Selling To Corporate

Are you struggling to create the perfect offer for corporate clients before you even start selling?

In today’s episode I’m sharing the 5 important things to remember when creating an offer to sell to corporate clients so that you don’t waste your time perfecting your offers, creating fancy sales pages, or posting endlessly on social media.

The real key to landing corporate deals is focusing on lead generation and your sales call skills. Corporates buy transformation—not the prettiest PDF or the catchiest program name. Take action, have real conversations, and tailor your solutions to what companies actually want.

Here’s some of the things that really matter:

Start your sales process FIRST—talk to real corporate decision makers, find out what they actually need, and build your offer with them.
Corporates aren’t scrolling for your offer on social media. Forget endless posts and sales pages. Focus on real conversations!
And no, you don’t need to stress about being a limited company or having bonuses—what matters is the transformation you deliver.

Ready to stop overthinking and start selling to corporates the smart way? Tune in today - and if you want more tips like these,sign up to my free newsletter at www.sellingtocorporate.com

Key Quotes;

Cracking the Corporate Offer Code: "So when we're talking about offers today, we are talking specifically about the solution that you are going to provide to corporate clients that is paid for." 00:06:4300:06:56

The Biggest Roadblock to Selling to Corporates "I have heard people say to me, Jess, I want to sell to corporate companies, but I don't have an offer yet. So I need to wait and figure out what my offer is gonna be before I can start my sales process." 00:04:3600:04:51

The Importance of Targeted Lead Generation in B2B Sales: "But what happens if we don't start a sales process, meaning if we don't target a particular industry, meaning if we don't do appropriate lead generation to generate qualified leads who actually are interested in our area of specialism and who hold the budget to pay us." 00:13:5200:14:14

Why Your Offer Isn't Selling "If you haven't gotten all of the results that you wanted in the first half of this year, it's really important to understand why. And if that is, you've been spending lots and lots of time on creating offers and then feeling like it's really hard to sell them and you don't have anyone to sell them to, this is your problem." 00:38:0900:38:27

The Real Reason Your Offer Wasn’t accepted

"A lot of the time, in fact, in over 90% of occasions, price isn't the reason that companies didn't go with your offer. A lot of the time, it is about the diagnostic skill you have on the sales call and whether you presented the solution that met the need and got the buyer required to actually go ahead with it." 00:40:3700:40:38

Key Resources Mentioned in this Episode:

Join the waitlist for the Converting Corporates Event 2026!

https://smartleaderssell.vipmembervault.com/cc2026waitlist

Sign up to the Cold Email Outreach Conversion Course

https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/

If you want to track your sales and set targets, check out my sales tracking spreadsheet

https://smartleaderssell.thrivecart.com/sales-tracker-spreadsheet/

Watch my video on how to troubleshoot your sales process!

https://www.loom.com/share/a2de63c2c7354a7a86335b79ef94497e?sid=60cdc100-9f2b-49b5-a5db-aee7de17596d

If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then Join The C Suite ® now.

https://sellingtocorporate.com/the-c-suite-self-study/

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c

Sign up for the webinar on Five Simple Steps to Landing Corporate Clients.

https://sellingtocorporate.com/webinar-registration/

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs and start getting quality information from your prospects.

https://sellingtocorporate.com/top-5-business-development-question-guide/

Connect with me on LinkedIn.

https://www.linkedin.com/in/jesslorimer/

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Listen to my TEDx talk.

https://youtu.be/VGN4_nmg-tE?si=2ttyacPfCbBPYyRG

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Ready to rethink your sales strategy? In this episode of Selling to Corporate, I sat down with Kirsty Smith, founder of Natural Rays, a well-being consultancy specialising in menstrual and menopausal health in the workplace to hear how she switched from exhausting social media marketing to impactful B2B sales.

Kirsty reveals how focusing on corporate clients transformed her business, boosted her confidence, and gave her more freedom—without the burnout of the Instagram algorithm.This episode is packed full of practical wisdom for anyone considering – or already navigating – the transition from selling to individuals to targeting organisations. Jess and Kirsty dig into the nuances of social media marketing, the realities of supporting women’s health at work, why B2B sales can offer more stability and impact, and how finding the right sales process can revolutionise your business (and mindset).

If you want to make your expertise go further, have stronger boundaries, and actually enjoy selling, this conversation is packed with insights you don't want to miss.

Learn how organisations supporting menstrual and menopausal health see significant ROI—not only does it affect over half the workforce directly, but it also impacts colleagues and families. Kirsty highlights the importance of shifting conversations from personal discomfort to broader workplace support, positioning this work within diversity, equity, and inclusion (DEI) initiatives.
Kirsty describes her transition from selling B2C to selling to B2B, identifying social media marketing as significantly exhausting compared to the clearer strategies and boundaries she’s now able to set with B2B clients. She notes that B2B sales allow for more direct and open budget conversations, leading to greater confidence and more sustainable business practices.
Kirsty shares how joining The C Suite ® provided her with a streamlined, metrics-driven sales process that replaced the unpredictable nature of B2C marketing. She also emphasizes the motivation and practical insights gained from being part of a supportive peer community, which helps her refine and optimize her business continuously.

In this episode I’m sharing;

Supporting women’s health at work is not just about inclusion – it’s key to business ROI and wellbeing for all.
Transitioning to B2B offers scale, higher impact, and the chance to build stronger business boundaries.
Ditching algorithm-dependence for a proven sales process brings confidence, consistency, and (best of all) mental space.
Community matters – being surrounded by others on the same journey keeps you inspired, grounded, and proactive.
If you’re on the fence about investing in your business development skills, consider the long-term impact and support you’ll gain.

Key Quotes;

The Ripple Effect of Struggles at Work: "It's not just the direct ROI in terms of the person that's experiencing the symptoms. It's like, who are the people around them that are also being impacted by that person experiencing the symptoms." 00:05:1200:05:24

Social Media Fatigue: "That's why I've wanted to kind of move away from marketing solely on social media because it doesn't make me feel good. When I show up there, it takes away from you know, it takes my brainpower away from other things, which is another reason why when I came into the c suite and I knew what I needed to do, I jumped into it and I followed it." 00:24:3200:25:32

Work and Wellbeing in the Modern Era: "We cannot look away from the fact that our employment, how we work, where we work, has an impact on our health." 00:10:3700:10:47

Setting Boundaries in Business: "Oh, we don't pay for that. And I've said, oh, I don't actually do that for free." 00:17:0300:17:08

The Power of Consistency in Business Development: "So what I loved about the process that you talk us through in The C Suite ® is that, you know, there are many different ways to do business development, but you pick the one that you want to and you follow it through. And there's a strategy and you stay consistent, and it was really clear what needed to be done, the metrics that we were following." 00:14:3800:14:57

Key Resources Mentioned in this Episode:

Join the waitlist for the Converting Corporates Event 2026!

https://smartleaderssell.vipmembervault.com/cc2026waitlist

Sign up to the Cold Email Outreach Conversion Course

https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/

Contact Kirsty -

https://www.instagram.com/natural_rays_hormone_harmony/ https://www.linkedin.com/in/kirstysmithnaturalrays/ If you want to track your sales and set targets, check out my sales tracking spreadsheet

https://smartleaderssell.thrivecart.com/sales-tracker-spreadsheet/

Watch my video on how to troubleshoot your sales process!

https://www.loom.com/share/a2de63c2c7354a7a86335b79ef94497e?sid=60cdc100-9f2b-49b5-a5db-aee7de17596d

If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then Join The C Suite ® now.

https://sellingtocorporate.com/the-c-suite-self-study/

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c

Sign up for the webinar on Five Simple Steps to Landing Corporate Clients.

https://sellingtocorporate.com/webinar-registration/

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs and start getting quality information from your prospects.

https://sellingtocorporate.com/top-5-business-development-question-guide/

Connect with me on LinkedIn.

https://www.linkedin.com/in/jesslorimer/

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Listen to my TEDx talk.

https://youtu.be/VGN4_nmg-tE?si=2ttyacPfCbBPYyRG

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Today I’m sharing why updating your B2B sales process is crucial right now. The market is rapidly changing—referrals aren't enough anymore, and only a best-practice, proactive sales approach will help you land those high-value corporate clients. I’m talking about the importance of reviewing your metrics, getting honest about what you want from your business, and why taking action before the summer slowdown is essential. If you want sustainable, predictable results in 2025 and beyond, now's the time to make those smart changes. If you’re a coach, consultant, trainer, or service provider selling to companies, you need to harness best practices—nothing “sleazy or gross”—and create a predictable, sustainable revenue stream, no matter what’s happening in the consumer market.

Tune in for honest advice, market insights, and your nudge to step things up!

In this episode I’m sharing;

The B2B market is changing—fast. Are you updating your sales process to match?
Why midyear is a pivotal time to review your pipeline. Sales slowdowns are coming: If you don’t close opportunities before mid-July, expect long delays due to summer decision-maker holidays.
The B2B opportunity is bigger, but only for the prepared.
Is your sales process designed for today’s reality—or stuck in 2015?
Why referrals are no longer sufficient in B2B.
Cold -> Closed - specifically created for this market to fast-track your outreach, objections and closing before the summer slowdown.
Best-practice, proactive sales processes are more important than ever, especially as referrals dry up.

Key Quotes;

The Shifting Coaching Market: "And over the last few months, I've been talking quite openly on the podcast about how the business to consumer market has really shifted. And in some cases, the bottom is completely falling out of it." 00:03:1500:03:27

Entrepreneurial Focus Shifts in a Changing Market: “I very consciously moved my business to be focused on maximum revenue generation from corporate clients. And that's been really fun and really interesting.” 00:15:5300:15:54

Why Reviewing Your Numbers Feels Different This Year: "So for some people, you might be reviewing your numbers in June thinking, actually, this has been my best year to date. You know? Actually, this has been the year where I've made the most revenue, where I've set the best boundaries in my business, where I have, you know, worked on things that were actually meaningful to me, and impactful to organisations that I work with." 00:27:3500:28:44

Boosting B2B Sales This Season "If you want to spend the next six weeks building out your B2B sales for the next ninety days so that you are actually getting better outreach results, higher response rates, more calls being booked with you, more proposals going out of the door before the summer hits, then you need to go ahead and check out the Cold -> Closed link again. "00:44:3600:45:03

The Reality of Wanting High-Paying Clients Quote: "If you're somebody who's saying, yes. I absolutely want companies to pay me £5,000, 10 thousand pounds, 20 thousand pounds, 50 thousand pounds per engagement, but you are not willing to put in the time that it takes to do proactive outreach to book sales calls that are going to be worth tens of thousands of pounds, then you need to take a real look at whether you are saying you want something, but you're not indicating that you are willing to do the work or invest the time, energy, and money required to get that result." 00:27:3500:28:44

Key Resources Mentioned in this Episode:

Click here for Cold -> Closed.

Click here to join the waitlist for the Converting Corporates Event 2026!

Click here for the Cold Email Outreach Conversion Course.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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 TEDx talk.

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In episode 150, “Top 3 things to change if you want sustainable, predictable revenue,” Jess takes an honest look at what’s actually driving revenue in the B2B sales world right now. If you’re a coach, consultant, trainer, or any kind of service provider who dreams of reliable income, switching off for the summer, and still signing corporate clients… this is the episode you can’t afford to skip.

As May ushers in a critical sales window before the quiet summer months, Jess kicks off by sharing how she uses this quarter to finalise deals and take the summer off - focusing on making sure business is set up for success so she (and you!) can unplug without worrying about finances.

But while she’s going to be relaxing, she wants you to be equally strategic—especially given growing misconceptions in the business world about what actually works for B2B sales in 2025.

Key Takeaways in This Episode

What corporates actually are—and why this matters. Jess clarifies what counts as a “corporate” for the purposes of this podcast: organisations that are not solopreneur-run, have permanent employees, a board or higher structure, and operate in both private and public sectors. If you’re targeting founder-led micro-businesses, the B2B tactics you hear about online likely won’t work for true corporates.
The dangers of misguided sales activities. Too many business owners are spending hours posting on LinkedIn, engaging in comment pods, building elaborate funnels, or writing books—believing these are “sales activities.” Jess is blunt: these are NOT going to land you corporate contracts. HR managers are not scrolling LinkedIn newsfeeds to find their next coach or consultant. Corporate buyers aren’t signing up for your webinar funnel or being wowed by your ebook. If you’re getting engagement but not deals, this is likely why.
The real reasons for B2B revenue plateaus (or dips). Jess unpacks why those revenue highs expected in the new year often fail to materialise—energy fizzles, pipelines aren’t as full as predicted, and sales plateau. Many fall for the myth that it’s “just the market” or their pricing, when in fact, they are simply not spending time on the right actions. She stresses that clutter, complexity, and intelligent overthinking can get in the way of simple, repeatable sales behavior that actually converts. Don’t get stuck in learning more, consuming content, or trying to prove your worth with more certifications!
The reality of the current B2B market. Ignore the chatter from non-practitioners who claim “corporates aren’t buying.” Jess’s proven strategies, used by over 20,000 clients (with a 90%+ success rate), continue to deliver wins—even in a tough market. The companies succeeding are the ones focused on proactive, not passive, behaviors.
Proactive sales strategies that work. Replace endless marketing with smart, measurable, sales-focused actions:
Direct, well-researched outreach to decision makers.
Tracking metrics and troubleshooting what actually moves the sales pipeline.
Using proven scripts, strategies, and templates grounded in years of corporate sales experience.

Jess’s clients are still landing deals—even their biggest months ever—by ditching content for conversation and focusing on relationship-based sales approaches.

Your opportunity: The Cold to Closed Live Sales Experience Jess announces an exciting, brand new live sales experience: Cold to Closed. If you want to sign corporate clients in 90 days or less (and you’re not quite ready for her C Suite ® program), this is for you. Join the waitlist (link in the show notes), as this will be the only live sales training outside C Suite ® in 2025.

Final Words of Wisdom

Get honest: are you working on actions that drive cash, or just chasing likes and ego boosts? Your summer of freedom starts with what you do now. If you want predictable revenue and genuine business joy, switch from content creation to conversion.

Next Steps

Get on the Cold to Closed waitlist (link in show notes!)
Revisit previous episodes, especially State of the Union — Super Sales Insights to Smash Your Targets. It’s a game-changer full of actionable market insights.

Key Resources Mentioned in this Episode:

Get on the Cold to Closed waitlist here.

State of the union: super sales insights to smash your targets

Click here for the Cold Email Outreach Conversion Course here.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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 TEDx talk.

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After a challenging 2024 filled with global changes,today’s episode is reflecting on how the business environment is shifting and what it means for entrepreneurs, coaches, consultants, and other service providers focused on selling to corporate organisations.

Jess breaks down the key trends and insights that will shape the corporate market this year, offering strategies to help you navigate the complexities of today’s economic climate. From understanding the increased use of external consultants by organizations to identify growth sectors like AI and ESG, Jess provides a roadmap for building a stable sales pipeline.

With economic challenges ahead, it's vital to focus on building a stable B2B sales pipeline and enhance your sales skills. Companies are set to spend billions, and external consultants will be in high demand. Whether you're exploring new corporate revenue streams or adjusting strategies, understanding these trends is key for navigating success.

This episode is a must-listen if you're looking to adapt your business strategies for success in 2025 and beyond. So, whether you're a seasoned pro or new to the corporate sales game, this episode is sure to provide some much-needed inspiration and direction.

In this episode I’m sharing;

Navigating Economic Challenges: Building a Stable Sales Pipeline for 2025 and Beyond
Selling to Corporate in 2025: Insights and Strategies for Success
How Economic Changes Impact B2C and B2B: Lessons for Small Business Owners
The Current Landscape: 2025 is brimming with potential, despite the economic challenges. UK corporates alone are expected to spend £15.7 billion on external consulting, which includes diverse opportunities for coaches, consultants, trainers, speakers, and service providers.
Corporate Opportunities: Companies are dynamically adjusting to global changes, and more than half intend to increase their use of external consultants over the next year. This is your chance to step in with the right sales skills.

Key Quotes;

Redefining Work-Life Balance: "I have cut my working week down significantly, by a day and a half a week, which is something that I never thought I would be able to do because I'm obsessive about work." 00:01:5700:02:09

"Those companies who are selling anything high ticket to consumers will already have plans in place and they will already have the data around in recessive or economically difficult environments. And they already have risk departments and very very experienced financial professionals who will predict these kind of things and that company will have been gearing itself up to make it through these kinds of environments, which is why it's much easier for them as large organisations who've been through this kind of thing before to predict how they are going to survive and thrive through an economically uncertain environment rather than you or me." 00:37:0600:37:51

"Now what was really interesting during my period of research for this episode was the fact that 58% of companies say that they are going to be using external consultants more in the next twelve months than they have previously. In fact, only 1% of companies said that they would use external consultants less." 00:39:2600:39:51

Investing in Sales Strategy: "And if you don't invest in your sales strategy... you are going to struggle this year." 00:56:5900:57:02

Key Resources Mentioned in this Episode:

Click here for the Cold Email Outreach Conversion Course here.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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 TEDx talk.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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 TEDx talk.

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If you're ready to rock your cold outreach and start converting more leads into qualified sales calls, then visit https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/ and use the code PODCAST for your special listener discount!

Ready to analyse the first 90 days of 2025 from a sales perspective? In this episode we're not about pointing fingers or dwelling on what could have been done differently. Instead, it's about helping you make objective, data-driven decisions to set a successful course for the rest of the year.

We're having an in-depth discussion on ninety-day analysis—what it is, why it's effective, and how it can provide critical early insights into your sales trajectory.

Jess shares her excitement about recent events and highlights the positive impact that in-person interactions have on strategy and support, specifically praising her boardroom event and the Converting Corporates session. She talks passionately about how being in a room filled with like-minded entrepreneurs and business professionals, sharing common goals and energies, can significantly boost your motivation and clarity. These events showcase the power of collaboration and community in driving individual success.

Transitioning into the core content, Jess emphasizes the importance of using data to assess your current path realistically. With a mix of humor and practicality, she introduces the key troubleshooting questions you need to ask:

How many leads have you engaged in a lead generation cycle this quarter?
How many qualified sales calls have occurred?
What is the number of qualified proposals you've sent out?
How many sales have you successfully closed?
What's your average transaction value?

These critical questions are designed to provide a clear picture of your sales funnel's effectiveness and highlight areas needing refinement. Jess explains that these metrics can pinpoint where your sales process might be faltering, whether it's the lead generation stage, conversion to calls, or closing deals.

Moreover, Jess shares insights into what separates the most successful salespeople, stressing the importance of focusing on the right activities. Successful individuals in sales don't chase after trends or engage in comparison with others; instead, they maintain unwavering focus on their strategies and execution. Jess believes that implementing a proven strategy with full accountability, alongside honing specific skills, is pivotal for consistent success.

We're also looking at the collective anxiety about trying new things or fear of failure, which is a barrier for many. Jess reassures listeners by encouraging a mindset shift—from fearing negative outcomes to leveraging data-driven decisions to fuel confident actions.

Toward the episode’s end, Jess urges listeners to evaluate their own sales processes—do you have a strategic approach, are they implementing effectively, and is there accountability from knowledgeable peers? If any of these elements are missing, it might be time to seek out support structures that can provide these missing pieces.

In the spirit of continuous improvement, Jess invites the audience to send their sales numbers for an analysis if they are unsure about where their process might be falling short. This gesture not only offers practical help but also reinforces the community aspect she champions throughout the episode.

Whether you're already seeing success or searching for ways to improve your Q2 performance, this episode serves as a comprehensive guide to refining your sales strategies for sustained success. Tune in to transform how you approach your sales activities and enjoy a fuller, more rewarding path to your business goals.

Key Resources Mentioned in this Episode:

Click here for the Cold Email Outreach Conversion Course here. Use PODCAST for your special discount.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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If you're stuck in a reactive sales cycle, feeling overwhelmed every new month with zero sales on the board, then this episode is perfect for you!

Discover the secrets of the 'thirty day sales mindset' - and learn how to set the right sales foundation for growth. Whether you're struggling with lead generation, sales call conversions, or are finding that your content isn't bringing the results you need, Jess breaks down the necessary steps to troubleshoot your sales process and prioritise revenue-generating activities.

So, if you are one of those people who have just realised that you are IN the year but haven’t managed to take full action yet?

Then now is the time to get your outreach done before you get left behind. You can grab my proven Cold Outreach Course by heading to: https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/ and say goodbye to revenue roller coasters and hello to predictable sales results!

In this episode I’m sharing;

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.
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.
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.
What to do instead? If you're already seeing this impacting your business OR recognise the signs? You need to do something now. You can absolutely set good foundations in place if you know how to manage setting foundations and balance that with critical sales activities. If you don't? You need to get the cold outreach course now and start putting that outreach plan in place OR message me to find out where your gaps are and start fixing them properly. Remember, in a changing market + challenging economy, the worst thing you can do is ignore early signs... it'll cost you more later.

Key Quotes;

The Pitfalls of the Thirty Day Sales Mindset: "I'm seeing more people than ever being super burnt out and overwhelmed because they're bouncing reactively month to month." 00:23:3400:23:41

"Reassess and Refocus for Real Revenue: This is a perfect time at the end of your first ninety days of 2025 to be reassessing what your actual sales numbers are and what your real revenue generating activity has been like." 00:03:5200:04:07

"The Key to Consistent Revenue": "Putting those foundational pieces in place, having that laser focus sales mindset and actually doing the right things, troubleshooting your sales process and fixing the right gaps, it's going to make you way more money, way more quickly than doing something fancy." 00:53:3800:53:55

The Revenue Roller Coaster: "And all of this combined means that from a revenue perspective, we end up on this reactive roller coaster feast and famine revenue cycle, where we bounce around from doing lots and lots and lots of short term sales activities that are designed to generate short term revenue." 00:32:4700:33:04

Listen in for exclusive tips, actionable insights, and a special offer on the Cold Outreach Conversion Course to help you reach your sales goals with confidence and clarity.

Head to The Cold Email Outreach Conversion Course using the coupon code PODCAST.

Key Resources Mentioned in this Episode:

Click here for the Cold Email Outreach Conversion Course here. Use PODCAST for your special discount.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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I was so excited to record today’s podcast on whether you should be hiring a salesperson to build your B2B revenue! It may be a slightly controversial topic but stick around to learn about the practical reasons why hiring a salesperson might not be the right move for your business at this stage, the high costs and risk factors involved, and how to ensure a successful onboarding process if you do choose to hire.

If you’ve been considering adding a salesperson to your team or have already done so with less-than-stellar results, then tune in. I’ll also be addressing the frustrations many business owners felt last year about generating revenue and the challenges of building out a sales process and helping you to understand the key considerations you need to take into account before making the decision as to whether you should hire a salesperson to build your B2B revenue!

Plus, I’ll share how and when to invest in your own sales skills through resources like The C Suite ® to build a proven, metrics-driven sales process that sets your business up for scalable success.

In this episode I’m sharing;

Should you hire a salesperson to boost your B2B revenue in 2025?
The pros and cons of hiring salespeople for small business success
Is hiring a salesperson the right move for your growing B2B business?
Key considerations before hiring a salesperson for your coaching or consulting business
Building a proven sales process before hiring and essential tips
When to hire a salesperson and when to train yourself instead
Common pitfalls in hiring salespeople for small businesses
Why you might want to rethink hiring a salesperson right now
The high stakes of hiring salespeople for a small business under 150k revenue
Effective sales process training: Your path to hiring success

Key Quotes;

"When coaches and consultants and service-based business owners generally are thinking about hiring a salesperson, they can be so caught up in the fact they just don't want to do sales activity, or they just hate sales and want to get rid of that job, that they don't necessarily, prepare in the best way for having a salesperson." 00:14:1900:14:40

"So if you're somebody who is generating less than 150 k a year in revenue yourself for your own business, then a salesperson probably shouldn't be top of your list for hiring." 00:03:5800:04:10

"It doesn't matter what you call a salesperson, whether you're saying that you want a closer or a new biz development exec or an account manager, unless you know what skills are required in those roles and how to interview to find out whether those people have those skills, it's going to be a very, very time consuming lengthy process." 00:29:1100:29:39

"What you will find is that the best salespeople out there are usually the most expensive. So unless you've got something that is going to help set them up for success right from the beginning, you could end up paying a very, very high salary, a very high monthly cost for somebody who arguably could have been absolutely phenomenal, when working for a large company where they were adequately supported." 00:34:2900:34:58

"Most companies will actually give salespeople, new salespeople, a grace period where they don't actually have to bill or they don't expect them to bill." 00:18:2700:18:37

Key Resources Mentioned in this Episode:

Tickets are now on sale here for the Converting Corporates Event 2025.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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In this episode, I’m sharing the significant changes coming to The C Suite ® and what this means for your sales strategy. I'll also be sharing how the changes to The C Suite ® can help you future-proof your business.

Whether you're a coach, consultant, speaker, trainer or a done-for-you service provider, this episode is packed with actionable advice to help you navigate the shifting landscape and ensure your sales process is set up for success in 2025. So tune in and get ready for some valuable sales lessons and tips for your business!

In this episode I’m sharing;

Sales Process Insights: Learn the key aspects of your sales process that need attention.
The importance of future-proofing your business, are you prioritising the right aspects to sustain and grow your B2B revenue?
Changes in the C Suite ® for 2025 and boosting your B2B sales revenue
Companies cut staff, hire external suppliers
Building a strategic sales mindset

Key Quotes;

"To inspire, to see people motivated and engaged and excited about trying new sales activities and seizing opportunities and doing the right things for their business, for their revenue, for their families. Right? That's why most of us start businesses."00:10:4500:11:01

"The market has shifted politically and economically which means that, with more redundancies come more people who are freelancing or going into freelancing and will be trying to sell their own consulting coaching services back into companies they already worked with. Which will mean more competition for people like you, who have been trying to sell to corporate." 00:23:5400:24:18

"If you're somebody who is incredibly self motivated, driven, knows that once you've got the strategies and techniques, you're really, really good at making that time to implement, then the self study is absolutely for you.” 00:34:3500:34:49

“If you're somebody who is feeling overworked, overwhelmed and you want to be working with organisations in a strategic or a more long term, higher price point way, you want to be thinking about sales mindset and how you can create a more predictable pipeline so that you're not actually worried, or having that kind of fear around losing clients because you raise your rates or because you set boundaries with them. Instead work on that resilience piece and put in place practical pipeline driving methods that are going to help you sign sales on repeat where you don't have to worry about them." 00:45:4900:46:28

"So if your sales are taking longer than that to go through, particularly if they're lower than a 100k, you have a sales problem or part of your sales process isn't working as it should."00:41:4600:41:57

Key Resources Mentioned in this Episode:

Tickets are now on sale here for the Converting Corporates Event 2025.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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Today I’m hosting a festive, Christmas-themed special! I’m wearing my holiday jumper and eagerly awaiting my post-detox French wine treat and I can't wait to reveal the C Suite ® upgrade with you all!

Market dynamics have been shifting so we’re adapting, which is the reason for the exciting new upgrade! The revamped "C Suite ®" program has been designed to cater to diverse learning styles - featuring a self-paced version and an enhanced, community-focused option. Plus,there are some special offers available until December 31st and bonuses to kickstart your success in Q1.

So tune in if you want to stay motivated and prepare for a prosperous 2025 and don’t forget to join my email newsletter list for exclusive updates.

In this episode I’m sharing;

The C Suite ® revamps for 2025 revealed
Enhanced learning and community focus for the New Year
Future-proofing your sales
Transform your sales strategy

Key Quotes;

"So the main reason that I've decided to change The C Suite ® is because over 2024, I've noticed that learning styles just aren't being catered to." 00:15:3100:15:43

"Some people are looking to be either completely self paced to be able to do things at their own speed and not have to be accountable to anybody else other than themselves, and other people want more accountability. They want more time in a room with me. They want taught implementation sessions where they are focused for days at a time on working on their business instead of being in the trenches in it and reacting to everything as it comes in." 00:23:2200:24:00

"Everybody who's been selling digital courses knows that it has become more and more difficult to get people to implement those digital courses." 00:13:2300:13:32

Exciting New Opportunity for 2025: "I am genuinely excited about it. It means I get to be in a room with a limited number of people next year to support those people who want more accountability, more community, to get more of my brain, and spend more time actually implementing and executing, feeling really confident." 00:26:5300:27:59

"The C Suite ® in the market has one of the highest completion and success rates of any course that I can find." 00:08:0100:08:08

Key Resources Mentioned in this Episode:

Tickets are now on sale here for the Converting Corporates Event 2025.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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"Who Dares Wins: The Sales Lesson You Can Take from the SAS!” What a great title and, no I am not even remotely thinking about joining any of our amazing Forces but I will be sharing an inspiring lesson from an SAS talk on perseverance and resilience and we'll navigate through personal and professional challenges from this year, reflecting on accountability and the shifts in the B2B market.

I’ll also advise on how to not let a neglected sales process become a leaky bucket, draining your resources and potential.

If you're grappling with pricing, sales consistency, or just trying to find a balance in scaling your business, this episode is packed with practical advice and support. Plus, I'll be offering a free gap analysis to help you pinpoint and address your sales process issues.

I’ll help you to tackle any obstacles head-on and gear you up to make 2025 a year of growth and transformation!

In this episode I’m sharing;

How SAS lessons can transform your sales strategy
Turning sales challenges into opportunities: Insights from the SAS selection process
Overcoming sales hurdles: Lessons in resilience from the SAS
Improve your sales process with the SAS mindset
Why a Strong Sales Process is Your Business's Best Asset in 2024
Sales Success in 2024: What the SAS Can Teach Us
Conquer Business Sales Issues with Strategies Inspired by SAS Resilience
Elevating Your Sales Game: What Entrepreneurs Can Learn from SAS Training
From Leaky Buckets to Solid Sales: Transformation Tips via SAS Lessons
Actionable Sales Insights for 2024: Drawing Parallels to SAS Determination

Key Quotes;

"So the short thing to say is that if in 2024, you've experienced being fearful around making investments of time, energy and of course, money into your sales process, you need to figure out whether or not the fear of staying where you are with your current results is a better place to be than making a chosen investment into an area that you know needs support." - 00:18:4500:19:30

Leaky Bucket Syndrome - "The reality is that when it comes to sales, if parts of your process are broken then you will continue to leak more money out of them. You will continue to have more problems. And it's kind of like a leaky bucket, in that if you don't fix the first hole in your leaky bucket, the pressure of the water becomes so great that you spring more leaks." 00:21:0700:21:32

Work Life Balance Struggles: "I've been in that space where my business wasn't working like I wanted it to. I didn't have the work life balance that I set up my business for and I've been in a job where I wasn't massively valued, and I've been terrified to let go of that because, like most people, I value financial stability." 00:13:3400:13:55

"So from a professional perspective, I'm seeing lots of sales process gaps and sometimes a lot of fear around identifying those gaps and actually plugging them, which is leading to a lot of problems." 00:04:0100:04:17

Key Resources Mentioned in this Episode:

Tickets are now on sale here for the Converting Corporates Event 2025.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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I’m sharing today’s Selling to Corporate ® episode with the amazing Jennifer Macdonald- Nethercott. Taking you on Jennifer’s inspiring journey as a Chartered Marketer and owner of Strath Communications, this episode is a treasure trove of insights for anyone looking to understand the art of blending marketing strategies with business objectives, maintaining financial stability, and effective sales-focused business growth.

Tune in as Jennifer discusses her personal approach to building real relationships, the value of local insights, and how proactive outreach and tracking can lead to a 15% increase in turnover and a 35% rise in profit. Whether you’re considering joining the C Suite ®, looking for marketing support, or wanting to balance work and personal life, this episode is packed with actionable advice and real-life success stories.

In this episode I’m sharing;

The necessity of performing consistent daily sales activities. This practice is crucial for converting leads and sustaining business momentum.
Discover how Jen plans her work schedules to achieve a harmonious balance between personal life and professional commitments, incorporating regular networking and strategic planning.
Learn how the C Suite ® training program has transformed Jen’s sales processes, leading to consistent and impressive business results. Jen’s dedication to the training proves that trusting and following the process can yield spectacular outcomes.
LinkedIn's effectiveness is waning for corporate clients.
The Importance of Local Insight and Financial Planning in Marketing

Key Quotes;

Balancing B2B and B2C: "It's always interesting to me because it's one of the biggest questions that we get is, how possible is it to run a b to c and b to b business? And I always think, well, I do it, so it can't be rocket science."

00:02:1600:02:28

"Because when you are somebody who is qualified to a high level in your area, you can give companies very different strategic support than what we would normally think of as being strategy. When you are working with both coaches, consultants from that kind of solopreneur space to working on marketing campaigns, especially when they have more budget, there's a lot more strategic guidance that goes into that."

00:09:4500:10:28

It's that as a marketer, sales doesn't necessarily come naturally to you. But when you set up your own business, you have to become a salesperson otherwise you're not going to earn any money. Some of the smaller businesses I work with, you have to speak to them about what sales they're doing because, ultimately, like other coaches and consultants I work with, they need to be doing that one to one outreach as well to generate it because marketing is not going to provide all the leads they need for generating the income they want to.

00.27.33 - 00.28.36

Key Resources Mentioned in this Episode:

Tickets are now on sale for Converting Corporates 2025, use code CELEBRATE for your special discount here.

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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In this episode, I’m covering the key reasons why sales can become a bottleneck in your business and sharing the importance of continuously developing your sales skills to avoid bad habits and scale effectively. We’ll explore the impact that lack of experience, confidence, and even a dislike of sales can have on both small business owners and larger corporate sales teams. Plus, I’ll share insights from a corporate client who discovered their own sales team was the bottleneck for their sales pipeline.

In this episode I’m sharing;

Why your B2B sales are sluggish this summer and how to fix it
Unblocking your B2B revenue pipeline this summer: key strategies to implement
Summer Sales Slump? Diagnose and address your B2B revenue bottlenecks
How to Identify and overcome sales hurdles in your B2B business
Proven techniques to boost B2B sales and prevent summer revenue stalls
Is your B2B revenue stalled? Actionable steps to revitalise sales efforts
Combatting summer sales slowdowns: Essential B2B practices for consistent revenue
Re-energize your B2B sales process and avoid revenue stagnation
Overcoming B2B sales challenges in summer: Strategies for unblocking revenue
End your summer sales slump with these expert B2B revenue tips

Key Quotes;

"So if you're bottlenecking your business and your sales pipeline, you might find that that's down to a lack of understanding or a lack of measurement around metrics so that, actually, when you're thinking about making any time, energy, or financial investment into your sales pipeline and your development around sales, you're buying similar things rather than buying things that actually fix the problem."

— Jess Lorimer 00:28:2300:28:34

"Put things in place, protect yourself, future proof your business, and ultimately give yourself more room to scale, to expand, to outsource, and deliver, most importantly, amazing client experiences, which are the whole point and the whole reason that you got into this crazy business ownership world in the first place."

— Jess Lorimer 00:38:1700:38:38

“When they started their business, they started their business from a place of passion, of wanting to do really well, wanting to serve their clients really well, but with no foundational understanding of what it actually takes to create a new business development strategy.”

— Jess Lorimer 00:07:0000:07:20

"We have to really make sure that we are learning and developing our sales skills at every stage in our business."

— Jess Lorimer 00:16:4400:16:52

"Instead of focusing so much of the time on what I don't like, why don't I start focusing on what a good sales process looks like?"

— Jess Lorimer 00:23:3900:23:47

"The biggest difficulty that most entrepreneurs see is that they don't know what they're doing right, but they also don't know what they're doing wrong."

— Jess Lorimer 00:24:5600:25:04

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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I’m very excited to share today’s podcast with a special guest, Jo Twiselton. As well as an expert facilitator and leadership coach Jo helps organisations and leaders transform and promotes positive corporate cultures through her 20-year journey with Twist Consultants.

This episode delves deep into the ethical aspects of employee treatment, the powerful role of public perceptions, and the immense pressure on leadership in corporate decision-making.

In this episode I’m sharing;

Leadership pressures and navigating corporate ethical choices
Building sales muscles and mindset shifts in corporate leadership
Ethical employee treatment and public perception in leadership decisions
Jo’s advice on adapting strategies and facing reputational challenges
Jo’s networking strategies from slump to success!
The role the C-Suite ® can provide in business mindset and structural changes
Overcoming fear and embracing resilience in corporate decision-making
Navigating change and organisational culture

Key Quotes;

"What I do is help organisations and the leaders in them to support positive organisational cultures when things are really changing so that people communicate better together."

— Jo Twiselton 00:01:0000:01:12

"I've taken the perspective that the work that I do for my business is as important as the work that I do for clients, because I can't do that if I don't have business."

— Jo Twiselton 00:34:3500:34:45

"If that strategy doesn't work, I'm not fundamentally changing what I do but I'm changing the way that I approach it."

— Jo Twiselton 00:12:5100:12:58

"Consistency in following up, consistency in showing up repeatedly. It's not rocket science, but sometimes the emotional aspect of it can get in the way, so it's taking that away."

— Jo Twiselton 00:16:1400:16:26

"What was interesting was, back in 2022 when I came to the converting corporate event, you talked to us about the changing market being on the horizon post COVID."

— Jo Twiselton 00:06:3100:06:44

Finding Balance in Career Growth: "It's understanding a little bit and making sure that you recognize what really works for you and what really floats your boat at certain points in your life."

— Jo Twiselton 00:23:5700:24:38

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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I am delighted to introduce you today to Ros Audoin, the dynamic CEO of Future Edge Group which is a leadership development firm. Ros is a multilingual executive coach and is kindly sharing her transformative journey from B2C sales to thriving in the corporate arena.

Ros discusses her personal and professional growth and shares her strategies on diagnosing client challenges, co-creating tailored solutions, and cultivating long-term relationships.

Jess and Ros highlight the significance of foundational strategies, the power of effective questioning, and the importance of community and support in achieving lasting business transformation.

In this episode I’m sharing;

Decision-making, adhering to processes, and allowing space for transformation
Understanding corporate dynamics and overcoming nervousness with corporate clients
Learning to love sales and developing genuine intentions to assist clients
Problem-solving for companies in business-to-business sales
Diagnosing challenges and conducting assessments before providing solutions
Evolving company cultures and initiatives like lunch and learns
Importance of investing in personal growth for business success

Key Quotes;

The Foundation of Success: "These boring things that you do behind the scenes, they're actually the foundation for the big things that you celebrate later. Going back to that whole planting a tree situation, for example, there's not 400 ways, you sow the seeds, you water it, it grows. Right? If you want 400 trees, you have 400 seeds or more."

— Ros Audoin 00:17:2400:17:31 00:42:4900:43:07

Letting Go of Corporate Stress: "I'm just going to let go of the stress and nervousness of this is corporate and just really focus on how can I help this organisation."

— Ros Audoin 00:09:00:09:2434

Transformative Team Development: "So having a conversation around what they perceive the problems to be and really trying to help them see that a more immersive experience for their team would actually bring bigger transformations than just a training."

— Ros Audoin 00:20:5000:21:09

The Power of Insider Insights: "The more information you have about the organisation from an insider, the better the experience you can create for your clients."

— Ros Audoin 00:29:3100:29:38

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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Have you ever wondered why celebrities are selling to corporate clients and why they might not be the best fit for corporate organisations? In today’s episode we’re questioning the qualifications of high-profile personalities who are delivering well-being services to businesses resulting in huge entrepreneurial successes. Leaving you to ask the question ‘what advantages can professionally certified experts bring to the table instead’ and why you need to develop a robust sales process to open corporate doors.

Interestingly, we’ll be understanding the history of celebrity brand partnerships, the challenges faced by regular entrepreneurs in this space, and why authentic expertise should never be overlooked.

Jess also shares tips on leveraging summer downtime to reflect on your goals, build quality conversations with key stakeholders, and generate valuable referrals. Plus, stay tuned for exciting updates about inbound lead generation, upcoming case studies, and special offers in the C Suite ® program.

In this episode I’m sharing;

Whilst celebrities might have star power, clients with professional certifications and genuine expertise offer greater value and tailored services to corporations.
Developing a strong and effective sales process is crucial. Focus on quality conversations with the right stakeholders to build lasting influence and generate valuable referrals.
How, by learning from both celebrities and industry experts, you can refine your personal and professional development strategies to seize corporate opportunities.
As we approach the summer months, take this time to reflect on your sales strategies, client relationships, and your ambitions for Q4.
Prepare for an engaging September sprint with dedicated support from Jess!

Key Quotes;

"I think we should have a bit of a conversation about celebrity culture and why celebrities are making that decision to move into more corporate partnerships rather than necessarily just being sponsored by companies to wear their clothes or being paid to endorse products."

— Jess Lorimer 00:13:0900:13:27

"We have this rise in celebrities endorsing things or creating products and programs and services that are about their own lived experience and not necessarily because they have any other expertise."

— Jess Lorimer 00:16:5000:17:04

"So, yes, there is an uneven playing field, because it is easy for organisations to buy from celebrities. They talk a lot more about what they're doing for a start, and they are usually quite happy to leverage any relationships that they may have themselves, that their publicist may have, etcetera, to get into organisations."

— Jess Lorimer 00:18:4700:19:10

"I've had lots of conversations with people who have huge audiences but who want to create more reliable revenue streams, who are tired of some of the things and experiences that they're having in the online world."

— Jess Lorimer 00:28:4000:28:56

"I've actually got a really, really cool newsletter planned in August for you about the way that you can focus on raising your prices and why you shouldn't be afraid to be a premium resource for corporate clients."

— Jess Lorimer 00:02:2600:02:39

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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If you’re still undecided about joining The C Suite ® or aren’t sure if the timing is right just now then today’s episode is specifically for you! I’m giving you the top five reasons why you should be joining The C Suite ® and more importantly why you should join before September this year!

I’m sharing incredible results which have already been achieved by past C Suiters, discussing how the new UK Government pledges are reshaping corporate spending and how this can influence business opportunities. Also why September is the prime month for selling to corporate.

So, whether you’re a small business owner or a seasoned professional, stay tuned for exciting updates on upcoming case study episodes and new content designed to help you build the most effective b2b sales process for Q4. If you're ready to take your corporate sales game to the next level, this is an episode you won't want to miss!

In this episode I’m sharing;

The top five reasons why you should join The C Suite ® before the September price increase.
How to maximise your business and prepare for an epic Q4!
The benefits included with The C Suite ® course such as templates, strategies, group hot seat and in-person events.
The Importance of being prepared with a good sales process to capitalise on election pledges and industry changes

Key Quotes;

With any new government or any change in political party or any election season with pledges being made, there is money to be spent for organisations and they're also changing priorities for organisations.

— Jess Lorimer 00:19:2500:19:41

The Power of Community in Business Growth: If you've ever felt isolated as an entrepreneur or isolated as a coach, consultant, trainer, service provider or a speaker sitting there thinking, “well, I just don't know how people are doing it. Is it really possible?” I’m here to tell you that it is!

— Jess Lorimer 00:24:5500:25:12

See this for the opportunity that it is. It really is an awesome opportunity to get a phenomenal experience for the current price in a good market at a good time with excellent sprint tasks and accountability to really build the best business that you can possibly have in Q4.

— Jess Lorimer 00:31:2900:31:53

The September Sprint is revolutionising C Suite Training! If you want to kick start your C Suite experience, that is going to be an epic way to do it.

— Jess Lorimer 00:12:3500:12:42

If you are thinking of joining The C Suite ® then September is a great time to do it because the market is very, very interesting in September. Companies realise that projects that they thought they would start or head down as a priority haven't been started, haven't been finished, and they're also coming up to a good time of the year to spend their budget as well.

— Jess Lorimer 00:18:0500:18:27

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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."

— Jess Lorimer 00:02:1300:03:23

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."

— Jess Lorimer 00:28:5800:29:10

"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."

— Jess Lorimer 00:31:5700:32:08

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."

— Jess Lorimer 00:22:4600:23:10

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?"

— Jess Lorimer 00:24:0000:24:10

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."

— Jess Lorimer 00:06:4200:07:07

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."

— Jess Lorimer 00:15:0500:15:19

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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In this insightful episode, we delve into the strategic shift many online business owners are making from B2C to B2B revenue streams. Jess doesn't just offer a theoretical perspective; she draws from her own experiences and substantial investments in her own professional journey.

From her recent visit to Los Angeles to analysing the city's unique approach to opportunity cultivation, Jess's anecdotes blend personal growth with practical business insights and covers the importance of a solid B2B sales process, the value of impactful networking events, and how transparency and persistence can redefine your sales strategy.

"Wintering in LA" isn't just a dream—it's a blueprint for opportunity! Jess also shares how the city's open, transparent approach to networking transformed her sales mindset. It's all about embracing opportunity boldly. So if you’ve ever wondered how to supplement your B2C revenue with high-paying, predictable corporate revenue - tune in!

In this episode I’m sharing;

Transitioning to Corporate Revenue Streams: Tips for Success and Networking
Enhancing B2C Income with Corporate Sales: A Strategic Approach
Insights into B2B Sales: Tight Processes and Corporate Revenue Opportunities
Moving Beyond B2C: Strategies for Successful Corporate Client Engagement
Boosting Corporate Sales: Networking, Investments, and Mindset Shifts
Debunking Sales Stigmas: Transparent Approaches to B2B Success
The Power of In-Person Events for Corporate Revenue Growth
From Masterminds to Corporate Sales: Building Networks and Seizing Opportunities

Key Quotes;

Seizing Opportunities in Los Angeles: "In Los Angeles, it is super normal for people to very transparently ask for opportunities."

— Jess Lorimer 00:17:3700:17:44

Navigating Opportunities in LA: "A lot of people are working in spaces where they feel like they might meet people who are able to cultivate those opportunities or whether they're going to be able to have more of those opportunity cultivating conversations, which I think is very cool."

— Jess Lorimer 00:19:5300:20:11

Maximise the Return on Networking: "If you're going to go to an event make sure that it is going to be something that is going to generate a return on investment for you. Not just in terms of what you're learning but in terms of who are you spending time with? And how is that helping you move forward?"

— Jess Lorimer 00:12:2800:12:45

The New Landscape of Corporate Sales: "With corporate companies, can you show that you are capable of delivering the transformation that you promise you can? Do you go in and do a great job and have a clear upsell process? Do you have a clear B to B sales process where you're able to target new corporate clients consistently, book sales calls consistently, navigate those sales calls competently, and be selling premium price solutions that you actually deliver really, really well to those organisations."

— Jess Lorimer 00:34:3700:35:10

The Dark Side of B2C Marketing: "Ultimately, the B2C space had become this kind of cesspit, which is quite a strong word, isn't it? But it had become this kind of cesspit where funnels and not actually delivering what was promised to clients had become the norm."

— Jess Lorimer 00:06:3100:06:48

Non-Competitive Networking: "It's a very different energy because it's not, like a kind of competitive, we all have to be the best in the room so that we get the most, you know, clients from the room or that we get the most, like, use out of audience building opportunities."

— Jess Lorimer 00:14:0100:14:21

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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."

— Jess Lorimer 00:01:0100:01:27

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."

— Jess Lorimer 00:36:5600:37:09

"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."

— Jess Lorimer 00:40:0700:40:19

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."

— Jess Lorimer 00:27:4400:28:09

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?"

— Jess Lorimer 00:21:5100:22:04

"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."

— Jess Lorimer 00:20:2800:20:40

"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."

— Jess Lorimer 00:13:2700:13:43

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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."

— Jess Lorimer 00:04:3300:04:54

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."

— Jess Lorimer 00:05:0800:05:17

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."

— Jess Lorimer 00:17:3300:17:51

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!"

— Jess Lorimer 00:24:1400:24:21

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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Do you find yourself constantly saying, “I'll do it later,” when it comes to your sales tasks? You’re not alone so shake off the shackles of procrastination and take control of your sales success!

In this episode, we're going to unpack the reasons why we procrastinate on our sales activities and discuss 3 practical ways to stop stalling and stride confidently towards our goals.

We'll look at how procrastination can cost us not just our peace of mind but also our business growth, and why relying on feelings over data can steer us off course.

This isn't an episode about beating ourselves up for delaying tasks; instead, it's about understanding the types of procrastinators and how we can manage it effectively to maintain momentum in our sales pipelines. From embracing a proven process to surrounding ourselves with the right kind of successful influences, we'll explore strategies that can spur us into action. And remember, it's the start of a new financial year, so there's no better time to refresh our approaches and say goodbye to procrastination!

In this episode I’m sharing;

Discussing the different types of procrastinators and their traits and the strategies for managing and overcoming procrastination types
By frontloading your day with key sales activities, you're more likely to see them through. Learn how placing these tasks first can set you up for daily success.
Understanding the negative impact of procrastination on sales success
The importance of making sales decisions based on data and action rather than feelings
The importance of surrounding yourself with a successful and result-oriented community
The importance and necessity of tracking sales performance
Exploring the common causes of delaying sales tasks and addressing the emotional and psychological aspects of procrastination in sales

Key Quotes;

Overcoming Sales Procrastination: "This episode is not about beating yourself up and feeling bad because you haven't done your sales activity or anything like that. It really is about the practical ways that you can overcome and understand why procrastination has become such a big part of your business life."

— Jess Lorimer 00:03:2900:03:52

The Impact of Procrastination on Business: "what you do now impacts your business in 90 days' time."

— Jess Lorimer 00:19:5200:19:55

Understanding Procrastination: "You have to know who you are and what kind of procrastinator you are so that you can solve it."

— Jess Lorimer 00:30:0900:30:13

The Psychology of Procrastination in Sales: "In terms of understanding why people procrastinate on sales activity, the second biggest thing was that people weren't sure what to do or when to do it."

— Jess Lorimer 00:12:2900:12:44

Improving Business Efficiency: "if you are not as effective, or you know that tracking your revenue, tracking your numbers, tracking your metrics isn't your thing, go and download the sales tracker spreadsheet because that will be much more effective than you procrastinating on tracking your revenue."

— Jess Lorimer 00:09:0500:09:29

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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
Ghosting Prevention Tips: Navigating corporate decision makers' responses
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."

— Jess Lorimer 00:09:5900:10:08

Understanding Ghosting: "Ghosting happens when you've got a relationship with somebody and they're not replying."

— Jess Lorimer 00:11:3100:11:36

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."

— Jess Lorimer 00:13:2400:13:46

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?"

— Jess Lorimer 00:15:2400:15:32

Preventing Professional Ghosting: "In the case of ghosting, prevention is better than cure."

— Jess Lorimer 00:17:3700:17:41

Coping with Professional Ghosting: "I have been ghosted thousands of times over the years, and I will probably be ghosted thousands of times more."

— Jess Lorimer 00:04:5700:05:50

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?"

— Jess Lorimer 00:06:4000:06:52

The Pain of Rejection in Modern Communication: "And that's when I started experiencing the pain of rejection that people feel about being ghosted."

— Jess Lorimer 00:08:5900:09:13

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

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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."

— Jess Lorimer 00:00:0500:00:17

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."

— Jess Lorimer 00:16:4500:17:25

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."

— Jess Lorimer 00:02:1300:02:39

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."

— Jess Lorimer 00:20:3400:20:47

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."

— Jess Lorimer 00:27:2400:27:51

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."

— Jess Lorimer 00:33:3300:33:55

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."

— Jess Lorimer 00:29:5400:30:25

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.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

View Details

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."

— Jess Lorimer [00:32:58 → 00:33:19]

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here.

Click here to watch my video on how to troubleshoot your sales process.!

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

View Details

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!

Sign up here to join Substack.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

View Details

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.

Sign up here to join Substack.

Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

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.

View Details

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]