatekeepers (13:29)
Why direct communication can support your cold calling goals. (14:28)
Understanding the value of great gatekeepers and how they can help you make contact with a decision maker. (15:22)
Why your manners matter when it comes to getting a gatekeeper on your side. (16:53)
How decision makers can make it harder for gatekeepers to introduce you and how to overcome that hurdle. (18:10)
How to focus on the transformation in order to get the introduction that you want. (18:54)
Why (and how!) empathy is the key to developing a solid, mutually beneficial gatekeeper relationship. (19:51)
Why you need to avoid hard pitching to stand out in a sea of crappy salespeople. (20:51)
How a great gatekeeper relationship can help you progress difficult sales processes/ other challenges. (21:58)
How to ensure that your purpose is interesting and relevant when calling (22:50)
A simple strategy to circumvent gatekeepers entirely (23:58)
How you can implement lead generation processes that don’t involve gatekeepers but do get you warm relationships with decision makers. (25:41)
Plus, it’s the final couple of weeks to grab the Converting Corporates Virtual Bundle before the price goes up! You can use the bundle to create your corporate market map, identify your ideal stakeholders, learn how to use a proven lead generation strategy, handle your business development calls AND hear from real-life hiring managers about what really works when it comes to cold-pitching. Grab it here:http://bit.ly/convertingcorporatesbundle
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
04 Oct 2024
Why content doesn't work to sell to corporate clients
00:39:19
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
09 Feb 2024
STC118 4 key trends and insights for selling to corporate clients (without overwhelm)
00:38:59
Is anyone else still working their way through emails from Christmas? Remember to get the sales tracking spreadsheet, it’s a game-changer according to Hayley and many others. Even better, if you use code TRACK at checkout you’ll still be able to get a discount!
Today we’re diving into the 4 key trends and insights that will shape successful corporate client sales in 2024. With a goal to streamline her business and avoid overwhelm, Jess is discussing the importance of revenue, client results, and work-life balance whilst sharing her own email marketing experiences and offering insights into decision fatigue amongst stakeholders.
In this episode;
How to streamline business and avoiding being everywhere and doing everything
Decision fatigue and tailored strategies in lead generation
Discussing the impact and consequences of AI-written content
Applying personalised outreach and relationship-building strategies with corporate clients
Streamlining to focus on revenue and client experience
It’s been a busy few weeks at Selling to Corporate ® finalising workbooks and prepping for the upcoming Converting Corporates event. Held over two days in March we have an expert hiring manager session, 5 workshop sessions and a very supportive community who know exactly what it's like to sell to corporate organisations. We’ll also be covering the exact steps, strategies and implementation support to help you navigate and maximise the financial year end and financial new year periods! We also recently held one of our C Suite ® in person days and it was absolutely fabulous to see so many people forming new friendships whilst enjoying a special in person implementation day.
Alongside training and events I’ve also been signing a couple of my own corporate clients which led me to think about creating a rundown episode about all the services I sold to corporates in 2023. So, if you’re interested… let me know.
I’ve been seeing some very interesting trends and insights for 2024 especially within the personalisation field. AI hasn't been working as expected and that's been really problematic for clients and business owners. Also the age of automation has really gotten old for people and it's stopped some relationship building properly. I discuss in the episode how we should revert back to tried and tested methods which give attention to clients. I've always built personal relationships so there won’t be any major changes there but what I am about this year is connection. Connecting the right people to one another in the hope that the collective do better.
Which brings me to my absolute fave - email marketing! I love it and have had a lot of success already this year with our corporate email outreach and was fortunately able to outsource it so it took zero time from me - other than sending my tried and tested strategy and templates to the local 18 year old! I've said it once and I'll say it again - email marketing is so much better for outreach than LinkedIn IF you do it right! This year I’m going back to basics and keeping it all simple, I’m all in on deep dive content and focusing on client experience, my proven consulting and continuing to streamline in my own businesses.
On a B2C front I’ve been doing monthly deep dives over on Substack for those of you who like seeing real life B2B scenarios being broken down, check out the link to sign up here.
Finally, and I’m not going to spend too much time on this but… please don’t take advice from people who aren’t themselves selling to corporates. The strategies are not the same and the outcome could be more damaging than you realise. We all know that stakeholders don’t spend their personal time thinking about which coaches/ consultants or trainers they can get off Instagram.
Key Quotes;
Overcoming Email Overwhelm: "But emails and answering emails is just endless. Absolutely endless."
— Jess Lorimer [00:00:45 → 00:00:47]
Misguided Sales Strategies: "Using B2C advice for a B2B revenue stream."
— Jess Lorimer [00:32:44 → 00:32:46]
Prioritising Values in Business: "So whenever I make any decisions in my business, they have to tick those boxes. Are they going to generate more revenue? Are they going to help our clients get better results? Am I going to have time for me if I do it."
— Jess Lorimer [00:15:19 → 00:15:37]
The Value of Face-to-Face Interaction: "There's something really special about being in a room with other people who actually understand and want to be selling to corporate clients because it takes a different level of person."
— Jess Lorimer [00:07:14 → 00:07:27]
The Impact of AI on Education: "AI written content is good for inspiration, good for motivation, good for sometimes being able to help you create a practical list of things that you want to focus on or do, but actually a lot of plagiarism is involved. And, weirdly enough, the robots don't always know what's best."
— Jess Lorimer [00:20:45 → 00:21:06]
Key Resources Mentioned in this Episode:
Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.
Click here to watch my video on how to troubleshoot your sales process!
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
Connect with me on LinkedIn.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.
Click here if you would like to listen to my recent TEDx talk.
17 Mar 2023
STC095 Why your changing emotions shouldn't set your B2B business strategy
00:34:42
Key Resources Mentioned in this Episode:
Do you want to generate more corporate clients with less stress and finally create that predictable revenue you’ve been looking for?
Then sign up here for a limited edition podcast mini series on optimising your sales process.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
21 Aug 2019
STC003 Solution focused selling when selling to corporate
00:31:46
Dismiss the traditional ‘hard’ sales approach and give your clients a more credible solution to their problems. It’s important to gain your client’s trust and invest in building relationships with them, find out the right information about them and their needs and you will be able to convert those relationships into sales.
In This Episode:
Use client information to create the correct solution
Convert relationships into long term sales
Help educate your clients
Selling to the right people
How to close a sale effectively
“ They're not focused on giving you a solution to your problem, they're focused on commission and that doesn't necessarily work that well for the customer “
“ it's really important that you stay abreast of current issues and know how that's going to affect your clients ”
“ It's so effective because every single stage of the sales process, the prospective customer feels heard and valued, they feel like the salesperson is actually interested in them, and what they need “
“ We are becoming the credible partner, we're becoming the person that they can bounce ideas off, the objective perspective“
Click here if you would like to listen to my recent TEDx talk.
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.
04 Mar 2020
STC012 Make content creation simple and successful when selling to corporate companies
00:23:43
Wondering what types of business development content you need to be putting out there to help you attract more corporate clients? Or maybe selling to corporates is next on your list?
If you want to create content that attracts corporate organisations then you need to know the right type of content to create. In this podcast episode of the Selling to Corporate podcast I give you the low down on the ONLY two types of corporate business development content that you need to create if you want to attract corporate clients.
I explain how to create proactive content and broadcast content and the differences between the two types of content. And how you can use them to start conversations and build connections with corporate organisations.
I share my insights into why I think proactive content is great for introverts - especially if you can’t stand the small talk and hate building shallow connections. Plus how proactive content builds deeper connections - faster!
I give examples of types of proactive content and broadcast content you can create. And how broadcast content can get people into your inbox taking action.
I explain why you must make sure your call to actions are direct to get people into your inbox. Plus how to create a really strong social media post that makes people sit up and take action.
So if you want to make content creation simple and successful hit that link and take a listen. If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
Podcast shownotes
About this episode and the types of business development content you need to create (4:42) The two types of corporate business development content that you need to create (06:10) The difference between proactive content and broadcast content (07:37) Why proactive content is great for introverts (9:17) What is proactive content and why it’s great if you want fast results (09:27) How you can use proactive content to build relationships and start conversations(12:47) Different types of proactive content that continue the conversation(14:17) What is broadcast content and how you can use it to start a conversation (15:35) Why broadcast content is less emotional and suits both introverts and extroverts (16:58) Types of broadcast content you can create (18:02) Why it’s really important to get your call to action at the end of your social media post right (18:45) Examples of strong calls to action you can write on your posts (19:46) How to create a really great social media post that grabs attention (20:43) Why you need to schedule time to follow up the conversations you start on social media (22:22)
Resources
Email meabout my Converting Corporates private group intensive; 7 & 8 May (time-limited)
Click here if you would like to listen to my recent TEDx talk.
08 Dec 2023
STC114 How to emotionally detach from your sales process (and get better results!)
00:32:04
I’m really excited to bring Gemma Allies, one of my epic C Suite ® clients onto the show today, Gemma has kindly come onto the podcast to share her journey inside The C Suite ® and also why she decided to join the programme - and how she’s been able to implement it with companies in the retail sector to support them with ADHD awareness so that they can embed more inclusive ways of working and help their workforce become more productive.
Gemma is an expert in ADHD awareness and inclusive work practices in retail corporations and is sharing with us her personal journey of overcoming challenges and discrimination as a neurodivergent individual in the corporate world and how she was able to master emotional detachment for sales success.
This episode highlights the emotional challenges of the sales process and the strategies to detach oneself from rejections to achieve better results. Gemma gives us invaluable insight, and the critical need for ADHD awareness and inclusivity in corporate environments.
In this episode I’m sharing;
The impact of neurodiversity on individuals' working lives and the challenges faced by neurodiverse individuals in the workplace.
The importance of empathy and understanding in the sales process, as well as the potential for positive change in supporting neurodiverse individuals within corporate environments.
Overcoming outdated narratives around neurodiversity and the risks of neurodiversity being seen as a "woke agenda"
Overcoming Fear of Rejection and Becoming More Comfortable with the Sales Process
Key Quotes;
"The reason that we're seeing so many more people become diagnosed and speak about it is because of education and awareness. It's not because people want to suddenly have something"— Gemma Allies [00:08:34 → 00:08:45]
Neurodiversity in the Workplace: "There's very few organisations, I think that are really ahead of the game on this, and I think we will start to see, hopefully, more and more Begin to implement strategies to support neurodivergent talent" — Gemma Allies [00:14:16 → 00:14:31]
Key Resources Mentioned in this Episode:
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
08 Mar 2024
STC120: What's passive income (really) when selling to corporate clients?
00:32:10
We are diving into a fascinating topic today and one which I get emailed about regularly "What's passive income (really) when selling to corporate clients?" So tune in if you’ve been looking to crack the code on passive income in the corporate world, it’s a game changing episode!
As we approach the tail end of this first quarter, I want to unpack a concept that's been buzzing around but is often misunderstood – passive income. You've likely heard of it: the income dream that works for you while you sleep. But what does passive income really mean, especially when we're talking about selling to the heavy-hitters in the corporate world?
Over the past five years, I've had the pleasure of selling a version of The C-Suite ® program to corporate organisations, which has been both lucrative and exciting. Now, there's a common perception that passive income doesn't require additional assistance or interaction with customers. However, in my journey, I've found that adding value and catering to customer experiences has been key, especially when these products are bought at scale by corporate clients.
Today, I'm going to share my wisdom about selling passive income products to corporate companies, and how these products can lead to sustained revenue, particularly through multi-year deals. It's about striking the right balance between passive income and active customer engagement to create a robust sales strategy.
For those of you who are new or finding your way in the B2B space, I'll be offering some critical advice on timing and how to avoid common pitfalls. We'll also explore how you can convert your B2C courses for the corporate market and why understanding the sales process and the impact is crucial for passive income success.
So, whether you're seeking to enhance your corporate selling techniques or looking to maximise your passive income portfolio, this episode has got you covered. And, for those looking to get ahead, don't forget to check out our sales tracker projection sheet!
In this episode I’m sharing;
Scale & Volume: Learn how passive income products can lead to astronomical revenue when sold at scale to corporate clients—think big deals, big impact!
Choosing the Right Resources: Make sure your passive income products are making an impact—and sense for your business before diving in.
What are the advantages of selling passive income products at scale to corporate companies compared to individual customers?
How do multi-year deals with corporate clients for passive income products benefit the overall sales strategy and revenue sustainability?
The Five-Step Process: Simplify your sales process with Jess's insights on selling to corporates, which can mean upsells, referrals, and a healthy bottom line.
From B2C to B2B: Thinking of turning that consumer-focused course into a corporate powerhouse? Learn how tweaking your approach can unlock massive potential.
How The C Suite ® has been adapted and branded for corporate organisations to facilitate lucrative and multiyear licensing deals?
Key Quotes;
Exploring Passive Income in the Corporate World: "I've had a lot of requests for this episode, a lot of people have been emailing me to ask if it is possible to sell a passive income product to a corporate company, if so, what do they pay for it and also, what do they buy that's passive?"
— Jess Lorimer [00:03:14 → 00:03:44]
Passive Income Strategies in Corporate Sales: "The difference is that most corporate organisations will buy passive income products at scale or volume, meaning that instead of selling one course or one membership or one book a week, you can sign contracts to sell 50 plus courses or a 100 plus seats in a membership."
— Jess Lorimer [00:14:15 → 00:14:42]
Challenges in Creating Corporate Training Resources: "You're used to creating a course for the end user, but you're not necessarily used to creating a resource that a company can successfully onboard, all of its end users or, a cross section of end users onto, you might not have the ability to create almost like a workflow for those end users."
— Jess Lorimer [00:17:09 → 00:17:31]
Passive Income Strategies: "So what I mean by that in the simplest sense is it's fine to spend 6 months writing a book, but let's be clear. Organisations are not going to pay you £100 a book."
— Jess Lorimer [00:19:09 → 00:19:21]
Business Development Strategies for New Sellers: "I would advise doing as much as you can live before you branch into the passive income resource space. Because that way you know where people get stuck and where people trip up with courses or programs, or you find out the more frequently asked questions that people have and you can preempt them in any passive resources that you can create."
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
21 Feb 2025
The #1 piece of content you'll ever need to convert corporate clients
00:38:32
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
19 Feb 2021
STC038 How to grow your consulting business during a recession
00:40:04
2020 put a real strain on businesses - and for many small business owners, it felt like a year wheregrowingtheir business wasn’t an option. But as we head into a financially turbulent time where we’ll see rapid change, growth and recession, is it really the right time to put your business on hold? Or is it a great time to generate more sales, gain more market share and use this time as an opportunity to grow your business beyond your previous goals?
Throughout this episode, I’m using examples from my corporate background, client case studies and lessons from the corporate world to show you the core framework that can sustain and grow your consulting business during recessive / economically challenging periods.
In this episode, I’m sharing:
Our exciting, free live masterclass on Wednesday 24th February at 1pm UK (http://bit.ly/4hourmasterclass← sign up here.) (02:04)
Whatisa consulting business - the definition we’re using for today’s episode (07:24)
Types of commonly seen consulting businesses in the current market (08:40)
The core ways that a recession/ economic downturn impact upon businesses (and what that means for external consultants) (10:05)
How smaller businesses tend to be impacted differently by recessions and what you need to consider (12:32)
How you can decide to be a disruptive or growing business during an economic downturn - and the core lessons you could learn from IBM and Uber (15:48)
The unexpected benefits of being an external supplier for corporate companies during a recession. (17:28)
How losing permanent resources can increase the need for external suppliers within corporate organisations. (18:30)
The two different areas / specialists that organisations look for during economic downturns. (18:58)
Why historic areas of popular external supply are irrelevant now (and why you should stop worrying about them!) (20:47)
How recessions give consultants the ability to grow their businesses and market share. (21:43)
The three step strategy you need to be using in order to see your business survive, thrive and generate more corporate clients during recessions/ economic downturns. (25:03)
Why investing aimlessly isn’t enough - and what you really need to focus on in order to see your B2B sales soar. (27:57)
How sales strategies have changed dramatically in the last twelve months - and why operating ‘as normal’ isn’t working in the current environment. (28:48)
Why implementation will be the not-so-secret success secret for anyone looking to grow their consulting business in 2021. (31:08)
Case study and real life examples from our C Suite ® participants and how they’ve used the programme to generate both immediate and long term revenue opportunities that have saved and scaled their businesses rapidly. (33:03)
So if you’re ready to start adopting a new sales process in your consulting business so that you can grow and scale duringanyfinancial crisis, make sure you get yourself signed up to my free, live masterclass on Wednesday 24th February at 1pm UK (Replay available for 24 hours only.)http://bit.ly/4hourmasterclass
Key Resources Mentioned in this Episode:
Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
18 Oct 2024
Insights from real sales teams: What you must do differently this quarter
00:45:57
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 here for the Converting Corporates Event 2025.
Click here to watch my video on how to troubleshoot your sales process.!
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
28 Oct 2022
STC083 Podcast Mini Series: What you must learn from 2022 to achieve peak sales performance in 2023
00:40:14
Have you ever wished that it was possible to go back in time and reset your B2B sales goals because you haven’t performed as expected? Perhaps you’ve spentyearstrying to match a specific revenue goal that you just can’t seem to achieve and you’re not sure why… or maybe you’ve been struggling to get your B2B sales mojo back after a stressful year and you want to jazz it up a little?
This Selling to Corporate ® podcast mini series episode is designed to help you assess your previous 12 months sales performance so that you can identify the key areas that have been keeping you stuck… so that you can achieve your revenue goals without feeling stressed and overwhelmed in 2023.
In this episode, I’ll be sharing;
Recapping our upcoming mini series episodes so that you can knowexactlywhat’s coming up in the B2B sales prep mini series. (01:20)
Why we’re honestly assessing our business performance without self-flagellation in today’s episode. (01:40)
My assumptions about our Selling to Corporate ® listeners - and what I really mean by ‘your best results’. (02:07)
Why you should consider grabbing The C Suite ® Self Study if you find key gaps in your B2B sales assessment. (03:34)
How B2B sales assessments give you a working roadmap for your upcoming years sales plan. (05:33)
Why it’s important to manage your expectations when it comes to new sales goals. (06:13)
The difference between motivational sales goals / stretch targets and unrealistic expectations. (07:19)
Why this episode is a judgement free zone on your previous performance. (09:45)
Theoneexpectation I have of anyone listening to this episode. (10:18)
The real reasons I love assessing my B2B sales and business performance. (11:00)
How you can spot secret inefficiencies during your assessment process. (11:52)
Why we need to transparently assess your B2B sales performance for 2022. (13:14)
Why revenue does need to be a primary assessment area for your B2B sales process. (14:14)
How to look at your sales / revenue performance objectively. (14:45)
Why I hired a financial advisor in 2022 to help me make key decisions. (15:32)
Analysing the difference between your business revenue and your take-home pay. (18:04)
Why being able to pay yourself is integral to the impact your business can make. (19:11)
Why you might want to have a conversation with your accountant / financial advisor about your business performance. (21:07)
Why 2022 was a stability year in my business and how it impacted the way I worked. (21:47)
How you can assess your work/ life balance and whether it really worked for you this year. (24:42)
One of the things I missed in my own business this year and how it impacted my sales process. (26:27)
The reason I axed Converting Corporates from my schedule in 2023. (28:32)
Why it’s okay to change your B2B sales goals if they’re not working for you. (30:02)
How some people are running successful businesses in 20 hours per week and understanding what makes them different. (31:02)
How we can objectively assess whether we’re always focused on productive sales / revenue generating activities or busy work. (31:52)
The part that procrastination plays in keeping us stuck. (32:22)
Being honest about our happiness levels and understanding whether we’ve built the business we wanted or whether we need to make changes. (33:40)
Understanding your conversion rate in comparison to the work you’re putting in. (35:10)
Why the 2023 B2B sales market is going to be competitive. (35:59)
Why having a proven sales process helps you to create predictable, repeatable B2B revenue streams. (37:03)
Analysing what caused any obstacle areas in 2022. (39:04)
Why it’s so important for you to commit to taking immediate action on your development for the next 12 months to be successful. (39:41)
Why implementing your new activities helps you hit your B2B sales goals faster. (40:45)
The troubleshooting video link can be accessed by clicking here.
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
17 Feb 2023
STC093 Is it good practice to do pro-bono work for corporate companies?
00:32:18
Key Resources Mentioned in this Episode:
Do you want to generate more corporate clients with less stress and finally create that predictable revenue you’ve been looking for?
Then sign up here for a limited edition podcast mini series on optimising your sales process.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
18 Sep 2020
STC026 Why September is your best time to sell to corporates
00:34:30
Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you’ve been selling to large organisations but your revenue / deals closed ratio isn’t where you’d like and you’ve been saying that you’ll improve it soon?
Today’s episode isallabout why ‘soon’ is finally here - and how September is yourbesttime to sell into corporate organisations.
We’re focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that’s GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.
This episode is for anyone who;
Has been promising themselves that they’ll ‘get around’ to selling to corporates once their website is finished/ branding is done/ they’ve created an entire curriculum etc. It’s not to say that there aren’t valid reasons to pace yourself… but in this episode, we’ll be exploring why you need to take actionnowor miss the boat.
Is currently selling their services to corporates but has a lower close rate percentage than they’d like and wants to take immediate action to have a great Q4.
Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.
In today’s episode, I’ll be sharing;
Why I’m so grateful for KemiRaw’s five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48)
How the market landscape is staying the same - and what we’d normally expect to see at this time of year thatisn’tbeing impacted by coronavirus. And what that means for you as an external supplier! (04:43)
Which shifts we’re seeing due to coronavirus and how they’ll allow you to make more sales as an external supplier (13:44)
How financial year end is a great opportunity for you to generate extra revenue (15:03)
How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58)
The timings you need to focus on so that you’re able to plan ahead and land deals before anyone else (19:48)
The difference between the areas that you mightthinkare important to corporates - and the areas that they’ll really be focusing on. (23:45)
How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53)
The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)
Key Resources Mentioned in this Episode:
Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now.
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I’ve got you covered! Simply download my free Daily Corporate Sales Activities Guide and you’ll be able to take strategic, successful action every day.
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.
25 Nov 2022
STC087 Why corporate companies don't care about your Black Friday offer
00:29:29
Key Resources Mentioned in this Episode:
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
01 Apr 2022
STC067 Three most common sales objections when selling to corporate companies and how to handle them
00:37:21
There are some objections that corporate decision makers raiseallthe time - and it’s infuriating when you know that they’ll come up, but not how to respond! Over the last few years, I’ve heard tons of entrepreneurs get frustrated about hearing the same objections time and again from corporate organisations - only to feel like they’re neverquitehandling them in the right way. If that’s you? Then this episode has you covered!I’m sharing how you can improve your objection handling skills when dealing with stakeholders - in a consultative, easy (not sleazy!) way so that you can feel more confident and comfortable to talk around any reservations that your stakeholders/ corporate decision makers might have… and get the best outcome for both of you!
In this episode, I’m sharing;
The homework/ reflections that you should be doing at the beginning of Q2 to make sure that you can have your best B2B sales quarter yet. (01:19)
How we reflect on quarterly successes inside The C Suite ®. (01:47)
Why seasonality is important to monitor if you’re working with corporate organisations. (02:20)
How wedding shopping has showcased some of the worst sales experiences I’ve ever seen. (03:07)
How the Converting Corporates Bundle can support you if you’re not able to attend Converting Corporates live this month. (05:46)
Why financial new year is the perfect time for you to get started with your B2B sales process. (07:11)
Creating predictable B2B/ corporate revenue streams in 2022. (08:49)
The biggest reason that stakeholders put forward objections. (09:37)
Understanding what an objection reallyisfrom a corporate stakeholders perspective. (10:40)
Whether or not we’re in control of objections becomingrejections. (11:37)
How feeling resentful towards a decision maker for raising an objection can lose you future sales. (13:04)
The real purpose behind a decent objection handling process. (13:52)
Why we should stop using the word ‘overcome’ when we talk about objections. (16:01)
How different economical factors will make objections seem more prevalent… and why we need to establish validity quickly. (17:12)
Where objectionsreallycome up / appear in the B2B sales process. (18:59)
Whether objections are really problems that the stakeholder is having - or not! (19:43)
How we can pre-empt objections during our sales calls. (20:20)
Establishing whether or not an objection is valid/ real. (21:18)
Three types of corporate objections that we hear most often when selling to corporate companies. (22:50)
Understanding whether the stakeholder hasn’t given us the correct information - or whether we’ve misinterpreted the need. (25:35)
The ‘hard-sell’ process that B2B salespeople often attempt to overcome sales objections. (26:55)
How we can use empathy to handle objections in a better way. (29:38)
Using consultative questioning techniques to establish the validity of an objection. (30:11)
Understanding how to challenge your stakeholders in a courteous but consultative, way. (32:49)
How to avoid aggressive questioning when handling objections from your decision maker. (33:37)
Supporting your stakeholder to make the best decision for them. (35:13)
How we can agree mutually beneficial next steps to support future sales. (35:49)
Why stock/ scripted answers don’t work to handle corporate objections. (37:14)
Upcoming episodes so that you can get excited! (39:11)
Key Resources Mentioned in this Episode:
Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We’re covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click hereto grab your ticket!
Join The C Suite ® now!If you’re looking to get the best support in selling your services to corporate organisations, not to mentionhundredsof email templates, swipe files and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick hereto join the waitlist now.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Book an exploratory chat with me!I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
01 Sep 2023
STC107 How you can create a top performer sales mindset
00:42:46
Are you ready for some powerful insights to help you level up in your sales game? In today's episode of Selling to Corporate ®, we dive deep into the topic of "How to create a top performer mindset," this episode is a must-listen for anyone looking to unlock their full potential and achieve outstanding results.
So, what exactly is a top performer mindset and how can you develop one? As the famous quote by Jim Rohn goes, "You are the average of the five people you spend the most time with." This means that if you surround yourself with driven, successful individuals, you will be more likely to adopt their mindset and habits.
Don't invest time, money, or energy unwisely. [00:27:27]
Salespeople's mindset lessons for success in 2023 [00:01:08]
Confidence is a key aspect of a top performer mindset and lack of confidence can make business harder and generate less revenue. Some people may also lack the skills and confidence to implement effective lead generation strategies, leading them to lower their prices and ultimately impacting their ability to sell to corporate companies. However it's easy to get caught up in personal confidence issues or time limitations which is why it's important to identify and address the areas of the sales process that need improvement in order to reach your goals efficiently.
In this episode I’m sharing;
- Importance of encouraging certain behaviours and discouraging others
- The impact of hesitation and lack of confidence on missing opportunities
- The importance of making one change at a time to improve selling strategies
- Conducting tests, surveys, and monitoring metrics extensively
- The dedication and effort behind being a top performer
- Identifying areas of the sales process that need improvement
- The impact of confidence on business success
Key Quotes;
"The Secret to Top Sellers: No matter how easy, breezy, and natural something looks from the outside, you can bet that top performers have spent a very long time, a lot of energy, and have had to practise a lot of tenacity to make it look like that."
— Jess Lorimer 00:09:1500:09:33
Improving Confidence and Competence in Business: "Sometimes I see a load of people, they make their business as much harder than it needs to be. They generate a lot less revenue than they should because they're too underconfident to charge decent prices."
— Jess Lorimer 00:50:0000:50:14
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
26 Jan 2024
STC117: How to beat last year's B2B sales revenue with ONE simple tool!
00:23:48
Would you believe me if I told you that I have the ONE simple tool that can help you beat last year’s B2B sales revenue?
I’m introducing you to our powerful little B2B sales tracking spreadsheet that has been an absolute game-changer for many in helping their businesses simplify their B2B sales processes and amplify their sales! This is a simple but effective b2b sales tracking spreadsheet that has received phenomenal feedback from clients and is now available for wider purchase.
Whilst we understand how some people often struggle to track their sales activities and the significant impact that proper tracking can have on revenue generation it’s important to highlight how tracking your sales and metrics can improve confidence, inform strategic decisions, predict future results, and optimise revenue - it’s literally a licence to print money!
Tune in to discover how you can use tracking to drive superior results in your business and take advantage of the limited-time discount offer for the sales tracking spreadsheet.
In this episode I’m sharing;
- Tracking is a critical component for achieving B2B sales goals.
- Confidence, competence, and tracking are key factors that contribute to sales success.
- Tracking can help you predict results, make informed decisions, and maximise revenue potential.
- Crush Last Year's B2B Sales Revenue Using This Powerful One-Stop Tracking Solution!
Key Quotes;
The Importance of Tracking Sales Performance: "Tracking is a key part of having and maintaining a good sales process."
— Jess Lorimer [00:12:49 → 00:12:52]
"The Importance of Tracking for Business Success": "If you want to change your results this year and do better than you did last year, you need to do it differently and you must track."
— Jess Lorimer [00:25:06 → 00:25:16]
Sales Success: "The basics work and in the online space, I think we get conned a lot by people talking about advanced strategies and advanced ways to do things."
— Jess Lorimer [00:05:25 → 00:05:34]
Sales Strategy Success: "They are confident to go out there and execute their sales strategy. They have the competency, the ability, the strategy to go and do it and they track their metrics because they have understood that whilst tracking itself is a boring activity it makes them more money, and it really does make people more money."
— Jess Lorimer [00:17:40 → 00:18:09]
Key Resources Mentioned in this Episode:
Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.
Click here to watch my video on how to troubleshoot your sales process.!
Converting Corporates is back and it’s going to be bigger and better!
If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs hereand start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
29 Apr 2020
STC016 What do you really need to successfully sell to corporates?
00:43:26
So what do you REALLY need to sell to corporates? If you think you need a website or a killer corporate CV to sell to corporates then take a listen to this podcast episode. I share my expertise about what you do and don’t need to successfully sell to corporates. Some of the answers might surprise you.
Find out why you don’t need a fancy pants website or to have worked for a corporate in the past to sell to one now and why passion and specialism is MORE important than your past CV.
I explain what you DO need to sell to corporates and what you DON’T and why you don’t need to be on every single social media platform going.
Plus the key things that you need to get right down to how you show up online. I give my insight into how you can demonstrate your expertise without being a boring know-it-all. And why you have to walk the talk.
I share my tips on how to get LinkedIn to work for you and why you might not be getting the most out of your LinkedIn profile especially if you haven’t got your audience right and how to fix it.
Plus the ONE thing that you MUST be able to do if you are going to successfully sell to corporate organisations - and why it isn’t all about saying yes!
Hit that link and take a listen. If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
Click here if you would like to listen to my recent TEDx talk.
27 Nov 2020
STC032 Important trends and insights to be awesome at corporate sales in 2021
01:05:35
Have you ever wondered what it’s like when two salespeople get together to discuss upcoming sales trends?
Perhaps you’re wondering what’s on the cards for 2021 and want to hear the different ways that stakeholders will be responding to sales pitches?
Or maybe you want to strategise early - and make sure that you’ve planned for the landscape ahead?
Today I’m bringing our Selling to Corporate Head of Business Development, Rob Cutler onto the show to discuss the upcoming trends that we’re predicting we’ll see in the B2B sales world in 2021 and what you’ll need to prepare for when creating your B2B sales strategy for the new year.
So if you’ve been wondering what’s ahead and how salespeoplealwaysseem to know what to do?
Listen now because in this episode, we’re diving in.
In this episode, we’ll be sharing:
The changes that the sales world has seen over the last ten years - and how that impacts the way that you can start to predict trends and insights moving forward (02:00)
The reasons that sales reallyisa skill that you need to learn in order to be successful (and why most graduates fail in sales firms.) (06:23)
The two types of salespeople you’ll see - and why they need different skill sets to be successful (09:07)
How industries have changed, adapted and boomed during 2020 (13:34)
The importance of metrics - and how they’ll help you forward project your income (17:35)
Why you’re missing out if you’re not mapping out markets correctly (20:05)
The simple reasons that email (alone) won’t make you money when you’re selling B2B (21:32)
How resilience is keeping the best salespeople moving during challenging economic periods (24:42)
Stereotypical sales tactics and why they’re no longer working (27:04)
Why instant rejection doesn’thaveto happen to you - and how you can avoid it at all costs! (29:54)
Whether ‘old school’ sales styles are dying out - and what we’re replacing them with (31:34)
How active listening skills will make you money forever (34:56)
The lack of accessibility to stakeholders that is hitting the market - and the importance of having a proven follow up strategy (36:27)
Why salespeople struggle to be self motivated (and how that can benefit external suppliers this year!) (41:57)
How attitude can keep you stuck AND broke as a salesperson - and how to shift it quickly. (46:39)
The easy way to be a successful salesperson (and it’s not what you think!) (54:18)
The common misconceptions around B2B vs B2C sales and how those beliefs might be keeping you stuck (56:41)
Business critical sales boom predictions for 2021 (59:59)
Key Resources Mentioned in this Episode:
Join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully before our prices go up then click here to join now!
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
21 Jul 2023
STC104: Top three Considerations when selling in a challenging economy.
00:39:50
On this episode of Selling to Corporate ®, Jess discusses the top three considerations when selling in a challenging economy. With companies facing budget constraints and changes in priorities, it's important to have an understanding of the current market dynamics.
Noting the importance of evaluating processes and numbers, Jess discusses the importance of staying realistic and focused and how to create a well-defined and consistently followed sales process.
1. Understanding Considerations When Selling in a Challenging Economy (Timestamp: 00:22)
- Discusses the challenges in the market and how companies are responding with budget constraints and changes in priorities.
- Emphasises the need to understand considerations when selling in a challenging economy.
2. Importance of Having a Good Sales Process (Timestamp: 01:30)
- Reassures that having a good sales process is key and there is no need to worry too much.
- Highlights the importance of evaluating processes and numbers in the current market.
3. Being a Consultative Salesperson (Timestamp: 05:10)
- Emphasises the importance of challenging clients' perceptions and helping them understand the root causes of their problems.
- Describes the role of a consultative salesperson in pitching, challenging perceptions, and supporting clients in making important decisions for their business.
Please note that the timestamps provided are approximate and may vary depending on the episode's actual length and structure.
Throughout the episode, the role of a consultative salesperson is highlighted in challenging clients' perceptions and helping them understand the root causes of their problems, helping them connect the dots between symptoms and underlying issues.
The episode also highlights common objections in the current market, such as price objections, and the importance of not backing off when faced with those objections. Jess acknowledges that the audience may not be experts in B2B lead generation or sales but shares the need to understand clients' problems and challenge their perceptions in a consultative manner.
Overall, this episode of Selling to Corporate ® provides valuable insights for salespeople navigating a challenging economy and emphasises the importance of a well-executed sales process and effective communication with clients.
In this episode I’m sharing;
Considerations for selling in a challenging economy 00:01:04
C-Suite ® sales boomed in 2020 & 202100:06:10
Economy changes require businesses to adapt sales 00:10:05
Focus on what truly matters in business 00:11:22
Stay focused on reality, watch for objections 00:14:40
Inconsistent sales process leads to revenue loss 00:18:35
Experts must identify the clients' actual problems 00:27:30
Challenging perceptions, adding value, not pushy 00:31:56
Sales responsibility is crucial in this economy 00:34:08
Build brands, make money, implement processes and be successful in any economy 00:38:26
Key Quotes:
The Importance of Broadening Perspective: "It's really easy to fall into that mindset and it's really easy to do when you're isolated and kind of work in a vacuum where you don't see other people making sales."
— Jess Lorimer [00:11:22 → 00:12:46]
Sales Process in a Changing Economy: "If you haven't been generating the revenue that you wanted in a relatively boom market, it means that something in your sales process hasn't been working in the way that it should have been working."
— Jess Lorimer [00:18:35 → 00:20:04]
Sales in the Changing Landscape: "They're not going to buy stuff from people who over promise and under deliver."
— Jess Lorimer [00:24:43 → 00:26:07]
Consultative Sales: "It's our job as consultative salespeople to help them identify whether they're talking about the right issue or whether they're ignoring something that's potentially bigger and potentially more dangerous."
— Jess Lorimer [00:27:30 → 00:28:48]
The Importance of Process and Execution: "It is not the market to hope that things will be different if you keep doing the same activity. It's the market to make sure that your process works, that you follow a process and that you execute it because that's what's going to get you results."
— Jess Lorimer [00:35:36 → 00:36:55]
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
23 Dec 2022
STC089: How Charlotte successfully quadrupled her B2B sales in 12 months
00:45:49
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now!If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you reallycanconvert at much higher rates and sell your services more successfully thenclick herenow.
Converting Corporates Bundle:If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
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 hereand start getting quality information from your prospects.
If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day toleave a review.
Click here if you would like to listen to my recent TEDx talk.
09 Jun 2023
STC101 How Hannah created sales and business opportunities using The C Suite ®
00:30:47
Key Resources Mentioned in this Episode:
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
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.
Click here if you would like to listen to my recent TEDx talk.
25 Dec 2020
STC034 Do corporates need you if they already have internal resources?
00:27:58
** Happy Christmas STC Listener! If you’re feeling full of festive cheer and want to leave a review, then now is the perfect time..! **
And if you’re ready to get your head back into business, then today’s episode is here to help.
Have you ever thought; ‘Why would corporates really need ‘little old me’ to help with [PROBLEM]?’ Then this episode is for you! Over the last twelve months, I’ve had alotof listeners who’ve jumped into my email inbox feeling like they might be too ‘small fry’ to successfully sell their products/ services into corporate organisations… and whilst it’s normal to feel a little overwhelmed about adding a corporate revenue stream… it’s also not the best attitude to create more corporate sales in 2021 and beyond.
In order to make sure you head into 2021, equipped with the knowledge and ability to know your value with corporate organisations (even if they have internal resources in your area of specialism) I’m making itsupereasy to understand why corporates need you - and how you can help show them that too.
In this episode, I’m sharing;
What we’rereallyasking when we want to know if corporates want to work with smaller/ solo suppliers (03:56)
How the landscape has changed; what did organisations used to prioritise when buying from external suppliers? (06:00)
Why awareness is about marketing… and sales isonlyabout sales activities. (11:29)
Why agility is important for corporate organisations - and how you can bring that to the table as a smaller/ solo supplier (14:37)
How smaller suppliers can win the negotiation game. (17:21)
How corporate organisations are learning to love customised offerings and the difference they’ll make to your bottom line. (20:19)
The key difference between internal resource and specialist resources (and how it impacts your sales process) (21:43)
How to effectively ‘back yourself’ as the preferred supplier for corporate organisations (26:40)
So if you’ve been thinking about how you can position yourself favourably - regardless of whether or not a corporate organisation has internal resources? Then make sure you listen to this episode and start implementing in the New Year!
And of course, we’ll be opening up three spots to join The C Suite ® in January 2021 - so make sure you scroll down to grab that waitlist link and get your spot in order to have the best sales year in your business!
Key Resources Mentioned in this Episode:
Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions
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.
16 Apr 2021
STC042 Four personality profiles that generate profit in B2B sales
00:46:21
** Tickets for Converting Corporates 2021 are now on sale! Check out the Key Resources section for ticket information **
Have you ever thought that certain personality types do better than others when it comes to B2B sales? You’re not alone… in fact, therearedifferences in the ways that certain personality types show up in their sales activity… and they can helpandhinder your success. But instead of trying tochangeyour personality, I’ve decided to share the most common personality types that I’ve seen whilst training over 12,000 people - and how you can maximise your personality to make more sales.
After all, we can’t all sell in exactly the same way… so if you’re interested in finding out the part that your personality plays in your sales process, how ithelpsyouandhow it could be holding you back (plus focus areas for improvement!) then take a listen now.
In this episode, I’ll be sharing;
A quick overview of why there are four key personalities - and how to know if you’re a rare combination or not! (04:38)
Whether it’s problematic to have a personality (and show it to stakeholders) when you’re selling your services to corporate companies. (05:55)
Why we have to stop letting our personality type be the obstacle that stops us from selling successfully to corporate organisations. (07:16)
Are you a ‘Wanda’ overview (09:26)
Why ‘Wanda’s’ can get stuck with proposal writing and creating clear sales opportunities. (10:41)
The best sales skill for a ‘Wanda’ - and how you can use it to your advantage in the B2B sales process. (12:25)
How developing your consultative sales skills can give ‘Wanda’s’ the biggest advantage over their competitors. (14:47)
Why ‘Olga’s’ are a classic sales personality type (17:29)
Why theoretical sales concepts will keep you stuck and stop you making the sales you need. (18:10)
The area that ‘Olga’s’ excel - and why it’ll give you an added edge over your competition. (20:17)
How best practice business development skills will really bring an ‘Olga’ to the top of their potential close rates. (22:03)
How ‘Olga’s’ can overcome their overthinking tendencies and take immediate action (24:01)
What is a ‘Dan’ personality - and why I’m a very clear ‘Dan’ (26:00)
How ‘Dan’s’ can often be misconstrued or misunderstood in the sales process - and how to work on it (27:23)
Where ‘Dan’s’ excel… and why they’re more likely to close proposals quickly. (30:43)
Why ‘Dan’s’ need to work on gaining multiple internal champions - and how to make that happen. (32:07)
How to know if you’re a ‘Kieran’ - and why it’s super common in salespeople. (33:45)
Why ‘Kieran’s’ will often use optimism to predict their B2B sales outcomes (34:53)
Fast actionplusfoundational strategy - and how it can help ‘Kieran’s’ outperform their competition. (36:30)
How metrics will save a ‘Kieran’ from missing out on sales opportunities. (38:50)
Why your personality doesn’thaveto hold you back - and using the sales strategies from today’s episode to help you win more business. (42:03)
Plus - anexcitingannouncement about Converting Corporates 2021. Make sure you grab your ticket below to access workshop sessions on; Selling to FTSE 500 companies, the ARQ Framework ™ and more...
Key Resources Mentioned in this Episode:
Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/
We have one space left in April to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite
Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects:https://bit.ly/top-5-business-development-questions
21 Aug 2020
STC024 How to get started: Immediately start selling to corporates
00:42:59
Have you been considering selling your services to corporate organisations for a while - but havenoidea how to get started?
Perhaps you’ve been a regular listener and so understand the elements of business development… but you’re not sure on the foundational steps of navigating the corporate / B2B sales landscape and you want to understand all of the steps it takes to make corporate sales before you dive in?
In today’s episode of the Selling to Corporate podcast, I’m answering the question that I get emailed most often; how do I get started selling my services to corporate companies?
This episode is for anyone who is;
Thinking about selling their services to corporate organisations but isn’t sure where to start and wants to know the foundational structures that have to be in place in order to successfully sell to corporates.
Currently selling to corporates and not seeing the results that they want right now; those who are open to troubleshooting their processes so that they can sell more easily and successfully to companies.
In today’s episode, I’ll be sharing;
The exact process that I’ve designed and used withthousandsof clients to generate B2B sales over the last 13 years. (05:03)
The foundational structures and processes that you’ll want to have in place so that B2B sales becomes easy and natural for you. (09:54)
How you can build your corporate sales roadmap (and why you need one to make sure that you get the best results in the quickest and most efficient way possible!) (11:02)
Whether messaging really matters - and the pieces that you need to have figured out before you start your business development. (13:02)
The reasons that your foundational process is key to your success (and why you’ll screw up all your hard work if youdon’tput something in place!) (18:56)
Defining your specialism; why you need to do it, how it’s powerful and why it’ll help you sign more clients. (20:30)
The real sales process involved with B2B sales (and how it’s about simplicity and consistency vs fancy funnels and crazy marketing!) (24:05)
How to know which stage of the process is going to be most effective for you; troubleshooting your existing offerings and making sure that you have the right tools in place to sell effectively and immediately. (34:23)
Thenumber onething that youmustdo if you want to see fast results when selling your services to corporate clients. (38:36)
A slightly longer episode - but a great one for those people who’re looking to really create the most efficient, effective sales process and sell their services to organisations with ease.
Key Resources:
Converting Corporates Bundle: The Converting Corporates Bundle is available at the current price for just a few more days! Make sure that you grab it now in order to learn exactly how to set the correct foundations for your corporate sales plan!
The C Suite ® is now OPEN – and our extended payment plan is available for the final time! If you’re interested in joining, make sure that you click here to grab your spot.
Talk to me about The C Suite ® : If you want to ask questions about The C Suite ® and whether or not it’s the right investment for you? Grab a spot in my diary here to discuss and I’ll give you my honest feedback on whether or not The C Suite is the best option for you:
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.
Enhance your understanding of Selling To Corporate with My Podcast Data
At My Podcast Data, we strive to provide in-depth, data-driven insights into the world of podcasts. Whether you're an avid listener, a podcast creator, or a researcher, the detailed statistics and analyses we offer can help you better understand the performance and trends of Selling To Corporate. From episode frequency and shared links to RSS feed health, our goal is to empower you with the knowledge you need to stay informed and make the most of your podcasting experience. Explore more shows and discover the data that drives the podcast industry.
